ViewPoint

MAY 2, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. The more information and other resources your team has, the better they''ll be able to do their jobs," said Thursday Bram of Hyper Modern Consulting. "Do Via OpenView Blog. Motivate Your Sales Team with These 13 Ideas That Work.

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B2B Sales PointClear Business B2B 120

ViewPoint

MARCH 22, 2018

See this blog for a build vs. buy analysis that takes that argument off the table.). Today, in this blog, I share some recent findings: Jonathan Farrington. In another video, Mike Weinberg stresses the necessity for sales to be a value creator and consultant, not just another supplier/vendor. Mike Weinberg. Brian Tracy.

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Lead Scoring Lead Ranking Work Management Paid Search Agency 189

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. Sales lead management. Sales management. Social media strategies and ROI.

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Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

JUNE 23, 2015

Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. But then they’ll spend the least again and get the same result. Only people can save their way to prosperity, businesses can’t do it.

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Work Management Blogger Paid Search Agency B2B Sales 120

ViewPoint

AUGUST 18, 2015

If you are not sure where to start, check out part two of this blog for some suggestions. Today's blog was submitted by Pam Hege. 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.

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Lead Scoring Lead Ranking Top of Funnel Leads 120

ViewPoint

NOVEMBER 16, 2017

I want to clarify to those reading this blog that I am not apologizing for the purpose of my call. Jim Hall joined PointClear in 2014 with over 20 years of experience in consulting, sales, and business growth. So I respond to their tone with an apologetic one and to, hopefully, quell their negativity.

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Lead Generation PointClear Sales Leads Lead Scoring 120

ViewPoint

DECEMBER 3, 2013

Dave, a former sales rep, sales manager, VP of sales, competitive sales strategist, consultant, and sales trainer, has worked in 26 countries—with companies from the Fortune 10 to start-ups. Blog: www.esresearch.com/blog. which assists sales trainers in selecting the appropriate providers. Email: dave at esresearch dot com.

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Sales Qualified Leads High Quality Lead Consulting Video Marketing 120

ViewPoint

MAY 12, 2015

Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. My advice to Bob was short and full of hope: Improve your expectations; decide where you fall short; and improve your closing ratio.

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Marketing Proposals Paid Search Agency Sales Qualified Leads Blogger 120

ViewPoint

APRIL 21, 2015

Today''s blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. ." * I’d change it to: "Life''s hard. It''s even harder when you don’t follow up a sales lead.". Enough said, don’t you think? James is a regular guest blogger with ViewPoint.

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Sales Qualified Leads B2B Sales Marketing Automation Services Blogger 120

ViewPoint

APRIL 7, 2015

Today''s blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. As I left he said, “Just give us better leads and we’ll do the rest.” I liked the sound of that because now Jake understood the rest of the story. Lead Management'

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Lead Management Sales Qualified Leads Sales Leads Lead Scoring 120

ViewPoint

SEPTEMBER 24, 2013

I have written articles and blogs against BANT (as a lead qualifying criterion) for years. A couple of months ago I read a blog by Ardath Albee entitled “BANT is Bunk, BS and Irrelevant”. I summarized Ardath’s thoughts, and mine, in a blog published on July 11, 2013. Anthony Iannarino (The Sales Blog). BANT is dead.".

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Opinions Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

JULY 25, 2011

This week's guest blog is co-written by Greg Alexander, Sales CEO of Sales Benchmark Index and John Kearney a Consultant with Sales Benchmark Index focusing on sales force effectiveness and inbound marketing. John Kearney is a Consultant with Sales Benchmark Index focusing on sales force effectiveness and inbound marketing.

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Advertising Benchmark Inbound Marketing Consulting Class 120

ViewPoint

DECEMBER 18, 2012

Anthony is also the Managing Director of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting company. In addition, he is author of The Sales Blog , where he writes about sales and selling, sales management, the sales process, and what it takes to succeed. Stay Tuned.

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Lead Ranking Work Management Business Marketing Management 120

ViewPoint

DECEMBER 6, 2011

Anthony Iannarino is an expert in B2B Sales and Marketing and an Executive Sales Coach and Consultant. Anthony is President and CSO of SOLUTIONS Staffing , Director of B2B Sales Coach & Consultancy , and author of The Sales Blog.

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Television marketing B2B Sales Class Consulting 120

ViewPoint

JANUARY 22, 2016

This is the third in a series of three blogs about what experts feel companies did well in 2015 and what they would do better in 2016. Rather they will be in selling mode rather than listening mode early on and lose to a more consultative, insight based approach. I hope you have enjoyed these three blogs and best wishes for 2016!

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Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

MARCH 13, 2014

The interviews are available on our blog and YouTube channel. In the blogs each interview is broken down into smaller segments that allow you to watch brief clips around a specific topic. Each quarter I review my recent PowerViews shows and select one outstanding talking point from each expert (five this past quarter) who joined me.

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Lead Ranking Social Marketing Paid Search Agency Leads 120

ViewPoint

FEBRUARY 21, 2012

The Top Sales Expert team includes best-selling authors, builders of large global consultancies, and sales professionals within the Fortune 500 arena. My first audio interview with Jonathan is scheduled for March and will appear on Top Sales World’s blog and our blog here.

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PointClear Work Management Communities B2B Sales 120

ViewPoint

JANUARY 9, 2014

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. If a six-sigma consultant looked at that type of waste, they would freak out. Paul Gillin | Paul Gillen Blog.

