ViewPoint

MAY 9, 2013

Use tools such as Google Alerts, Social Mention and Topsy to discover your online rep, and work on building a positive online brand for your company. It also could be a great way to maintain a relationship with journalists, find guest bloggers and stay in touch with trade show attendees. Via ClickZ. Via ComputerWorld.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

JUNE 11, 2013

Team members then work together relentlessly rehearsing baton exchanges as each member performs his best, accelerating to complete his leg of the race. Communicate what’s working, what’s not working. Written by guest blogger: Martine Hunter, B2B Marketing Consultant. Results should be constantly reviewed. Celebration.

B2B Sales 120

B2B Sales B2B Marketing Sales Qualified Leads B2B 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. Don’t marketers ultimately serve at the demand of the people paying their wages, the company they work for, and the sales forecast? But what about the sales forecast?

Work Management 120

Work Management Marketing Management Planning Forecasting 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. A few of them said they were already working with the prospect, but most were grateful. During a breakfast meeting with Steve last week, he got right down to business.

Telemarketing 120

Telemarketing Work Management Marketing Management Leads 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. They will spend money on things that work and let their competitors spend money on everything else. i Really, how do you argue you with this?

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

ViewPoint

AUGUST 2, 2012

We're pleased to have Ginger Conlon join us as a guest blogger today. Linking marketers’ variable pay to sales performance increases the likelihood that marketers will make it their mission to work closely with sales teams to ensure that marketing efforts drive positive sales outcomes.

Sales Qualified Leads 120

Sales Qualified Leads Lead Qualification Buying Cycle High Quality Lead 120

ViewPoint

MARCH 13, 2014

Marketers and sales people need to be working towards the same goals. Dave, a former sales rep, sales manager, VP of sales, competitive sales strategist, consultant, and sales trainer, has worked in 26 countries—with companies from the Fortune 10 to start-ups. The quality of leads being generated nowadays is abysmal. By Dan McDade.'

Lead Ranking 120

Lead Ranking Social Marketing Paid Search Agency Leads 120

ViewPoint

APRIL 28, 2011

Today's guest blogger, Reg Nordman, is the Managing Partner for Rocket Builders , a Vancouver based sales and marketing consultancy for high growth companies. He works with large and small companies such as, Asentus , Maximizer , Sophos , Microsoft Canada , and Research in Motion. source: Marketo ). source: Google ). source: Google).

Work Management 120

Work Management Marketing Management Sales Leads Sales Qualified Leads 120

ViewPoint

AUGUST 15, 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. More than just new inquiries, or managing inquiries or working with sales management on follow-up or even proving ROI, qualified leads are king.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Generation Leads 120

ViewPoint

APRIL 18, 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. He then killed the next closest rattler, one after another he worked carefully as he eased his way to the barn door and safety.

Barriers 120

Barriers Blogger ROI Work Management 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. 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. The formula for winning is easy.

Sales Leads 120

Sales Leads Sales Qualified Leads Leads Lead 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. If all of these things work, here’s what happens: Marketing starts the conversation and qualifies as many prospects as possible.

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Scoring Lead Ranking 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. grants anyone the right to use this work (photo) for any purpose , without any conditions, unless such conditions are required by law.

Work Management 120

Work Management Marketing Automation Services Marketing Management Wikipedia 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). Just because the salespeople don’t work for you directly doesn’t mean you can’t guilt, prompt, plead and motivate them to report on the inquiries’ final disposition.

Work Management 120

Work Management Marketing Management Sales Qualified Leads CRM 120

ViewPoint

NOVEMBER 27, 2012

Today's guest blogger is Jeff Molander. A lot of people are coming into LinkedIn Groups armed with what does NOT work. We see people doing things that don’t work. They’ve never worked—have never been good ways to network, collaborate or sell. All we tend to see is the noise of “what does not work.”. Take Action.

Linkedin 120

Linkedin Work Management Peer-to-peer Marketing Management 120

ViewPoint

FEBRUARY 28, 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. It means understanding the company’s CRM system and making it work (closing all records as ‘having bought’ or ‘died’).

Budget Programs 120

Budget Programs Work Management ROI Blogger 120

ViewPoint

JUNE 20, 2011

We are honored to have Anthony Iannarino as a guest blogger this month. Your dream client is the prospect for whom you can do jaw-dropping, breath-taking, earth-shattering work. Anthony is President and CSO of SOLUTIONS Staffing , Director of B2B Sales Coach & Consultancy , and author of The Sales Blog.

Blogger 120

Blogger B2B Sales Consulting Positioning 120

ViewPoint

OCTOBER 18, 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. Unclench your fists and start cooperating before the C-Level finds team members who can work together. 100% accountability, 100% follow-up. My recommendation?

