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| Page 1 of 1 | Previous | Next | VIEWPOINT MAY 1, 2013 Make Marketing More Efficient by Embedding Analytics on Top KPIs 'Frank Donny is founder and CEO of Marseli , a marketing and sales analytics and performance software company. Frank is responsible for the firm’s capabilities, software vision and services. Frank''s remarkable 25-year career of driving marketing and sales operations divisions within Fortune 500 and start-up organizations is highlighted by his passion for business development and empowering others to succeed. Although it seems as though everyone is talking about big data and the need to overcome the challenges of managing data, the key is to not focus on all of the data, just the right data. | VIEWPOINT MAY 14, 2013  PowerViews with Michael Brenner: The Battle for Customer Attention 'My guest today is Michael Brenner, Vice President of Marketing and Content Strategy at SAP and Managing Editor for the SAP Business Innovation site. At SAP, Michael’s challenge is to transform social business and content marketing to reduce cost-per-acquisition of new customers. Due to technical difficulties only one side of the video will display.). The Battle for Customer Attention. Stay Tuned | | | | | |
| VIEWPOINT MAY 15, 2013 The Real Reason Sales People Struggle to Close Opportunities 'This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog. As CEO of UK-based Inflexion-Point Strategy Partners , Bob works with the leadership teams of technology-based B2B-focused companies, enabling them to make the critical connections between their marketing messages, their sales conversations, their true differentiators, and their customer''s priorities. Alec Baldwin has got a lot to answer for. And, no, I’m not talking about his appearance in “Dr. Seuss'' The Cat in the Hat”. It’s a laughable description. Question of Technique? | VIEWPOINT MAY 8, 2013 Should Marketing Be Held to the Same Quota Standards as Sales? 'Andy Gray is a senior marketing professional with proven expertise in directing, centralizing, and strengthening how customers are acquired and retained as well as how companies are positioned through marketing strategies, demand generation, sales support and enablement programs, market research and product development. You can connect with Andy on LinkedIn or via email. How often do we hear, “what’s the value that you marketing folks provide to the organization?” How often do we deal with the first round of annual budget cuts hitting marketing first? Yet, not all companies get marketing. | VIEWPOINT MAY 7, 2013  PowerViews with Tony Zambito: Buyer Predictability 'My guest today is Tony Zambito. In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. This innovation helps leading companies gain better understanding of their buyers, leading to improved lead generation and revenue performance. Understand the Buyer''s Backstory. Study Lead Behavior. Don''t Treat Your Leads Like Buyers. | VIEWPOINT MAY 2, 2013  Good Reads for B2B Sales - Busy People Don't Mean to be Rude 'Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Motivate Your Sales Team with These 13 Ideas That Work. Do whatever it takes to get them anything they need." Via Young Entrepreneur Council. Ready to triple your sales pipeline? | | | | | | | |
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VIEWPOINT | THURSDAY, MAY 9, 2013  Good Reads for B2B Marketing - Protect Your Online Reputation
'Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Compelling Reasons To Launch B2B Mobile Landing Pages Now. Mobile-optimized landing pages are essential to taking advantage of the trend toward fewer desktops and more smartphones and tablets, Abraham Nord writes. B2B customers on the go want a measure of instant gratification and easily readable text on their ever-present smart phones. Via Marketing Land. Via ClickZ. MORE >> -
VIEWPOINT | TUESDAY, MAY 21, 2013  Marketing Communications Managers Must Know the Sales Quotas!
'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. How can marketing communications managers know how much interest to generate if they don’t know their salespeople’s quotas? Ask any group of marketing communications managers, exhibits managers or even marketing managers and less than 40%, overall, know the quotas for the sales channel they represent. What world are they living in? They spend money, but against what metric? Unfortunately, it’s done every day. Go figure! MORE >> -
VIEWPOINT | THURSDAY, MAY 16, 2013  Good Reads for B2B Sales - Sales Intelligence with Google
'Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Tap CRM to Give Your Customers a Pleasant Surprise. Christopher Bucholtz says it’s time to use the data in your CRM to help cement your relationships with your customers. Using CRM intelligence about customers’ desires and needs, businesses should create personalized experiences and rewards that match their interests. Via CRM Buyer. Deal Value Or Buyer Value? Via Marketo Blog. MORE >>
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