Podcasts about prospect experience

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In this episode of B2B Digital Marketer, we delve into the importance of prospect experience in B2B lead generation. Dan McDade highlights how prospect experience can be a game-changer in attracting and converting customers. We explore success stories like Harry and David, uncover the battle between sales and marketing for more leads, and discuss the power of nurturing and targeting the right audience. We also touch upon the hidden costs of neglecting prospect experience and the impact of employee turnover.  Join us as we navigate the stepping stones of relationship building and the crucial connection between sales and buying processes. Plus, we unlock the power of insights and personalization at scale for B2B companies. Tune in to gain valuable insights on improving your prospect experience and boosting your lead generation efforts.  

In this episode Benji talks to Doug Bell , CMO at LeanData.   Discussed in this episode:  Why MQL/SQL shouldn't be the Holy Grail Improving prospect experience Content that converts

Join us as we share articles from the November/December 2017 California Freemason magazine, as well as a little bit of information about how we talk to prospects. --- Send in a voice message: https://anchor.fm/sslodge357/message Support this podcast: https://anchor.fm/sslodge357/support

In the chaos of the marketing and sales tech stack, it is easy for marketing management to be misled into thinking the prospect’s experience is taken care of by the CRM system, Marketing Automation and eventually salespeople, but this isn’t the case. Author, sales guru, and lead generation professional Dan McDade, is our guest from Prospect-Experience  and he discusses the over-looked field of prospect experience management. McDade says this failure is needlessly costing companies 10-20% of closed sales every month. McDade has a history of knowledge in the sales lead management and lead generation fields having been the CEO of PointClear for 20 plus years. He is now the managing partners of Prospect-Experience which solves the weaknesses in B2B companies he sought to repair when the leads he created for clients went begging for attention from his clients sales and marketing people. 

Happy Monday, Let's Talk Sales listeners! This episode's featured guest is Dan McDade. Dan is the Managing Partner at Prospect-Experience, a company that guides established and venture-backed companies to drive engagement with future customers. And, he has over 20 years of experience in retail and direct mail marketing alongside consulting and training leaders. Fun fact: […] The post Let’s Talk Sales! Prospecting with Dan McDade – Episode 193 appeared first on Criteria For Success.

  SLMA guest host and board member Dan McDade (recent CEO of PointClear) and now of Prospect Experience interviews Karen Hayward a managing partner of Chief Outsiders on the subject of what separates winners and losers in the revenue wars. The interview covers three tactical areas that winners use and loses fail to implement. Very interesting.  ----more---- About the Guest: About Karen Hayward Karen Hayward is a Managing Partner with Chief Outsiders, responsible for West Coast Operations. She is a results-oriented marketing, sales, and operations executive with a proven track record for building and executing strategic programs that accelerate revenue. Karen joined Chief Outsiders from EarthLink where she completed the integration of their acquisition of CenterBeam. At CenterBeam, she spent a decade as CMO. Karen’s early career set the stage for her later successes; while at Xerox Canada Ltd., she held a variety of corporate marketing, and sales leadership positions, ultimately developing and leading the company’s first industry-focused go-to-market effort as VP and General Manager for the Financial Services sector. From 1995 to 1998 she held VP of Marketing and Director of Product Marketing roles within Xerox Canada. Karen was our “boss” during her time at CenterBeam. During one five-year period, CenterBeam credited PointClear with helping them grow 45% per year compound annual growth. Karen, welcome to the broadcast.    About Chief Outsiders Chief Outsiders, LLC is a nationwide "Executives-as-a-Service" firm, with more than 60 part-time, or fractional, Chief Marketing Officers (CMOs) engaged from coast-to-coast. Unlike other strategic marketing and management consulting firms, each CMO has held the position of VP Marketing or higher at one or more operating companies. Chief Outsiders have served on the executive team of over 600 client companies to drive growth strategy and execution plans for a fraction of the cost of a full-time executive. Because of its market-based growth plans, quality of leadership, and experienced team, Chief Outsiders has been recognized for the past four years by Inc. Magazine as one of the 5,000 fastest-growing privately held companies in the US, and was recognized in the Houston Business Journal's Fast 100.  About the host Dan McDade McDade is the founding partner of Prospect Experience.  Dan McDade founded PointClear in 1997 to help B2B companies with complex sales processes drive revenue through lead generation, qualification and nurturing. For close to 20 years, he’s been instrumental in developing strategies that assure 100% of leads delivered to client sales organizations are fully qualified to client specifications.  Dan is the author of The Truth About Leads, a book about how to focus lead-generation efforts, align sales and marketing, and drive revenue. He also wrote From Chaos to Kickass, an ebook detailing the benefits of sales and marketing optimization.  The Sales Lead Management Association named Dan one of the 50 Most Influential People in sales lead management for five consecutive years. In addition, he was named one of the Top 50 Sales & Marketing Influencers for three years by Top Sales World.   

