ViewPoint

JUNE 6, 2013

B2B Trade Show Marketing Circa 2013: Everything is the Same, Everything is Different. Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues.

B2B Marketing 120

B2B Marketing PointClear B2B Trade Show 120

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MAY 14, 2018

federal budget in 2013 (still an issue for many), and the new email GDPR in the European Union in May of 2018. Changes in technology can slow the sale of current and now newly-obsolete products. Government regulations and laws can disrupt sales—think sequestration budgets for the U.S.

Forecasting 149

Forecasting Organic Leads Work Management Trigger Marketing 149

ViewPoint

MAY 29, 2012

I am “in” for 2013. Try “Download this Guide” or “View Webinar” but NEVER “Submit Form”… (I have heard this before but it is worth repeating). Surveys generate a tremendous amount of content that can be repurposed inexpensively. Well worth the fee. Educational and fun. Food was great!

Multi-Channel 120

Multi-Channel Demand Generation Agencies Class Webinar Metrics 120

ViewPoint

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.

Buzz 120

Buzz Lead Ranking Linkedin Video Marketing 120

ViewPoint

SEPTEMBER 29, 2015

Less than 50 beds. 50-250 beds. 250-500 beds. More than 500 beds. But a further breakdown to 1000-bed hospitals would make this is an ABM chore that is easier than expected and not left to just the 50 largest hospitals.

Account Based Marketing 120

Account Based Marketing Lead Generation Marketing Management ABM 120

ViewPoint

MARCH 20, 2014

Founded in 2013, the Senator Club is designed to educate members on modern day sales strategies and technologies. So tell me, what was the source of a recent inbound lead campaign that completely wasted your time? Today''s guest blog is by Ian Adams. Get to know Ian via Twitter and Facebook.'

Marketing Management 120

Marketing Management Leads Lead Marketing Qualified Leads 120

ViewPoint

MARCH 6, 2014

According to Forrester’s “Q3 2013 North American and UK Digital Maturity Online” report (based on an August online survey of 395 marketers), onsite ratings and reviews are rated No. 1 in providing the greatest business value to companies.

Paid Content 120

Paid Content Social Media Customer Surveys Paid Search Agency 120

ViewPoint

DECEMBER 30, 2013

Over and out for 2013.' Note that "ROGER" and "WILCO" used together are redundant, since WILCO includes the acknowledgement of ROGER. [. So: what up, loyal readers? I am down with whatever you have planned for New Years!

Wikipedia 120

Wikipedia Training Positioning Personalization 120

ViewPoint

NOVEMBER 8, 2012

2013: A Resurgence in Developing People for the New Sales Landscape. Click to start video at this point — Linda shares an optimistic assessment of 2013: “My outlook is that I’m seeing sales organizations realizing that it’s important to really retool the salespeople on their teams.

Demand 120

Demand RFP Work Management Buying Cycle 120

ViewPoint

JULY 17, 2013

As many as 100 million people are expected to telecommute to work by the year 2013. Scheduling an on-site meeting with the committee of decision-makers will be almost impossible—especially because the committee of decision-makers now has up to 21 people in it, and most of them telecommute.

B2B Thought Leadership 120

B2B Thought Leadership Skype Work Management Thought Leadership 120

ViewPoint

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.

Lead Ranking 120

Lead Ranking Social Marketing Paid Search Agency Leads 120

ViewPoint

OCTOBER 11, 2012

Click to start video at this point — I ask Carlos for his advice on what marketing and sales should be looking at to achieve greater success in 2013, and he talks about two priorities. He says one of the best examples of this is a recent commercial for the 2013 Honda Accord: “It starts off and says, ‘We know you.’

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

OCTOBER 9, 2013

We’re nearing the last quarter of 2013, and another year of sales will soon be behind us. An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads.

Sales Qualified Leads 120

Sales Qualified Leads Marketing Automation Services Work Management Marketing Management 120

ViewPoint

SEPTEMBER 24, 2013

I summarized Ardath’s thoughts, and mine, in a blog published on July 11, 2013. I have written articles and blogs against BANT (as a lead qualifying criterion) for years. A couple of months ago I read a blog by Ardath Albee entitled “BANT is Bunk, BS and Irrelevant”. I think you will enjoy their comments: Jill Konrath (author, consultant).

Opinions 120

Opinions Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

JANUARY 31, 2013

Josiane noted that the groundwork that many business laid out over the past few years will set organizations up for success in a “strong and steady” 2013. Her upcoming book, “Smart Sales Manager,” outlines a game plan for veteran managers who want to learn how to navigate the new world of inside sales success.

Peer-to-peer 120

Peer-to-peer Cold Calling Consulting Work Management 120

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MAY 7, 2013

Even if your lead from the first quarter of 2013 has clearly identified the fact that they will not be ready to buy until 2014, it''s a big mistake to simply leave them alone in the meantime. If you do this, you may be hurting your chances of making a future sale and may have missed an opportunity to nurture a relationship over time.

Buyer Personas 120

Buyer Personas Peer-to-peer Buying Cycle Sales Qualified Leads 120

ViewPoint

APRIL 24, 2013

After completing his company''s 19th annual Sales Performance Optimization Study , Jim said it revealed that 94 percent of the companies surveyed increased their revenue target for 2013. He found this metric amazing because of the uncertain economy. While some industries are doing better, other industries are not doing so well.

Marketing Management 120

Marketing Management Forecasting Transparency Case Studies 120

ViewPoint

APRIL 30, 2013

Gartner predicts that by the end of 2013 more users will access the internet through a mobile device than their desktop. Click to start video at this point — For those marketing executives looking to move forward, get a head start on your competition with mobile. That means you need to be there!

Mobile Marketing 120

Mobile Marketing Lead Scoring Lead Ranking Marketing Leads 120

ViewPoint

AUGUST 21, 2013

Originally published on salesandmarketing.com, June 7, 2013. Gold Calling, Cold Calling 2.0 or cold calling. It is definitely not dead, but your company might be if you buy into the hype. View the original article By Dan McDade.'

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Cold Calling Sales Qualified Leads ROMI Lead Qualification 120

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APRIL 10, 2012

He added that the full impact of the economic downturn was underestimated and that it will likely be Q1 2013 when significant growth occurs. Companies that are using this time to clear out the dead wood will be sharper, leaner and meaner — and much more focused on the bottom line, rather than top line growth.

Paid Search Agency 120

Paid Search Agency Work Management Marketing Automation Services Forrester 120

ViewPoint

JULY 11, 2013

I really liked Ardath Albee’s blog on July 9, 2013— Why BANT is Bunk for Today’s B2B Buyer and not just because I agree with most of what she says. The blog is painfully honest, insightful and substantiated by facts. Here is a quick recap if you don’t have time to read the whole article: Salespeople need to think differently.

Urgency Marketing 120

Urgency Marketing Lead Scoring Lead Ranking Validation 120

ViewPoint

NOVEMBER 20, 2012

2013 Changes: Social Media, Mobile, Analytics & Productivity. Click to start video at this point — I ask Bob about the changes in marketing and sales he expects to see in 2013. Among the trends he sees in sales organizations in 2013: Greater adoption of social media. and another 10% in Canada. and another 10% in Canada.

Process 120

Process Allocation Marketing Management Peer-to-peer 120