October, 2011

ViewPoint

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7 Hot Email Prospecting Tips

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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.

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The Top Ten Actions to take from the book: "Social Marketing to the Business Customer"

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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. I also liked that it is a very readable book (about 240 pages, lots of statistics, pictures…).

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Parallels: Social Manufacturing & Outsourcing Manufacturing Lead Generation

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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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The 11th Question to Ask Before Buying a Marketing Automation Solution

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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.

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“You Can’t Catch Water With A Fist”

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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. I am particularly struck by her thought that you must be open-handed and open-minded to accomplish almost anything in life.

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Takeaways from BtoB's NetMarketing Breakfast in Boston

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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.

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What I Learned From Steve Jobs

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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.

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