ViewPoint

JUNE 7, 2016

In the last blog in this series we discussed lead nurturing , and how an advanced lead generation program that includes nurturing can triple your sales. The following data is from an insightful post on the Marketo blog by Michael Boyette of the Rapid Learning Institute: Why Sales Reps Don’t Follow-up on Good Leads.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

MAY 17, 2018

Go to this CustomerThink link for more in a blog called “Lists and the Rest of the Story.” The most important lesson from that blog is that everything (including lists) is testable. See this blog on market segmentation for more information. Why would you place that burden on one of your scarcest and most expensive resources?

Sales Qualified Leads 120

Sales Qualified Leads Buy Lead Scoring Lead Ranking 120

ViewPoint

DECEMBER 14, 2016

While the book is over five years old, it ties right into the hottest marketing trend - Account-based Marketing or ABM (if you want to read more about ABM, check out this 142 page resource from Engagio – it is excellent.) You can also check out this blog covering why ABM does not require new technology and does not need to be complex.

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Account Based Marketing B2B Sales ABM Sales Qualified Leads 120

ViewPoint

DECEMBER 3, 2013

You can connect with Dave and learn more about ES Research Group via the following resources: Website: www.esresearch.com. Blog: www.esresearch.com/blog. Dave said companies need to make a commitment to hiring the right salespeople. Email: dave at esresearch dot com. Stay Tuned. By Dan McDade.'

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Sales Qualified Leads High Quality Lead Consulting Video Marketing 120

ViewPoint

DECEMBER 16, 2010

Following is a summary of these best practices grouped by blog article. Part 4: Dedicate Qualifying Resources. Use internal or external dedicated resources for lead qualification and lead nurturing. Sales and marketing resources will operate more efficiently. Part 1: Agree on Lead Definition.

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Sales Qualified Leads Lead Generation Practices SIC 120

ViewPoint

AUGUST 15, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Do you have a resource from your sphere to share? Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. The Death of Salesmen is Overstated. Via Forbes.

B2B Sales 120

B2B Sales Buyer Need PointClear B2B 120

ViewPoint

DECEMBER 9, 2010

Qualifying criteria are rarely met due to lack of marketing resources. By focusing sales resources on a smaller number of better quality leads, they can spend time more effectively on the most likely buyers. Sales reps’ calendars are cluttered with unqualified meetings.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

AUGUST 29, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Do you have a resource from your sphere to share? Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. The Rise Of Inside Sales Is Shaking Up The Sales Pipeline.

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B2B Sales PointClear Tips B2B 120

ViewPoint

APRIL 24, 2012

I included the following in a blog on the cost-per-lead metric I wrote in the summer of 2010: “I continue to marvel at the high number of companies that only use cost-per-lead as a basis for lead generation buying decisions. The problems and costs of a cost-per-lead approach.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Generation Cost 120

ViewPoint

FEBRUARY 21, 2012

” Indeed, all Top Sales Experts work together to continually improve sales standards and share sales best practices in the form of how-to guides, articles, and webinars—every conceivable resource needed by front-line sales professionals and their managers.

PointClear 120

PointClear Work Management Communities B2B Sales 120

ViewPoint

FEBRUARY 11, 2014

Click to start video at this point — In a recent blog post on Biznology, Ruth wrote, “The most reliable and scalable approach for reaching new B2B customers is outbound communications.” You can connect with Ruth and learn more about eMarketing Strategy via the following resources: Website: www.ruthstevens.com. Stay Tuned.

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Trade Show Cold Calling Emarketing Sales Qualified Leads 120

ViewPoint

DECEMBER 7, 2010

The resources and methodologies needed to address these requirements include a smart mix of three core processes : Multi-touch : Frequency matters. The next blog in the series looks at the idea that fewer sales-ready leads that cost a little more are a better value than many poor-quality leads costing less.

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Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

MAY 10, 2012

Social Media’s Maturing: In-House Resources & Social Advertising. ” He adds that it is also extending social functionality with the acquisition of Rypple (human resources management) and the release of Chatter. ” Marketers: Learn, Get Involved & Blog. Marketers tell us they just love this feedback.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 10, 2012

Social Media’s Maturing: In-House Resources & Social Advertising. ” He adds that it is also extending social functionality with the acquisition of Rypple (human resources management) and the release of Chatter. ” Marketers: Learn, Get Involved & Blog. Marketers tell us they just love this feedback.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 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

JULY 17, 2013

You can follow Josiane via the following resources: Inside Sales Thought Leadership Blog: www.tele-smart.com/blog. If your US business isn’t clued into the needs of emerging markets, China (not the US) will be the largest economy. Twitter: @josianefeigon. YouTube: youtube.com/user/josianefeigon. Phone: (415) 543-6537.

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B2B Thought Leadership Skype Work Management Thought Leadership 120

ViewPoint

DECEMBER 10, 2013

You can connect with Chad and learn more about ConnectAndSell via the following resources: Website: www.connectandsell.com. Chad''s Blog: highvelocitysales.wordpress.com. The boon in inside sales has been a benefit to sales reps and their families, since reps don’t have to spend the same amount of time in the field. By Dan McDade.'

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Buzz Lead Ranking Linkedin Video Marketing 120

ViewPoint

OCTOBER 20, 2011

on the Marketing Automation Software Guide blog. In another situation, a marketing VP reported that marketing automation greatly increased the number of unqualified contact names and placed overwhelming demands on inside sales resources.

