ViewPoint

JUNE 8, 2012

Then develop a strategic approach that is grounded in that understanding and how your customers prefer to interact with you. Taking the time to learn about customers by listening in on their social interactions and understand their web behaviors will help determine where to invest. Buying cycles are changing.

Marketing Automation Services 120

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

ViewPoint

JULY 7, 2015

I have no decision making authority, but I get a high lead score because I am on your website a lot and interact with your content, sometimes I even engage in conversation with your sales team. If you wait for someone to fill out a form, they are deep in the buying cycle. Here’s an example: I am Joe Schmo at ACME Co.,

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

OCTOBER 6, 2015

There are great technologies that allow us to serve relevant ads, content and other online interaction opportunities to the accounts and contacts we care about. There are technologies that help us score not just "leads" but accounts, to prioritize focus and follow up in a way that really reflects complex b-to-b buying.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

OCTOBER 10, 2011

This disintermediation with sales has effectively given control of the sales cycle to the buyer. New buyer behavior, new ways to digitally interact and a keen quest for revenue ensure this role stays in place and may even expand. But all is not lost. The role of marketing in driving revenue is here and it is not going away.

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 120

ViewPoint

JANUARY 31, 2012

Buying cycles are getting longer with more touches happening before sales engagement. Buying processes are changing and involve unique decision models. I estimate that this percentage will continue to increase as sales reps get savvy about interacting with buyers. and social technologies.

Process 120

Process Work Management Lead Ranking Enterprise Management 120

ViewPoint

APRIL 13, 2012

This perspective is forcing marketing to have more interaction with the sales organization. Both marketing and sales acknowledge that you can’t just go after those five to ten percent of people that might be in an active buying cycle and that that you need to nurture them until they are ready to buy.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120