The Power of the Human Voice in Lead Qualification & Lead Nurturing
SEPTEMBER 23, 2011
In a recent conversation on marketing approaches, friend and colleague Elizabeth Fairleigh, thE Connection , shared an interesting comment: “I was thinking about outbound telephone calls and why they are relevant today. It’s because there’s something about a human being’s voice that is powerful and personal—a welcomed experience in today’s hyper-digital market.”
Outsourcing Lead Generation: A CMO’s Perspective
JUNE 27, 2011
There are many factors to consider when deciding whether to do outbound lead generation in-house or to partner with a lead generation services firm. thought it would be interesting to share the perspective of a chief marketing officer who has experience on both sides of the question. Karen Hayward is Executive Vice President and Chief Marketing Officer of CenterBeam, an IT managed service provider.
Metrics to Drive Lead Generation Performance
AUGUST 8, 2011
Jim Lenskold is President of Lenskold Group and author of Marketing ROI, The Path to Campaign, Customer and Corporate Profitability (McGraw Hill, 2003). Jim has published articles and presented internationally on the topics of marketing ROI, marketing strategies and business growth strategies. Most B2B lead generation marketers are reporting performance metrics to senior executives but the portion also reporting financial contribution metrics are more likely to be outgrowing their competitors. Here are select highlights from this study.
2011 Top Sales & Marketing Awards Nominations
NOVEMBER 29, 2011
I am deeply honored to be selected as a finalist in two categories for the 2011 Top Sales & Marketing Awards. Now in its second year, the Top Sales & Marketing Awards combine peer voting with a judging panel of industry experts to recognize leading sales and marketing books, articles, thought leaders, solutions, resources and tools. target="_blank">. target="_blank">.
The R and the I – What’s Engagement Worth?
DECEMBER 8, 2011
Chris Selland is CMO at Terametric , a company focused on maximizing marketing ROI by helping marketers capture and measure all their channel marketing data. Chris is an experienced technology business development & marketing executive, with deep domain expertise in the areas of online and inbound marketing, strategic alliances, demand generation, and corporate development/M&A. Chris originally published this post on November 14, 2011, and it is republished here with his permission. However, that difficulty does not absolve marketers from making an effort.
The Top Ten Actions to take from the book: "Social Marketing to the Business Customer"
OCTOBER 27, 2011
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. also liked that it is a very readable book (about 240 pages, lots of statistics, pictures…). Some of the best examples mentioned in this book have to do with subject matter experts becoming celebrities (example: Scott Hanson at Dell). This is a win-win-win situation.
Five Ways B2B Marketers Can Get the Most from Facebook
SEPTEMBER 26, 2011
T oday we're pleased to have Paul Gillin as our guest blogger. Paul is a speaker, writer and B2B social media strategist. His latest book is Social Marketing to the Business Customer , co-authored with Eric Schwartzman. A lot of B2B marketers have chosen not to get on board the Facebook train for fear that Facebook's freewheeling culture clashes with their serious business. Here are five tips.
Improve Sales Performance with 3 “Art of Sales Management” Functions
AUGUST 17, 2011
This article has been selected for DeFinis Communications’ “Sales Coaching: Top Tips for Increased Productivity” Blog Carnival. You can enjoy even more posts from other exceptional bloggers at their website. Sales managers have six basic jobs—hire, compensate, train, deploy, monitor and manage, and coach and counsel—and they generally fail at the last three. If hiring, training and compensating are the science behind sales management, then deployment, monitoring and managing, and coaching and counseling are the art. Not true. Power: Are we connected to the power?
Stop Killing Your Content: 3 Reasons Your Content Falls Flat
Each year B2B organizations spend more than $5.2 billion on content creation – and yet, many assets fail to provide true ROI. Download the eBook to avoid the three top problems that keep content from living up to its potential.
Outsourcing Strategic Account Management – What, are you crazy?!
NOVEMBER 7, 2011
At first glance, the idea of outsourcing strategic account management may seem absurd. After all, B2B companies usually define strategic accounts as their best customers and prospects based on criteria like potential for revenue, profit and growth. So how could it make sense to use outside resources to engage with target companies this valuable? Is our strategic account target market 100% covered?
