ViewPoint

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.”.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

MAY 2, 2013

Motivate Your Sales Team with These 13 Ideas That Work. The Solution Selling blog highlights CSO Insights ’ 2012 Sales Performance Optimization Study where surveyed companies confess to lackluster hiring efforts. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Via OpenView Blog.

B2B Sales 120

B2B Sales PointClear Business B2B 120

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.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

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. This is too “me” and not enough “you” focused.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

AUGUST 16, 2012

Dave's firm works with clients in many verticals including technology industries, industrial products, financial and professional services, consumer products, retail, not-for-profit and other sectors. 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.”.

Budget Programs 120

Budget Programs Work Management Marketing Management Sales Cycle 120

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.

Paid Search Agency 120

Paid Search Agency Work Management Marketing Automation Services Forrester 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. To see how this can work, Go to “Myth 5” in this example. Well, we’re in the dog days of August. Implementation Is More Than Just Software.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Buy Automation 120

ViewPoint

MARCH 13, 2014

Marketers and sales people need to be working towards the same goals. Dave, a former sales rep, sales manager, VP of sales, competitive sales strategist, consultant, and sales trainer, has worked in 26 countries—with companies from the Fortune 10 to start-ups. The quality of leads being generated nowadays is abysmal.

Lead Ranking 120

Lead Ranking Social Marketing Paid Search Agency Leads 120

ViewPoint

JULY 31, 2012

The way I put it is that nobody ever builds a statue to a committee, so waiting for marketing and sales to “work it out” is doing the same wrong thing and expecting different results—and it ain’t going to work! ” The functions Mr. Rackham spoke about are marketing and sales.

Sales Qualified Leads 120

Sales Qualified Leads Sales Leads Lead Ranking Marketing Qualified Leads 120

ViewPoint

MARCH 6, 2012

But once CEOs mandate this shift, work needs to be done to turn the vision into reality. 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. This is where CMOs can make a noticeable impact.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

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. ” You can connect with Ann and learn more about her work at MarketingProfs via the following resources: Ann’s Email Address: ann at marketingprofs dot com.

Marketing & Strategy 120

Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 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.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

SEPTEMBER 27, 2012

2012 Trending: Significant Transformation for Marketing Groups. Click to start video at this point — Asked about what has or hasn’t surprised him in marketing and sales this year, Dave talks about the significant transformations that are occurring in marketing groups ITSMA works with. What are the best vehicles for doing this?’”.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

SEPTEMBER 6, 2012

2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. Click to start video at this point — Asked about reasons why recent research is showing fewer sales reps made quota last year than in 2006, Jill says there are a lot of factors at work. It’s not based on anything logical. Stay Tuned.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

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. DuPont VP works on revamping brand identity. Kate Maddox.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

ViewPoint

MAY 10, 2012

There are a lot of strong personalities on the sales side, and, generally, I’ve seen it work best when sales is in trouble—when you’ve got a VP of sales saying, ‘Help me. So I think 2012 will see large movement in the direction of both mobile and the analysis of big data.” What can I do?

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 10, 2012

There are a lot of strong personalities on the sales side, and, generally, I’ve seen it work best when sales is in trouble—when you’ve got a VP of sales saying, ‘Help me. So I think 2012 will see large movement in the direction of both mobile and the analysis of big data.” What can I do?

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 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 …. I believe that this pattern will continue for the next three years, until we are left with less than 10% of the total sales population working externally.

Bandwidth 120

Bandwidth Consulting B2B Sales Opinions 120

ViewPoint

SEPTEMBER 11, 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. Based on over 60,000 completed company dispositions per year (annualized for 2012).

Lead Generation 120

Lead Generation Sales Qualified Leads Generation PointClear 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. You can’t close up a machine shop for three years then come back and turn on the machines and expect them to all be working well. DM: What exciting things are in store for TSW? It just won’t happen.

Ideal Customer Profiles 120

Ideal Customer Profiles Training Thought Leadership Bandwidth 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. It should be hand-in-hand.

Marketing Automation Services 120

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

ViewPoint

OCTOBER 11, 2012

2012 Trending: Marketing Is Ahead of Sales in Understanding Buyer 2.0. The core challenge is really driving that demand process through the organization which is a holistic approach of people, process, content and technology—and having marketing and sales work in a collaborative fashion in each of those areas.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

MAY 3, 2012

Pipeline created reflects sales’ acceptance of MQLs for further working. 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. Sales Pipeline Created. Cell B4: SQL KPIs.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Ranking Lead Generation 120

ViewPoint

AUGUST 30, 2012

2012 Trends: Social Marketing Gaining Real Traction & Growth Hacks. In this context, the solution works best for ecommerce companies where social media can be directly linked to transactions and revenue positions, a more straightforward ROI scenario than in the B2B complex sale. Craig’s Blog: www.funnelholic.com. Stay Tuned.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

APRIL 13, 2012

Click to start video at this point — Sharing survey findings that 20% of companies are planning marketing automation implementations and another 17% are planning expansions, Jeff sees marketing automation hitting a tipping point with marketing and sales in 2012. Jeff Ernst's research at Forrester.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120

ViewPoint

JANUARY 2, 2018

Yet, according to CSO Insights , despite the new tools, the mobile devices, the potential of social, and so on, many salespeople are working harder than ever just to achieve the same old results or worse. I don’t place all the blame on marketing.

Lead Scoring 217

Lead Scoring Lead Ranking Sales Qualified Leads Budget Programs 217

ViewPoint

FEBRUARY 14, 2012

The concept of getting sales and marketing to work more closely together isn’t new. It’s been an issue, if not a focus area, for as long as sales and marketing teams have been working together (at least in theory) to drive predictable, sustainable growth for their business. It starts with what you’re working towards.

Planning 120

Planning Deliverability Customer Satisfaction Microsite 120

ViewPoint

MAY 2, 2012

If you’re doing things right, if you’re search-optimized well, if you have the right links and right relationships in place—they can be very good leads, and they can effectively cost you nothing, because you haven’t had to do any work to get them. You need to treat them like that, though. Pick Your Spots and Focus.

Social Media 120

Social Media BtoB Media Inbound Marketing 120