Developing Prospects. Driving Revenue

ViewPoint | The Truth About Lead Generation

Stunning Study Reveals How to Increase Sales by 29-49%

Posted by James Obermayer Dec 17, 2014 2:41:00 PM

Stephen Covey said, “The key is not to prioritize what's on your schedule, but to schedule your priorities.” Of course, Covey’s message is a good one for all of us, but especially true for salespeople as pointed out in “The Power of Prioritization Report”i published by Velocify (A Sales Optimization Study).

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Tags: Sales Process, Sales Leads

8 Ways to Motivate Salespeople to Follow Up Inquiries

Posted by James Obermayer Nov 17, 2014 9:27:47 AM

Corporate growth, good and bad, can be traced to sales lead follow-upi

Marketers keep thinking it is common sense for sales representatives to follow up all inquiries given to them. After all, what is the alternative? Cold calling? But alas, as Voltaire said, “Common sense is not so common.”

So we are left with motivating them to do the obvious and not give up. Yes, follow-up is difficult today. Prospects are always available when they want something, but disappear when they have what they need. Follow-up is variously reported from 10%-25% in most companies. When you think about it, some marketers feel that giving some salespeople sales leads is like throwing money in the trash. Here are some thoughts on motivating salespeople to do the obvious:

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Tags: Sales Leads, Sales & Marketing Management

Should You Gate Your Content? Answer These Questions To Find Out.

Posted by Stacy Williams Nov 11, 2014 10:53:30 AM

Lead generation today relies heavily on creating quality content aimed at addressing prospects’ pain points and questions as they go through their buyer’s journey. Fantastic!

Now that you, Ms. Marketer, have created all this wonderful content, an important question looms … should you gate it? That is, should you require interested prospects to fill out a form before giving them the content, or should you make it freely available to everyone? 

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Tags: Lead Generation, Content Marketing, SEO Optimization

Your Marketing Team Isn't As Good As They Think - Just Ask Sales

Posted by James Obermayer Nov 6, 2014 10:00:00 AM

“If we're going to win the pennant, we've got to start thinking we're not as good as we think we are.” —Casey Stengel*

Yes, it was one of Casey Stengel’s best thoughts. How often do we think we are good enough, or better than our competitors, and yet our market share isn’t growing, or the competitors are gaining on us? We blame the products, the salespeople, and then we blame the salespeople again. But what if the salespeople are right—they don’t get enough qualified leads?

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Tags: Lead Generation, Marketing Strategy, Lead Qualification

Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 3)

Posted by Dan McDade Nov 4, 2014 9:15:00 AM

The leads are weak? You’re weak!

If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it. Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? The <expletive> are weak! You’re weak!”

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Tags: Lead Qualification

Five Signs You're Missing Sales Opportunities

Posted by Dan McDade Nov 3, 2014 12:09:16 PM

Available Free for a limited time!

I am excited to announce that SellingBrew just published my Playbook Diagnostic, “Five Signs You’re Missing Sales Opportunities” and has generously made it available free to readers of ViewPoint for a limited time.

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Tags: Lead Generation, Sales Leads

Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 2)

Posted by Dan McDade Oct 31, 2014 9:43:00 AM

The leads are weak? You’re weak!

If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it. Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? The <expletive> leads are weak! You’re weak!”

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Tags: Lead Qualification

Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 1)

Posted by Dan McDade Oct 29, 2014 1:04:00 PM

The leads are weak? You’re weak!

If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it. Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? The <expletive> leads are weak! You’re weak!”

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Tags: Lead Qualification

Top B2B Marketing Blogs: Key Ingredients

Posted by Larry Alton Oct 22, 2014 12:04:58 PM

What makes up the perfect B2B marketing blog? First let’s establish that there are marketing blogs—and then there are B2B marketing blogs. Why make the distinction? Consider the all American apple pie. Such an iconic dessert, yet, it’s rare that you’ll ever come across two identical family recipes. Sure, most start off with the same standard ingredients: butter, sugar, flour, apples—just to name a few. But it’s the magic that happens with those ingredients that gives each one its own claim to fame and a coveted spot in the family recipe book. Now that I’ve got you salivating, let’s begin our tasting menu of B2B marketing inspiration.

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Tags: B2B Marketing, Guest Blogs

4 Great Reasons to Take the Sales Performance Optimization Survey Today

Posted by Dan McDade Oct 16, 2014 10:42:00 AM

I just finished the survey questions for CSO Insights' 2015 Sales Performance Optimization Study. Now I know that PointClear will be counted as one among the many thousands of companies contributing to overall sales knowledge trends for 2015. The survey itself took about 12 minutes, and since the form allows you to save as you go, I could be interrupted and not have to start over. Easy—and interesting.

Interesting, because each year the results of this kind of study are valuable to me as we position ourselves for success in the lead generation space. This new paper will be delivered late January, and I know

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Tags: B2B Sales