ViewPoint

SEPTEMBER 11, 2012

No Response means we completed a multi-touch, multi-media touch cycle without reaching the prospect or their reaching back out to us. A few years ago we had a client that sold business process outsourcing services (or BPO) to large companies. I want to talk to you but I have been extremely busy.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation PointClear 120

ViewPoint

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. He adds that—in addition to the digital contact—you still need a lot of personal and physical touches to make that final connection.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

ViewPoint

APRIL 14, 2011

Like many businesses selling complex solutions, Ingenix was looking for a way to impact the quality of prospect development practices in order to influence sales outcomes and increase revenue. Engage them in dialogue around their business challenges. Educate them about the Ingenix solution and value proposition.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Lead Scoring 120

ViewPoint

JUNE 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. If you’re relying on inbound marketing and leads only today, you will soon reach a point at which you can no longer effectively scale your business. And this is really bad news for businesses.

Sales Qualified Leads 120

Sales Qualified Leads Planning Peer-to-peer Work Management 120

ViewPoint

MARCH 12, 2013

If a customer’s not ready to start a buying process, a sales rep—rightfully—doesn’t give that customer a lot of attention, because they’re supposed to bring in this quarter’s business. But, the underlying thing is that I never recommend that someone only use digital touches as a nurturing strategy. Do you agree with Wizdo’s points?

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120

ViewPoint

AUGUST 18, 2016

In hindsight, the main course that night was a new way of thinking about business: Account-Based Marketing.”. Our approach was to build a great database (of 803 hospitals) and use a multi-touch, multi-media and multi-cycle process to have discussions with the specific desired contact and multiply results for our client.

Account Based Marketing 120

Account Based Marketing Automation ABM Paid Search Agency 120

ViewPoint

FEBRUARY 2, 2012

When it comes to improving sales lead generation results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. Applications should be used to track the number and frequency of touches, aggregate information, and align data points with outcomes.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

MAY 1, 2012

A $250,000 software solution may require connecting with a CEO, a chief line-of-business officer, and a number of influencers. A business case may need to be built over time to drive funding. In the third and concluding post in this series, we’ll look at desired characteristics of marketing KPIs for the complex sale.

Cost per Lead 120

Cost per Lead Lead Ranking Marketing Qualified Leads Lead Generation 120

ViewPoint

JUNE 15, 2018

For companies to transition from where they’ve been to where they need to be, they must understand three truths: Sales lead management (SLM) is a fundamental business process. Integrated, multi-media campaigns directed toward focused audience groups work best. Second, touch and response data can be captured and reported on immediately.

Cost 136

Cost Forecasting Work Management Marketing Automation Services 136

ViewPoint

JULY 21, 2011

For me, risk management has always been about assessing business exposure and taking proactive steps to improve a situation rather than remaining reactive when there is downside potential. Many C-level decision makers have not yet embraced—and may never—the role of self-education via social media.

Sales Management 120

Sales Management Enterprise Management Work Management Marketing Management 120