ViewPoint

MAY 14, 2013

This goes a long way toward breaking down communication barriers. The next PowerViews will be with Ardath Albee of Marketing Interactions, Inc. If you’re a marketer, join a salesperson on a customer call. There is no better way to start speaking the same language than to rally around the customer. Twitter: @BrennerMichael.

Cost per Acquisition 120

Cost per Acquisition Peer-to-peer Top of Funnel Barriers 120

ViewPoint

JULY 14, 2015

He also has A LOT of great advice about lead scoring: Given the fact that lead scoring can be flawed, the companies who are doing it well are those that: Break down the barriers between marketing and sales. When a buyer interacts with marketing, they are generally at a less evolved stage. Give sales an authoritative seat at the table.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

ViewPoint

JUNE 26, 2012

But now I have this feeling the profession still has some pretty high barriers to surmount. After all, these teams often offer a superior return on investment (relative to field sales), particularly as communication technology enables us to engage buyers in ever more rich and productive ways. Are we playing hunger games?

Conference 120

Conference Enterprise Management Correlation Barriers 120

ViewPoint

SEPTEMBER 6, 2012

And so they’ve got their barriers up. She notes that most prospects buy based on relationships and interactions they have with salespeople, and questions used to evaluate these relationships include the following: Are they adding value or not adding value? Don’t come in here. I’m overwhelmed, I don’t answer my phone. Absolutely.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120