ViewPoint

MARCH 22, 2011

How does it relate to B2B marketing? And I was treated accordingly, no doubt thanks to some nifty lead scoring algorithms that have become de rigueur for B2B marketers. Two years ago, my B2B Marketing 2.0 Influencer Persona: Sometimes referred to as a stakeholder persona, more commonly in a B2B setting.

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

FEBRUARY 28, 2018

The short answer is we work with B2B technology, healthcare, financial services and business services organizations, as well as manufacturers. Software to optimize the insurance business through predictive analytics. An analytics solution for manufacturers that improves decision-making, and plant operations.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

APRIL 11, 2018

A typical B2B cadence includes five dials, three voicemails and three emails over a 10-day period (in this case it was nine days). Cadence is a rhythmic flow of activity—with an important analytical component. He landed a huge lead for our client (with a $1 billion company). Cadence Involves Analysis, Automation.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

ViewPoint

OCTOBER 6, 2015

I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. ABM is only a black box if by ABM you mean deploying technology and analytics without knowing why or how they’re being used to reach goals. That’s just part of being a smart marketer today.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

AUGUST 20, 2015

Google Analytics remains at the top of system reporting, especially the “users flow” and “behavior flow.” For more than 20 years, she has been focused on driving intentional, measurable revenue growth for B2C and B2B companies as both an in-house marketer and a consultant. Step 2 – Data Gathering. For this step, you need to go deeper.

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 120

ViewPoint

FEBRUARY 23, 2018

Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process. What in your experience works, and what doesn't, to fuel your B2B sales forecast? Just try to pass them on to your field sales team and you’ll see.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

APRIL 17, 2012

B2B interactive Marketing Guide. Baking in analytics from the get-go is a winning strategy. I think you get the picture, B2B lead generation isn’t your father’s lead generation, or your sales manager’s for that matter. Thriving in the age of complexity. John Obrecht. Joe Hendershot. Christopher Hosford.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

ViewPoint

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She is a founding member of the Savvy B2B Marketing blog , and contributes regularly to the Content Marketing Institute blog. Drive Alignment.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

MARCH 22, 2018

I spend a lot of time on the phone talking to prospects about the value of informed conversation; the value of an automated cadence with built-in analytics capabilities; and the value of agile lead management processes that let marketing apply learnings to do an even better job of providing the leads sales needs. Our people do as well.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

MAY 20, 2016

Here is how Mark Nadolny, Manager of Benchmarking Analytics at SiriusDecisions breaks it down: “Tier 1: Direct Enterprise Accounts. Organizations targeting large enterprises are already familiar with the potential clients that exist in this saturated space, so it’s difficult for marketing to source new leads.

Enterprise Management 159

Enterprise Management SMB Sales Qualified Leads Allocation 159

ViewPoint

SEPTEMBER 20, 2012

He adds that inbound hasn’t displaced the need to be proactive, and he talks about a deeper, more important issue in play that is being driven by the new B2B buyer. Click to start video at this point — Bob talks about how top B2B companies are currently framing the evolution to RPM 2.0: “RPM is kind of in a 1.0 Habit 2: Think.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

SEPTEMBER 27, 2012

My guest today is Dave Munn who has been President and CEO of ITSMA since 2000, having led ITSMA's global expansion to become the leading B2B marketing association for technology, professional services, and telecom companies.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

MAY 5, 2015

In the same blog he goes on to quote Forrester’s Laura Ramos: In earlier studies, Forrester found that at least half of B2B marketers surveyed did not have well defined L2RM processes or failed to follow the ones they did have in place for activities like lead scoring, nurturing and recycling and management. The welcome email.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Peer-to-peer 120

ViewPoint

JULY 9, 2015

I am hopeful the recent buyer interaction findings from SiriusDecisions’ 2015 B2B Buyer Study give marketing and sales leadership a legitimate reason to step back and assess their entire lead-to-revenue process. Chad Burmeister is excited about predictive analytics, despite what he sees as their shortcomings.

Lead Ranking 120

Lead Ranking Lead Scoring Sales Qualified Leads Marketing Automation Services 120

ViewPoint

MAY 2, 2012

Today we discussed several of the latest marketing trends and the impact new technologies are making in the B2B business climate. ” Marketers are making major financial commitments to grow their presence in social media as digital media closes in on traditional media as the largest source of funds in B2B spending.

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

MAY 7, 2015

If it took six months to make a typical B2B sale, the nurturing process now had a timeframe for performance. Dave Stein , B2B Sales Consultant , provides a strictly sales perspective: Coming from the perspective of a sales guy, the most effective nurturing approaches I’ve seen and heard about are HubSpot-driven.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120

ViewPoint

NOVEMBER 20, 2012

2013 Changes: Social Media, Mobile, Analytics & Productivity. He sets a context by noting The Sales Management Association is made up of sales and sales operations leaders in predominantly B2B selling organizations at medium-sized to large companies—with about 70% based in the U.S. and another 10% in Canada.

Process 120

Process Allocation Marketing Management Peer-to-peer 120