ViewPoint

JANUARY 13, 2015

Ardath Albee’s new book Digital Relevance: Developing Market ing Content and Strategies that Drive Results was published by Palgrave Macmillan (January 6, 2015). Developing Marketing Content. Marketing Strategy Content Marketing' I will break up this review into three sections: What Buyers Want.

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Relevance Marketing Strategy Marketing & Strategy Content 120

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OCTOBER 22, 2014

What makes up the perfect B2B marketing blog? First let’s establish that there are marketing blogs—and then there are B2B marketing blogs. But it’s the magic that happens with those ingredients that gives each one its own claim to fame and a coveted spot in the family recipe book.

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JANUARY 27, 2015

From my perspective, having interviewed hundreds of managers on SLMA Radio, and managed 20+ sales and marketing teams (interim management) through the years, it’s the excuses that drag down organizations. Excuses from both employees and managers can fill a book, and most are bogus. Lead Generation Sales & Marketing Management'

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Sales Qualified Leads Lead Generation High Quality Lead Organic Leads 120

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NOVEMBER 29, 2011

I am deeply honored to be selected as a finalist in two categories for the 2011 Top Sales & Marketing Awards. Now in its second year, the Top Sales & Marketing Awards combine peer voting with a judging panel of industry experts to recognize leading sales and marketing books, articles, thought leaders, solutions, resources and tools.

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ViewPoint

FEBRUARY 24, 2016

Unfortunately, as a result of this thinking, marketing spends a ton of money generating leads for sales that are never followed-up. Here are 5 things CEOs need to consider in order to fix what is broken: What is the CEO’s role as it relates to marketing and sales? What should I know about Account-Based Marketing? But it isn’t.

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

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APRIL 19, 2017

Here is what I learned: Jeb Blount – Jeb is the bestselling author of eight books, including " Fanatical Prospecting " , and among the world’s most respected thought leaders on sales, leadership, and customer experience. Mike is author of two of my favorite books: “ New Sales. Morning sessions set-up workshops in the afternoon.

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Conference PointClear Cold Calling Work Management 149

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APRIL 17, 2014

In the article I assert: "A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I call ''inbounditis'') negatively affects the revenue backbone of any company. From Matt Heinz , president of Heinz Marketing : "Inbound marketing can be both highly effective and highly inefficient.

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Inbound Marketing Top of Funnel High Quality Lead Sales Qualified Leads 120

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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.

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ViewPoint

JULY 26, 2018

Jane and George know that the deep multi-use reach of podcasting will establish the thought leadership they desire without spending hundreds of thousands of dollars on research or years on writing a book. E-books and white papers. Retweets are common from the guest’s marketing staff. Testimonials. Nurture material. Social media.

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AUGUST 21, 2014

I enjoy reading and reviewing books. Recently, someone recommended a book co-written by Tim Hurson and Tim Dunne called, Never Be Closing: How to Sell Better Without Screwing Your Clients, Your Colleagues, or Yourself. So, while I started the book with a lot of skepticism, to my surprise, I actually ended up really liking it.

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JANUARY 22, 2016

The panelists include: Ardath Albee – Marketing Interactions. Matt Heinz – Heinz Marketing. One the things I was most pleased to see with many B2B companies (and in the sales blogosphere) in 2015 is a return “reasonable” thinking when it came to inbound marketing and social selling regarding their place in a sales effort.

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Top of Funnel Work Management PointClear B2B Thought Leadership 149

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MARCH 29, 2011

Marketing automation tools are becoming increasingly important to today's lead generation efforts, but firms cannot abandon the human element of working with prospects. It's that human touch that shows prospects you care about them and leads to greater sales success, says Dan McDade, author of the book The Truth About Leads.

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MARCH 17, 2015

It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg, author of the book published by AMA entitled New Sales. Following the kickoff I corresponded with Mike, and he was nice enough to send me two copies of his book (autographed, of course)—one for me and another for a friend.

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Cold Calling B2B Sales Inbound Marketing Marketing Prospects 120

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MARCH 8, 2011

Strategic account management and marketing automation: a marriage made in heaven or oil and water? I had the good fortune to discuss how SAM and marketing automation intersect with Bob Thompson, CEO of CustomerThink, during a recent interview about my new book, The Truth About Leads.

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MARCH 26, 2015

In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales. In chapter 8 of his book, he provides a blueprint for framing and sharpening your sales story. Sales Process Sales & Marketing Management' Simplified.:

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NOVEMBER 29, 2016

I just love the simplicity of it; not to mention that it absolutely captures what is wrong with marketing in many if not most companies today. While marketing technology and marketing automation software are not totally to blame, they have made it easier to get more poor quality leads to sales faster than ever before.

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AUGUST 11, 2015

It happens also to be one of the four primary duties for Chief Marketing Officers. However, if you have ‘Marketing’ in your title, regardless of what it’s attached to, these are your ultimate responsibilities, and ‘following the money’ is the subsequent proof of your existence. Does Marketing wanna follow the money?

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Work Management Marketing Management Wiki ROI 120

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MARCH 24, 2015

I was particularly impressed with the first speaker Mike Weinberg—sales coach, consultant, and author of the book New Sales. Throughout the presentation, he debunks the argument of inbound marketing “experts” and social selling gurus who preach that outbound is out, and inbound is … well, in. Prospect Development Outbound Marketing'

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AUGUST 14, 2014

Recently I read Duct Tape Selling: Think Like a Marketer—Sell Like a Superstar, by John Jantsch, and was impressed with both the quantity AND quality of new information it contained. ’” And that’s why he wrote this book. The premise behind John’s book is that “sales people are no longer just closers.

