ViewPoint

MARCH 22, 2018

I practice it every day in my role as lead salesperson for the company. (We The challenge is that some companies and some roles do not lend themselves to selling value. See this blog for a build vs. buy analysis that takes that argument off the table.). People buy from people whom they like and trust.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

AUGUST 18, 2015

In today’s B2B companies, marketing and sales alignment is critical to success. Building a lead-to-revenue process that results in real revenue transformation requires more than temporary remedies. This necessary first step creates a better buying experience and drives real and lasting revenue growth. Added an SDR team.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Leads 120

ViewPoint

MAY 7, 2013

This innovation helps leading companies gain better understanding of their buyers, leading to improved lead generation and revenue performance. Interestingly, in recent years even vendors and suppliers have increased in importance in the buying cycle because of the way buyers are now networked. My guest today is Tony Zambito.

Buyer Personas 120

Buyer Personas Peer-to-peer Buying Cycle Sales Qualified Leads 120

ViewPoint

JULY 30, 2013

Peter, senior principal and vice president at The Complex Sale, a premier sales and methodology company, spoke with me about the wild success of his outside-the-box thinking. If so, a lot of salesmen are buying Peter’s pie and then selling it to others: mostly via word of mouth, his ebook has more than 40,000 downloads. Stay Tuned.

Word of Mouth 120

Word of Mouth Work Management Consulting Transparency 120

ViewPoint

OCTOBER 27, 2011

Lastly, there are some actions I think any company could take away from this great summary for current social media users and those looking at how to jump in: In the end, people buy from people. Scott wins because he is building relationships. LinkedIn is a great platform to use to develop customer advisory councils.

Social Marketing 120

Social Marketing Amazon Business Social Media 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. Self-identifying keywords used on the company website (ALC). Company SWOT analysis (OneSource). Whether the company conducts e-commerce (ALC).

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120

ViewPoint

FEBRUARY 26, 2013

They may have the budget and the authority to buy. ITSMA’s member companies see this every day. Salespeople should be encouraged to turn discomfort into an opportunity to learn and connect in order to build a sustainable relationship. They even connect on LinkedIn and follow each other’s Twitter feeds. Make them see you.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120