ViewPoint

MAY 30, 2012

While some of these spaces are still being defined where marketing automation plays with CRM, he believes we’ll see M&A activity in 2012. Look for Greater Process Integration and Alignment in 2012. 2012 Actions: Understand Buyers, Tighten Targeting & Measure Correctly.

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Differentiation Tips Top of Funnel Marketing Automation Services 120

ViewPoint

OCTOBER 9, 2012

As a foundation, I published three blogs in 2012 in which I outlined three critical elements that impact B2B lead generation costs in the complex sale: 1. Twice over the past two years I blogged about the dangers of using cost per lead as a metric to measure marketing.

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ViewPoint

JUNE 28, 2012

2012: Transformational Change, the New Buyer & Big Data. Click to start video at this point — Asked about what is happening or not happening in marketing and sales in 2012 that surprises him, Rich notes there’s been more transformational change in the past eight to twelve months than he’s seen in the previous nine years.

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ViewPoint

OCTOBER 14, 2011

Here are just a few notes I jotted down during the event: By the end of 2012, at least 25% of the content on websites will be video. PointClear sponsored the October 11, 2011 breakfast featuring speakers from Intertek Group, Deltek, Hitachi Data Systems and OppenheimerFunds, Inc. Mobile will eclipse standard browsers by 2013.

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BtoB PointClear Class Linkedin 120

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AUGUST 23, 2012

2012 Surprise: Getting the “At Bats” — But an Increase in “No Decisions”. Click to start video at this point — Asked about what has or hasn’t happened in marketing and sales in 2012 that surprises him, Tim notes that lead generation and sales activity are up—providers are getting the “at bats.”.

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ViewPoint

JANUARY 15, 2013

For example, in 2012 91% of our revenue was from existing clients—and we will grow about 20% this year. The following outcomes (followed by 2012 average percentage across all clients) are important and as a client you should own them: Lead (lead definition specific to client and signed off on by all parties—4%).

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Paid Search Agency Lead Generation Work Management Sales Qualified Leads 120

ViewPoint

JULY 26, 2012

Click to start video at this point — Asked about was has or hasn’t happened in 2012 in sales and marketing that is surprising, Tony notes both positive and lagging developments. ” 2012 Recommendations: Accelerating Small Discrete Target Prospect Groups.

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ViewPoint

MAY 2, 2013

The Solution Selling blog highlights CSO Insights ’ 2012 Sales Performance Optimization Study where surveyed companies confess to lackluster hiring efforts. He suggests you start by ensuring growth readiness, determining you have the right organizational structure and deciding whether your company will be able to support the endeavor.

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JULY 20, 2009

(..)

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DECEMBER 10, 2013

Chad was voted Top 25 Most Influential Inside Sales Professionals by the American Association of Inside Sales Professionals 4 years in a row—2010, 2011, 2012, and 2013. Here is the full video of our discussions and below are some highlights. Sales is Getting Scientific.

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ViewPoint

AUGUST 22, 2011

For many, the planning for 2012 starts next month, right after Labor Day. And, for many, the goal for 2012 will be to finally implement marketing automation. 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.

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ViewPoint

APRIL 10, 2012

What Marketing and Sales Executives Need to Focus on for the Balance of 2012. And he talks passionately about both sales organizations—as well as individual reps—focusing on a clearly defined 2012 game plan. He adds that a game plan should span more than just the current year.

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Paid Search Agency Work Management Marketing Automation Services Forrester 120

ViewPoint

SEPTEMBER 29, 2015

If I want to sell to hospitals by the largest bed count , there are 454 and it may be worth some extra effort to apply ABM to these. Less than 50 beds. 50-250 beds. 250-500 beds. More than 500 beds.

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ViewPoint

OCTOBER 2, 2012

Rich Vancil, IDC, talked about the need to focus on sales enablement as his advice to CMO’s for 2012: Click to start video at this point —In response to a CMO asking him for one area to focus on for the balance of 2012, Rich recommends sales enablement.

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ViewPoint

AUGUST 16, 2012

2012 Recommendations: Managing the Pipeline to Proactively Balance Results. Click to start video at this point — Dave was asked—with us already well into Q3—about recommendations to optimize 2012 results. He started in marketing, went to sales, went back to marketing, and then ran giant sales organizations.

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ViewPoint

APRIL 19, 2017

Mark Hunter – Mark said: “After 10+ years of working with companies and salespeople through my consulting work, I felt it was time to write my first book, " High-Profit Selling: Win the Sale Without Compromising on Price ", which released in 2012,” he shared with the group. Now my second book, " High-Profit Prospecting ", is available.

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ViewPoint

OCTOBER 15, 2013

Dan launched PowerViews in 2012 and has interviewed 35 guests (and counting) on his popular show. And then we have Dan McDade’s PowerViews , which are Q&A video interviews with recognized sales and marketing thought leaders like Koka Sexton, Ann Handley, Jim Dickie, Ardath Albee and yours truly.

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MARCH 13, 2014

Chad Burmeister, Vice President of Corporate Sales at ConnectandSell Chad was voted Top 25 Most Influential Inside Sales Professionals by the American Association of Inside Sales Professionals 4 years in a row—2010, 2011, 2012, and 2013. Ruth Stevens, Inbound Marketing is Tough to Scale.