4 Things to Consider Before You Buy Marketing Automation
AUGUST 22, 2011
Jay Hidalgo is the President of The Annuitas Group, a firm that specializes in helping B2B companies develop a process-based approach to lead management. To learn more about The Annuitas Group and their proprietary methodology, the Lead Management Framework™ , go to [link]. Well, we’re in the dog days of August. For many, the planning for 2012 starts next month, right after Labor Day.
Marketing Managers Must Know the Sales Quotas
MARCH 16, 2011
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. Ten years ago I asked an assembled 200 plus marketing managers how many knew the quotas for the salespeople/sales channels that sold their products. Two people raised their hands. 25% is a common response. This is $55 MM +.
7 Hot Email Prospecting Tips
OCTOBER 31, 2011
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. Jill originally published this as a one-page whitepaper, and it is republished here with her permission. Crazy-busy people read their email with their finger on the delete key. Eliminate Delete-Inducing Words. ” 7.
Content Marketing 2016: Staffing, Measurement, and Effectiveness
We surveyed 2016's content marketing leaders on their biggest issues, hurdles, and goals.
Meaningful Engagement Yields Revenue from Online Lead Generation
SEPTEMBER 15, 2011
Rachel Spasser is Vice President of Marketing at Ariba ; the leading provider of collaborative business commerce solutions. Rachel is a global marketing and business development executive with experience growing venture-backed, PE-backed and public companies in the Internet and technology sector. Online lead generation has become a bit like the California Gold Rush. Those early to the game got some quick gold nuggets but by the time everyone jumped on the bandwagon there was a lot more sifting required to find the well-hidden gold. —to round out the dialogue.
Five Reasons Your Lead Generation Campaigns May Not Be Working
JUNE 7, 2011
Today's guest blogger, Craig Rosenberg, is Vice President, Focus Expert Network at Focus , a company whose mission is to make business expertise available to everyone. Craig works with business and industry experts to cultivate the Focus.com network. For the past 11 years, I have been advising organizations on how to plan and execute their b2b lead generation campaigns. B2B lead generation is complex, and there is always work to be done. There are some big reasons why lead generation campaigns fail that must be dealt with at the outset, before sweating the small stuff.
What I learned at Dreamforce 2011
SEPTEMBER 12, 2011
Jason Kort is one of the forces behind Marketing Automation Times , a blog dedicated to providing the latest news and information on the world of marketing automation. He is an experienced online marketing professional with a history of developing personalized, relevant, and timely communications to help businesses close more sales. Jason shared with us his key takeaways from Dreamforce 2011.
Generating Qualified Leads is Number One Issue for New Members of the SLMA
AUGUST 15, 2011
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. From a recent survey of new members to the Sales Lead Management Association, we found that generating qualified leads is the biggest issue facing the new members. have found that generating qualified leads isn’t difficult.
Study: How Much of Your Content Marketing Is Effective?
745 marketers told us how effective their content marketing is. Between November 5 and November 17, we surveyed 601 marketers with an 18-question online survey. A few weeks later, Adweek sent the questionnaire to 144 additional marketers. As the survey was answered by nearly our entire population target, the calculated margin of error was approximately 1 percent. Here's what we learned.
Buckle Up! Sales Reps Share Perceptions of Marketing-Generated Leads
MARCH 31, 2011
A new eBook reports on sales rep perceptions of marketing-generated leads, and the findings run from surprising to shocking to downright scary. The survey sample is nicely balanced with responding reps engaged in field sales, inside sales, and inbound and outbound lead generation and lead qualification. Of particular interest—and concern!—to
“You Can’t Catch Water With A Fist”
OCTOBER 18, 2011
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. The differences between marketing and sales often escalate into complaints and whining, accusations and finger pointing.
Want to Improve Your Sales? Start Reading.
DECEMBER 6, 2011
Anthony Iannarino is an expert in B2B Sales and Marketing and an Executive Sales Coach and Consultant. Anthony is President and CSO of SOLUTIONS Staffing , Director of B2B Sales Coach & Consultancy , and author of The Sales Blog. There aren’t many salespeople or sales organizations that don’t wish for a silver bullet that would make producing sales results both easier and faster.