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Marketing Automation Services Marketing Automation PointClear Automation 120

ViewPoint

OCTOBER 29, 2013

There’s no silver bullet in sales, he said, but one of the biggest mistakes people make is to create content — a blog, a slideshow, a video interview — and not share it wisely and effectively on social media. You can connect with Kyle and learn more about SalesLoft via the following resources: Website: www.salesloft.com. Stay Tuned.

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Ideal Customer Profiles Cold Calling Fulfillment Linkedin 120

ViewPoint

NOVEMBER 12, 2013

They have more than 1,600 original blog posts on their site — a new post seven days a week — and this content drives traffic from Google and from social media. You can connect with Matt and learn more about Heinz Marketing via the following resources: Website: www.heinzmarketing.com. So what are they doing to generate leads?

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Paid Search Agency Marketing Leads Lead Marketing Qualified Leads 120

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. Someone may have viewed a variety of resources on your website, but as an aggregate, what intent does their viewing indicate?

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

AUGUST 14, 2013

Have you written a new blog post? You can connect with Koka and learn more about his work at LinkedIn via the following resources: LinkedIn: www.linkedin.com/in/kokasexton. Leveraging social media is a familiar tactic for individuals. Then go on Facebook and let your friends and family know. Twitter: @kokasexton. Stay Tuned.'

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Social Media Media Cross-Selling Salesforce.com 120

ViewPoint

SEPTEMBER 22, 2015

The remaining four stand-alone blogs will follow. One way to look at this is to say that assuming the same amount of time is available (marketing and sales resources) AND ABM increases the amount of time per prospect, it will be important to pick your prospects well. Great insight from our first eight experts!

Account Based Marketing 120

Account Based Marketing Lead Generation ABM Lead Scoring 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. Underestimating the resources and time needed to succeed. Nonexistent lead management processes. Lack of alignment between marketing and sales.

Demand Generation 120

Demand Generation Work Management Marketing Management Lead Management 120

ViewPoint

APRIL 19, 2017

His greatest strength is in getting others to build consensus around what must change, and identify the resources within themselves that will drive positive results. She gave the example of one blog post that had tens of thousands of readers but produced no business, another post had 17 readers and resulted in revenue for her business.).

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Conference PointClear Cold Calling Work Management 149

ViewPoint

APRIL 23, 2013

This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog. But you can’t afford to abandon formalized qualification guidelines, either: that way lies madness, and a huge waste of time, money and other resources. You can read why here. Requalify at Every Stage.

Process 120

Process Work Management Marketing Management B2B Thought Leadership 120

ViewPoint

AUGUST 16, 2012

People are trying to explore how do we get together and how do we more appropriately coordinate our really precious resources.”. So we’re being forced to work together to leverage those resources.”. Dave’s Blog: partnersinexcellenceblog.com. The next PowerViews will be with Tim Riesterer of Corporate Visions. Stay Tuned.

Budget Programs 120

Budget Programs Work Management Marketing Management Sales Cycle 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.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

DECEMBER 14, 2010

Read Introducing the 7-Part Series Read Part 1: Agree on Lead Definition Read Part 2: Segment & Test Your Market Read Part 3: When to Use Outbound vs Inbound Read Part 4: Dedicate Qualifying Resources Read Part 5: Multiply Touches/Media/Cycles Read Part 6: Fewer Leads Are Better This blog is Part 7: Measure Beyond Cost-Per-Lead Stay tuned for: (..)

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Ranking Marketing Qualified Leads 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

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.

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Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

JUNE 4, 2013

You can read more from Jonathan over at his award winning blog The JF Blogit , which attracts thousands of visitors every day, and of course you will constantly find fresh resources on Top Sales World. I had the pleasure to sit down and chat with my colleague and friend Jonathan Farrington. So a lot going on!

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Ideal Customer Profiles Training Thought Leadership Bandwidth 120

ViewPoint

APRIL 30, 2013

You can connect with Jamie and learn more about The 60 Second Marketer via the following resources: Email: jamie dot turner at 60secondmarketer dot com. What you learned three months ago has already changed, so just dive in. 60secondmarketer.com. Website: www.60secondcommunications.com. 60secondcommunications.com. Training Tool: www.60seconduniversity.com.

Mobile Marketing 120

Mobile Marketing Lead Scoring Lead Ranking Marketing Leads 120

ViewPoint

MAY 3, 2012

Marketing must align its B2B lead generation activities and resources with deeper-in-the-funnel outcomes like conversions along with overall revenue generation. Depending on a marketing resource’s role and level, parts of compensation can be tied to performance metrics like overall revenue and deeper-in-the-funnel outcomes.

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Cost per Lead Sales Qualified Leads Lead Ranking Lead Generation 120

ViewPoint

APRIL 28, 2015

In this blog we'll tackle #3: How to appropriately follow up on a lead. There are so many resources on the subject of sales execution that I am not going to cover sales methodology and tactics here. They simply don’t know how to follow-up a lead. 3) Execution. So what should happen when you do make contact?

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

JULY 12, 2012

She also writes the MarketingProfs "Daily Fix" blog. ” You can connect with Ann and learn more about her work at MarketingProfs via the following resources: Ann’s Email Address: ann at marketingprofs dot com. MarketingProfs Blog: MarketingProfs Daily Fix. Ann on Twitter: @MarketingProfs.

Marketing & Strategy 120

Marketing & Strategy Broadcasting Mobile Advertising 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. Ginger has covered the industry for more than 25 years. 1to1media.com.

Marketing Automation Services 120

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