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ViewPoint

MARCH 6, 2012

According to a recent CSOinsights 2012 Sales Performance Optimization survey, a mere 11% of sales people have a strong understanding of their customers’ buying process. Overall, it requires an understanding of the purchase process from the buyer's point of view. A turnaround in this area can boost the top line.

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ViewPoint

JULY 12, 2012

2012 Challenge: How to Tell Stories, Create Compelling Content and Drive Interest. ’” 2012 Recommendations: Good Enough Isn’t Good Enough Anymore. Her focus is on the conceptualization, development, and management of content for both B2B and consumer publications, particularly for the Web.

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ViewPoint

SEPTEMBER 27, 2012

2012 Trending: Significant Transformation for Marketing Groups. ITSMA Conference: Marketing's New Value Proposition, October 30 – 31, 2012. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. ITSMA Website: www.itsma.com. ITSMA on Twitter: @ITSMA_B2B.

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ViewPoint

APRIL 17, 2012

And then Mari Anne Vanella of the Vanella Group (recently named one of the 20 Women to Watch in Sales Lead Management in 2012 by the SLMA) said, marketing teams are managed by results and it is difficult for sales to manage lead gen because: Lead generation is not a transaction.

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ViewPoint

MAY 10, 2012

So I think 2012 will see large movement in the direction of both mobile and the analysis of big data.” There’s a ton of stuff coming in via social media that no one could possibly have parsed—the sentiment analysis, likes, dislikes, sharing. Now for the first time, that’s becoming possible.

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ViewPoint

MAY 10, 2012

So I think 2012 will see large movement in the direction of both mobile and the analysis of big data.” There’s a ton of stuff coming in via social media that no one could possibly have parsed—the sentiment analysis, likes, dislikes, sharing. Now for the first time, that’s becoming possible.

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Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

SEPTEMBER 20, 2012

2012 Trends: Interconnectedness & Reluctance to Make Aggressive Decisions. Click to start video at this point — Asked about what has happened in marketing and sales that has or hasn’t surprised him in 2012, Bob talks about interconnectedness: “It’s sobering about how interconnected we are with other economies.

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ViewPoint

SEPTEMBER 6, 2012

2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation.

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Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

OCTOBER 23, 2012

Source: Chally) Amidst all this depressing analysis of data, I was asked to predict out into 2012, and a small part of what I said was this …. Next year, I anticipate we will see a reduction in external sales positions of around 20%: 10% will be lost for good, and the other 10% will move inside.

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ViewPoint

SEPTEMBER 11, 2012

Based on over 60,000 completed company dispositions per year (annualized for 2012). This time we are going to talk about managing the “No Response” rate and the importance of having patience when it comes to working prospects—including resting them and then recycling re-segmented prospects to improve overall results.

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Lead Generation Sales Qualified Leads Generation PointClear 120

ViewPoint

JULY 31, 2012

” The functions Mr. Rackham spoke about are marketing and sales.

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ViewPoint

AUGUST 28, 2012

This time we are going to talk about the importance of the qualified rate and how the qualified rate of inbound leads compares to those of outbound leads: Based on over 60,000 completed company dispositions per year (annualized for 2012).

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Lead Management Sales Qualified Leads B2B Sales Sales Leads 120

ViewPoint

JUNE 4, 2013

JF: Well, as you know Dan, in 2012 all of our Top Sales initiatives were brought under one roof to become Top Sales World. We discussed upcoming initiatives for Top Sales World (TSW) as well as what Jonathan sees on the sales horizon. DM: What exciting things are in store for TSW? We’ve seen exciting new beginnings since then.

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ViewPoint

JUNE 8, 2012

Click to start video at this point —Asked about what companies are thinking and doing about satisfying their customers in 2012, Ginger notes the combination of the current economy and customers having social media megaphones means companies can’t hide from what customers are saying anymore.

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ViewPoint

OCTOBER 10, 2011

Her first book, " The Rise of the Revenue Marketer ® ," will be published in 2012. She is a pioneer in marketing automation—first as a beneficiary of the technology and now as an advocate and expert. Who is teaching the CMO how to sell?

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ViewPoint

OCTOBER 11, 2012

2012 Trending: Marketing Is Ahead of Sales in Understanding Buyer 2.0. Carlos has been named three years in a row—from 2009 to 2011—to the Sales Lead Management Association’s 50 Most Influential People in Sales Lead Management. He is a frequent speaker, blogger and contributor to many B2B marketing publications.

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Demand Process Work Management Marketing Management 120

ViewPoint

MAY 3, 2012

Let’s make 2012 the year to embrace marketing KPIs that are outcome-based, strategically predictive, and fully aligned with both sales success and overall revenue generation.

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ViewPoint

AUGUST 30, 2012

2012 Trends: Social Marketing Gaining Real Traction & Growth Hacks. Craig specializes in lead generation, lead qualification, and B2B marketing and sales. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation.

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Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

JANUARY 2, 2018

Quota attainment averaged across all geographies, industries and company sizes has dropped from 63% of salespeople in 2012 to 53% in 2016 – and 2017 will likely be down again – for the fifth year in a row. 02 is that technology has made it possible for marketing to get more poor-quality leads to sales faster than ever before.

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