  It is easy for marketing management to be misled into thinking the prospect’s experience is taken care of by the CRM system, Marketing Automation and eventually salespeople, but this isn’t the case.  The more we automate the more we rely on software to do a job that needs a personal touch.  Author, sales guru, and lead generation professional Dan McDade, is our guest from Prospect-Experience and he discusses the over-looked field of prospect experience management. McDade says this failure is needlessly costing companies 10-20% of closed sales every month.  This except is taken from his original program which can be heard here: The Prospect Experience Isn’t Marketing Automation or CRM McDade has a history of knowledge in the sales lead management and lead generation fields having been the CEO of PointClear for 20 plus years. He is now the managing partners of Prospect-Experience which solves the weaknesses in B2B companies he sought to repair when the leads he created for clients went begging for attention from his clients sales and marketing people. 

Some lessons from Dan McDade in this episode include: "There's a real focus on the technology stack and companies are spending more and more on that technology stack. And to some extent, they're automating bad processes." "...the technology solutions make it easier to get more bad leads faster to sales than ever before. " "The total obtainable market or the serviceable obtainable market...it doesn't really matter what they call it. The total addressable market is the market that you want to sell to. And a caveat here is that most companies prospect too broadly. " The unsung hero - lead nurturing. You'll have to tune in to hear decades of success handed to you on a platter - making it simple to understand. About Dan McDade: Author, sales guru, and lead generation professional Dan McDade, is our guest from Prospect-Experience and he discusses the over-looked field of prospect experience management. McDade says this failure is needlessly costing companies 10-20% of closed sales every month. McDade has a history of knowledge in the sales lead management and lead generation fields having been the CEO of PointClear for 20 plus years. He is now the managing partners of Prospect-Experience which solves the weaknesses in B2B companies he sought to repair when the leads he created for clients went begging for attention from his clients' sales and marketing people.

In this episode we explore the Sales perspective understand how Marketing can focus their efforts to qualify and nurture leads so that Sales can effectively close the deal on Marketing’s pool of prospects. While it can often feel as though sales and marketing speak a different language, our guest today proposes some techniques and Sales-driven perspectives on how Marketing can better understand and support their partners in Sales, and how Sales can better communicate their needs to Marketing. Leveraging the widespread and effective concepts in customer experience design, Marketing has an opportunity to link arms with sales to create relevant and winning ‘prospect’ experiences as well. Guest: Dan McDade Dan McDade is the Managing Partner at Prospect Experience, a lead-generation advisory focused on designing sales strategies and experiences for B2B companies. He is also the author of ‘The Truth About Leads.’ Dan has 10 years of experience in retail, another 10 in direct mail marketing, and has spent the last 20 years growing his own consultancy centered around demand and lead generation services. Host: Veronica Bright Veronica Bright is a solution architect at Zee Jay Digital. Specializing in marketing resource and digital asset management, Veronica delivers thoughtful, functional solutions for enterprise clients. Veronica believes that technology design starts and ends with the people who use it, and strives to put people first in every solution she builds.

In this episode, we're covering the prospect experience and why we think it's more important than the resident experience.

