ViewPoint

JUNE 28, 2012

My PowerViews guest today is Rich Vancil, IDC Group Vice President for Executive Strategies. As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations. Rich earned his MBA from Harvard Business School, and he’s twice been named to BtoB Magazine’s Top 100 Most Influential people.

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ViewPoint

JUNE 26, 2012

Britton Manasco is a principal with Manasco Marketing Partners. His new firm, which specializes in strategic positioning and provocative sales messaging, is called Visible Impact. You can reach him at Britton@ManascoMarketing.com. When I attend conferences, I usually come with a few questions in mind that I hope to get answered. But, when I attended the recent Leadership Summit put on by the American Association of Inside Sales Professionals (AA-ISP), I was reminded that sometimes questions can

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ViewPoint

JUNE 15, 2012

My PowerViews guest today is James Obermayer. Jim is the founder of the Sales Lead Management Association. SLMA is the sponsor of the yearly Sales Lead Management week and initiatives to identify both the Top 50 Most Influential People in Sales Lead Management and 20 Women to Watch in Sales Lead Management. Jim's career has been equally divided between marketing and sales.

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ViewPoint

JUNE 8, 2012

Today’s PowerViews guest is Ginger Conlon, Editorial Director of 1to1 Media. She is responsible for the direction and day-to-day editorial operations of award-winning publications including the executive journal, Customer Strategist; online business publication, 1to1 Magazine; its e-newsletter, Weekly Digest; and Think Customers: The 1to1 Blog.

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Marketing Automation Services Top of Funnel Paid Search Agency Mobile Marketing 156

ViewPoint

JUNE 19, 2012

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. Last month we tackled the issue of How many inquiries does it take to make quota? We started with a sales figure of $7,500,000 that our example company needed to make quota. Then we took into account the sales that were expected from the existing pipeline ($2.5 MM), and projected the inquiries needed to make a quota of $5 MM, as

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