Marketing Automation Services 120

Marketing Automation Services Forecasting Work Management Cold Calling 120

ViewPoint

DECEMBER 12, 2013

So back to the monolith we all reluctantly embrace, composed of industries, activities, phone numbers, email addresses, work history, tweets, Facebook posts, favorite colors, family dog names, first crushes – all the relevant information a salesperson or marketer needs to win a deal. Many thanks to our guest blogger today, Kurt Andersen.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Cable 120

ViewPoint

AUGUST 1, 2011

Today's guest blogger, Tony Jaros, is Senior Vice President of Research at SiriusDecisions. Here, what will be the reasons why a receiving function can reject a lead without ever working it? Getting b-to-b sales and marketing to align more closely has driven even the most capable business leaders crazy for years.

Lead Management 120

Lead Management Work Management Sales Qualified Leads Marketing Management 120

ViewPoint

AUGUST 17, 2011

You can enjoy even more posts from other exceptional bloggers at their website. While this works organizationally, it requires little to no critical thinking. What works in one situation might not work in another. If Joe is your top salesperson, should he work Company A just because it’s in his territory?

Work Management 120

Work Management Verticals Training Sales Qualified Leads 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. That may be true for many things, but it doesn’t work with accomplishing sales or even marketing goals (more about that later).

Planning 120

Planning Sales Qualified Leads Work Management High Quality Lead 120

ViewPoint

MAY 23, 2011

Today we're honored to have guest blogger Ruth Stevens share her thoughts on database marketing. Please let us know how they are working for you. 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

OCTOBER 30, 2012

Today's guest blogger is Jeff Molander. Surprisingly, the key to success is coming from creative thinking about what I already know works, getting my target market to take action and moving them off of social media. 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

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. DuPont VP works on revamping brand identity. I know what you’re thinking, you’re saying to yourself, “Is he serious?” Kate Maddox.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

ViewPoint

FEBRUARY 18, 2014

How’d this work out for you?” 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.' Try some local exhibits in selected states. Sell 10% more than we did last year. Hire a new sales manager. Plus about ten more items.

Planning 120

Planning Marketing Plans SWOT Work Management 120

ViewPoint

MAY 2, 2011

Today we're honored to have guest blogger Nancy Nardin share her thoughts on delivering the 'right' leads to sales. Most sales organizations don’t have the good fortune of plentiful deals ripe for the pickin’ So Marketers set to work finding and delivering the fruit to them. They work through the night.

Work Management 120

Work Management Marketing Management Copyright Blogger 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. Might the sales process itself be 'home' to what we already know works?” He blogs at [link].

Sales Management 120

Sales Management Social Media Work Management Process 120

ViewPoint

SEPTEMBER 26, 2011

T oday we're pleased to have Paul Gillin as our guest blogger. There’s a lot of gold to mine on Facebook, however, if you know your objectives and how the community works. Paul is a speaker, writer and B2B social media strategist. His latest book is Social Marketing to the Business Customer , co-authored with Eric Schwartzman.

Facebook 120

Facebook B2B Marketing Planning B2B 120

ViewPoint

FEBRUARY 26, 2013

Today's guest blogger is Dan Armstrong , Director of Research and Thought Leadership at ITSMA. He holds an MBA in finance and research methods from Columbia Business School, with additional graduate work in statistics, data mining, and geographic information systems. Your leads may be perfect. They may need what you’ve got.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120

ViewPoint

DECEMBER 2, 2010

We're pleased to have a new guest blogger with this post. I believe in myself and the teams I work for. James Obermayer is Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. He can be reached at JObermayer@salesleadmgmtassn.com. One of the players hung back and was quiet.

CRM 120

CRM Eye-Tracking ROI Blogger 120

ViewPoint

OCTOBER 11, 2012

He is a frequent speaker, blogger and contributor to many B2B marketing publications. The core challenge is really driving that demand process through the organization which is a holistic approach of people, process, content and technology—and having marketing and sales work in a collaborative fashion in each of those areas.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

MARCH 22, 2011

Today's guest blogger, Bob Thompson, is CEO of CustomerThink Corp. , There are a variety of web analytics and web feedback solutions that can give you insight on how well the buying process is working for buyers. Imagine going into bank to open up a checking account with a few dollars you've managed to scrape together.

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

APRIL 18, 2012

Trip is also an author, a speaker, and a blogger. Trip notes that if processes are working correctly, then part of the buyer’s vision has been shaped by the marketing team through its inbound and outbound marketing touches across the nurturing cycle. One isn’t working at the service of the other.”

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

APRIL 17, 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. Nor does it take a genius to see that your CRM system isn’t working, no one likes it, the database is corrupt, reports are trash, and the pipeline is unreliable.

Work Management 120

Work Management Marketing Management Marketing Automation Services CRM 120

ViewPoint

FEBRUARY 27, 2014

In other words, marketing automation doesn’t work without strategy. Ruth consults on customer acquisition and retention, teaches marketing at Columbia Business School and is a guest blogger at HBR.org and Biznology. No way will it make the tough decisions among competing investment options. 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. “Brand marketers are the ones whose work you see on TV. This is how advertising works. Produce engaging content. “Marketers often come from two distinct backgrounds,” says best-selling author and IBM distinguished engineer Mike Moran.

Lead Scoring 120

Lead Scoring Lead Ranking Generation Leads 120