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. Clients who renew tend to buy more long term than new clients, so focus on the quality of your clients, not the quantity. Twitter: @ardath421.

Content 120

Content Storytelling B2B Sales Linkedin 120

ViewPoint

OCTOBER 31, 2013

Koka Sexton, LinkedIn Peter Bourke, The Complex Sale Lori Richardson, Score More Sales Jamie Turner, The 60 Second Marketer. Koka Sexton, LinkedIn, People Still Buy from People, Regardless of Technology. LinkedIn is more buttoned up. Today''s Featured Guests.

Lead Scoring 120

Lead Scoring Lead Ranking Cross-Selling Best Practices 120

ViewPoint

AUGUST 15, 2013

Are salespeople relegated to the last one-third of the buying process? 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. The Death of Salesmen is Overstated.

B2B Sales 120

B2B Sales Buyer Need PointClear B2B 120

ViewPoint

MAY 7, 2013

Interestingly, in recent years even vendors and suppliers have increased in importance in the buying cycle because of the way buyers are now networked. We’ve dug into the buying cycle but there is so much that can be learned from the pre-buy cycle. LinkedIn: Tony Zambito. Study Lead Behavior.

Buyer Personas 120

Buyer Personas Peer-to-peer Buying Cycle Sales Qualified Leads 120

ViewPoint

AUGUST 18, 2015

This necessary first step creates a better buying experience and drives real and lasting revenue growth. You can follow her on Twitter @pamhege or find her on LinkedIn. Data quality. Nurturing workflows. Content creation and usage. Pipeline management. Marketing and sales technology. Measurement and reporting.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Leads 120

ViewPoint

FEBRUARY 16, 2012

A year's worth of research confirmed my suspicions about the so-called “social media revolution” and revealed an exciting opportunity: A chance for more B2B marketers to generate tangible business leads and sales using tools like LinkedIn, Facebook, blogs and video. Today's true thought leaders are thought provokers. Take Action.

Customer Satisfaction 120

Customer Satisfaction Sample Youtube Social Media 120

ViewPoint

JULY 30, 2013

If so, a lot of salesmen are buying Peter’s pie and then selling it to others: mostly via word of mouth, his ebook has more than 40,000 downloads. The next PowerViews will be with Koka Sexton of LinkedIn. "Great rainmakers in consulting firms don’t even try to start selling, and yet they get a lot of commitments.". Stay Tuned.

Word of Mouth 120

Word of Mouth Work Management Consulting Transparency 120

ViewPoint

APRIL 28, 2015

When (notice I said when, not if) you go to LinkedIn for background information, look for recommendations made by your contact’s peers. What I do believe to be critical is that you recognize where the prospect is in the buying process and move the sale forward from there. Get agreement that there is pain or need.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

JULY 26, 2018

They know prospects will buy from people and companies they know, and companies with applications like theirs. LinkedIn articles from the host about the interview are appropriate almost every time. Extracting the content based on a user’s need or job title can make a big difference in how a prospect accepts a product and company.

Thought Leadership 120

Thought Leadership PointClear Case Studies Budget Programs 120

ViewPoint

OCTOBER 27, 2011

Lastly, there are some actions I think any company could take away from this great summary for current social media users and those looking at how to jump in: In the end, people buy from people. LinkedIn is a great platform to use to develop customer advisory councils. This is a win-win-win situation.

Social Marketing 120

Social Marketing Amazon Business Social Media 120

ViewPoint

JANUARY 9, 2014

Remember that they''re buying a relationship as much as a product. When B2B marketers use social channels like LinkedIn and Twitter to showcase thought leadership they create an opportunity to gain credibility with key decision makers and potentially take relationships with prospects and existing customers to another level.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

MAY 14, 2013

It’s the aim of marketing to assist salespeople and the aim of sales is to enable buyers to buy. LinkedIn leads the way as a social marketing platform for business, offering many ways to connect. However, as a former salesperson, he is quick to explain that this doesn’t mean it’s the aim of marketing to make salespeople superfluous.

Cost per Acquisition 120

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

ViewPoint

JANUARY 11, 2011

No longer will companies buy data from one vendor but rather they will create a network of data providers to deliver to them the specific information in their target markets. The market will continue to understand the difference and make their buying decisions accordingly. Social media has leveled the playing field.

Top of Funnel 120

Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 120

ViewPoint

DECEMBER 17, 2013

Links to LinkedIn profiles of company managers (Stirista). We recommend that marketers test several vendors, to see which best suit their needs, and conduct a comparative test before you buy. List of company competitors (OneSource). Biographies of company contacts (OneSource). Employees who travel internationally (Harte-Hanks).

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 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. This is the first commercial I’ve seen in a long time that makes me say I want to go buy that. Would you like to set aside 30 minutes to see our product?’ And I think marketers recognize it.”.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

SEPTEMBER 6, 2012

Social Media: Know Where Your Customers Are & Use LinkedIn. She encourages sales reps to focus on LinkedIn, create a strong profile there, and use it regularly to connect and keep up to date with customers and prospects. That can be through any number of channels. It doesn’t have to be through all of them.”.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

FEBRUARY 26, 2013

They may have the budget and the authority to buy. They even connect on LinkedIn and follow each other’s Twitter feeds. Today's guest blogger is Dan Armstrong , Director of Research and Thought Leadership at ITSMA. Your leads may be perfect. They may need what you’ve got. They may be ready to purchase. Make them see you.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120

ViewPoint

APRIL 18, 2012

Sales reps can actually engage in conversations and start to identify when there might be some buying signals or see different ways their prospects are sharing information or participating in conversations. This awareness might signal a stage in their buying process, or it might signal that they have certain concerns or certain requirements.

Trends 120

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). My list: LinkedIn, Blogs, Google. Still my favorite!”. Four listed blogs. Not surprisingly, S.

Social Media 120

Social Media Opinions Tools InsideView 120

ViewPoint

NOVEMBER 20, 2012

Shifting Sales Resources to Align with Prospect Buying Dynamics. LinkedIn Group: Sales Management Association. He notes that social media and mobile technology are related and are of particular interest in terms of management practice, adding, “Those are really changing the way managers are interacting with salespeople.”. Stay Tuned.

Process 120

Process Allocation Marketing Management Peer-to-peer 120