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JULY 30, 2013

Peter is past president of Spherion Corporation’s outsourcing division and was previously global director of business development for Anderson Consulting (now Accenture). Conference Calls with Managers: 58 Minutes of Worthless Time, Two Minutes Updating the Manager. Unselling: The Less You Sell, the More You Win.

Word of Mouth 120

Word of Mouth Work Management Consulting Transparency 120

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FEBRUARY 26, 2013

Hat tip to Anja Langbein Park, who spoke at ITSMA’s Annual Conference in 2011 on Marketing Across Cultures: Building Relationships and Improving Performance." Before coming to ITMSA, Dan moderated conferences for Information Week on behalf of sponsors including IBM, Dell, HP, and Silanis. Click here to see a clip of her presentation.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120

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JANUARY 24, 2012

He is also co-author of the book No Bullshit Social Media: The All-Business, No-Hype Guide To Social Media Marketing , available on Amazon and in bookstores everywhere. Marketing to the business consumer takes a special pedigree. What is a business-to-business marketer to do with all that? People are. Person-to-person.

P2P 120

P2P B2B Youtube Social Media 120

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APRIL 3, 2012

I liked the book because it is well written, enlightening, personal and has an intimacy I find missing in many business books. ” The more I thought about this the more I felt the book had application to my business and probably every business. So, I ordered it and read it in just a couple of sittings.

Conference 120

Conference Impressions Order Personalization 120

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APRIL 15, 2014

Last month I attended the Future of Business conference in New York City, sponsored by international software giant SAP. By Christopher Hosford, editor-in-chief, HosfordGroup. One of the featured speakers was Josh Linkner, founder and CEO of Detroit Venture Partners , whose company enables startups in the infamously dystopian town.

Enterprise Management 120

Enterprise Management BtoB Paid Search Agency Startups 120

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JULY 31, 2012

Generating sales leads that are actually followed up by sales is a basic business process that is broken in most companies. The reason is that marketing and sales are part of a Granfalloon. ” The functions Mr. Rackham spoke about are marketing and sales.

Sales Qualified Leads 120

Sales Qualified Leads Sales Leads Lead Ranking Marketing Qualified Leads 120

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APRIL 24, 2013

Jim is also an author and often-requested keynote speaker at sales management, CRM and E-Business conferences. He began his career with IBM and Sterling Software and then went on to launch two successful software companies.

Marketing Management 120

Marketing Management Forecasting Transparency Case Studies 120

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JANUARY 26, 2012

Every business needs new customers. But what are the most effective outbound marketing channels for kicking off a business relationship? With 18,500 business lists available for rent in the U.S., Business marketers sometimes view their company’s website as just a passive informational tool—sort of a virtual brochure.

B to B 120

B to B netFactor Media SEM 120

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MAY 23, 2011

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. Today we're honored to have guest blogger Ruth Stevens share her thoughts on database marketing.

Resources 120

Resources B to B Work Management Marketing Management 120

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JUNE 4, 2013

Later in the year we will be creating the most rigorous survey the sales space has ever witnessed, and in 2014 we launch the Top Sales Conferences. They don’t have a business development strategy. It is essential that we remain focused and balanced in planning our business for the year. Balance is so important in the equation.

Ideal Customer Profiles 120

Ideal Customer Profiles Training Thought Leadership Bandwidth 120

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JANUARY 15, 2013

These groups are incapable of having meaningful conversations with C-Level executives about strategic business initiatives that lead to high quality opportunities and become sales accepted and qualified. Find out about the average age, education and experience of your potential partner’s staff. Walk around.

Paid Search Agency 120

Paid Search Agency Lead Generation Work Management Sales Qualified Leads 120

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MAY 10, 2012

Christopher is an award-winning business writer and editor based in New York City. It gives them a whole other perspective on what they’re doing which is the great value of events and conferences.” Today's PowerViews guest is Christopher Hosford. He is East Coast Bureau Chief for BtoB Magazine.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

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MAY 10, 2012

Chris is an award-winning business writer and editor based in New York City. Click to start video at this point — Asked about advice for marketers, Chris encourages learning and participation: “I would advise marketers to get involved more—to blog more, to attend conferences, and to write columns for BtoB Magazine.”

