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MARCH 12, 2013 B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research
So it’s not in their best interest to work on leads that aren’t going to close this quarter. Even if marketers do a fantastic job, should sales people have the ability to accept or reject leads so those leads can be more effectively nurtured? I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. Does that figure depend on the type of solution? Does the complexity of the solution change things?
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JANUARY 12, 2012 Sales Leads: Why Your Reps Need Fewer, Rather Than More
Best sales lead management practices continually show that reps need qualified leads that have been carefully vetted, properly and consistently nurtured and appropriately developed, increasing the likelihood of a completed sale. These companies do not have effective sales lead management processes to track anything other than the number of leads generated and their cost. Each had already been contacted at least seven times; the best touchpoint techniques use multiple media—some combination of phone, voice message, email, letter, and direct mail. Budget undefined?
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JUNE 27, 2011 Outsourcing Lead Generation: A CMO’s Perspective
Our company, CenterBeam, is an IT managed service provider, and our on-demand format delivers an efficient and cost effective alternative to internally building out and managing IT. Partnering with an experienced lead generation services provider continues to be the best way for us to close more deals and drive more revenue What led you to consider outsourcing lead generation? Beware.
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MARCH 22, 2011 B2B Marketers, Analyze This: How Do Prospects Score YOU on Their Experience?
The point of lead scoring is to assess the value of the prospect to you—the seller—so you can make the best use of your resources. strong brand with an effective positioning strategy speaks to and taps into the totality of these buyer needs.". Today's guest blogger, Bob Thompson, is CEO of CustomerThink Corp. What do you do when you leave that bank? Improved? Social?
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JULY 21, 2011 Outbound vs. Inbound: The Risk Management Issue in the Complex Sale
Many agree that inbound marketing and marketing automation work best when time is not an issue. Inbound marketing works very effectively with solutions at lower price points. With the complex sale, it remains critical to ground core strategies in a proactive outbound prospect development process proven to be effective in uncovering, nurturing and delivering sales qualified leads
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APRIL 25, 2011 eMarketing Expert Ardath Albee on the Limitations of a Lead Gen Mindset
really think it’s an impediment to the effectiveness of marketing in becoming a strategic arm of the company, rather than just a cost center. think the best strategy is to consider how best your company can prepare to meet increasing demands for content. In a study done by Tech Validate , marketers report that thought leadership content is more effective than lead generation content and that 3rd party analyst content is more effective than content written in house. Yet B2B marketers seem to be more focused on lead generation than the rest of the process.
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VIEWPOINT 4 Trends Shaping B2B Marketing in 2011
| WEDNESDAY, FEBRUARY 2, 2011
As an editor and marketer, I spend a lot of time thinking about the “how to”—in other words, how to translate the best
and more interesting marketing ideas into truly actionable steps for organizations looking to grow their business. mere 12% of business executives say their companies are using social media effectively
, according to a recent study by Harvard Business Review Analytic Services. That bit about being “honestly empathetic” above is the key: Put yourself in the shoes of your customers and consider what you can do to best
suit their needs. MORE >>
VIEWPOINT PowerViews with Anthony Iannarino: Changing Business Models
| TUESDAY, DECEMBER 18, 2012
