ViewPoint

MARCH 25, 2014

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. He stands 6’5” in custom-made cowboy boots, and wears a wide-brimmed straw cowboy hat that cost as much as the boots.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Blogger Budget Management 120

ViewPoint

AUGUST 2, 2012

We're pleased to have Ginger Conlon join us as a guest blogger today. Additionally, the process of defining the when and who aspects of lead qualification should be addressed on an ongoing basis, as business, customers, and markets evolve. Ginger is editor-in-chief of Direct Marketing News.

Sales Qualified Leads 120

Sales Qualified Leads Lead Qualification Buying Cycle High Quality Lead 120

ViewPoint

FEBRUARY 16, 2011

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. So the question this week is, “What if Customer Relationship Management ii had not evolved, where would we be today?”

CRM 120

CRM Wikipedia Marketing Automation Services Marketing Management 120

ViewPoint

MARCH 13, 2014

Matt Heinz, President of Heinz Marketing When he’s not spending time with his wife, children, cats and six chickens, Matt is the head of the Seattle-based agency that prides itself on delivering results—more customers, higher revenue, lower costs. Ruth Stevens , who is an expert in customer acquisition and retention. By Dan McDade.'

Lead Ranking 120

Lead Ranking Social Marketing Paid Search Agency Leads 120

ViewPoint

MARCH 6, 2014

Companies try to dutifully engage with customers and prospects on all the main social channels, plus as many of the secondary ones as possible. Christopher Hosford is a frequent guest blogger for ViewPoint. By Christopher Hosford, editor-in-chief, HosfordGroup LLC.

Paid Content 120

Paid Content Social Media Customer Surveys Paid Search Agency 120

ViewPoint

MAY 15, 2012

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. iii Obermayer, James, Managing Sales Leads, Turn Cold Prospects into Hot Customers, Thomson South-Western, 2007, pages 9, 10-14, 26. ii Called the Rule of 45.

Telemarketing 120

Telemarketing Sales Qualified Leads Blogger Pricing 120

ViewPoint

OCTOBER 16, 2012

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. "So That salespeople enter in all of the proper prospect/customer notes within the CRM system.”. So what do you want from your salespeople?”

Trade Show 120

Trade Show Sales Qualified Leads Forecasting CRM 120

ViewPoint

NOVEMBER 10, 2011

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. that opportunities are never lost; someone will take the ones you miss.

Sales Leads 120

Sales Leads Sales Qualified Leads Leads Lead 120

ViewPoint

JULY 24, 2012

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. Purpose—to fulfill a customer’s need for a product or service and give the company a predictable return on investment for each marketing dollar spent.

Marketing Management 120

Marketing Management Validation Budget Programs Fulfillment 120

ViewPoint

MARCH 16, 2011

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. Two people raised their hands. 25% is a common response.

Planning 120

Planning Marketing Proposals Sales Qualified Leads Budget Programs 120

ViewPoint

FEBRUARY 26, 2013

Today's guest blogger is Dan Armstrong , Director of Research and Thought Leadership at ITSMA. A common cross-cultural misunderstanding in these projects occurs when the service provider gives the customer only good news. customer. “Of The Indian’s assumption is that good customer service requires an unqualified yes.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120

ViewPoint

OCTOBER 30, 2012

Today's guest blogger is Jeff Molander. Pick an itch your customer has and scratch it with blog, video or some other form of content. Solve a common problem that relates to the end goal your customer is pursuing, for instance. Is your business-to-business (B2B) content marketing plan creating re-action beyond sharing?

Planning 120

Planning Marketing Plans Top of Funnel Content Marketing 120

ViewPoint

FEBRUARY 18, 2014

Get an 800 number for our customer service line. There is sales turnover, we have unsatisfied customers, and I don’t know what we get from our marketing spend. 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.'

Planning 120

Planning Marketing Plans SWOT Work Management 120

ViewPoint

MARCH 2, 2011

Today's guest blogger, Jeff Molander, is adjunct professor of digital marketing at Loyola University business school, a content marketing speaker and author of the forthcoming book, Off the Hook Marketing: How to make social media sell. Follow customers into social spaces. This is how to generate customer inquiries using social media.

Sales Management 120

Sales Management Social Media Work Management Process 120

ViewPoint

MAY 23, 2011

Today we're honored to have guest blogger Ruth Stevens share her thoughts on database marketing. Ruth is Founder of eMarketing Strategy , a consulting practice that assists companies build their customer acquisition and retention strategies.

Resources 120

Resources B to B Work Management Marketing Management 120

ViewPoint

NOVEMBER 27, 2012

Today's guest blogger is Jeff Molander. I am successfully using Linkedin for sales prospecting by applying a simple system—making sure Group members: Create valuable content (answers to burning questions prospects/customers ask all the time). Custom media publishers already know this approach works (outside of LinkedIn).

Linkedin 120

Linkedin Work Management Peer-to-peer Marketing Management 120

ViewPoint

JANUARY 10, 2012

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. An important skill in playing poker is being able to read the opponents at your table. You have to love people who play poker and can’t remember what hand they have.

Blogger 120

Blogger Marketing Prospects Act-On Consulting 120

ViewPoint

SEPTEMBER 26, 2011

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.

Facebook 120

Facebook B2B Marketing Planning B2B 120

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. Wiley, 2011). Follwer her on Twitter @marketingprofs.

B2B Marketing 120

B2B Marketing Trends Marketing Management Planning 120

ViewPoint

MARCH 22, 2011

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"

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

OCTOBER 11, 2012

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.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

APRIL 18, 2012

Trip is also an author, a speaker, and a blogger. I think that the old idea from the sales perspective with ‘my account’ and ‘my customer’—that mindset is going to have to shift a little bit.” Video Marketing - A Surprising Trend. That’s everyone’s responsibility.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

FEBRUARY 27, 2014

Marketers thought that the new CRM software would solve their customer service and customer retention problems. Ruth consults on customer acquisition and retention, teaches marketing at Columbia Business School and is a guest blogger at HBR.org and Biznology. Remember ten years ago, when CRM came along?

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Work Management Marketing Management 120

ViewPoint

MAY 8, 2012

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. Stopping at earning customers fleeting attention is a sure-fire losing strategy online.

Lead Ranking 120

Lead Ranking Lead Scoring Generation Leads 120

ViewPoint

SEPTEMBER 19, 2011

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.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation CRM Automation 120

ViewPoint

JUNE 19, 2012

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. i Obermayer, James, Managing Sales Leads, Turn Cold Prospects into Hot Customers, Thomson South-Western, 2007, pages 9, 10-14, 26. cost of marketing?

Blogger 120

Blogger Cost Sales Leads Consulting 120