So often, as sales reps, we neglect to realize that the customer journey starts with the prospect experience. Sean McDade, PhD, is the founder and CEO of PeopleMetrics; a software and services company that helps organizations measure and create a better customer experience by listening to their customers and prospects.  Sean is also the author of “Listen or Die: 40 Lessons that turn Customer Feedback into Gold,” a book about how to listen to your customers, clients and prospects in order to create a better experience for them. CUSTOMER EXPERIENCE Any time that a company interacts with a customer or prospect, they are providing a customer experience. It could be a digital experience on a website, an in-person experience through a meeting with a sales rep, or customer experiences via contact centers or online chats. A great company is one that consciously manages those interactions to create positive experiences for their customers. As a sales rep, the experience you give to your prospects is very important. The prospect's interaction with a sales rep sets the tone for the experience he can expect as a customer. This is especially true if you are selling B2B products, software, professional services, or any high-end consumer products that a prospect is likely to spend significant dollars on to purchase. A sales rep can increase the value in the sales process by answering questions in detail, by solving problems, and by reducing pain for the prospect. The metric used to measure customer experience is substantially higher for sales reps who add value over those who do not. When a prospect feels that he was lied to, or misled, at the beginning, it is difficult to recover. The great sales reps are the ones who set the tone for a great customer or client experience over the long-term. As for the sales reps who are not setting a positive tone – Sean believes they are creating the very real possibility that the client will churn in the future instead. MARKETING VS SALES Marketing sets the brand promise. They set the expectations but it is up to the sales reps to bring it to life. The prospects will remember their conversations with sales reps long after they've forgotten the marketing campaign. The sales rep has more credibility and is more effective, as a result, in setting a positive – or negative – tone with the prospect. POSITIVE PROSPECT EXPERIENCE PeopleMetrics measures various attributes by sending a survey to each prospect to determine the experiences that the reps create. In this way, Sean has found the prospects always feel that value has been added to their experience whenever a sales rep is able to provide these five things: Be prepared. A great sales rep is one who is super-prepared. They know the prospect inside and out; the reps don't ask questions that are easily found online, for example. Be comfortable answering questions. A great sales rep understands their prospect's situation and can suggest solutions. Be a good listener. A great sales rep listens more than he talks and will really understand the needs of the prospect as a result. Be knowledgeable about your product. Be able to answer questions beyond what is already available online. Be proactive. Be timely and follow-up.   When you add value to the experience, the prospect will not only be a client that buys more, he will be a client that provides referrals. #Referrals CLICK TO TWEET   Referrals are key, especially in the B2B market.  At that level, buyers actually seek out referrals from other buyers before making big decisions. THE CONSULTATIVE SALE REP As sales reps, we sometimes feel as though we are simply taking orders when, in truth, we should aim to be more of a consultant for the buyer. The company we work for should be one that values the consultative element: providing training, experience, and hands-on opportunities for the sales reps to really learn the product well. As an example, Sean has a great rep at his company who is generally tasked with opening doors by understanding the prospect's needs, identifying problems, and introducing solutions. On his own time, the rep learned the product inside and out to the point where he can now read the reports the analysts write for similar-type prospects. He knows the industry, the language, and the company so well that he is extremely credible as a result.  The value that the company placed on his training continues to pay off. Unfortunately, a lot of smaller companies are unable to provide training, so it is up to the rep to become consultative through proactive measures. Learn as much as you can about the product and the industry and talk to account managers who are servicing similar products, etc. LEARNING YOUR CUSTOMER As sales reps, we don't need our buyers to know all about our business. Rather, we need to learn as much as possible about theirs. We need to be able to help them see their blind spots and identify their weaknesses so that we can create a great prospect experience by providing solutions. Nothing annoys a buyer more than having to answer questions simply to bring a sales rep up to speed, especially when it is something the sales rep should already understand. Instead, if you can offer the buyer insight into the many ways that your product can reduce their pain, or further them in their careers, you are already ahead of the game. You've got the inside track. It reminds me of a story where a sales rep friend of mine was shadowing a more established rep. The established sales rep, however, was also a really cocky and arrogant guy who didn't feel the need to do any research on his prospects before a call. He was confident that his knowledge of the product would be sufficient to land the sale. Long story short: Because the sales rep failed to take the time to research an acronym that he had seen on the prospect's website, the sales rep misused the acronym and was unable to recover. It was a horrible experience that could