ViewPoint

JANUARY 24, 2012

And people are. And some of them are your buyers.

P2P 120

P2P B2B Youtube Social Media 120

ViewPoint

JULY 12, 2017

The representative opened the call well, searched out the prospect’s needs, addressed concerns/objections nicely, switched to a quick live demonstration, developed rapport, and finally came to the next step. Halfway though the book, I rode along on a phone call with one of our senior sales representatives, with Steve Simons, a new prospect.

Top of Funnel 149

Top of Funnel Forecasting Pricing Price 149

ViewPoint

FEBRUARY 24, 2016

Anyone who is intellectually honest and not employed by an inbound marketing company will admit: It’s a fantasy that search engine optimization (SEO), Facebook and tweeting about our community-building , value-creating blog are sufficient to produce the volume of face-to-face sales meetings required to hit our new business objectives.

Lead Ranking 149

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

ViewPoint

MAY 3, 2012

In the search for the holy grail of marketing KPIs, we want ones that do the following: Demonstrate the impact of early-stage activity on later-stage outcomes. Correctly emphasize the ROI value of qualified leads over their cost.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Ranking Lead Generation 120

ViewPoint

SEPTEMBER 20, 2012

New buyers search more, are more prepared and informed, and are further along in the traditional sales process than they were five years ago—and this poses significant challenges: “You take that to a logical conclusion, and you say that if the marketing and sales response to that is just the same as it’s always been, what does that mean?”.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

APRIL 18, 2012

Alignment now is particularly important given the new buyer’s journey and what Aberdeen calls “the hidden sales cycle,” or the hidden influences of social media, blogs, forums, and direct peer connections that happen at a hyper scale on LinkedIn, Facebook and Twitter.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

MAY 2, 2012

Companies are on Facebook, LinkedIn, Twitter, YouTube and have a blog—very often with just one person devoted to maintaining all these outlets. If you have a search optimized website that’s generating 30% of its traffic from search engine queries, then those are leads that are coming in at virtually no cost to you.

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

JULY 21, 2011

See an earlier blog on the chief executive of a large utility who finally responded positively on the 42 nd touch and later signed off on a $1 billion deal for one of our customers. His was not a self-educating work style, and there was no way he was going to search blogs or websites to download white papers.

Sales Management 120

Sales Management Enterprise Management Work Management Marketing Management 120

ViewPoint

MAY 8, 2012

But in reality even the most engaging blogs, videos and other forms of online publication fail to produce leads and sales. Direct marketers are decidedly less sexy.constantly searching for the next idea that increases response. They are all about sales, and couldn’t care less about brand image as long as the cash register rings.”

Lead Scoring 120

Lead Scoring Lead Ranking Generation Leads 120