ViewPoint

AUGUST 15, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Via The Center for Sales Strategy. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. The Death of Salesmen is Overstated. The Rise of Social Selling.

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B2B Sales Buyer Need PointClear B2B 120

ViewPoint

SEPTEMBER 21, 2016

The Three “Lies” That Plague B2B Businesses Today Are: Cold calling is dead. Ruth Stevens, eMarketing Strategy , President. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? Matt Heinz, Heinz Marketing , President.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Cold Calling 120

ViewPoint

MAY 16, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. By concentrating on buyer value, "we focus our deal strategies and next steps on things critical to the customer, instead of focusing on ourselves," he writes. Tap CRM to Give Your Customers a Pleasant Surprise. Via Partners in Excellence Blog.

B2B Sales 120

B2B Sales PointClear Google Cold Calling 120

ViewPoint

AUGUST 22, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Content Marketing Strategy: Lessons from Good (and Bad) Comedy. Practice the tactics outlined in this article to create a solid content strategy. High Performance Marketing: It’s Not What You Think.

PointClear 120

PointClear B2B Marketing Webcast Advertising Agencies 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.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

MARCH 12, 2013

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. In our discussion, Lori shared key insights into the B2B buyer's journey as well as marketing and sales alignment. But, the underlying thing is that I never recommend that someone only use digital touches as a nurturing strategy.

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Forrester Work Management Marketing Management B2B Sales 120

ViewPoint

AUGUST 30, 2012

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. Concluding Thoughts: Consumerized B2B Software & the Resurgence of Field Sales.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

DECEMBER 14, 2016

If your ultimate goal is to identify well-qualified opportunities where your solution stands an excellent chance of being selected by your prospect if you implement a thoughtful and effective sales strategy, then a more sophisticated qualification process is called for.”.

Account Based Marketing 120

Account Based Marketing B2B Sales ABM Sales Qualified Leads 120

ViewPoint

JULY 12, 2012

Her focus is on the conceptualization, development, and management of content for both B2B and consumer publications, particularly for the Web. Really think through the strategy behind them. A lot of companies that I talk to will say, ‘Oh well, we need to be on Twitter—we need a Twitter strategy.’

Marketing & Strategy 120

Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 120

ViewPoint

NOVEMBER 8, 2017

ESTABLISH CADENCE: Do you have a multi-touch, multi-media, multi-cycle strategy in place to multiply your lead-generation efforts? Lead nurture programs done well triples your B2B sales lead generation marketing ROI. Think of the opportunity inherent in this longer-term approach to B2B sales lead generation?

Lead Generation 378

Lead Generation Work Management Sales Qualified Leads Marketing Management 378

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

JULY 19, 2012

Brian is Executive Director of Revenue Optimization at MECLABS where he leads business units that include Applied Research, Strategy Group, Conversion Group, Leads Group, Agency Group, Technology Group and Training Group. My guest today is Brian Carroll. Brian is also CEO of InTouch and author of Lead Generation for the Complex Sale.

Lead Gen 120

Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

MAY 28, 2014

B2B Marketing B2B Sales B2B Growth Strategy' A key takeaway from this report is that there is a lot of room for services and solution providers to gain share in this highly fragmented market.

Service 120

Service Studies Brand Identity Branding 120

ViewPoint

JUNE 24, 2016

A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers. We met and worked together at a software company many years ago, and our paths through the continuously evolving world of B2B sales and sales performance have crossed many times.

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RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

MAY 23, 2011

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

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Resources B to B Work Management Marketing Management 120

ViewPoint

SEPTEMBER 23, 2014

” B2B Marketing Marketing Strategy' Are you a marketing manager who likes bling or accountability? Do you like shiny objects or results? Can you do the real job you were hired to do, and market your company’s products while creating revenue?”

B2B Marketing 120

B2B Marketing B2B Marketing Strategy Marketing & Strategy 120

ViewPoint

SEPTEMBER 9, 2014

B2B Marketing Marketing Strategy' I once heard a company president, during a company tour, say to his guests, “And here we have our overhead departments.” ” I think it is shockingly true that companies get the market share they deserve.

Marketing & Strategy 120

Marketing & Strategy Paid Search Agency B2B Marketing Efficiency 120

ViewPoint

NOVEMBER 17, 2016

Bob Apollo from Inflexion-Point Strategy Partners recently sent me three whitepapers to review and comment on. I recommend using ADOPTED as a highly refined methodology to guide the qualification process in today’s complex B2B sales environments. ADOPTED stands for: Authority. Decision Criteria. Priority.

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Lead Qualification Sales Qualified Leads High Quality Lead B2B Sales 120

ViewPoint

JUNE 12, 2014

B2B Growth Strategy' .” Bob sets the stage by providing a brief history of Customer Relationship Management (CRM) and Customer Experience Management (CEM). While CRM and CEM have traditionally focused efforts on efficiency and cost, Bob highlights companies that chose instead to take the customer-centric route.

