ViewPoint

OCTOBER 30, 2012

Jeff is the authority on making social media sell, adjunct faculty at Loyola University business school, author of, Off The Hook Marketing: How to Make Social Media Sell for You and a social sales training speaker. 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

OCTOBER 1, 2013

Social selling is all about nurturing, because every time you come into contact with a prospect—via Facebook, Twitter, LinkedIn or some other social media — you have to nurture the relationship. She says it’s not just about creating content and putting it out there; it’s about creating content that helps people do business. Stay Tuned.

Content 120

Content Storytelling B2B Sales Linkedin 120

ViewPoint

APRIL 12, 2013

Russell Glass of Marketing Profs says branding could be more important in B2B campaigns than in business-to-consumer because of the length of the purchase cycle. LinkedIn Adds Facebook-Style Mentions In Status Updates And Home-Page Comments. The 7 Biggest Misconceptions of Successful B2B Marketing.

PointClear 120

PointClear B2B Marketing CMO Marketing Management 120

ViewPoint

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. LinkedIn is nine-to-five and Facebook is after-hours. Here are five tips.

Facebook 120

Facebook B2B Marketing Planning B2B 120

ViewPoint

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.

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P2P B2B Youtube Social Media 120

ViewPoint

MARCH 6, 2014

But things can get murky when marketers are asked to rate social media in terms of contributing to business goals. Social distribution of content and messages isn’t considered all that effective in providing business value to companies, according to a recent analysis by Forrester Research. And YouTube in 10th place?

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Paid Content Social Media Customer Surveys Paid Search Agency 120

ViewPoint

JANUARY 16, 2018

This is an outtake from her interview on SLMA where she talks about the five most important things she has learned in business and life: The Most Important Things Jill Konrath Has Learned in Business and Life. SNAP Selling focuses on what it takes to win sales with today’s crazy-busy buyers.

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Wikipedia Acquisitions Marketing Management Conference 120

ViewPoint

MAY 9, 2013

LinkedIn revamps contacts tool to boost relationship management. The LinkedIn Contacts tool that began for some select users could help marketers organize, maintain, and nurture business contacts. Via ClickZ.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

SEPTEMBER 17, 2013

Chris, who previously worked for Green Leads LLC, AG Salesworks, and MEDITECH, talks about the challenges of generating leads in his niche business. Click to start video at this point —Nowadays there’s a huge push for social selling, with sales reps turning to Facebook, Twitter, and LinkedIn for leads. Twitter: @chris_snell.

Linkedin 120

Linkedin Twitter Video Marketing Education 120

ViewPoint

SEPTEMBER 17, 2013

Chris, who previously worked for Green Leads LLC, AG Salesworks, and MEDITECH, talks about the challenges of generating leads in his niche business. Click to start video at this point —Nowadays there’s a huge push for social selling, with sales reps turning to Facebook, Twitter, and LinkedIn for leads. Twitter: @chris_snell.

Linkedin 120

Linkedin Twitter Video Marketing Education 120

ViewPoint

FEBRUARY 16, 2012

Jeff Molander is a professional speaker, author of Off the Hook Marketing: How to Make Social Media Sell for You and adjunct faculty at Loyola University Business School. Ask yourself: are you giving customers a reason to talk to you on LinkedIn? He blogs at www.offthehookblog.com and can be reached at jeff@jeffmolander.com.

Customer Satisfaction 120

Customer Satisfaction Sample Youtube Social Media 120

ViewPoint

AUGUST 15, 2013

Social selling is quickly becoming a term we are familiar with and with over 300M subscribers to LinkedIn, the number one platform for B2B social selling, it’s something that your sales team should be familiar with also. These four principles applied in Navy SEAL training can be applied to business leaders. Via Sales Benchmark Index.