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Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

MARCH 2, 2011

He blogs at [link]. Blogging, engaging, listening to customers on Facebook or Twitter. Step 1: Question your consultants. ” You're tweeting, blogging, posting updates on Facebook. Press your marketing consultants, ad agency reps and employees to answer business questions first. It's a smart idea.

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Sales Management Social Media Work Management Process 120

ViewPoint

FEBRUARY 23, 2012

I’m an avid reader of Bob Apollo’s “Accelerating Revenue Growth” blog. I really enjoyed one of Bob’s recent posts, Six Strategies for B2B Sales and Marketing in 2012 , in which he shares comments from his strategic partner, Hugh Macfarlane, founder and CEO of the B2B marketing consultancy, MathMarketing.

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Top of Funnel Marketing Strategy Marketing & Strategy Advertising Agencies 120

ViewPoint

OCTOBER 23, 2012

Jonathan Farrington is a globally recognized business coach, mentor, author, consultant and sales thought leader, who has guided hundreds of companies and more than one hundred thousand frontline salespeople and sales leaders towards optimum performance levels. You can also catch his popular, award-winning blog here — The JF Blogit.

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Bandwidth Consulting B2B Sales Opinions 120

ViewPoint

MARCH 1, 2012

As I was writing this post, I came across a blog with a painful recounting of an implementation that went awry for reasons that included exactly what Carlos discusses. It’s a good read partly because of the follow-up comments from vendors, industry consultants and marketing professionals. Not enough of the right content.

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Demand Generation Work Management Marketing Management Lead Management 120

ViewPoint

SEPTEMBER 22, 2015

The remaining four stand-alone blogs will follow. Raab Associates provides consulting to help select the right tools and deploy them effectively. In fact, five of the twelve went into so much detail the only way to do them justice is to run them individually. Targeting and tracking are keys to successful ABM.

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Account Based Marketing Lead Generation ABM Lead Scoring 120

ViewPoint

JUNE 20, 2011

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. We are honored to have Anthony Iannarino as a guest blogger this month.

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ViewPoint

AUGUST 20, 2015

Today's blog was submitted by Pam Hege. 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. On average I find it takes 60 to 120 days to repair a lead-to-revenue process following the assessment.

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Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 120

ViewPoint

APRIL 10, 2012

Jonathan is also the man behind the Top Sales & Marketing Awards and is globally recognized as a business coach, mentor, author, consultant, and sales strategist. top end consultative, collaborative or strategic selling). He is based in London and Paris. 2011 Marketing and Sales Trends Successes and Failures. Top Sales World.

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Paid Search Agency Work Management Marketing Automation Services Forrester 120

ViewPoint

JUNE 18, 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. All real salespeople love sales leads and don’t ever believe anyone who tells you differently. The argument comes when salespeople define a lead.

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Sales Leads Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

FEBRUARY 13, 2018

For more information, check out this blog about the four revenue sources that most ROI calculators miss.). He was smart, a great trainer and a great consultant. Maybe the most important lesson I’ve learned is: Be loyal and value those who reciprocate loyalty. He also said “if dogs could talk, they wouldn't be man's best friend.”

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PointClear Ethics Budget Programs Business 149

ViewPoint

JULY 16, 2013

Why then are so many consultants and companies out there actively promoting inbound marketing as the dominant lead generation strategy of our time? The same inbound marketing experts will tell you that it might take 50 blogs to impact your website visits. Build it and they will come.” But can you build enough content and who will come?

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Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

OCTOBER 24, 2011

In the process of learning more about Kenandy, I found additional information in Deborah Gage’s Wall Street Journal Venture Capital Dispatch blog in which she talks about Sandy Kurtzig’s initial reluctance to raise venture capital.

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Lead Generation PointClear Sales Qualified Leads Generation 120

ViewPoint

NOVEMBER 8, 2012

Click to start video at this point — I comment on the welcome sense of transparency her blog and website display, and Linda discusses her approach to sharing ideas and content: “When I do a blog, I don’t look at it in any way, shape or form as an avenue to pitch. On Sharing Perspectives and Learning from Each Other.

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Demand RFP Work Management Buying Cycle 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.

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Buyer Personas Forrester Lead Ranking Peer-to-peer 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 is researching this and will be posting content on his blog as he wants to understand how these companies in the Valley are building their install base without sales teams. Craig’s Blog: www.funnelholic.com.

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Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

FEBRUARY 23, 2018

We did, he did and the deal closed five months later for $1 billion for our client (a global consulting/services company). See this blog for an analysis of cost and productivity of internal vs. outsourced teleprospecting. Seriously, that’s billion with a “B.”. Of course, this is an extreme example due to the deal size.

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Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

SEPTEMBER 20, 2012

Bob has three decades of experience in sales, technical support, consulting, research, and online community development. He also suggests that more sales reps blog, adding, “I know that’s a controversial idea. My guest today is Bob Thompson. Bob is the founder, president, and CEO of CustomerThink.com.

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Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

MAY 5, 2015

There were some terrific responses and I’ll share them over the course of two blogs. He had written a blog on this very topic and was so gracious as to allow me to pull from it. This could include email templates they could personalize, and articles and blog posts that will do nothing but benefit the customer.

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

ViewPoint

FEBRUARY 27, 2014

We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation. Today''s blog was written by Ruth P. Ruth consults on customer acquisition and retention, teaches marketing at Columbia Business School and is a guest blogger at HBR.org and Biznology.

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Marketing Automation Services Marketing Automation Work Management Marketing Management 120