| | | ViewPoint | |  Blogger + Customer | 23 articles |
| Page 1 of 1 | Previous | Next | VIEWPOINT SEPTEMBER 26, 2011  Five Ways B2B Marketers Can Get the Most from Facebook T oday we're pleased to have Paul Gillin as our guest blogger. His latest book is Social Marketing to the Business Customer , co-authored with Eric Schwartzman. Southwest Airlines encourages customers to post problems on its wall and follows up with a personal outreach. Paul is a speaker, writer and B2B social media strategist. After all, 750 million people can't be all wrong. | VIEWPOINT OCTOBER 16, 2012 Marketing’s Wish List to the Sales Department James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. That salespeople enter in all of the proper prospect/customer notes within the CRM system.”. So what do you want from your salespeople?” I asked the marketing manager. Little did I know that she would launch into a stream-of-consciousness, pre-Christmas/New Year’s/birthday gift list that she had apparently been holding back to regurgitate at just the right moment. It was awesome. could not write fast enough. | | | | | |
| VIEWPOINT MARCH 22, 2011  B2B Marketers, Analyze This: How Do Prospects Score YOU on Their Experience? Today's guest blogger, Bob Thompson, is CEO of CustomerThink Corp. an independent research and publishing firm focused on customer-centric business management, and Founder/Editor-in-Chief of CustomerThink.com , the world's largest community dedicated to customer-centric business. As I reported in my "Customer 2.0" Customer Experience Management: Past, Present and Future. | VIEWPOINT MAY 8, 2012 Why Engagement Will Not Generate Leads (and what to do about it) Today's guest blogger is Jeff Molander. The ugly truth is, for many of us, engaging customers creates profitless prosperity—impressive marketing statistics that don’t ultimately, directly help generate leads and sales. The content they create solves customers problems or vividly demonstrates (proves…think “infomercial”) compelling experiences relating to their service. Stopping at earning customers fleeting attention is a sure-fire losing strategy online. Produce engaging content. Why we're Failing to Sell with Engagement. It does. | VIEWPOINT FEBRUARY 2, 2011 4 Trends Shaping B2B Marketing in 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. It’s true that B2B marketers are embracing social tools as a way to both connect with customers and grow their businesses. That bit about being “honestly empathetic” above is the key: Put yourself in the shoes of your customers and consider what you can do to best suit their needs. ”). | VIEWPOINT DECEMBER 20, 2011 Thank You to Our 27 Guest Marketing and Sales Bloggers in 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. You’ll see from the list below that our marketing and sales bloggers are B2B lead generation and lead management thought leaders who share their expertise as business executives, strategists, consultants, speakers, authors, editors and college professors. Customer acquisition. Database management. Demand creation. Inside sales. Lead generation. Marketing automation. | | | | | | | |
| -
VIEWPOINT | WEDNESDAY, MARCH 16, 2011  Marketing Managers Must Know the Sales Quotas
James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. The remaining $18, 000,000 have to come from current customers (repeats) and new customers. Ten years ago I asked an assembled 200 plus marketing managers how many knew the quotas for the salespeople/sales channels that sold their products. Two people raised their hands. asked the same question last year (I do this at almost every speech) and this time 25% raised their hands. 25% is a common response. MORE >> -
VIEWPOINT | THURSDAY, NOVEMBER 10, 2011 Andy Rooney on Sales Leads
James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. You lose a prospect, a customer and the sale and your competitor wins. Andy Rooney, probably the best known commentator of his time, who at 92 years passed too soon on November 4 th , said, “I've learned. that opportunities are never lost; someone will take the ones you miss.” ” How did Andy know so much about sales, marketing and sales leads? Now I’ve done it. MORE >> -
VIEWPOINT | THURSDAY, APRIL 4, 2013  Good Reads for B2B Sales - Cold Calling Revisited
Partners in EXCELLENCE president and blogger David Brock challenges that sales professionals go beyond providing rudimentary features and benefits. Customers need strong business justified solutions, he exclaims. 'Staying current on the latest innovations and opinions in sales can be daunting, especially in the the digital space. PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Sales Coaching - The Use and Abuse of Modeling. Going Beyond Cost-Benefit Analysis. Sales needs to go beyond to provide financial justification. MORE >> -
VIEWPOINT | THURSDAY, OCTOBER 11, 2012  PowerViews with Carlos Hidalgo: A Holistic Approach to Driving the Demand Process
He is a frequent speaker, blogger and contributor to many B2B marketing publications. He talks about how buyers have more access to more information than ever before, adding, “The buyer has access to your customer base, to my customer base, to my client’s customer base online, through LinkedIn, through Quora, and through social groups. He concludes, “I think marketers and salespeople who truly get to know their customers will be light years ahead because now you can plan the content and plan the delivery of that content. marketers are ahead of salespeople. MORE >> -
VIEWPOINT | MONDAY, SEPTEMBER 19, 2011  The “Keystone” of B2B Corporations isn’t CRM or Marketing Automation
James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Without a CRM the ability to manage large pipelines, prospects, and customers would be difficult. Without the Marketing Automation process, customer needs would not be profiled, follow-up would be 200-300% less and salespeople would be pursuing prospects with so little information that they appear blind to the prospects’ needs. Thank you Wikipedia). Sales Lead Follow-Up is the Keystone. MORE >>
- Culture Always Wins: Closing the Cross-Cultural Sale VIEWPOINT | TUESDAY, FEBRUARY 26, 2013
- Successful Content Marketing Plans Do 1 Thing Really Well VIEWPOINT | TUESDAY, OCTOBER 30, 2012
- Marketing Communications Managers Must Know the Sales Quotas! VIEWPOINT | TUESDAY, MAY 21, 2013
- A 3 Step Process to Make Social Media Produce Sales VIEWPOINT | WEDNESDAY, MARCH 2, 2011
- How many inquires does it take to make quota? VIEWPOINT | TUESDAY, MAY 15, 2012
- 3 Things We've Learned After Years of LinkedIn Group Spam (and what to do now) VIEWPOINT | TUESDAY, NOVEMBER 27, 2012
- Do Your Sales Prospects Have Their Own Poker “Tells”? VIEWPOINT | TUESDAY, JANUARY 10, 2012
- New Response Databases - Valuable Resource for B2B Marketers? VIEWPOINT | MONDAY, MAY 23, 2011
- Good Reads for B2B Marketing - Protect Your Online Reputation VIEWPOINT | THURSDAY, MAY 9, 2013
- The Compensation Conundrum VIEWPOINT | THURSDAY, AUGUST 2, 2012
- What if CRM had not been invented? VIEWPOINT | WEDNESDAY, FEBRUARY 16, 2011
- Predicting Sales Results from a Group of Inquiries VIEWPOINT | TUESDAY, JUNE 19, 2012
| |
