ViewPoint

AUGUST 29, 2013

If not, now is the time to take a good look at your business model and make the needed adjustments to adapt to the upcoming generation of consumers and employees. A good referral contributes to sales and toward building lasting business relationships. Via Small Business Trends. Do you have a resource from your sphere to share?

B2B Sales 120

B2B Sales PointClear Tips B2B 120

ViewPoint

FEBRUARY 26, 2016

Ideally, the perceived value of the resource should be such that the individual is compelled to submit their contact information in exchange for the offer. Because inbound marketing produces more leads in less time than ever before, it is hard to ensure all leads are interested in your business.

Inbound Marketing 149

Inbound Marketing Enterprise Management Trade Show Lead Nurturing 149

ViewPoint

DECEMBER 14, 2016

While the book is over five years old, it ties right into the hottest marketing trend - Account-based Marketing or ABM (if you want to read more about ABM, check out this 142 page resource from Engagio – it is excellent.) Business pain(s) uncovered and validated. Firmographics (revenue, # of employees, # of locations…).

Account Based Marketing 120

Account Based Marketing B2B Sales ABM Sales Qualified Leads 120

ViewPoint

OCTOBER 1, 2013

In recent years, many sales reps have focused on getting new business, overlooking the importance of retaining the clients you already have, says my latest guest on PowerViews, Ardath Albee, a B2B marketing strategist and chief executive officer of Marketing Interactions Inc. It doesn’t develop naturally; it takes work. Twitter: @ardath421.

Content 120

Content Storytelling B2B Sales Linkedin 120

ViewPoint

FEBRUARY 11, 2014

A business professor at Columbia University, Ruth is also the author of “Maximizing Lead Generation: The Complete Guide for B2B Marketers” and a guest blogger at Biznology and HBR.org. There’s a lot of buzz about trade shows, she said, but businesses need to focus more on the science of marketing and less on the art of the deal.

Trade Show 120

Trade Show Cold Calling Emarketing Sales Qualified Leads 120

ViewPoint

AUGUST 16, 2012

People tend to position these and other kinds of prospecting or business development programs as either/or. I’ve got to make sure I have enough business to make my number. People are trying to explore how do we get together and how do we more appropriately coordinate our really precious resources.”. Stay Tuned.

Budget Programs 120

Budget Programs Work Management Marketing Management Sales Cycle 120

ViewPoint

JULY 25, 2013

Running A Successful Business Blog: Why It Pays to Post. Do you have a resource from your sphere to share? Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues.

PointClear 120

PointClear B2B Marketing Trends B2B 120

ViewPoint

AUGUST 15, 2013

These four principles applied in Navy SEAL training can be applied to business leaders. Do you have a resource from your sphere to share? A term often used in SEAL training is “Make it happen.” When it comes to your sales team are you giving them the opportunity to “make it happen” and then leading by example? Via Forbes.

B2B Sales 120

B2B Sales Buyer Need PointClear B2B 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. Identify high-level decision makers in prospect companies.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Lead Scoring 120

ViewPoint

APRIL 18, 2013

According to Andris Zoltners, PK Sinha and Sally Lorimer, the authors of Building a Winning Sales Management Team: The Force Behind the Sales Force , sales, "continues to be one of the most poorly understood and under-optimized areas of business." Via Harvard Business Review online/HBR Blog Network. Via Selling Power Blog.

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

OCTOBER 6, 2015

It's about helping sales find and close business in target accounts and about developing valuable customer relationships in those accounts. ABM is a strategic approach that aligns resources against a set of defined accounts. It does need some resource, however. It's not a distraction. It’s also more than just lead generation.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

OCTOBER 24, 2011

In a sense, Kenandy and PointClear function in similar ways to move strategic business processes out to more efficient and cost-effective resources. In the case of manufacturers using Kenandy, they are moving ERP processes away from expensive and resource-intensive internal infrastructure to the cloud.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Generation 120

ViewPoint

OCTOBER 24, 2013

In a business-to-business world, the main connectors are on LinkedIn, but many people are underutilizing this social media platform, says my latest guest on PowerViews, Jill Rowley, aka the Eloqueen. You can connect with Jill and learn more about Oracle via the following resources: Twitter: @jill_rowley. Stay Tuned.

Eloqua 120

Eloqua Social Networks Linkedin Marketing Management 120

ViewPoint

AUGUST 22, 2013

In a recent blog post on the Harvard Business Review blog, Google’s CIO, Ben Fried, talked about how he tackles the challenges of the constantly changing IT industry. Do you have a resource from your sphere to share? Contrary to popular belief they weren’t defined by metrics that are at the top of most marketers lists.

PointClear 120

PointClear B2B Marketing Webcast Advertising Agencies 120

ViewPoint

AUGUST 28, 2013

Click to start video at this point — The sales business is going through one of its most interesting and turbulent times, Nick said. Businesses are struggling to figure out how to adapt. Nick points out that using leaderboards or employee of the month recognitions are longstanding games in the sales business.

Enterprise Management 120

Enterprise Management Work Management Salesforce.com Marketing Management 120

ViewPoint

MAY 9, 2013

The LinkedIn Contacts tool that began for some select users could help marketers organize, maintain, and nurture business contacts. Do you have a resource from your sphere to share? LinkedIn revamps contacts tool to boost relationship management. Via ComputerWorld. Lead Generation Poses Biggest Challenge for B2Bs.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

DECEMBER 12, 2013

TV networks are just like the marketing resources and sales support at your company: they provide you with sales content, such as presentations and data – and do so with the best of intentions – but don’t offer the framework necessary to be valuable for meeting your sales goals.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Cable 120

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). You can connect with Peter and learn more about his work via the following resources: The Complex Sale Website: www.complexsale.com. Stay Tuned.

