ViewPoint

DECEMBER 20, 2011

This year, we’re honored to have published posts from twenty-seven guest marketing and sales bloggers here on ViewPoint, and I wanted to say to all of you how much I appreciate your contributions. Database management. Inside sales. B2B marketing and sales strategies and tactics. Sales lead management.

Blogger 120

Blogger B2B Thought Leadership Work Management Marketing Management 120

B2B Digital Marketer

SEPTEMBER 16, 2021

Sales is a systematic process, and it doesn’t matter from company to company. The company is different and the product offering is different, but the process of growing sales is the same. If you are in B2B sales , you know you have to generate revenue. You have to create relationships.

B2B Sales 98

B2B Sales B2B Brand Identity Branding 98

Rev

OCTOBER 13, 2018

Scott , the VP of Platform Ecosystems at Hubspot and the editor of chiefmartec.com, has been categorizing marketing technology since 2011. A Useful Perspective on the B2B Marketing Stack. I talk to people like David Lewis who brings considerable perspective to B2B martech used for demand generation and lead management.

Lead Ranking 114

Lead Ranking Account Based Marketing Lead Scoring Top of Funnel 114

markempa

DECEMBER 29, 2011

Some people say I’m an expert in B2B lead generation because I wrote a book on it, but you know what? This year’s B2B Lead Roundtable webinars are testament to that. This year’s B2B Lead Roundtable webinars are testament to that. In February , Paul Teshima, SVP of Product Management at Eloqua, set the tone for the webinar year.

Top of Funnel 120

Top of Funnel Webinar Metrics Lead Scoring Lead Ranking 120

Webbiquity

DECEMBER 1, 2010

MarketingSherpa recently released its 2011 B2B Marketing Benchmark Report. As MarketingSherpa notes, “Year after year, the greatest challenge that B2B organizations face is generating high-quality leads.&#. You can download the executive summary for free (or pay $400 for the full report ).

Marketing Automation Services 100

Marketing Automation Services B2B Marketing Trends Planning 100

Webbiquity

FEBRUARY 6, 2024

Moz did that eye-tracking study back in 2011 when Google was just starting to show video thumbnails in search results when there were fewer of those than we see today. If you’re looking for alternatives, there’s also a way to add schema using Tag Manager. An older eye-tracking study also confirms the impact of images on click-through.

SEO 163

SEO SERP Conversion Eye-Tracking 163

Biznology

DECEMBER 29, 2017

B2B sales and marketing are evolving quickly as buying behavior changes and new technologies take hold, so there’s a lot to talk about. But I will limit my predictions to just seven and hope they provide food for thought to my fellow followers of the B2B marketing scene. Predictive analytics becomes an essential tool in B2B.

Marketing Management 199

Marketing Management Marketing AI B2B Marketing Marketing Automation Services 199

Zoominfo

SEPTEMBER 22, 2022

In 2011, Scott Brinker compiled the first of many marketing technology “Supergraphics,” illustrating the rapid growth of companies supplying digital marketing tools. A marketing technology stack is the set of tools marketers use to execute their everyday tasks, from analytics platforms to task management systems.

Work Management 130

Work Management Marketing Management Budget Programs Demand Generation 130

Tony Zambito

DECEMBER 19, 2010

  My recent post entitled Seven Buyer and Sales Trends to Watch in 2011 is one of those instances for me personally.    And thank you Mr.   We all know buyer behavior has changed so much that the B2B business world has to find ways to adapt or be left in the dust.  Image via Wikipedia.

Top of Funnel 100

Top of Funnel Trends Conversion Buyer Personas 100

markempa

JUNE 17, 2012

Tweet CSO Insights , which interviews thousands of chief sales officers to benchmark B2B sales best practices, has tracked an alarming trend. Jim Dickie, CSO Insight’s managing partner, says this should make any sales leader cringe. No deal = broken sales cycle. Examine your sales process.

Sales Cycle 120

Sales Cycle Sales Management B2B Sales Top of Funnel 120

markempa

FEBRUARY 26, 2012

They were a test of the schools evacuation plan — a calm, orderly process to follow should an emergency strike. ? Most lead-generation marketers are not in crisis, but many could use an orderly process to help combat challenges. Try new channels, track existing processes, and answer to everyone from the sales team to executives.

Lead Gen 120

Lead Gen Tactics Sales Qualified Leads Trade Show 120

markempa

SEPTEMBER 1, 2011

Tweet If you attended our most recent B2B Lead Roundtable Webinar, Six Funnel Focal Points to Finish 2011 Strong – Part I , you found out that even though the end of the year is less than 125 days away, there’s plenty of time to drive more opportunity through your sales funnel and to the bottom line.

Top of Funnel 120

Top of Funnel Webinar Metrics Cost per Acquisition Sales Cycle 120

markempa

AUGUST 25, 2014

Tweet Our sister publication, MarketingSherpa, publishes three weekly newsletter case studies, and in the B2B beat in particular, those weekly articles routinely feature a story covering marketers tackling lead generation for the complex sale. Case Study #1 – Local B2B Marketing: 150% boost in lead generation.

