ViewPoint

SEPTEMBER 9, 2016

57 – 90% of the buying process is complete before a sales rep needs to get involved. The ability to get quick access to information means that it’s possible – more than ever before – to find out information about buyers that eliminates the “cold” from the call. And, if you’re not, then you won’t get the conversation.

Cold Calling 120

Cold Calling Ideal Customer Profiles Business B2B 120

ViewPoint

APRIL 28, 2011

He works with large and small companies such as, Asentus , Maximizer , Sophos , Microsoft Canada , and Research in Motion. Search is now the dominant buyer behaviour: 93% of B2B buyers use search to begin the buying process. 9 out of 10 buyers say that when they are ready to buy they will find you. source: Marketo ).

Work Management 120

Work Management Marketing Management Sales Leads Sales Qualified Leads 120

ViewPoint

OCTOBER 11, 2012

That just clearly signals from a sales perspective B2B salespeople still have not adapted to the new buying environment that we live in. Commenting on the complete alignment across the organization, he notes, “Never once did we start the conversation with how are we going to get you guys to get along.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

JUNE 15, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Based on SLMA Radio interviews with 120 marketing and sales leaders and other conversations, a big change is the way companies are spending more dollars on marketing and lead generation.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

AUGUST 14, 2013

People Still Buy from People, Regardless of Technology. Twitter is more of a running conversation, where people relax and divulge more personal information. Click to start video at this point — As customers become more technologically savvy and do more research, salespeople are going to have to be reactive, Koka says.

Social Media 120

Social Media Media Cross-Selling Salesforce.com 120

ViewPoint

AUGUST 23, 2012

Tim is also co-author of Conversations that Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate your Solution, and Close More Deals and Customer Message Management: Increasing Marketing's Impact on Selling. So we’re getting more opportunities to have conversations, but we’re not necessarily closing anymore.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

DECEMBER 17, 2013

But new research indicates that B2B prospecting data is much more detailed these days, and includes a plethora of variables to choose from, for refining your targeting, or for building predictive models, to pick your targets even more effectively. the HIMMS Media Group, and the Business Information Industry Association.

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120

ViewPoint

JULY 26, 2012

I'm pleased to have as my guest today Tony Jaros, SVP of Research at SiriusDecisions. He has led the research function at SiriusDecisions for more than 10 years, overseeing the creation of content including demand creation, product marketing, marketing communications, general strategy, sales training, hiring and client service.

Demand 120

Demand Enterprise Management Work Management Marketing Management 120

ViewPoint

APRIL 18, 2012

My guest today for this third PowerViews interview is Trip Kucera, Senior Research Analyst at Aberdeen Group. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Trip is also an author, a speaker, and a blogger. Video Marketing - A Surprising Trend.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

SEPTEMBER 20, 2012

Bob has three decades of experience in sales, technical support, consulting, research, and online community development. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. And those that do buy also feel very strongly.”.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. In the process it increased conversion rates by 136%. Overall, it requires an understanding of the purchase process from the buyer's point of view.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 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 collaboration between sales and marketing is getting more and more important, especially because of social and the way buying has changed. Buying cycles are changing.

Marketing Automation Services 120

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

ViewPoint

JUNE 28, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. 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. Then Speak.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

ViewPoint

SEPTEMBER 6, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Click to start video at this point — Asked about reasons why recent research is showing fewer sales reps made quota last year than in 2006, Jill says there are a lot of factors at work.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

MAY 5, 2015

According to MarketingSherpa research, 64% of B2C and 48% of B2B marketers send out some automated version of this. Think about what motivated the person to sign up, and then make sure the welcome email provides information that addresses that motivation. Lead Reengagement. Your role is to keep and cultivate their interest.

Lead Nurturing 120

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

ViewPoint

APRIL 13, 2012

In this second episode of PowerViews, I have the pleasure of talking with Jeff Ernst who provides advisory services to CMO and marketing leadership professionals as Principal Analyst at Forrester Research. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120

ViewPoint

NOVEMBER 20, 2012

SMA promotes professional development, peer networking, best-practice research and thought leadership among professionals who manage, coach and support sales organizations. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. and another 10% in Canada.

Process 120

Process Allocation Marketing Management Peer-to-peer 120