You can also read his feature article Make 2013 Your Best
Sales Year Ever in the January 2013 issue of Success Magazine. Click to start video at this point — The fact that most sales teams don’t even know how to use little data effectively
should indicate that trying to tackle big data would be a fruitless task. The client who you can do the best
work for and create the most value. My guest today is Anthony Iannarino, President and CSO for SOLUTIONS Staffing. 2013 Predictions—Why Big Data Shouldn’t Be the Focus. What About Little Data and Social Media? Stay Tuned MORE >>
VIEWPOINT Eight Shortcuts to More Successful Sales & Marketing Collaboration
| TUESDAY, FEBRUARY 14, 2012
Even with the best
-laid plans, things will go wrong. Driving effective
, successful collaboration between sales and marketing will drive both sides to feel better about their contribution, the direct line it provides to revenue, and greater satisfaction in their day-to-day execution to achieve those results Matt Heinz has more than 12 years of marketing, business development and sales experience from a variety of organizations, vertical industries and company sizes; including Microsoft, Weber Shandwick, Boeing, The Seattle Mariners, Market Leader and Verdiem. Common objectives. MORE >>
VIEWPOINT Good Reads for B2B Sales - Cold Calling Revisited
| THURSDAY, APRIL 4, 2013
Modeling is more effective
if managers and salespeople set asside time for pre-work and analysis after observation. Roland Nadeau of Integrate B2B advises that B2B sales organizations stay in a closing state of mind with three tips: Buy the right leads, leverage channels and budgets effectively
, and optimize offer types to maximize engagement. The Force Multiplier Effect
of Social Media for Professional Sellers. SPI''s Solution Selling blog encourages sales pros to embrace social media and take advantage of its multiplier effect
. Going Beyond Cost-Benefit Analysis. MORE >>
VIEWPOINT Beyond Financials: VC & IPO Due Diligence on Sales & Marketing Metrics
| MONDAY, JULY 11, 2011
Given that your competitors are facing the same challenges, deploying the same strategies and spending the same or more on sales and marketing, how are you going to make your sales and marketing more effective
in capturing greater share, making your company profitable, and growing value for your funding partners and future investors? One answer includes applying, tracking and measuring best
-practice sales lead management processes. Could the reasons why point to similar expense paths for the marketing automation vendors looking at going public? Sales and marketing activity. MORE >>
- PowerViews with Dave Munn: The Transformed Marketing Organization VIEWPOINT | THURSDAY, SEPTEMBER 27, 2012
- Improve Sales Lead Generation via Marketing Analytics Part 3: Seven Findings VIEWPOINT | THURSDAY, FEBRUARY 9, 2012
- Turning Raw B2B Sales Leads Into Real Opportunities: Don’t Give Up Too Soon VIEWPOINT | THURSDAY, JANUARY 19, 2012
- PowerViews with Carlos Hidalgo: A Holistic Approach to Driving the Demand Process VIEWPOINT | THURSDAY, OCTOBER 11, 2012
- Lead Qualification & Lead Nurturing: Who's Job Is It? VIEWPOINT | TUESDAY, JANUARY 17, 2012
- Successful Content Marketing Plans Do 1 Thing Really Well VIEWPOINT | TUESDAY, OCTOBER 30, 2012
- PowerViews with Bob Kelly: Redesigning Sales Process Basics VIEWPOINT | TUESDAY, NOVEMBER 20, 2012
- PowerViews with Paul Gillin: Social Media – Pick Your Spots & Focus VIEWPOINT | WEDNESDAY, MAY 2, 2012
- PowerViews with Trip Kucera: Best Practices & Surprising Trends VIEWPOINT | WEDNESDAY, APRIL 18, 2012
- CMOs: Wield Powers of Influence to Gain a Seat at the Executive Table VIEWPOINT | TUESDAY, MARCH 6, 2012
- PowerViews with Jill Konrath: Changing Buyers Require Retooled Sales Reps VIEWPOINT | THURSDAY, SEPTEMBER 6, 2012
- PowerViews with Ann Handley: First, Get Your Strategy, Messaging & Story Right VIEWPOINT | THURSDAY, JULY 12, 2012
- Lead Generation Best Practices Part 6: Fewer Leads Are Better VIEWPOINT | THURSDAY, DECEMBER 9, 2010
- 4 Things to Consider Before You Buy Marketing Automation VIEWPOINT | MONDAY, AUGUST 22, 2011
- Lead Qualification & Lead Nurturing: Whose Job Is It? VIEWPOINT | TUESDAY, JANUARY 17, 2012
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