Word of Mouth 120

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. You can connect with Dave and learn more about ES Research Group via the following resources: Website: www.esresearch.com. Selling around insight into a customer’s organization is growing, he said. Many Salespeople Are Not Qualified.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Consulting Video Marketing 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. Twitter: @BrennerMichael. Stay Tuned.'

Cost per Acquisition 120

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

ViewPoint

APRIL 24, 2012

This metric rewards the wrong behavior, delivers low-value sales leads, and fails to deliver the kind of business intelligence needed to drive marketing ROI now and in the future. And developing the ability to measure by outcome-based marketing KPIs requires a significant investment in resources, processes and technology.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Generation Cost 120

ViewPoint

MAY 12, 2011

How many times have you lost a piece of business because the buyer didn’t know who you were? Few companies have the sales and marketing resources to adequately cover their markets. Market coverage, yes it’s part of our business. Probably more often than you’d like.

Advertising Channels 120

Advertising Channels Buying Cycle Vendors Case Study 120

ViewPoint

JULY 17, 2013

Josiane Feigon is President of TeleSmart Communications and author of the business bestseller, Smart Selling on the Phone and Online. If your US business isn’t clued into the needs of emerging markets, China (not the US) will be the largest economy. To read an excerpt from her latest book, Smart Sales Manager , click here.

B2B Thought Leadership 120

B2B Thought Leadership Skype Work Management Thought Leadership 120

ViewPoint

MARCH 22, 2011

an independent research and publishing firm focused on customer-centric business management, and Founder/Editor-in-Chief of CustomerThink.com , the world's largest community dedicated to customer-centric business. To most of the vendors that I engaged with, I was just another not-very-valuable small business buyer.

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

JUNE 7, 2016

With acceptance, sales is obligated to follow up with the lead in a specific timeframe (no more than 72 business hours is advisable; 24 hours is a best practice). If no response, the lead goes back to PointClear or the internal business development team for rescheduling. Starts the clock on follow-up. Reduction of lead waste.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 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. You can connect with Chris and learn more about his work at Care.com via the following resources: Email: csnelljr at gmail dot com. Used to be lucky if you had an email to go on”.

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. You can connect with Chris and learn more about his work at Care.com via the following resources: Email: csnelljr at gmail dot com. Used to be lucky if you had an email to go on”.

Linkedin 120

Linkedin Twitter Video Marketing Education 120

ViewPoint

JUNE 26, 2012

So I attended this event expecting to find out more about how and when resources would be flowing to inside sales teams. One marketing and inside sales executive at a large and well known company told me about how her organization is frustrated by the scarcity of sales people (inside and outside) who are capable of closing closeable business.

Conference 120

Conference Enterprise Management Correlation Barriers 120

ViewPoint

MAY 17, 2018

Read this blog if you want a specific example of why I am not a fan of content aggregation (though I recognize it’s a huge business). Sales reps are required, on average, to source 60% or more of the business they close. Why would you place that burden on one of your scarcest and most expensive resources?

Sales Qualified Leads 120

Sales Qualified Leads Buy Lead Scoring Lead Ranking 120

ViewPoint

JANUARY 26, 2012

Every business needs new customers. But what are the most effective outbound marketing channels for kicking off a business relationship? Outbound telemarketing The telephone is the Swiss Army knife in the B-to-B marketer’s backpack: a flexible, personal, dependable resource with infinite applications.

B to B 120

B to B netFactor Media SEM 120

ViewPoint

JUNE 4, 2013

You can read more from Jonathan over at his award winning blog The JF Blogit , which attracts thousands of visitors every day, and of course you will constantly find fresh resources on Top Sales World. They don’t have a business development strategy. It is imperative that we give this aspect of our business the attention it needs.

Ideal Customer Profiles 120

Ideal Customer Profiles Training Thought Leadership Bandwidth 120

ViewPoint

SEPTEMBER 27, 2012

Strategic Business Driver Marketers need to be strategic and take advantage of the data they have access to. Vertical Marketing Resources Dave adds, “We also see people bringing in vertical marketing expertise and account-based marketing expertise. How are you transforming? What are some of the things that you’re doing?

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

MAY 1, 2013

Frank''s remarkable 25-year career of driving marketing and sales operations divisions within Fortune 500 and start-up organizations is highlighted by his passion for business development and empowering others to succeed. Having analytics right in your work stream eliminates the "real view mirror" assessment of your marketing.

Efficiency 120

Efficiency Analytics Work Management Marketing Management 120

ViewPoint

JUNE 28, 2012

Rich earned his MBA from Harvard Business School, and he’s twice been named to BtoB Magazine’s Top 100 Most Influential people. This implies a continuous dialog or conversation helping to guide that buyer to the right educational and information resources. 2012: Transformational Change, the New Buyer & Big Data.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 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. That happens 50% of the time and does not mean anything at all—except that the decision-maker is busy and another priority came up.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

OCTOBER 9, 2013

Jim points out that 3rd party telemarketing services are getting more business than ever because of the need to qualify a large number of inquiries, when really companies should be looking inward. You can connect with Jim and learn more about the Sales Lead Management Association via the following resources: Website: www.theslma.com.

Sales Qualified Leads 120

Sales Qualified Leads Marketing Automation Services Work Management Marketing Management 120

ViewPoint

MAY 10, 2012

Christopher is an award-winning business writer and editor based in New York City. Social Media’s Maturing: In-House Resources & Social Advertising. ” He adds that it is also extending social functionality with the acquisition of Rypple (human resources management) and the release of Chatter. Stay Tuned.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120