B2B Sales 120

B2B Sales Buyer Need PointClear B2B 120

ViewPoint

MARCH 22, 2018

Unless you are the low-price leader, value selling is essential to the success of your business. However, why sell into situations where you are going to have to compromise to justify purchasing’s job (unless that is just the kind of business you are in). It's a rather straightforward proposition to sell on price only.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

JUNE 20, 2013

With the tap of a button a prospective buyer can quickly research competitor’s prices or on the flipside a salesperson can quickly search the LinkedIn account for a prospect and have immediate research in hand. Perceived Business Risks Quickly Become Sales Objections. Via Selling Power Blog. Inside Sales Power Tip 118 – Share Insight.

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

FEBRUARY 8, 2016

An effective marketing technologist will be able to explain how certain technologies can impact specific business objectives, like using LinkedIn sponsored posts to expand reach. They’re not just in the weeds on the data and analyzing trends and statistics.

CMO 168

CMO Planning Storytelling Ad Building 168

ViewPoint

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). The next PowerViews will be with Koka Sexton of LinkedIn. Below are some choice takeaways from the full interview, which can be viewed in its entirety below.

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Word of Mouth Work Management Consulting Transparency 120

ViewPoint

DECEMBER 3, 2013

Salespeople are using specific information about what they can do for a client’s business plan. But if you’re a rep who sells heavy machinery, spending a lot of time on Twitter and LinkedIn probably isn’t an effective and efficient use of your time, Dave said. Selling around insight into a customer’s organization is growing, he said.

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Sales Qualified Leads High Quality Lead Consulting Video Marketing 120

ViewPoint

MARCH 27, 2014

LinkedIn announced it is expanding its mobile advertising opportunities for B2B marketers. He is the author or co-author of five books, including Social Marketing to the Business Customer(2011), the first book devoted entirely to B2B social media marketing. More information and links in the blog. Connect with Paul on Twitter: @pgillin.

Social Media 120

Social Media Work Management Marketing Management Media 120

ViewPoint

DECEMBER 17, 2013

In fact, you might say that business marketers now have access to prospecting data as rich and varied as that available in consumer markets. Out-of-business indicator, plus credit rating and parent/subsidiary linkages (Salesforce.com). Links to LinkedIn profiles of company managers (Stirista). Company SWOT analysis (OneSource).

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120

ViewPoint

MAY 14, 2013

My guest today is Michael Brenner, Vice President of Marketing and Content Strategy at SAP and Managing Editor for the SAP Business Innovation site. At SAP, Michael’s challenge is to transform social business and content marketing to reduce cost-per-acquisition of new customers.

Cost per Acquisition 120

Cost per Acquisition Peer-to-peer Top of Funnel Barriers 120

ViewPoint

MARCH 13, 2014

But if you’re a rep who sells heavy machinery, spending a lot of time on Twitter and LinkedIn probably isn’t an effective and efficient use of your time, Dave said. Click to start video at this point —Are you a sales rep in the high-tech industry? If so, you should probably be doing a lot of social selling.

Lead Ranking 120

Lead Ranking Social Marketing Paid Search Agency Leads 120

ViewPoint

SEPTEMBER 6, 2012

She notes a second factor is the challenge gaining access to corporations and creating movement, a difficulty grounded in the workstyle and responsibilities of today’s executives: “When we’re dealing with today’s frazzled, crazy-busy decision makers, the truth of the matter is the only thing that they can do is protect their own time.

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Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

JANUARY 31, 2013

When prospects post about their passions and their activities on LinkedIn, Twitter, and Facebook, savvy sales people can learn how to shape compelling conversations that don’t resemble traditional sales calls.

Peer-to-peer 120

Peer-to-peer Cold Calling Consulting Work Management 120

ViewPoint

APRIL 28, 2015

They are busy with active sales cycles, OR they operate more like farmers than hunters because they feel more comfortable tending to current and known prospects as opposed to seeking out “cold” prospects. When (notice I said when, not if) you go to LinkedIn for background information, look for recommendations made by your contact’s peers.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

MAY 7, 2013

A business which has the skill to predict the future behavior of buyers will be able to anticipate the solutions, new sales approaches and brand messages they will need. LinkedIn: Tony Zambito. Tony''s concept of "Buyer Foresight" is based on this ability, and understanding the buyer persona is key to predicting their behavior.

