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.

Trade Show 120

Trade Show Cold Calling Emarketing Sales Qualified Leads 120

ViewPoint

MAY 21, 2013

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. How can marketing communications managers know how much interest to generate if they don’t know their salespeople’s quotas? That is why marketers are hired.

Work Management 120

Work Management Marketing Management Planning Forecasting 120

ViewPoint

NOVEMBER 29, 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, So, what do you want from Marketing?” How about the marketing department putting a little skin in the game to help us increase sales activity? What gives?

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Forecasting CRM 120

ViewPoint

JANUARY 21, 2014

I was sitting in a meeting of marketing and operations people when I worked at Inquiry Handling Services (long ago scooped up by Harte Hanks). This month we tackle the issue of Marketing not delivering on an ROI responsibility. I believe I have heard all of the excuses for Marketing’s failure to measure the ROI for marketing efforts.

Work Management 120

Work Management Marketing Management Sales Qualified Leads CRM 120

ViewPoint

MARCH 26, 2013

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. Those with the most marketing toys win.”. What this means is, those companies with the most marketing toys really do win!

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

ViewPoint

JANUARY 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. I have chosen Marketing Automation for this month and next month I would like to undertake the same exercise for CRM.

Marketing Automation 120

Marketing Automation Automation Blogger B2B Sales 120

ViewPoint

JUNE 11, 2013

At a recent high school track meet I cheered on our team in several heats of the 4 x 100 and 4 x 400 relays and mused that we can look to track and field athletics for inspiration and tactics for marketing and sales alignment. A winning team effort and handoff from marketing to sales entails similar steps as a good relay team: Communication.

B2B Sales 120

B2B Sales B2B Marketing Sales Qualified Leads B2B 120

ViewPoint

MARCH 13, 2014

Nick Stein, SVP of Marketing at Vision Critical Vision Critical is the world''s leading provider of insight communities, currently supporting over 650 brands worldwide. Matt Heinz, Heinz Marketing, The Quality of Sales Leads is Abysmal. Marketers and sales people need to be working towards the same goals. percent were quality.

Lead Ranking 120

Lead Ranking Social Marketing Paid Search Agency Leads 120

ViewPoint

AUGUST 21, 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. Such a failure may happen in many types of systems, including power transmission, computer networking, finance, bridges, sales and marketing, (the last two are our words).

Work Management 120

Work Management Marketing Automation Services Marketing Management Wikipedia 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. 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. This is $55 MM +.

Planning 120

Planning Marketing Proposals Sales Qualified Leads Budget Programs 120

ViewPoint

APRIL 17, 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. Marketing’s plate is full. Sales and marketing operate on different frequencies. Sales isn’t into sharing data.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

ViewPoint

FEBRUARY 18, 2014

For this company ‘someplace else’ had been growth, but at low margins, with chaos in the sales ranks, and a poorly installed CRM system…all because of a marketing plan that wasn’t a plan. Shelly, the president, looked at me and said, “Yes we have a marketing plan, right Don? Nope, we only have 10 salespeople and a marketing manager.”

Planning 120

Planning Marketing Plans SWOT Work Management 120

ViewPoint

OCTOBER 30, 2012

Today's guest blogger is Jeff Molander. 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. Successful Content Marketing Creates Response.

Planning 120

Planning Marketing Plans Top of Funnel Content Marketing 120

ViewPoint

MAY 23, 2011

Today we're honored to have guest blogger Ruth Stevens share her thoughts on database marketing. Business marketers are always suspicious of the data they are getting from list and data companies, whether its prospecting lists or data elements purchased for “append,” to fill in gaps. Will my mail be delivered?

Resources 120

Resources B to B Work Management Marketing Management 120

ViewPoint

JUNE 30, 2015

The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Qualified leads, according to sales, are based on criteria they understand but marketing is in the dark about. Marketing tries to qualify a greater number of prospects. CRM and marketing automation systems.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Trade Show High Quality Lead 120

ViewPoint

FEBRUARY 19, 2013

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. Yet it isn’t the time lost but the things unaccomplished in that time which become a huge problem for sales and marketing people. Marketing Example.

Planning 120

Planning Sales Qualified Leads Work Management High Quality Lead 120

ViewPoint

DECEMBER 17, 2013

B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title. My colleague Bernice Grossman and I recently conducted a new study indicating that B2B marketers now have the opportunity to target prospects more efficiently than ever before.

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 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. A lot of B2B marketers have chosen not to get on board the Facebook train for fear that Facebook's freewheeling culture clashes with their serious business.

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. In other words: B2B marketers + social = lots of room for improvement.