Case Study 120

Case Study Case Studies Lead Gen Studies 120

The Point

FEBRUARY 8, 2011

Tony Karrer and Tom Pick, founders of the popular B2B Marketing site B2B Marketing Zone just released a compelling report on B2B Blogging Trends in 2011. 2011 may be the year when B2B companies finally realize blogs are more than just a PR vehicle for propagating so-called thought leadership.

Aggregage 100

Aggregage Trends B2B Thought Leadership B2B 100

Industrial Marketing Today

OCTOBER 25, 2011

B2B and industrial marketers are usually tasked with two main responsibilities: Fill the top of the sales funnel (ToFU) with high quality leads. Maximize the middle of the funnel (MoFU) for converting more leads into sales opportunities.

Top of Funnel 60

Top of Funnel Marketing Funnels Content Marketing High Quality Lead 60

markempa

SEPTEMBER 16, 2011

Tweet Your success hinges on what you accomplish in the time you have, and that is never more true than these last few months of the year as we all race to meet projections, quotas and sales goals. Generate timely feedback from sales on every lead you give them – and why that’s absolutely critical to success.

Webinar Metrics 120

Webinar Metrics Top of Funnel Resources B2B 120

Tony Zambito

DECEMBER 5, 2010

Reflecting on 2010, one cannot miss the incredible pace of change that is underway in B2B organizations as they adapt to the new state of mind of buyers.  Thinking Several trends that point to transformation are: Trend 1: A shift from sales relationship to sales experience.

Trends 100

Trends Buyer Personas AIDA Buyer's Journey 100

Marketing Insider Group

DECEMBER 21, 2010

Skip to content Home About Michael Brenner Appearances B2B Marketing Insider Michael Brenner's Blog on B2B Marketing Content Marketing Demand Generation Mobile Sales Alignment Search Marketing Social Media Strategy December 21, 2010 4 Subscribe Augmented Reality For B2B Marketing in 2011? Result was great!

B2B Marketing 100

B2B Marketing Paid Search Agency Demand Generation Agencies Web 2.0 100

LeanData

APRIL 6, 2023

Your speed to lead — your lead response time — has never been more important than now, in this new era of B2B buying. Many B2B revenue teams are seeing inbound motions flail in comparison to quarters and years previous. Inbound sales pipeline is still there for the asking. You often get just one opportunity to make it right.

Features 52

Features Leads Lead Marketing Qualified Leads 52

ViewPoint

FEBRUARY 2, 2011

Wiley, 2011). So at the start of 2011, here are a few bigger trends I see shaping the way B2B marketers will do business in the coming year. It’s true that B2B marketers are embracing social tools as a way to both connect with customers and grow their businesses. Follwer her on Twitter @marketingprofs.

B2B Marketing 120

B2B Marketing Trends Marketing Management Planning 120

Zoominfo

OCTOBER 31, 2018

If you’re reading this post, you already know it’s important to keep a finger on the pulse of marketing for new, innovative tactics. One such tactic? B2B influencer marketing. Proven to increase brand awareness and drive lead generation, influencer marketing is a vital marketing tactic for many B2C brands.

Word of Mouth 153

Word of Mouth Peer-to-peer Zoominfo Paid Search Agency 153

Martech

MARCH 11, 2024

However, much of this martech stack is designed to convert prospects into leads and track them through the marketing funnel. For the sales team, better conversions, less garbage in, less time wasted, etc. Verdict: No new tech needed Your broader marketing team must convince management not everything needs to be gated.

Efficiency 79

Efficiency Marketing Automation Services Lead Ranking Brand Identity 79

Marketing Insider Group

DECEMBER 13, 2011

One of the reasons I was thrilled to be asked to join the Focus B2B Marketing Year In Review round table was that it would allow me an opportunity to discuss my annual predictions for the coming year. Then I reviewed my own thoughts on 2011. I think I did pretty well in predicting 2011 trends, as far as predictions go.

B2B Sales 100

B2B Sales Work Management Marketing Management B2B Marketing 100

Belkins

MARCH 12, 2020

How does it impact the world of B2B sales? Sadly, B2B also gets affected by the low levels of consumer confidence and hits the most important part of B2B — face-to-face appointments and events. The statistics are the same for smaller B2B companies. Train your local managers to deal with unexpected situations.

B2B Sales 73

B2B Sales Contingency Planning Work Management Marketing Management 73

Marketing Insider Group

DECEMBER 22, 2011

I try to follow as many really interesting people who write about (or simply share) interesting stuff in the world of B2B Marketing. ” Here is my 2011 list of favorite tweets.@ e6e6e6 ;'> February 11, 2011 8:32 am via HootSuite Reply Retweet Favorite. link] #B2B. link] #B2B. Google B2B Team.

