ViewPoint

SEPTEMBER 27, 2012

My guest today is Dave Munn who has been President and CEO of ITSMA since 2000, having led ITSMA's global expansion to become the leading B2B marketing association for technology, professional services, and telecom companies. Prior to joining ITSMA in 1995, Dave held field marketing and sales positions with Oracle and Apple and started his career in 1984 as a market research analyst at The Ledgeway Group, now part of Gartner Group.

Organization 176

Organization Work Management Marketing Management Marketing Budget 176

ViewPoint

SEPTEMBER 26, 2012

Last week I had the privilege of taking part in the Bright TALK Customer Insight Summit. It was an online event consisting of 11 webinars discussing best practices in social CRM, email, mobile marketing, SEO and web 2.0 approaches, all with examples on how to best utilize customer insight. (the sessions are still available on demand). My session, “The Truth About Leads”, addressed the fact that lead generation is a basic business process that is broken in most companies.

Web 2.0 139

Web 2.0 Leads Lead Marketing Qualified Leads 139

ViewPoint

SEPTEMBER 25, 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. “Of course,” you say. “We create a marketing plan every year.” But do you really? Do you create a marketing plan that drives sales based on the sales forecast? Is your lead generation plan based on the forecast by product?

Lead Generation 176

Lead Generation Planning Sales Qualified Leads Generation 176

ViewPoint

SEPTEMBER 20, 2012

My guest today is Bob Thompson. Bob is the founder, president, and CEO of CustomerThink.com. Bob has three decades of experience in sales, technical support, consulting, research, and online community development. Bob's goal with CustomerThink is to help business leaders develop mutually beneficial customer relationships. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. 2012 Trends: Interconnectedness & Reluctanc

Work Management 156

Work Management Paid Search Agency Marketing Management B2B Sales 156

ViewPoint

SEPTEMBER 18, 2012

This is the fourth (and last) in a series of four blogs about sales leads, marketing and sales metrics, and proverbs. The phrase, "don’t look a gift horse in the mouth” originates in St. Jerome’s commentary (400 AD) on Paul’s letter to the Ephesians. In Latin the proverb is “Noli equi dentes inspicere donati” (never inspect the teeth of a given horse).

Sales Leads 166

Sales Leads Sales Qualified Leads Leads Lead 166

ViewPoint

SEPTEMBER 11, 2012

This is the third in a series of four blogs about lead generation, marketing and sales metrics, and proverbs. The phrase, "A watched pot never boils" contains a warning against giving in to impatience; it'll do you no good at all and will only serve to make you and those around you uncomfortable. A pot of water is going to boil in exactly the same length of time whether or not you watch it, but if you are so impatient that you need to keep watching in the hope it will boil more quickly it will s

Lead Generation 173

Lead Generation Sales Qualified Leads Generation PointClear 173

ViewPoint

SEPTEMBER 6, 2012

My guest today is Jill Konrath. Jill is an internationally recognized expert who is known for her fresh sales strategies and game changing approaches. She is author of SNAP Selling and Selling to Big Companies. Jill's newsletters are read by more than 80,000 sellers worldwide. She is also a frequent speaker at annual sales meetings, kick-off events, and professional conferences.

Paid Search Agency 163

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 163