ViewPoint

MARCH 1, 2016

This is Part One of a two-part blog about how organizations with a complex sales process can improve accuracy in lead/revenue projections. Per The Aberdeen Group: “Tele-prospecting is a valued complement to content marketing and inbound marketing and should be a component of any MQI-to-MQL Nurturing program.

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ROI Lead Ranking Marketing Qualified Leads MQL 159

ViewPoint

MAY 20, 2016

This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. In the last blog we discussed the importance of driving revenue from all sources (inbound, nurture, outbound). Measuring marketing’s contribution to revenue. How do you measure marketing’s accountability?

Enterprise Management 159

Enterprise Management SMB Sales Qualified Leads Allocation 159

ViewPoint

JUNE 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. Marketing needs to be accountable for sourcing revenue and given credit accordingly.

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Sales Qualified Leads Planning Peer-to-peer Work Management 120

ViewPoint

MARCH 3, 2016

This is Part Two of a two-part blog (read part 1 here) about how to improve accuracy in lead/revenue projections in organizations with a complex sales process: To recap part one, simple lead generation calculators miss these four things: They don’t take critical metrics (like last year’s revenue) into account. The Lead/Revenue Assumptions.

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Lead Ranking Sales Qualified Leads ROI Lead Scoring 180

ViewPoint

SEPTEMBER 22, 2015

The remaining four stand-alone blogs will follow. While I am all in favor of ABM technology, marketers will fail if they fundamentally view Account-Based Marketing as technology. When you read about ABM you often read about selling to “markets of one.” Inbound is great, but it’s really like waiting for the phone to ring.

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Account Based Marketing Lead Generation ABM Lead Scoring 120

ViewPoint

AUGUST 30, 2012

My guest today is Craig Rosenberg, Vice President, Sales and Marketing and Co-Founder at Focus. 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. You know I love those guys.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

MARCH 27, 2014

Co-hosts Paul and Allan tee up the show by discussing several hot news items relevant to the B2B market - Here’s what they noshed on, on Episode #5: According to the latest CMO Survey, 85% of CMOs either have not shown any impact from social media spending or have only a qualitative sense of its effectiveness.

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Social Media Work Management Marketing Management Media 120

ViewPoint

MARCH 1, 2012

This way that Carlos puts marketing automation in perspective—as an enabler rather than a Holy Grail technology solution—is a critically important takeaway. 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.

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Demand Generation Work Management Marketing Management Lead Management 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

FEBRUARY 11, 2014

Some marketers had thousands of records pertaining to one account. She told me the amount of data we can get from marketers these days is remarkable. Inbound marketing is tough to scale.

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Trade Show Cold Calling Emarketing Sales Qualified Leads 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. The panelists include: Ardath Albee – Marketing Interactions. Matt Heinz – Heinz Marketing. What sales needs to do is to let marketing enjoy a few wins. Mike Weinberg – New Sales Coach.

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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. Ruth Stevens, Inbound Marketing is Tough to Scale. Their comments will surprise and enlighten you.

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Lead Ranking Social Marketing Paid Search Agency Leads 120

ViewPoint

JULY 12, 2012

She also writes the MarketingProfs "Daily Fix" blog. Click to start video at this point — In response to a question about outbound marketing vs. inbound marketing, Ann talks about the right mix being a blend of both. MarketingProfs Blog: MarketingProfs Daily Fix. Don’t do any outbound. Stay Tuned.

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Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 120

ViewPoint

SEPTEMBER 18, 2012

This is the fourth (and last) in a series of four blogs about sales leads, marketing and sales metrics, and proverbs. Why it is important to nurture qualified companies that do not represent immediate opportunity—a step missed by many if not most companies leading to wasted marketing spend.

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Sales Leads Sales Qualified Leads Leads Lead 120

ViewPoint

MAY 10, 2012

” Inbound Marketing: Search Spending Up—Mobile Search Even More So. Click to start video at this point — Christopher notes that inbound marketing is the current rage and shares a recent BtoB Magazine study that reveals 74% of marketers plan to increase their online marketing efforts this year.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 10, 2012

” Inbound Marketing: Search Spending Up—Mobile Search Even More So. Click to start video at this point — Chris notes that inbound marketing is the current rage and shares a recent BtoB Magazine study that reveals 74% of marketers plan to increase their online marketing efforts this year.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

AUGUST 14, 2012

This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. Something else not well understood in many marketing and sales departments is the importance of certain metrics. Other expressions contain useful advice that you don’t really get—because you don’t understand.

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Lead Generation Sales Qualified Leads PointClear Generation 120

ViewPoint

JULY 17, 2012

Knowing the B2B lead generation market like I do, here is what I expected to see : “The inbound lead is better because outbound is dead.” ” “Inbound rules. Stop interruption marketing.”