B2B Thought Leadership 100

B2B Thought Leadership Paid Search Agency Forrester Social Media 100

ViewPoint

MARCH 13, 2014

Nick Stein, Vision Critical, Youth Meets Experience in Sales Force. Click to start video at this point —The young people entering the sales force are changing the dynamic between managers and their reps. Not so long ago, managers and their sales team were in one centralized location. percent were quality.

Lead Ranking 120

Lead Ranking Social Marketing Paid Search Agency Leads 120

Marketing Insider Group

OCTOBER 19, 2010

At the time, I was leading a large online demand generation program and had some thoughts about the state of the marketing and sales funnel. And I agree with Craig Rosenberg at Focus, that “every organization should make the effort to depict its revenue funnel on one page. To our customers there is no funnel.

Top of Funnel 100

Top of Funnel Demand Digital Marketing Funnels Marketing Funnels 100

Buzz Marketing for Technology

DECEMBER 8, 2010

Around this time last year I wrote about the 10 B2B Marketing Predictions for 2010 and while I would say 7 out of 10 have already materialized and the others are on their way. So that begs the question – what’s on the horizon specifically for B2B Marketers next year? Keep in mind we all start in the same place and that’s at ZERO!

B2B Marketing 100

B2B Marketing Paid Search Agency Mobile Advertising B2B 100

KoMarketing Associates

DECEMBER 6, 2016

The “2016 LinkedIn Ads Benchmark Report” from Bizible found that most B2B software and business service companies (50 percent) consider their LinkedIn marketing strategies to be successful. How have B2B marketers changed the way they use LinkedIn to discover new opportunities/leads/customers over the past few years? Why or why not? “A

Paid Search Agency 120

Paid Search Agency Top of Funnel Linkedin B2B Marketing 120

ViewPoint

OCTOBER 11, 2012

Carlos is a recognized thought leader in B2B marketing and known for his keen insights on the development and implementation of lead management processes, as well as marketing automation. He is a frequent speaker, blogger and contributor to many B2B marketing publications.

Demand 120

Demand Process Work Management Marketing Management 120

NuSpark Consulting

SEPTEMBER 10, 2011

I was reading with interest recently the results of a study from sales organization Miller Heiman called Sales Strategies for Thriving in a Post-Recession Economy, a 2011 Best Practices Study. The focus of the study was to determine what activities and approaches separated Word Class sales organizations versus the rest.

Top of Funnel 100

Top of Funnel Practices Planning Lead Scoring 100

Webbiquity

MAY 5, 2020

B2B marketing teams have become highly proficient at producing content, whether for lead generation, brand awareness, or sales acceleration. But sometimes that content misses the mark, and isn’t used by the sales team. With a background in business and medical technology sales, Orrin Broberg understood the challenge well.

CMS Development 176

CMS Development Enterprise Management Work Management Marketing Automation Services 176

KoMarketing Associates

FEBRUARY 9, 2016

Video content in particular is an increasingly compelling tactic for business marketers to deploy throughout the funnel, with numbers to support its use. How can a good B2B video be characterized? Why is it a good idea to incorporate video into your B2B marketing? The word these days is content. Informative. Entertaining.

Video Marketing 120

Video Marketing B2B Marketing Planning B2B 120

markempa

DECEMBER 19, 2016

Like a lot of B2B companies, the Act-On team was using eBooks and live-casting webinar videos to drive a high volume of the leads. Research by eMarketer bears out Linda’s observation: US consumers spent five and a half hours per day in 2015 watching video, an increase of 34 minutes from 2011. Marketing Innovation.

Top of Funnel 120

Top of Funnel Marketing Automation Services Video Marketing B2B Marketing 120

Webbiquity

NOVEMBER 6, 2018

Companies for decades ran focus groups and test markets, and of course monitored sales success. The first research studies were released showing that online reviews could affect sales. Web searches for “online reviews” took off, doubling between July 2008 and January 2011. Excel Energy managed to outdo that one.

Enterprise Management 180

Enterprise Management Work Management Marketing Management Customer Surveys 180

Smashmouth Marketing

JUNE 1, 2022

Back in 2007, Linda and I had no idea we would have built a global pipeline generation company that the Fortune 1000 and some of the biggest tech firms in the industry would trust to generate their sale pipeline from high level Ideal Customer Profile leads (ICPs) to booked and confirmed Sales Qualified Leads (SQLs, or appointments).

Ideal Customer Profiles 246

Ideal Customer Profiles Sales Qualified Leads Activities Lead Ranking 246

Circle Studio

JANUARY 10, 2020

As firms look to optimize their marketing efforts in 2020, it’s imperative that business-to-business (B2B) marketers are laser focused on doing what is most likely to drive growth and make an impact. Here are five to consider: Myth 1: B2C marketing has little relevance in B2B. Myth 2: Content marketing = thought leadership.

Work Management 79

Work Management Marketing Management B2B Thought Leadership Marketing Automation Services 79