ViewPoint

JULY 31, 2012

Generating sales leads that are actually followed up by sales is a basic business process that is broken in most companies. The reason is that marketing and sales are part of a Granfalloon. Kurt Vonnegut defined a Granfalloon as “a group of people who outwardly choose or claim to have a shared identity or purpose, but whose mutual association is actually meaningless” I love this line from Neil Rackham (author of SPIN Selling) during his keynote address at the 2012 International BMA C

Sales Qualified Leads 171

Sales Qualified Leads Sales Leads Lead Ranking Marketing Qualified Leads 171

ViewPoint

JULY 26, 2012

I'm pleased to have as my guest today Tony Jaros, SVP of Research at SiriusDecisions. Tony is a sales and marketing thought leader with nearly 20 years of experience. He has led the research function at SiriusDecisions for more than 10 years, overseeing the creation of content including demand creation, product marketing, marketing communications, general strategy, sales training, hiring and client service.

Demand 156

Demand Enterprise Management Work Management Marketing Management 156

ViewPoint

JULY 24, 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. Put another way, tell me with whom you associate professionally and I will know if you can prove the return on investment for marketing. More specifically, tell me how you manage your sales leads and I can tell how successful you will be in marketing.

Marketing Management 160

Marketing Management Validation Budget Programs Fulfillment 160

ViewPoint

JULY 19, 2012

My guest today is Brian Carroll. Brian is Executive Director of Revenue Optimization at MECLABS where he leads business units that include Applied Research, Strategy Group, Conversion Group, Leads Group, Agency Group, Technology Group and Training Group. Brian is also CEO of InTouch and author of Lead Generation for the Complex Sale. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation.

Lead Gen 156

Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 156

ViewPoint

JULY 17, 2012

I asked this question on Focus.com a few weeks ago and got answers that surprised me. Knowing the B2B lead generation market like I do, here is what I expected to see : “The inbound lead is better because outbound is dead.” “Inbound rules. Stop interruption marketing.” I expected these types of responses because all you read these days are article after article and blog after blog saying that “70% of the buyer’s journey is done before a sales rep needs to get

Sales Qualified Leads 214

Sales Qualified Leads Work Management Lead Ranking Marketing Management 214

ViewPoint

JULY 12, 2012

Today's guest is Ann Handley, Chief Content Officer at MarketingProfs and co-author of Content Rules. She also writes the MarketingProfs "Daily Fix" blog. Her focus is on the conceptualization, development, and management of content for both B2B and consumer publications, particularly for the Web. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. 2012 Challenge: How to Tell Stories, Create Compelling Content and Drive

Marketing & Strategy 177

Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 177

ViewPoint

JULY 10, 2012

In February of 2010, Ben Bernanke began his second term as Chairman of the Board of Governors of the Federal Reserve System. That same year he said: "I wish I'd been omniscient and seen the crisis coming" (referring to the recession he predicted would not occur). We all wish we could predict the future, and for more than ten years PointClear has compared lead rates to the GDP in hopes of finding a way to predict future lead rates and, maybe, the GDP.

BtoB 160

BtoB PointClear Lead Generation Terms and Conditions 160