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

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JUNE 8, 2012

She is responsible for the direction and day-to-day editorial operations of award-winning publications including the executive journal, Customer Strategist; online business publication, 1to1 Magazine; its e-newsletter, Weekly Digest; and Think Customers: The 1to1 Blog.

Marketing Automation Services 120

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

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NOVEMBER 8, 2012

I am pleased to have as my guest today Linda Richardson, the founder and chairwoman of Richardson, a global sales performance company that delivers sales process strategies, curricula and tools to help salespeople drive more positive business outcomes. The New Selling Landscape Calls for a New Sales Map.

Demand 120

Demand RFP Work Management Buying Cycle 120

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MAY 30, 2012

He has served as an Editor and Publisher of This Week In Consumer Electronics, Sporting Goods Business, Consumer Goods Technology, Retail Info Systems, Hospitality Technology and Mobile Enterprise. Andrew is currently Editorial Director at G3 Communications, as well as Editor and Publisher of DemandGen Report.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

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JANUARY 31, 2012

He is also the originator of the buyer persona research and creation methodology as well as Business Buyergraphics ™ that are widely used to make informed decisions from buyer insights. in Business and an M.B.A. He holds a B.S. in Marketing Management.

Process 120

Process Work Management Lead Ranking Enterprise Management 120

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OCTOBER 11, 2012

He describes an engagement with a current client in which they jointly built the SLAs and the business rules. That also includes common metrics and objectives.”. He adds, “We’re mapping those back to the systems to send alerts and—lo and behold—sales is actually making that part of their compensation plan.”

Demand 120

Demand Process Work Management Marketing Management 120

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SEPTEMBER 27, 2012

Strategic Business Driver Marketers need to be strategic and take advantage of the data they have access to. ITSMA Conference: Marketing's New Value Proposition, October 30 – 31, 2012. How are you transforming? What are some of the things that you’re doing? ITSMA Website: www.itsma.com. ITSMA on Twitter: @ITSMA_B2B. Stay Tuned.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

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SEPTEMBER 6, 2012

She is also a frequent speaker at annual sales meetings, kick-off events, and professional conferences. She is author of SNAP Selling and Selling to Big Companies. Jill's newsletters are read by more than 80,000 sellers worldwide. 2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. And so they’ve got their barriers up.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

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JUNE 15, 2016

Business Intelligence. Sales lead acquisition devices at trade shows and conferences. You can get a suggested outline of the business rules here. Digital Agencies. Telemarketing Inbound. Telemarketing Outbound (qualification and lead generation). Telemarketing Sales. Content Agency. Branding Agency. SEO Agency.

Lead Management 120

Lead Management Work Management Marketing Management Sales Qualified Leads 120

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FEBRUARY 21, 2013

Bob says that busy customers no longer want to spend hours in a conference room, often preferring a quick WebEx conversation. Because customers can a lot of the information they need online or with a quick phone call, many field sales professionals have been forced to adopt inside sales techniques, such as: virtual presentations.

Skype 120

Skype Work Management Lead Ranking Click Rate 120

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FEBRUARY 14, 2012

Matt Heinz has more than 12 years of marketing, business development and sales experience from a variety of organizations, vertical industries and company sizes; including Microsoft, Weber Shandwick, Boeing, The Seattle Mariners, Market Leader and Verdiem. Sales is most likely measured largely on their success in driving new business.

Planning 120

Planning Deliverability Customer Satisfaction Microsite 120

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MAY 7, 2015

Telemarketing jumped into the system when a large recession devastated their business model of lead generation, and appointment setting was not enough to keep them going. Case in point: I keynoted at a conference last year where another presenter was the CMO of a very large systems integration company.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120