Work Management 120

Work Management CRM Efficiency Cost 120

ViewPoint

JULY 8, 2014

B2B Marketing Marketing Strategy' The film offers eight exposures per roll, and it’s cheap to buy, develop, and print. But it isn’t “free.” ” My digital Canon “costs” me exactly nothing per shot.

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Opt-in Marketing & Strategy B2B Marketing Marketing 120

ViewPoint

OCTOBER 1, 2015

In fact, B2B sales teams have deployed versions of this go-to-market approach for years using target account-based selling to focus on specific companies they believe match their companies’ product or service value proposition. So why is ABM the new must-have for B2B marketers? So why is ABM the new must-have for B2B marketers?

Account Based Marketing 120

Account Based Marketing Lead Generation Sales Qualified Leads Marketing Automation Services 120

ViewPoint

MARCH 1, 2016

Over-confidence in the impact of inbound-only strategies on revenue, including percent of new revenue that will come from inbound sources. In fact, we believe just the opposite: 70% of B2B technology solution buyers want to engage with sales reps before they identify their short list. If you didn’t make an estimate, start doing so now.

ROI 159

ROI Lead Ranking Marketing Qualified Leads MQL 159

ViewPoint

MAY 20, 2014

B2B Marketing Marketing Strategy Guest Blogs' In many respects—no, in all respects—the marketing operations manager is more powerful and informed than the sales operations manager. Sales Ops looks backward in most instances (at historical sales results), with an eye to the future for hiring, expansion and reporting.

Work Management 120

Work Management CMO Marketing & Strategy Paid Search Agency 120

ViewPoint

AUGUST 18, 2015

In today’s B2B companies, marketing and sales alignment is critical to success. Unfortunately, few B2B organizations focus on creating, implementing and executing a defined marketing and sales process. This necessary first step creates a better buying experience and drives real and lasting revenue growth.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Leads 120

ViewPoint

JULY 7, 2015

The No Marketing Strategy Approach. Here’s why: Most companies don’t have a documented content marketing strategy. The Flawed B2B Approach. Three flaws: B2B lead scoring focuses on individuals vs. groups. individual) dynamics, which is so critical in B2B. Begin by having the proper processes and strategy in place.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

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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Trade Show Cold Calling Emarketing Sales Qualified Leads 120

ViewPoint

DECEMBER 20, 2011

You’ll see from the list below that our marketing and sales bloggers are B2B lead generation and lead management thought leaders who share their expertise as business executives, strategists, consultants, speakers, authors, editors and college professors. B2B marketing and sales strategies and tactics. Demand creation.

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Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

AUGUST 20, 2015

Use it to construct a detailed picture of your current lead-to-revenue strategy, infrastructure, processes, and performance. 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 3 – Data Analysis.

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 120

ViewPoint

APRIL 23, 2013

As CEO of UK-based Inflexion-Point Strategy Partners , Bob works with the leadership teams of technology-based B2B-focused companies, enabling them to make the critical connections between their marketing messages, their sales conversations, their true differentiators, and their customer''s priorities. BANT Won’t Help.

Process 120

Process Work Management Marketing Management B2B Thought Leadership 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.

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Forrester Buyer Personas Lead Ranking Peer-to-peer 120

ViewPoint

OCTOBER 6, 2015

I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. It's a marketing strategy dictated by the sales go-to-market model. In a recent SiriusDecisions study, 92% of B2B organizations said ABM is “extremely” or “very” important to their marketing efforts.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 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). Following is how we build a cadence for a client: Execution Strategy. The timing and number and type of touches makes up what is called a cadence, which must be carefully orchestrated.

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PointClear Sales Qualified Leads Leads Lead 136

ViewPoint

OCTOBER 1, 2013

In recent years, many sales reps have focused on getting new business, overlooking the importance of retaining the clients you already have, says my latest guest on PowerViews, Ardath Albee, a B2B marketing strategist and chief executive officer of Marketing Interactions Inc. There has to be a strategy that helps content do its job.".

Content 120

Content Storytelling B2B Sales Linkedin 120

ViewPoint

SEPTEMBER 22, 2015

It's a sales AND marketing strategy supported by a process managed by people and enabled by technology. You also can’t afford to wait until those Named Account targets happen to find your contact information and download something… Strategy first, technology second. The tech simply enables the right strategy, not the other way around.

Account Based Marketing 120

Account Based Marketing Lead Generation ABM Lead Scoring 120

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. Would you like to set aside 30 minutes to see our product?’

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Demand Process Work Management Marketing Management 120

ViewPoint

JULY 16, 2013

Top performing B2B sales organizations rarely employ just one lead generation tactic. According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. Build it and they will come.”

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

FEBRUARY 16, 2012

Why is it so difficult to generate actual leads and sales using social media in the B2B world? Successful social B2B sellers know: Engagement is not an outcome. Does your content marketing strategy show customers ways to avoid risks they don't yet know they have? Design to Sell, Become Addictive. But not by chance.

Customer Satisfaction 120

Customer Satisfaction Sample Youtube Social Media 120