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 120

ViewPoint

DECEMBER 14, 2010

Conventional wisdom—that something called a “lead” can and should be had at consistently lower price points where it will still deliver value—is at the root of a host of sales and marketing problems and deserves a closer look.

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Cost per Lead Sales Qualified Leads Lead Ranking Marketing Qualified Leads 120

ViewPoint

AUGUST 16, 2012

Outbound vs. Inbound: Not Either/Or But A Balance Based on Needs & Goals. Click to start video at this point — Asked about the current debate between outbound marketing vs. inbound marketing, Dave advocates using a variety of tools based on needs and goals. Dave’s Blog: partnersinexcellenceblog.com.

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Budget Programs Work Management Marketing Management Sales Cycle 120

ViewPoint

SEPTEMBER 20, 2012

Inbound Marketing Risk: Reps Relegated to “Super Closing Machine” Role. Click to start video at this point — In response to a question about the continuing debate on the merits of outbound marketing vs. inbound marketing, Bob says they both serve a role. It takes time, and it’s not for everybody.

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Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

OCTOBER 2, 2012

Each interview is only about 25 – 30 minutes and all are available on our blog and YouTube channel. For more insight into some of today’s toughest sales and marketing challenges, visit our blog. I came away with at least one new piece of insight from each and wanted to share some of my favorites with you.

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Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

MARCH 4, 2014

Inbound marketing is all the rage. Marketers are falling all over themselves to jump on the bandwagon, convinced that inbound is the path to more leads, less cost, and better business results across the board. But there are problems with inbound marketing. Inbound Marketing Problem #1: Too Many Leads.

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Inbound Marketing Top of Funnel Lead Qualification Sales Qualified Leads 120

ViewPoint

SEPTEMBER 6, 2012

Click to start video at this point — Measuring return on social media investment is hard, Jill says, because it’s difficult to know if leads came from YouTube, a blog, a newsletter or a Tweet. Using Inbound to Get Online Bumps & Support Sales Initiatives. Social Media: Know Where Your Customers Are & Use LinkedIn.

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Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

JUNE 8, 2012

She is responsible for the direction and day-to-day editorial operations of award-winning publications including the executive journal, Customer Strategist; online business publication, 1to1 Magazine; its e-newsletter, Weekly Digest; and Think Customers: The 1to1 Blog. High Outbound Presence Drives Inbound at the Right Time.

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Marketing Automation Services Top of Funnel Paid Search Agency Mobile Marketing 120

ViewPoint

FEBRUARY 23, 2018

Sometimes our outreach supports inbound marketing (because inbound doesn’t work alone in a complex B2B environment), sometimes we’re qualifying and nurturing leads generated at shows, online presentations or other events, and sometimes we managing response. Now let’s explore why all conversation is not the same.

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Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

APRIL 18, 2012

Click to start video at this point —Asked outbound vs. inbound strategies, Trip says, “Inbound versus outbound. I say, ‘yes.’ ’ It’s an all of the above proposition, really.”

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Trends Practices Marketing Automation Services Work Management 120

ViewPoint

JULY 19, 2012

The Right Marketing Mix: Blended… and Grounded in Buyer Understanding. That article could become a blog post.” ” He also advocates marketing engaging with sales to determine the types of content that present a valid business reason for sales to connect with their customers.

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Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

JULY 21, 2011

In the most straightforward terms, the risk is that letting high-value prospects progress that far without proactive engagement—and instead relying too heavily on inbound marketing and marketing automation to find, nurture, and convert them—can result in losing deals to the competition. High-investment offers.

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Sales Management Enterprise Management Work Management Marketing Management 120

ViewPoint

MAY 2, 2012

Another common mistake made by B2B marketers is spreading themselves too thin across numerous sites without specific goals in mind. Companies are on Facebook, LinkedIn, Twitter, YouTube and have a blog—very often with just one person devoted to maintaining all these outlets. Inbound vs. Outbound Marketing.

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Social Media BtoB Media Inbound Marketing 120

ViewPoint

MAY 1, 2012

In the first blog on the fallacy of using the cost-per-lead metric to measure the success of B2B lead generation investments, we looked at the nature of the problem and associated costs to the organization. In this post, we’ll review three critical elements that impact B2B lead generation costs in the complex sale.

Cost per Lead 120

Cost per Lead Lead Ranking Marketing Qualified Leads Lead Generation 120

ViewPoint

APRIL 13, 2012

In essence, marketing is saying, “Work with us, we’re going to withhold the ones that aren’t ready,” and then—over time—marketing will provide sales with more leads worthy of rep time. The importance of inbound and content marketing early in the buying cycle. Stay Tuned.

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Work Management Marketing Management Planning Paid Search Agency 120