ViewPoint

MAY 29, 2012

Rich Eldh kicked off the general sessions at 1:00 on Tuesday, May 22 stating that marketing and sales aligned companies enjoy 5.3 This year's SiriusDecisions Summit was attended by over 1,100 executives and had to be their most successful event yet. While there, I heard that they plan for 1,500 attendees next year. times more revenue and 6.2

Multi-Channel 120

Multi-Channel Demand Generation Agencies Class Webinar Metrics 120

ViewPoint

JUNE 4, 2013

You can read more from Jonathan over at his award winning blog The JF Blogit , which attracts thousands of visitors every day, and of course you will constantly find fresh resources on Top Sales World. Jonathan is Senior Partner for Jonathan Farrington Associates and CEO of Top Sales World, based in Paris and London. So a lot going on!

Ideal Customer Profiles 120

Ideal Customer Profiles Training Thought Leadership Bandwidth 120

ViewPoint

SEPTEMBER 6, 2012

Jill is an internationally recognized expert who is known for her fresh sales strategies and game changing approaches. She is also a frequent speaker at annual sales meetings, kick-off events, and professional conferences. 2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. Don’t come in here.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

AUGUST 28, 2012

This is the second in a series of four blogs about B2B sales lead management, marketing and sales metrics, and proverbs. Something else not well understood in marketing and sales circles is the importance of certain metrics. Not all proverbs (or expressions or sayings) are well understood.

Lead Management 120

Lead Management Sales Qualified Leads B2B Sales Sales Leads 120

ViewPoint

AUGUST 30, 2012

Brian Carroll is Executive Director of Revenue Optimization for MECLABS and spoke midday here in Orlando on Day Two of the MarketingSherpa 2012 B2B Summit. Some key takeaways all organizations should think about are: 64% of leads generated go directly to field sales without filtering or prequalification. In one case $4.9

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Marketing Qualified Leads Leads Lead B2B 120

ViewPoint

JULY 20, 2009

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Marketing 120

ViewPoint

AUGUST 14, 2012

This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. Something else not well understood in many marketing and sales departments is the importance of certain metrics. However, in 2011 and 2012 the percent of our efforts focused on inbound dropped to 22% and 11% respectively.

Lead Generation 120

Lead Generation Sales Qualified Leads PointClear Generation 120

ViewPoint

JUNE 15, 2012

Jim is the founder of the Sales Lead Management Association. SLMA is the sponsor of the yearly Sales Lead Management week and initiatives to identify both the Top 50 Most Influential People in Sales Lead Management and 20 Women to Watch in Sales Lead Management. Jim is seeing a lot of companies lifting off as a result.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

APRIL 19, 2017

One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0 These false pronouncements are having a severe negative impact on sales performance,” he said. Prospecting sets you up for everything else in sales.”. Mike Weinberg – Mike stated, “I’m on a mission to simplify sales.

Conference 149

Conference PointClear Cold Calling Work Management 149

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. Lead definition and sales funnel stage impact cost-per-lead — there is a lot of lip service going around these days about the lead definition issue, but a Sr.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Cost Lead Scoring 120

ViewPoint

MAY 30, 2012

Working with a wide variety of clients from tech firms to sports properties and lifestyle brands, Andrew has crafted successful campaigns built around white papers, event-based advertising and sales training materials for clients such as Major League Baseball, Canon, DuPont, SAP, Business Objects, Oracle and many others.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

ViewPoint

JANUARY 15, 2013

What is called “Inside Sales”, “Sales Support”, “Telesales” and dozens of other names is growing 15x faster than field sales—in fact, my colleague, Jonathan Farrington, published a blog stating that within three years 80 – 90% of all B2B transactions will be done online—most with some form of sales support but not field sales.

Paid Search Agency 120

Paid Search Agency Lead Generation Work Management Sales Qualified Leads 120

ViewPoint

JULY 26, 2012

Tony is a sales and marketing thought leader with nearly 20 years of experience. He has led the research function at SiriusDecisions for more than 10 years, overseeing the creation of content including demand creation, product marketing, marketing communications, general strategy, sales training, hiring and client service.

Demand 120

Demand Enterprise Management Work Management Marketing Management 120

ViewPoint

AUGUST 23, 2012

Tim has more than 20 years experience in marketing and sales. Tim is also co-author of Conversations that Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate your Solution, and Close More Deals and Customer Message Management: Increasing Marketing's Impact on Selling.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

SEPTEMBER 29, 2015

This is the question I posed: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. Click here for part 1 & part 2.). Less than 50 beds. 50-250 beds. 250-500 beds.

Account Based Marketing 120

Account Based Marketing Lead Generation Marketing Management ABM 120

ViewPoint

APRIL 10, 2012

I’m really pleased to introduce you to PowerViews, a new series of Q&A video interviews that are all about providing solutions to the marketing and sales challenges we face today. 2011 Marketing and Sales Trends Successes and Failures. 2011 Marketing and Sales Trends Successes and Failures.

Paid Search Agency 120

Paid Search Agency Work Management Marketing Automation Services Forrester 120

ViewPoint

OCTOBER 2, 2012

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management. On the sales side, really embrace social and listen in.

