ViewPoint

MAY 20, 2014

Yes, we had a CRM system, but Marketing didn’t have an automation system. If yesterday were today, I am sure that John, the CMO, would have a marketing operations manager equal to my sales operations manager. B2B Marketing Marketing Strategy Guest Blogs'

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ViewPoint

JULY 25, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Running A Successful Business Blog: Why It Pays to Post. The Five Cs of a Successful Blog.

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PointClear B2B Marketing Trends B2B 120

ViewPoint

AUGUST 22, 2013

Online content in the sales and marketing industries is constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. High Performance Marketing: It’s Not What You Think. Every CMO wants a high-performance marketing team.

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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. Each were covered in detail, and referenced thought leadership from industry leaders. Not really.

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ViewPoint

OCTOBER 10, 2016

The biggest disconnect between marketing and sales is the hand-off of marketing qualified leads (MQL’s) to sales and the acceptance of those leads (SAL’s) by sales. When marketing, teleservices, and sales are aligned on lead definition, the SAL rate should be at or above 85 percent. closed/won deals per 1,000 inquiries.

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ViewPoint

DECEMBER 14, 2016

Should marketing and sales agree on the definition of a lead? According to James Obermayer ( Sales Lead Management Association ), the fact that there is no agreement between marketing and sales on lead definition results in these problems: Salespeople say that they are not getting enough qualified leads. They should, but mostly don’t.

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Account Based Marketing B2B Sales ABM 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. Miles Austin – Fill the Funnel, Inc. Jeffrey Hayzlett – The C-Suite Network.

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ViewPoint

APRIL 17, 2014

In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In the article I assert: "A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I call ''inbounditis'') negatively affects the revenue backbone of any company.

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ViewPoint

JUNE 23, 2015

Casey Stengel said, “ Most ball games are lost not won ,” and his comment seems appropriate for most marketers’ efforts in B2B companies. They are not marketers either. They have tackled and surmounted huge technical hurtles, but they refuse to put any sustained effort into sales and marketing. (A available buyers).

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ViewPoint

FEBRUARY 8, 2016

I pitched him the question, “What makes a dream marketing team and how should a CMO build one?” Matt was one of SLMA’s 40 Most Inspiring Leaders in Sales Lead Management in 2015 , and his Seattle-based marketing company’s involvement with many CMOs around the country certainly qualifies him for this topic. Matt Heinz.

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ViewPoint

OCTOBER 30, 2012

Jeff is the authority on making social media sell, adjunct faculty at Loyola University business school, author of, Off The Hook Marketing: How to Make Social Media Sell for You and a social sales training speaker. Is your business-to-business (B2B) content marketing plan creating re-action beyond sharing?

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ViewPoint

APRIL 21, 2015

My favorites are from John Ford movies, and I think each can be adapted to the circumstances sales and marketing people face each day. In spite of the accountability that CRM brings and the follow-up that marketing automation creates, B2B salespeople have to do the final step. Out here, a man settles his own problems.".

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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. Matt Heinz, Heinz Marketing, The Quality of Sales Leads is Abysmal. Marketers and sales people need to be working towards the same goals.

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ViewPoint

MAY 19, 2015

Outbound marketing is dead. Many say that even marketing as a whole is dead. I wrote another blog about this concept that you can find in Top Sales World’s magazine here. Here are a few things in sales and marketing that are not dead. Have you noticed how many things are dead these days? Cold calling is dead.

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ViewPoint

FEBRUARY 12, 2016

In a recent interview, I sat down with Matt Heinz of Heinz Marketing and picked his brain about what makes up a CMO’s marketing dream team. In part one, Matt reveals what CMOs can do to earn their company’s trust and three essential roles that round out a solid marketing dream team. See part one here.).

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ViewPoint

SEPTEMBER 22, 2015

According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. Account-Based Marketing (ABM) is hot right now, and the responses I received were excellent.

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ViewPoint

MAY 12, 2015

I didn’t know how I was going to break the news to him that if this was the best they can do with their marketing program, they will never have more than an ‘also-ran’ business that earns a basic living for its founder, but never makes a significant mark in the marketplace. Using the complete CRM/marketing automation tool set.

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ViewPoint

FEBRUARY 24, 2016

Unfortunately, as a result of this thinking, marketing spends a ton of money generating leads for sales that are never followed-up. Here are 5 things CEOs need to consider in order to fix what is broken: What is the CEO’s role as it relates to marketing and sales? What should I know about Account-Based Marketing? But it isn’t.

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ViewPoint

FEBRUARY 23, 2012

I’m an avid reader of Bob Apollo’s “Accelerating Revenue Growth” blog. Bob is the founder of Inflexion-Point Strategy Partners, a UK firm that engages with B2B companies to improve their sales and marketing strategy and drive revenue. Massively shift costs out of your combined Sales and Marketing engine.