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APRIL 30, 2013

I''m pleased to have as my guest today Jamie Turner, CEO and Founder of The 60 Second Marketer, an organization that provides tools, tips and tutorials on the newest techniques in marketing. Jamie was recently profiled in Advertising and Promotion , the world''s best-selling college-level marketing textbook.

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JANUARY 16, 2018

Her clients include IBM, GE, Microsoft, Wells Fargo, Staples and numerous mid-market firms. Jill is the author of three bestselling, award-winning books. Her newest book, Agile Selling shows salespeople how to succeed in a constantly changing sales world.

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AUGUST 16, 2018

Longer-term opportunities increase marketing ROI. The numbers consistently show that organizations that pay proper sales attention to all leads are better stewards of their marketing budgets. Here’s an example: Marketing spends $60,000 to generate 80 leads.

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Lead Scoring Lead Ranking Sales Qualified Leads Leads 136

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JUNE 15, 2012

Jim's career has been equally divided between marketing and sales. He has written over 95 articles around sales and marketing management and is the author of four books. He is a speaker on sales lead management, sales enablement, and marketing ROI. Jim is seeing a lot of companies lifting off as a result.

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Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

SEPTEMBER 28, 2018

Weekly programs published from large companies and marketing departments are better when they can use the enormous amount of content which comes from each podcast. This multi-use content is used in testimonial quotes, blogs, nurture messages, ebooks, hard cover books, guest websites, white papers or case studies.

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Multi-Channel B2B Thought Leadership Top of Funnel Thought Leadership 159

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.

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ViewPoint

MARCH 27, 2014

Co-hosts Paul and Allan tee up the show by discussing several hot news items relevant to the B2B market - Here’s what they noshed on, on Episode #5: According to the latest CMO Survey, 85% of CMOs either have not shown any impact from social media spending or have only a qualitative sense of its effectiveness. Voicemails work.

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Social Media Work Management Marketing Management Media 120

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SEPTEMBER 26, 2011

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. E-mail marketing service provider Infusionsoft uses it for lead generation.

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Facebook B2B Marketing Planning B2B 120

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MARCH 27, 2015

In 2014, he was named a Top Sales Influencer by Forbes and OpenView Labs, and his first book New Sales. The Essential Handbook for Prospecting and New Business Development became a #1 Amazon Best-Seller and spent a full year as the Top-Rated book in its category. Sales Process Sales & Marketing Management' Simplified.:

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Tips Work Management Amazon Marketing Prospects 120

ViewPoint

MAY 10, 2012

He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. He is co-author (with Dr. Jorge Picaza) of "AIDS: The Hidden Killer," one of the first book-length examinations of the AIDS crisis worldwide. He is East Coast Bureau Chief for BtoB Magazine.

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Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 10, 2012

He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. He is co-author (with Dr. Jorge Picaza) of "AIDS: The Hidden Killer," one of the first book-length examinations of the AIDS crisis worldwide. Today's PowerViews guest is Christopher Hosford.

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Marketing Automation Services Marketing Automation Resource Management BtoB 120

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NOVEMBER 8, 2012

Linda is the author of ten books on sales and sales management, and she has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and the Conference Board magazine. Linda’s Upcoming Book: The New Sales Conversation.

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MAY 13, 2016

How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Spell out the responsibilities and accountabilities of Sales and Marketing.

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Allocation PointClear SIC Ideal Customer Profiles 174

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AUGUST 28, 2012

This is the second in a series of four blogs about B2B sales lead management, marketing and sales metrics, and proverbs. Something else not well understood in marketing and sales circles is the importance of certain metrics. Marketing Automation companies! Not all proverbs (or expressions or sayings) are well understood.

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Lead Management Sales Qualified Leads B2B Sales Sales Leads 120

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JANUARY 31, 2013

In her book, Josiane lists 25 questions you can ask interview candidates to determine whether you’re in the presence of an inside sales superhero. As more customers deem sales calls intrusive and interruptive, companies will shrink their sales teams to better fit the market demand. She goes on to say, “They’re virtual. They’re social.

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Peer-to-peer Cold Calling Consulting Work Management 120

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DECEMBER 6, 2011

Anthony Iannarino is an expert in B2B Sales and Marketing and an Executive Sales Coach and Consultant. There are dozens of books on business that can provide you with the equivalent of a 400 level college class for a few bucks and a few hours of your time. Try The Discipline of Market Leaders by Michal Treacy and Fred Wiersama.

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Television marketing B2B Sales Class Consulting 120

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MARCH 14, 2011

Many thanks to Stone Payton and Todd Schnick, hosts extraordinaire of High Velocity Radio, for the interview on my new book, The Truth About Leads. The five marketing activities you have to get right before you can expect marketing automation success. listen to the podcast ).

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MARCH 20, 2014

My objective was to book a 15 minute call with them (not a tough sell with a warm inbound lead). So, when marketing sent me the new inbound leads, I naturally got excited. What Was Wrong with Marketing''s Inbound Leads. I''m changing the facts of the story slightly to avoid scapegoating the responsible marketing team).

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