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Buyer Personas Peer-to-peer Buying Cycle Sales Qualified Leads 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. But doing these things won’t help your business generate leads and convert sales using social media.

Sales Management 120

Sales Management Social Media Work Management Process 120

ViewPoint

JANUARY 11, 2011

Hunters will go after new business while farmers will cultivate the customer base. What will change is that only those metrics that are used to make business decisions will be tracked. No longer will the Inside Sales Rep be a “jack of all trades” Roles will be clearly defined and measured based on specific desired outcomes.

Top of Funnel 120

Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 120

ViewPoint

APRIL 30, 2013

Click to start video at this point — Social media and mobile markets are more than just ways of boosting one''s reach within LinkedIn, Twitter, and Facebook, there are real robust tools for utilizing and analyzing these marketing channels, Jamie expressed. In the last 12 months we’ve seen small to mid-size businesses adopting mobile.

Mobile Marketing 120

Mobile Marketing Lead Scoring Lead Ranking Marketing Leads 120

ViewPoint

FEBRUARY 26, 2013

They even connect on LinkedIn and follow each other’s Twitter feeds. 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. Make them see you. In a virtual world it’s easy to lose the sense of connection.

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Enterprise Management Thought Leadership Cross-Selling Work Management 120

ViewPoint

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.”

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Demand Process Work Management Marketing Management 120

ViewPoint

APRIL 18, 2012

Their recent research showed 60% of best-in-class companies have actually closed business sourced through social media marketing, and this points to a significant shift to see social media as a lead generation vehicle. Along with this trend, media integration is becoming more prominent. That’s everyone’s responsibility.

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Trends Practices Marketing Automation Services Work Management 120

ViewPoint

JULY 10, 2013

Fourteen responders listed twenty total social media tools: I was surprised that only nine listed LinkedIn (though Jonathan Farrington listed it on the top, middle and bottom of his list of three—I only counted it once). But that’s the point—increasingly, it’s the place where business gets done.”. My list: LinkedIn, Blogs, Google.

Social Media 120

Social Media Opinions Tools InsideView 120

ViewPoint

JUNE 15, 2016

Business Intelligence. Social Media Department – blog, Twitter, Facebook, LinkedIn, iTunes, YouTube and Pinterest, to name just a few. You can get a suggested outline of the business rules here. Digital Agencies. Telemarketing Inbound. Telemarketing Outbound (qualification and lead generation). Telemarketing Sales. SEO Agency.

Lead Management 120

Lead Management Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

MAY 2, 2012

Today we discussed several of the latest marketing trends and the impact new technologies are making in the B2B business climate. Social media is becoming an integral part of the marketing mix for companies looking to grow their presence with both business and consumer clientele. Social Media: What's Hot?

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

AUGUST 6, 2013

LinkedIn leads the way as a social marketing platform for business, offering many ways to connect. This applies not only to sales and marketing professionals, but also to business owners and entrepreneurs. Michael also recommends that every professional look at personal branding.

Peer-to-peer 120

Peer-to-peer Multi-Channel Forecasting Best Practices 120

ViewPoint

SEPTEMBER 12, 2011

He is an experienced online marketing professional with a history of developing personalized, relevant, and timely communications to help businesses close more sales. To accomplish this, social profile has been integrated with LinkedIn, Twitter, Facebook and takes advantage of open API. completed the performance.

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Jigsaw Marketing Automation Services Salesforce.com Bandwidth 120

ViewPoint

MAY 8, 2012

Jeff is the authority on making social media sell, adjunct faculty at Loyola University business school, a social selling speaker and author of, Off the Hook Marketing: How to make social media sell. In the end, businesses who DO create leads and sales using social selling know something the rest of us don’t.

Lead Scoring 120

Lead Scoring Lead Ranking Generation Leads 120