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Top of Funnel Marketing Strategy Marketing & Strategy Advertising Agencies 120

ViewPoint

JANUARY 10, 2018

I recently wrote a blog called How Much Does a Lead Cost. One point I made in that blog is that it is ludicrous to generalize about how much B2B leads should cost. There are two charts in that blog that show how much a high quality, sales qualified lead should (or at least probably will) cost, and why. Guess what.

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ViewPoint

MAY 10, 2012

He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. Click to start video at this point — Christopher notes the importance of the maturing of social media marketing in the last year by saying, “It’s no longer a hobby.

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ViewPoint

MAY 10, 2012

He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. Click to start video at this point —Chris notes the importance of the maturing of social media marketing in the last year by saying, “It’s no longer a hobby.

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Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

FEBRUARY 11, 2014

The amount of data available to marketers today can be overwhelming. Ruth has held high level marketing positions at Time Warner, IBM and Ziff Davis. A business professor at Columbia University, Ruth is also the author of “Maximizing Lead Generation: The Complete Guide for B2B Marketers” and a guest blogger at Biznology and HBR.org.

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ViewPoint

OCTOBER 9, 2012

Twice over the past two years I blogged about the dangers of using cost per lead as a metric to measure marketing. As a foundation, I published three blogs in 2012 in which I outlined three critical elements that impact B2B lead generation costs in the complex sale: 1. The marketing team sees this as a “great source of leads”.

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ViewPoint

NOVEMBER 12, 2013

The marketing team? But for a strategy to be consistently successful, a company’s sales and marketing teams need to be operating with shared goals — which is easier said than done, says my latest guest and longtime friend, Matt Heinz, president of Heinz Marketing. Aligning Sales and Marketing. Is it the salesperson?

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ViewPoint

FEBRUARY 2, 2011

Today's guest blogger, Ann Handley, is the Chief Content Officer of MarketingProfs and the co-author of the brand-new book, Content Rules: How to Create Killer Blogs, Podcasts, Videos, Ebooks, Webinars (and More) That Engage Customers and Ignite Your Business. Why doesn’t our blog have any comments?). Wiley, 2011).

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ViewPoint

SEPTEMBER 24, 2015

As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter. There was so much great feedback I’ve divided the responses into a five-part blog series. Account-Based Marketing is a philosophy, not a product.

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Account Based Marketing Lead Generation Cost per Lead Sales Qualified Leads 120

ViewPoint

APRIL 14, 2017

Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. You can read the blog here. In that blog, I wrote: “When the pipeline is weak, desperation and fear take over. There’s a reason why there’s no alignment between marketing and sales.

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ViewPoint

DECEMBER 8, 2016

For information about what to say, how many voicemails to leave and recommended cadence – reach out to me through this blog. Do I believe that you should leave voicemails? Multiple voicemails, in fact. For insight on how many leads you'll need to achieve your revenue goals, click this link or on the image below.

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ViewPoint

OCTOBER 3, 2017

Many marketing organizations (and some sales lead generation companies as well) do what I call “one-and-done “marketing. They buy a list, market to it, send the leads to sales and then start over again three-to-six months later. Regarding cost per lead, you can learn more by visiting this blog.

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Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

ViewPoint

APRIL 30, 2013

I''m pleased to have as my guest today Jamie Turner, CEO and Founder of The 60 Second Marketer, an organization that provides tools, tips and tutorials on the newest techniques in marketing. Jamie was recently profiled in Advertising and Promotion , the world''s best-selling college-level marketing textbook.

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ViewPoint

MAY 26, 2016

Keep leads from being ignored is the fifth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. There is no agreement between marketing and sales on the definition of a qualified lead.

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Sales Qualified Leads Lead Scoring Lead Ranking Lead 189

ViewPoint

OCTOBER 27, 2011

I recently read Paul Gillin and Eric Schwartzman’s book: “Social Marketing to the Business Customer” I liked the book (so much so that I wrote an Amazon recommendation) for a number of reasons. “Social media isn’t a task to be delegated to the marketing department.” Traditional marketing is push.

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ViewPoint

JULY 26, 2018

Because the company uses a marketing automation system, George and Jane are always looking for content to fulfill the nurture needs of people who inquire about their products. With the final edited version of the podcast replay and the transcript, Jane can push the content to the blog writer to use in an upcoming blog entry.

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ViewPoint

FEBRUARY 9, 2012

In this three-part series, the first article on marketing analytics looked at predictive targeting best practices, and the second article cited two sales lead generation programs to show how these processes actually drive improved results. It takes about 1.6 Sales lead rates decline after the fifth contact cycle.

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ViewPoint

DECEMBER 20, 2011

This year, we’re honored to have published posts from twenty-seven guest marketing and sales bloggers here on ViewPoint, and I wanted to say to all of you how much I appreciate your contributions. Marketing automation. B2B marketing and sales strategies and tactics. B2B marketing and sales strategies and tactics.

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Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

JULY 26, 2016

This means that 75% of the marketing dollars spent on lead generation are wasted. Marketing measures the sales contribution value of every campaign. Marketing will be stronger and proud of its contributions to the wealth of the company. Marketing will be stronger and proud of its contributions to the wealth of the company.

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