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Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

OCTOBER 15, 2013

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. The shows fall into 33 categories covering a wide spectrum of marketing and sales topics. Dan Perry of Sales Benchmark Index. SLMA Radio - Since 2010.

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PointClear Marketo Internet Marketing Broadcasting 120

ViewPoint

AUGUST 16, 2012

We see things like sales cycle times compressed dramatically. We have to be balanced in our sales programs, and we have to be balanced in our marketing programs—and leverage the things that work for us.”. More people are starting to say this isn’t just about marketing, this isn’t just about sales, but that we’re all in this together.

Budget Programs 120

Budget Programs Work Management Marketing Management Sales Cycle 120

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. First, you’ll become more efficient in your marketing and sales efforts. This is the implementation of a new process for how you obtain, manage and close sales leads.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Buy Automation 120

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. If there’s one persistent thorn in the side of many B2B organizations, it’s failure to align sales and marketing. of pipeline to 13.2%

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Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

SEPTEMBER 27, 2012

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. 2012 Trending: Significant Transformation for Marketing Groups. 2012 Trending: Significant Transformation for Marketing Groups.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

APRIL 17, 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. Sales and marketing operate on different frequencies. Sales isn’t into sharing data. Marketing’s plate is full.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

ViewPoint

OCTOBER 23, 2012

Jonathan Farrington is a globally recognized business coach, mentor, author, consultant and sales thought leader, who has guided hundreds of companies and more than one hundred thousand frontline salespeople and sales leaders towards optimum performance levels. Inside sales is now a career, not a mere stepping stone.

Bandwidth 120

Bandwidth Consulting B2B Sales Opinions 120

ViewPoint

SEPTEMBER 20, 2012

Bob has three decades of experience in sales, technical support, consulting, research, and online community development. 2012 Trends: Interconnectedness & Reluctance to Make Aggressive Decisions. 2012 Trends: Interconnectedness & Reluctance to Make Aggressive Decisions.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

MAY 10, 2012

He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. On the marketing side, companies like Eloqua, Marketo, Pardot, Silverpop and HubSpot are adding features that are nudging them closer to the sales side. Today's PowerViews guest is Christopher Hosford.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 10, 2012

He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. On the marketing side, companies like Eloqua, Marketo, Pardot, Silverpop and HubSpot are adding features that are nudging them closer to the sales side. Today's PowerViews guest is Christopher Hosford.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

SEPTEMBER 11, 2012

This is the third in a series of four blogs about lead generation, marketing and sales metrics, and proverbs. Based on over 60,000 completed company dispositions per year (annualized for 2012). Managing “No Response” dispositions is not an art, it’s a science. If you want to read more about proverbs and their origins, click here.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation PointClear 120

ViewPoint

JULY 12, 2012

2012 Challenge: How to Tell Stories, Create Compelling Content and Drive Interest. Click to start video at this point — Asked about what is happening or not happening in marketing and sales that is surprising this year, Ann references research that MarketingProfs did with the Content Marketing Institute last year.

Marketing & Strategy 120

Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 120

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. Who can help me solve it?

Marketing Automation Services 120

Marketing Automation Services Top of Funnel Paid Search Agency Mobile Marketing 120

ViewPoint

OCTOBER 10, 2011

Her first book, " The Rise of the Revenue Marketer ® ," will be published in 2012. If you’re in sales, you might think this is an odd question or you might have a stronger, more visceral reaction to the question—“Marketing doesn’t sell, we do! Marketing now owns the top of the traditional sales funnel.

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 120

ViewPoint

OCTOBER 11, 2012

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. 2012 Trending: Marketing Is Ahead of Sales in Understanding Buyer 2.0. He is a frequent speaker, blogger and contributor to many B2B marketing publications.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

MAY 3, 2012

In the second post, we looked at elements of a complex sale that impact B2B lead generation costs. For these trends to positively impact overall sales success, I need to re-emphasize that qualified leads must be fully vetted, possess the potential for high close value, and have high conversion ability. Sales Pipeline Created.

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Cost per Lead Sales Qualified Leads Lead Ranking Lead Generation 120

ViewPoint

AUGUST 30, 2012

My guest today is Craig Rosenberg, Vice President, Sales and Marketing and Co-Founder at Focus. He is also author of a popular sales and marketing blog, Funnelholic , where he shares B2B content with an edge. Craig specializes in lead generation, lead qualification, and B2B marketing and sales.

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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.

Lead Scoring 217

Lead Scoring Lead Ranking Sales Qualified Leads Budget Programs 217

ViewPoint

FEBRUARY 14, 2012

Matt Heinz has more than 12 years of marketing, business development and sales experience from a variety of organizations, vertical industries and company sizes; including Microsoft, Weber Shandwick, Boeing, The Seattle Mariners, Market Leader and Verdiem. Traditionally, sales is responsible for sales and marketing is responsible for leads.

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Planning Deliverability Customer Satisfaction Microsite 120

ViewPoint

APRIL 13, 2012

Jeff joined Forrester after spending 20 years in sales and marketing. He is the author of the book, The New Rules of Sales Enablement , the co-author of How to Create Killer Sales Playbooks , and he’s a regular contributor to B2B Magazine. Two reasons why marketing automation will reach a tipping point this year.

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