ViewPoint

JULY 7, 2015

14 industry experts responded with excellent feedback that we'll share in three separate installments (displayed below)—plus one clever response from Jim Obermayer that we felt justified a blog all its own. Buyers are spending more than half their time self-educating using third-party sources (search, blogs, review sites etc.)—none

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

OCTOBER 27, 2011

In the future, your website will be a destination providing relevant information that will unlock new marketing opportunities by allowing prospects to self-educate through organic, online sharing and interaction. Blogging is not about pushing out information. It is about responding to the interests of your market.

Social Marketing 120

Social Marketing Amazon Business Social Media 120

ViewPoint

AUGUST 29, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Today''s digitally raised generation are quickly becoming the customers and sales reps we interact with every day. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space.

B2B Sales 120

B2B Sales PointClear Tips B2B 120

ViewPoint

NOVEMBER 27, 2012

For instance, the key to creating “content (blogs, videos, etc.) So ask yourself: “What process can I set up to teach people in my LinkedIn Group a better way to interact?”. Reveal answers in ways that create cravings for more of what we have to share (provoke interaction that creates discussion outside of LinkedIn!).

Linkedin 120

Linkedin Work Management Peer-to-peer Marketing Management 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. Ginger has covered the industry for more than 25 years.

Marketing Automation Services 120

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

ViewPoint

SEPTEMBER 22, 2015

The remaining four stand-alone blogs will follow. Ardath Albee, Marketing Interactions : I think it will take a while for marketers to develop the skills they need to pull it [ABM] off. In fact, five of the twelve went into so much detail the only way to do them justice is to run them individually.

Account Based Marketing 120

Account Based Marketing Lead Generation ABM Lead Ranking 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. And I still prescribe that 100%.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

DECEMBER 20, 2011

Given the number of areas addressed, I was curious to see about lead management common ground and ran their blog titles through Wordle to create the word cloud you see above. Sales lead management. Sales management. Social media strategies and ROI. Start Reading.

Blogger 120

Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

FEBRUARY 24, 2016

In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages. 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. Fantasy, plain and simple.

Lead Ranking 149

Lead Ranking Demand Generation Agencies Account Based Marketing Paid Search Agency 149

ViewPoint

JULY 14, 2015

We asked this to top industry experts, then compiled their responses and wrote three blogs summarizing what they have to say. When a buyer interacts with marketing, they are generally at a less evolved stage. Why did we ask? Because we care about quality leads. It’s what we do. Sales must collaborate with marketing.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

ViewPoint

JULY 12, 2012

She also writes the MarketingProfs "Daily Fix" blog. ” She also notes a challenge for marketers is how these interactions are measured and quantified as a step in the process. MarketingProfs Blog: MarketingProfs Daily Fix. Today's guest is Ann Handley, Chief Content Officer at MarketingProfs and co-author of Content Rules.

Marketing & Strategy 120

Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 120

ViewPoint

SEPTEMBER 20, 2012

He also suggests that more sales reps blog, adding, “I know that’s a controversial idea. It’s about how do we make the experience that customers have when they interact with our prospecting process in marketing and sales such that even if they don’t buy, they believe it was a good experience. It takes time, and it’s not for everybody.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

FEBRUARY 23, 2018

We can do that because the associates on our team have what it takes to have the interactions that generate quality leads. See this blog for an analysis of cost and productivity of internal vs. outsourced teleprospecting. All the time we’re having unscripted conversation with our clients’ prospects. Let us help you light the fire.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

JANUARY 31, 2012

Read Tony’s blog Buyerology Now for insightful commentary on the impact of changing buyer behaviors related to sales and marketing today. I estimate that this percentage will continue to increase as sales reps get savvy about interacting with buyers. He holds a B.S. in Business and an M.B.A. in Marketing Management.

Process 120

Process Work Management Lead Ranking Enterprise Management 120

ViewPoint

APRIL 18, 2012

What does matter is that content is relevant, valuable and interesting; that it makes sense; and that the interaction is a positive one for all concerned. He notes an asymmetrical relationship between the B2B buyer and seller where buyers have more knowledge and more power in the information exchange, particularly in the very early phases.

Trends 120

Trends Practices Marketing Automation Services Work Management 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. Social Media: Know Where Your Customers Are & Use LinkedIn. She suggests a key approach: “I believe that we have to be ubiquitous in our space.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

JULY 10, 2013

Anthony Iannarino ( The Sales Blog ) said, “It allows you to engage in one-to-one and one-to-many conversations. Four listed blogs. Carlos Hidalgo feels that “blogs are a great way to increase inbound traffic, engage buyers early on in the buying process, educate your target audience and share relevant information.”

Social Media 120

Social Media Opinions Tools InsideView 120

ViewPoint

JULY 9, 2015

So, we compiled the experts' responses and wrote three blogs that summarize what they have to say. I am hopeful the recent buyer interaction findings from SiriusDecisions’ 2015 B2B Buyer Study give marketing and sales leadership a legitimate reason to step back and assess their entire lead-to-revenue process. Here's part two.

Lead Ranking 120

Lead Ranking Lead Scoring Sales Qualified Leads Marketing Automation Services 120

ViewPoint

MAY 2, 2012

” He challenges marketers to move from thinking in terms of one-to-one interactions (like with email) to one-to-many interactions and how they can take content created every day and share it with people on a global basis. how networks are transforming education or how television is becoming an interactive experience.

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

OCTOBER 13, 2015

These programs also provide intelligence based on millions of sales leads and billions of sales interactions to help the sales rep know early on if the person is a likely buyer. Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting.

Marketing Management 120

Marketing Management Sales Leads ActiveConversion Leads 120

ViewPoint

JULY 11, 2013

I really liked Ardath Albee’s blog on July 9, 2013— Why BANT is Bunk for Today’s B2B Buyer and not just because I agree with most of what she says. The blog is painfully honest, insightful and substantiated by facts. I’ll close as Ardath did in her blog: What do you think? What would you add to this list?'

Urgency Marketing 120

Urgency Marketing Lead Ranking Lead Scoring Validation 120

ViewPoint

FEBRUARY 14, 2012

And the fact that we keep talking about it—at conferences, on discussion boards, and blog posts like this—is an indication that we’re far from solving the problem (or should we say, taking advantage of the opportunity). You can’t force offline or out-of-office interaction, but you can encourage and facilitate it.

Planning 120

Planning Deliverability Customer Satisfaction Microsite 120

ViewPoint

APRIL 13, 2012

This perspective is forcing marketing to have more interaction with the sales organization. Jeff Ernst's blog at Forrester. Marketing is now looking at the impact they’re having in terms of the leads they contribute along with what’s happening with those leads further down the sales pipeline. Stay Tuned.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120