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| Page 1 of 1 | Previous | Next | VIEWPOINT OCTOBER 10, 2011 Who is teaching the CMO how to sell? Debbie Qaqish is Principal Partner and Chief Revenue Marketing Officer for demand generation agency, The Pedowitz Group. nationally recognized thought leader and innovator in revenue generation, Qaqish has over 30 years of experience helping organizations connect marketing to revenue. She is a pioneer in marketing automation—first as a beneficiary of the technology and now as an advocate and expert. Her first book, " The Rise of the Revenue Marketer ® ," will be published in 2012. Who is teaching the CMO how to sell? Who doesn’t want this? But all is not lost. | VIEWPOINT OCTOBER 3, 2011 Create Performance Combustion to Get the Sale Angela DeFinis is an industry expert in professional public speaking. As an author, executive speech coach, and founder of DeFinis Communications , she has spent over twenty years helping business professionals communicate with greater poise, power, and passion. Using her signature Line by Line Coaching™ process, Angela and her talented staff have trained business leaders and other professionals to speak with increased skill and confidence in engaging any audience. All salespeople are public speakers, whether they embrace that identity or not. These are your performance skills. | | | | | |
| VIEWPOINT OCTOBER 31, 2011 7 Hot Email Prospecting Tips Jill Konrath is the author of SNAP Selling (#1 Amazon sales book) and Selling to Big Companies , a Fortune "must read" selection. As a frequent speaker at sales conferences, she helps sellers crack into new accounts, speed up sales cycles and win big contracts. For more fresh sales strategies that work actually with today's crazy-busy prospects, visit www.jillkonrath.com. Jill originally published this as a one-page whitepaper, and it is republished here with her permission. Crazy-busy people read their email with their finger on the delete key. Eliminate Delete-Inducing Words. ” 7. | VIEWPOINT OCTOBER 20, 2011  The 11th Question to Ask Before Buying a Marketing Automation Solution A good read I discovered recently is a post by Lauren Carlson, What Do You Wish You Had Asked Your MA Vendor? on the Marketing Automation Software Guide blog. Lauren’s article is based on her survey of marketing automation users that sought—knowing what they know now—the questions they would ask vendors if they were going back and buying their software all over again. | VIEWPOINT OCTOBER 27, 2011 The Top Ten Actions to take from the book: "Social Marketing to the Business Customer" I recently read Paul Gillin and Eric Schwartzman’s book: “Social Marketing to the Business Customer” I liked the book (so much so that I wrote an Amazon recommendation) for a number of reasons. First, I like the format. The book is broken down into three sections: Tools, Technology, Tactics. also liked that it is a very readable book (about 240 pages, lots of statistics, pictures…). Some of the best examples mentioned in this book have to do with subject matter experts becoming celebrities (example: Scott Hanson at Dell). This is a win-win-win situation. | VIEWPOINT OCTOBER 24, 2011  Parallels: Social Manufacturing & Outsourcing Manufacturing Lead Generation An interesting post by SoftwareAdvice.com’s Derek Singleton— What Does Social Manufacturing Look Like? —noted the Dreamforce announcement of Salesforce.com’s support for Kenandy , a cloud-based manufacturing solution that incorporates the social tool, Chatter. Kenandy has been founded by Sandy Kurtzig, the former CEO of ASK Group and the creator of ManMan. | | | | | | | |
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VIEWPOINT | THURSDAY, OCTOBER 13, 2011  Lead Generation and Appointment Setting—Know When to Pull the Trigger and Outsource
Ken Murray is a 30 year veteran of the Inside Sales space. He has designed and built inside sales campaigns for numerous Fortune 500 companies. His sales teams have sold over 168,000 products annually and produced north of 700 million dollars in annual sales. In 2005 Ken commercialized the product that was driving his inside sales team and founded VanillaSoft. Pulling the trigger and letting the big dogs run while you focus on your core competencies and winning the day on both sides of the ball—priceless.” They hired us, and we took over their sales from soup to nuts. They left. MORE >> -
VIEWPOINT | FRIDAY, OCTOBER 14, 2011 What I Learned From Steve Jobs
Visionary, entrepreneur and leader, Guy Kawasaki is Managing Director of Garage Technology Ventures , a founder of Alltop , and the author of Enchantment: The Art of Changing Hearts, Minds, and Actions. As a member of the early Apple Macintosh team, an Apple evangelist and an Apple Fellow, Guy worked closely with Steve Jobs and is uniquely qualified to share these business lessons learned from him. Guy originally published this post on October 9, 2011, and it is republished here with his permission. Many people have explained what one can learn from Steve Jobs. Experts are clueless. Ice 1.0, MORE >> -
VIEWPOINT | TUESDAY, OCTOBER 18, 2011 “You Can’t Catch Water With A Fist”
James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. JoJo Jensen’s quote from Dirt Farmer’s Wisdom i , “You can’t catch water with a fist,” is especially true in the conflict between sales and marketing. am particularly struck by her thought that you must be open-handed and open-minded to accomplish almost anything in life. The differences between marketing and sales often escalate into complaints and whining, accusations and finger pointing. MORE >> -
VIEWPOINT | FRIDAY, OCTOBER 14, 2011 Takeaways from BtoB's NetMarketing Breakfast in Boston
It's great to be home after a very productive trip to the Northeast. PointClear sponsored the October 11, 2011 breakfast featuring speakers from Intertek Group, Deltek, Hitachi Data Systems and OppenheimerFunds, Inc. The Westin in Waltham did a great job and the setting was conducive to a lively event. Here are just a few notes I jotted down during the event: By the end of 2012, at least 25% of the content on websites will be video. Mobile will eclipse standard browsers by 2013. In a BtoB test, Facebook beat LinkedIn and Twitter when measuring response to targeted ads (IT hardware product). MORE >>
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