Parallels: Social Manufacturing & Outsourcing Manufacturing Lead Generation
OCTOBER 24, 2011
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.
4 Trends Shaping B2B Marketing in 2011
FEBRUARY 2, 2011
Today's guest blogger, Ann Handley, is the Chief Content Officer of MarketingProfs and the co-author of the brand-new book, Content Rules: How to Create Killer Blogs, Podcasts, Videos, Ebooks, Webinars (and More) That Engage Customers and Ignite Your Business. Wiley, 2011). Follwer her on Twitter @marketingprofs. As an editor and marketer, I spend a lot of time thinking about the “how to”—in other words, how to translate the best and more interesting marketing ideas into truly actionable steps for organizations looking to grow their business. Like at the start of a new year.
What I Learned From Steve Jobs
OCTOBER 14, 2011
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. Guy originally published this post on October 9, 2011, and it is republished here with his permission. Many people have explained what one can learn from Steve Jobs. Experts are clueless. In public.
Create Performance Combustion to Get the Sale
OCTOBER 3, 2011
Angela DeFinis is an industry expert in professional public speaking. As an author, executive speech coach, and founder of DeFinis Communications , she has spent over twenty years helping business professionals communicate with greater poise, power, and passion. Using her signature Line by Line Coaching™ process, Angela and her talented staff have trained business leaders and other professionals to speak with increased skill and confidence in engaging any audience. All salespeople are public speakers, whether they embrace that identity or not. These are your performance skills.
eMarketing Expert Ardath Albee on the Limitations of a Lead Gen Mindset
APRIL 25, 2011
I recently had the opportunity to interview Ardath Albee about the importance of lead nurturing and I think you’ll be interested to read some of the valuable feedback she provided. PC: Ardath, you’ve written a lot about the importance of using lead nurturing to engage leads across the entirety of the buying process. Yet B2B marketers seem to be more focused on lead generation than the rest of the process. Is that a problem? AA: Yes. really think it’s an impediment to the effectiveness of marketing in becoming a strategic arm of the company, rather than just a cost center.
The 11th Question to Ask Before Buying a Marketing Automation Solution
OCTOBER 20, 2011
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.
Lead Generation and Appointment Setting—Know When to Pull the Trigger and Outsource
OCTOBER 13, 2011
Ken Murray is a 30 year veteran of the Inside Sales space. He has designed and built inside sales campaigns for numerous Fortune 500 companies. His sales teams have sold over 168,000 products annually and produced north of 700 million dollars in annual sales. In 2005 Ken commercialized the product that was driving his inside sales team and founded VanillaSoft. It was a big win for both groups.
The “Keystone” of B2B Corporations isn’t CRM or Marketing Automation
SEPTEMBER 19, 2011
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. Thank you Wikipedia). The question which begs to be answered is, “What is the Keystone in the sales and marketing process?” Is it the CRM system, without which so much important information would be lost?
Lead Management: Let’s Formalize this Relationship
AUGUST 1, 2011
Today's guest blogger, Tony Jaros, is Senior Vice President of Research at SiriusDecisions. As a sales and marketing thought leader with nearly 20 years experience, Tony has led the overall research function at SiriusDecisions since the company's founding in 2001. Getting b-to-b sales and marketing to align more closely has driven even the most capable business leaders crazy for years.
Staffing and Launching Your Content Marketing Program
Brand voice? Editorial calendar? Approval workflow? Learn how to craft the crucial parts of a content marketing program. In the third installment of our five-part playbook series, discover the necessary steps to execute a content marketing program.
Let the Flamethrowers Throw Flames: Why sales hunters should not be prospecting
JULY 25, 2011
This week's guest blog is co-written by Greg Alexander, Sales CEO of Sales Benchmark Index and John Kearney a Consultant with Sales Benchmark Index focusing on sales force effectiveness and inbound marketing. Hunters are sales people with an instinct for closing deals and acquiring new customers. Instinct cannot be taught so few salespeople become great hunters. Because a closer is not a starter.