B2B Marketing 120

B2B Marketing Trends Marketing Management Planning 120

ViewPoint

APRIL 7, 2015

“But what if I can prove,” I said, “that when sales lead management is done properly by sales and marketing it can lower the cost of sales by delivering more qualified leads with a higher closing ratio, which leads to a lower cost of sales and marketing?”. “So James is a regular guest blogger with ViewPoint. Lead Management'

Lead Management 120

Lead Management Sales Qualified Leads Sales Leads Lead Scoring 120

ViewPoint

NOVEMBER 19, 2013

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. Market share gains of the clients under their watch, check. Knowledge of marketing automation and CRM system solid. Branding check ? Digital check ?

Advertising Agencies 120

Advertising Agencies Paid Search Agency Ad Agencies Blogger 120

ViewPoint

JULY 23, 2013

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. If you don’t implement a nurture program, you’ll waste marketing dollars by giving salespeople more than they can handle, and irritate prospects because follow-up falls.

Leads360 120

Leads360 Sales Qualified Leads Marketing Automation Services Telemarketing 120

ViewPoint

DECEMBER 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. My advice for marketing and sales CMO and CSO managers: Marketing Management: If you don’t have one, it is never too late to create a plan with a revenue goal.

Forecasting 120

Forecasting Lock-In Leads Lead 120

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 was frustrated; angry that the marketing spend wasn’t showing the ROI expected, and he blamed salespeople. “Of Can’t say I disagreed with Dan.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Blogger Budget Management 120

ViewPoint

DECEMBER 19, 2013

If you have a marketing automation program it will hammer away and help to segment the 75% who say they want to buy, from the 25% who are competitors, students and prisoners. I have done this when I was a marketing communications manager, a VP of marketing, a VP of sales, and an interim manager for all of the above titles.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Lead Gen High Quality Lead 120

ViewPoint

MARCH 6, 2014

Social media marketing is now precariously ensconced as a more-or-less mainstream marketing channel. And even with concerns over social metrics, the rise of content marketing has rushed in to boost social’s street cred. Some of it is direct marketing, such as email, display, and PPC search. And YouTube in 10th place?

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Paid Content Social Media Customer Surveys Paid Search Agency 120

ViewPoint

MARCH 22, 2011

Today's guest blogger, Bob Thompson, is CEO of CustomerThink Corp. , How does it relate to B2B marketing? And I was treated accordingly, no doubt thanks to some nifty lead scoring algorithms that have become de rigueur for B2B marketers. Two years ago, my B2B Marketing 2.0 OK, this a consumer example.

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

JUNE 13, 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. ” When you give it some thought about what you do every day as a marketer, what does it say to you? ” But I think it’s more than that.

Marketing Automation Services 120

Marketing Automation Services Forecasting Marketing Management Blogger 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 I asked the marketing manager. She said, in no particular order: “Just once I’d like salespeople to admit they made a sale from a marketing-generated lead.”. “I

Trade Show 120

Trade Show Sales Qualified Leads Forecasting CRM 120

ViewPoint

AUGUST 2, 2012

We're pleased to have Ginger Conlon join us as a guest blogger today. Ginger is editor-in-chief of Direct Marketing News. Tales of the disconnect between sales and marketing have long been told. One underexplored area that can help to increase collaboration and improve alignment among sales and marketing teams is compensation.

Sales Qualified Leads 120

Sales Qualified Leads Lead Qualification Buying Cycle High Quality Lead 120

ViewPoint

OCTOBER 15, 2013

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 shows fall into 33 categories covering a wide spectrum of marketing and sales topics. Should Marketing be Compensated on Revenue with Eric Lundbohm.

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PointClear Marketo Internet Marketing Broadcasting 120

ViewPoint

AUGUST 27, 2013

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. How many sales inquiries did Marketing give you, on average, per month for the last year?” Man we are hurting. What am I gonna do?”

Telemarketing 120

Telemarketing Work Management Marketing Management Leads 120

ViewPoint

SEPTEMBER 25, 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. “Of We create a marketing plan every year.” Do you create a marketing plan that drives sales based on the sales forecast? Of course,” you say. “We Backup Plan?

Lead Generation 120

Lead Generation Planning Sales Qualified Leads Generation 120

ViewPoint

JUNE 18, 2013

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. A real sales lead, because it is qualified, reduces cold calling, feeds the sales pipeline, introduces salespeople to new people within companies, and opens up new markets.

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Scoring Lead Ranking 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. ” How did Andy know so much about sales, marketing and sales leads? Marketing spends intellectual capital and the company’s treasure to find prospects.

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. Put another way, tell me with whom you associate professionally and I will know if you can prove the return on investment for marketing.

Marketing Management 120

Marketing Management Validation Budget Programs Fulfillment 120

ViewPoint

JANUARY 22, 2013

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 remember Dan Rogers, the president of SmartLead by AdTrack, stating that sales leads are one of the few assets marketing creates that have a declining value month by month.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Leads Leads 120