ViewPoint

AUGUST 30, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. A simple example is a lot of the sites are these consumerized IT products that are being built in the Valley today. He helped build Salesforce.com with an outbound marketing perspective into the mid-market.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

MAY 13, 2016

Today you’ll learn why lead definition is important and why you, as the CEO, need to be involved in building your own universal lead definition: Shortly after I started PointClear I worked with a company that blew through $100 million because marketing was selling to one audience and sales was selling to another. Define what a lead is.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

OCTOBER 13, 2011

His sales teams have sold over 168,000 products annually and produced north of 700 million dollars in annual sales. In 2005 Ken commercialized the product that was driving his inside sales team and founded VanillaSoft. However, they struggled to sell their product on a national scale because it was simply out of their wheelhouse.

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 120

ViewPoint

MARCH 22, 2011

While being pitched as building loyal relationships, CRM has been much more commonly implemented as a technique to extract value from customers (and prospects) as efficiently as possible. You could even hire "mystery prospects" to take on different personas (some valuable, some not), and share the results of how they felt after interactions.

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

JUNE 8, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. She adds that an important way to do this is to focus on what Don Peppers and Martha Rogers call trustability—proactively building a trusting relationship with your customers. It should be hand-in-hand.

Marketing Automation Services 120

Marketing Automation Services Top of Funnel Paid Search Agency Mobile Marketing 120

ViewPoint

FEBRUARY 23, 2018

Each client’s touch cycle is a little bit different. Voicemails and emails build a story to encourage response. See this blog for an analysis of cost and productivity of internal vs. outsourced teleprospecting. We’ve been agile from the start, and we’re glad the concept is gaining traction in the industry.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

AUGUST 23, 2012

Tim is responsible for strategic direction at Corporate Visions including thought leadership, positioning, and product development. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Today's guest is Tim Riesterer of Corporate Visions. and “Why Now?”

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

MARCH 12, 2013

Marketing needs to do a better job of communicating on a one-to-one level and connecting what our products and services can do to make people happy. There’s a big difference between what marketing sees as a lead right now, in general, which they often see as someone responding to something we sent out there that was relatively targeted.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120

ViewPoint

MAY 30, 2013

Seeing Things Differently, Seeing Different Things. David Brock illustrates how people see different things while viewing the same things with a unique image. Buyers and sellers sometimes view the same situations very differently. NHL Playoffs: Lessons in Building a Winning Sales Team. Via Salesopedia.com.

B2B Sales 120

B2B Sales PointClear Work Management B2B 120

ViewPoint

JULY 9, 2015

They create a single workflow using a top of the funnel product that combines and processes their emails, calls, social touch points, and even includes accountability. The focus needs to be on building friendly relationships. So, why would lead scoring algorithms and designs be any different? Coming Up Next.

Lead Ranking 120

Lead Ranking Lead Scoring Sales Qualified Leads Marketing Automation Services 120

ViewPoint

MAY 5, 2015

Simply using names in email subject lines can make an impressive difference. For example, a leading analytics firm I worked with tailored their nurturing program to 4 different verticals and multiple scenarios within each vertical. Here’s a summary: Increased personalization. Better segmentation.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Peer-to-peer 120

ViewPoint

JULY 11, 2013

Here is a quick recap if you don’t have time to read the whole article: Salespeople need to think differently. Here are some reasons “why BANT needs a bit of renovation”: Budget: According to DemandGen Report, “48% of buyers surveyed say their purchase of complex B2B product/solution was initially unbudgeted.”. Buyers have changed.

Urgency Marketing 120

Urgency Marketing Lead Scoring Lead Ranking Validation 120

ViewPoint

APRIL 13, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Companies are realizing they have already squeezed all the productivity gains they are going to get out of sales force automation, and they are asking, “What comes next?”

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120

ViewPoint

MAY 2, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. For named accounts, you want to be using social tools for different purposes: researching and building an organizational map to reach the right people. Social Media: What's Hot?

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

MAY 1, 2012

And the right marketing KPIs are very different from cost-per-lead metrics. Contrasted with a lower-value, more transactional product, complex sale lead generation requires greater levels of personal engagement to do the following: Identify and navigate the decision maker/influencer network. Begin to build trusted relationships.

Cost per Lead 120

Cost per Lead Lead Ranking Marketing Qualified Leads Lead Generation 120

ViewPoint

MAY 7, 2015

And when each product was found to have a typical buying time frame (start to finish—however many day or months), nurturing was tuned to the customer’s buying cycle. Enter the databasing process of recording customer preferences for product, size, cost, shape, color, application, etc. It’s not the next new “trick.”

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120

ViewPoint

NOVEMBER 20, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. 2013 Changes: Social Media, Mobile, Analytics & Productivity. More emphasis on productivity. Bob earned his MBA from Emory University and his BA from Washington and Lee University.

Process 120

Process Allocation Marketing Management Peer-to-peer 120