ViewPoint

SEPTEMBER 26, 2011

T oday we're pleased to have Paul Gillin as our guest blogger. Paul is a speaker, writer and B2B social media strategist. A lot of B2B marketers have chosen not to get on board the Facebook train for fear that Facebook's freewheeling culture clashes with their serious business. Don't force it, though. Find people.

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ViewPoint

MARCH 22, 2011

Today's guest blogger, Bob Thompson, is CEO of CustomerThink Corp. , 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 Building a great B2B brand.

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ViewPoint

APRIL 21, 2015

In spite of the accountability that CRM brings and the follow-up that marketing automation creates, B2B salespeople have to do the final step. James is a regular guest blogger with ViewPoint. B2B Marketing B2B Sales' Out here, a man settles his own problems.". and has sometimes been attributed to Sir Charles Panther.

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ViewPoint

JUNE 23, 2015

Casey Stengel said, “ Most ball games are lost not won ,” and his comment seems appropriate for most marketers’ efforts in B2B companies. James is a regular guest blogger with ViewPoint. Every day they are in the process of losing, and are grateful when they win one out of ten or one out of four deals. I met with a prospect yesterday.

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ViewPoint

FEBRUARY 11, 2014

A business professor at Columbia University, Ruth is also the author of “Maximizing Lead Generation: The Complete Guide for B2B Marketers” and a guest blogger at Biznology and HBR.org. Click to start video at this point — Ruth recently collaborated on a study of B2B marketing. Inbound marketing is tough to scale.

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ViewPoint

MAY 23, 2011

Today we're honored to have guest blogger Ruth Stevens share her thoughts on database marketing. Ruth is Founder of eMarketing Strategy , a consulting practice that assists companies build their customer acquisition and retention strategies.

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ViewPoint

AUGUST 15, 2011

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. i The Sales Lead Management Association believes marketing creates more wealth for every man-hour worked than anyone, yes anyone, in a B2B organization.

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ViewPoint

JANUARY 19, 2011

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. What differences in marketing and sales management would have occurred if marketing automation with all of its benefits would not be a part of B2B and B2C marketing today?

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ViewPoint

MARCH 13, 2014

Click to start video at this point —In a recent blog post on Biznology, Ruth wrote, “The most reliable and scalable approach for reaching new B2B customers is outbound communications.” Ruth Stevens, Inbound Marketing is Tough to Scale. We talked about this issue and about the sustainable relevance of direct mail and cold calling.

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ViewPoint

OCTOBER 30, 2012

Today's guest blogger is Jeff Molander. Is your business-to-business (B2B) content marketing plan creating re-action beyond sharing? I’ve been using LinkedIn and blogging to generate B2B leads and sales very effectively lately. I’ve been using LinkedIn and blogging to generate B2B leads and sales very effectively lately.

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Planning Marketing Plans Top of Funnel Content Marketing 120

ViewPoint

MARCH 26, 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. Some say that 18-20% of all B2B companies have marketing automation, and up to 80% have a CRM system. i Really, how do you argue you with this?

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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. Is the Traditional Sales Compensation Program for B2B Dead? with Daniel Perry. Why It’s Time for Women to Lead in America with Vicki Dolian.

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ViewPoint

NOVEMBER 10, 2011

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. But the majority of the opportunities, especially in B2B still need a salesperson to show up to get the business.

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ViewPoint

APRIL 28, 2011

Today's guest blogger, Reg Nordman, is the Managing Partner for Rocket Builders , a Vancouver based sales and marketing consultancy for high growth companies. Search is now the dominant buyer behaviour: 93% of B2B buyers use search to begin the buying process. source: Marketo ). source: Google ).

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Work Management Marketing Management Sales Leads Sales Qualified Leads 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. B2B interactive Marketing Guide. I know what you’re thinking, you’re saying to yourself, “Is he serious?” Thriving in the age of complexity.

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ViewPoint

FEBRUARY 16, 2011

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. What differences in marketing and sales management would have occurred if CRM with all of its benefits had not been a part of B2B and B2C marketing?

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CRM Wikipedia Marketing Automation Services Marketing Management 120

ViewPoint

JUNE 7, 2011

Today's guest blogger, Craig Rosenberg, is Vice President, Focus Expert Network at Focus , a company whose mission is to make business expertise available to everyone. For the past 11 years, I have been advising organizations on how to plan and execute their b2b lead generation campaigns.

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ViewPoint

JUNE 20, 2011

We are honored to have Anthony Iannarino as a guest blogger this month. Anthony is President and CSO of SOLUTIONS Staffing , Director of B2B Sales Coach & Consultancy , and author of The Sales Blog. Over at The Sales Blog, I write about dream clients.

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ViewPoint

NOVEMBER 27, 2012

Today's guest blogger is Jeff Molander. In 2008 LinkedIn introduced Groups and for years now B2B marketers have been tortured by inappropriate, low-value comments and linking—people trying to promote "their thing." Here is a proven system to use LinkedIn for B2B sales leads and prospecting. Sometimes those people are us!

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ViewPoint

FEBRUARY 19, 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. Yes, B2B average sales cycles are six months or so; BtoC cycles are shorter. Ben Franklin said, “Time lost is never found again.”

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ViewPoint

OCTOBER 11, 2012

Carlos is a recognized thought leader in B2B marketing and known for his keen insights on the development and implementation of lead management processes, as well as marketing automation. He is a frequent speaker, blogger and contributor to many B2B marketing publications. And I think marketers recognize it.”.

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ViewPoint

APRIL 18, 2012

Trip is also an author, a speaker, and a blogger. From a B2B perspective, he uses the email term, “deliverability,” in a broader context. He notes an asymmetrical relationship between the B2B buyer and seller where buyers have more knowledge and more power in the information exchange, particularly in the very early phases.

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ViewPoint

SEPTEMBER 19, 2011

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. 1] A masonry arch or vault cannot be self-supporting until the keystone is placed.

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ViewPoint

FEBRUARY 27, 2014

Too often, these days, I am hearing B2B marketers mouth claims like, ”We got this new [fill in the brand] automation tool, so now we can reduce headcount.” By now it’s clear that the database is the single most important success factor in B2B marketing communications. Marketing automation doesn’t identify your best target audiences.

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