have been prevented with a little research. THE STATISTICS PeopleMetrics researched 800 B2B buyers and discovered some fascinating reasons as to why they buy or don't buy. Seventy-eight percent of B2B buyers actively seek recommendations from their trusted colleagues as their first step toward a purchase. They rarely look online or make a choice based solely on an interaction with a sales rep. Seventy-six percent of the time, the recommended company wins the contract. The losing providers, on the other hand, are almost never recommended. Furthermore, the sales rep makes a huge difference as to whether or not a company is recommended. Sixty-one percent of B2B buyers that bought something report that the sales rep provided high value: he was consultative and he was prepared. He provided a positive prospect experience. And here's the kicker: the sales rep that provided the high-value experience for the B2B buyer got bigger contracts – up to $100,000 more within the 800 buyers. THE CHAMPION CYCLE Seventy percent of B2B buyers who experience a high-value meeting recommended the provider to others. It is a cycle that goes around and around and around. It all comes down to the experience that the sales reps have with the prospects. Sean highly recommends reaching out to your prospects after interactions with your reps. Ask them what they did well and what they could do better. At PeopleMetrics, the survey takes less than a minute and they regularly see a 75% response rate.   Was the meeting valuable? Was the rep prepared? And most importantly – do you have any concerns related to moving forward? This is a beautiful question because, as sales reps, we waste a lot of time chasing leads that are going nowhere. This question offers a non-confrontational way for a prospect to let us know if our product is not a good fit. Then we can focus our efforts on prospects who are. E-COURAGE The survey is sent to every decision maker in the group who attended the meeting.  Sean does not recommend, however, having the sales manager call the prospect with the same survey questions as it is unlikely they will provide completely truthful answers. People are more likely to provide honest feedback via digital means than in person. THE NET PROMOTER QUESTION “How likely would you be to recommend our product or services to a colleague?” Sean is working with a company that is taking this one step further. Their sales reps call and thank every single customer who provided a 9, or 10. This simple act has resulted in even more referrals! The mindset of most sales leaders is very hard-charging, or maybe marketing owns the customer experience side of things. Once the sales leader recognizes customer experience as a revenue-generating opportunity, he is more likely to implement it. Sean recalls a client who left a meeting feeling very confident that he had landed the sale only to receive lukewarm feedback.  As a result, he was able to get on the phone and determine where a misunderstanding had occurred. He was able to turn it around and make the sale. PeopleMetrics Valuable prospect experiences can be easily and systematically incorporated in very low stress ways. At PeopleMetrics, they are super passionate about the prospect and customer experience.  Their software automatically sends the survey to your prospects. Once prospects complete the survey, the company sends an email alert of results along with recommendations on how best to proceed. PeopleMetrics also provides the ability to focus on which reps are doing well, and which ones might need more assistance. It is a complete solution for improving the prospect/customer experience by helping companies listen to their clients. The prospect experience is the key to delivering a great customer experience that can hopefully last a lifetime. Take the guesswork out of it.  Know how your sales reps are interacting with your prospects. “CUSTOMER JOURNEY STARTS WITH THE PROSPECT EXPERIENCE” EPISODE RESOURCES You can reach out to Sean via email at Sean.mcdade@peoplemetrics.com , or find him on Twitter @smcdade. Learn more about the company at Www.peoplemetrics.com. If you haven't already done so, subscribe to the podcast so you won't miss a single episode. Share it with your friends who would benefit from learning more. This episode is brought to you in part by our TSE Certified Sales Training Program which teaches you to improve your sales skills, find more customers, build stronger value, and close more deals. The next semester begins in March. This episode is brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It's super easy, it's helpful, and I recommend that you try it out. You'll receive real-time alerts anyone opens an email or clicks a link. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out. 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In the chaos of the marketing and sales tech stack, it is easy for marketing management to be misled into thinking the prospect’s experience is taken care of by the CRM system, Marketing Automation and eventually salespeople, but this isn’t the case. Author, sales guru, and lead generation professional Dan McDade, is our guest from Prospect-Experience  and he discusses the over-looked field of prospect experience management. McDade says this failure is needlessly costing companies 10-20% of closed sales every month. McDade has a history of knowledge in the sales lead management and lead generation fields having been the CEO of PointClear for 20 plus years. He is now the managing partners of Prospect-Experience which solves the weaknesses in B2B companies he sought to repair when the leads he created for clients went begging for attention from his clients sales and marketing people. 

In this episode of the Expert Marketing Matters podcast, your hosts, Chris Butler, Mark O’Brien and Lauren Siler, discuss why user experience design must be understood differently in the marketing context...