ViewPoint

JUNE 24, 2016

The book includes in-depth case studies that delve into the experiences that industry-leading companies have with their own customers. We also discuss the importance of growing the relationship after the sale, delivering on promises, measuring the value provided, and adapting to meet the customer’s evolving needs.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

MARCH 27, 2014

A survey of B2B buyers revealed what they want to see on vendor websites: detailed contact information, case studies, white papers and articles. A survey Of 175 B2B buyers reveals what they want to see on vendor websites.

Social Media 120

Social Media Work Management Marketing Management Media 120

ViewPoint

MAY 12, 2011

If you’re interested in more information on market coverage and its impact on new account penetration, I invite you to read a recently published case study that demonstrates how one company was able to achieve 70% to 90% new account penetration through effective market coverage.

Advertising Channels 120

Advertising Channels Buying Cycle Vendors Case Study 120

ViewPoint

OCTOBER 24, 2011

In most cases, marketing and sales teams are only able to cover a fraction of their market, and this means that only a fraction of potential deals are being closed.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Generation 120

ViewPoint

JUNE 7, 2016

Sales executive sends prospect email confirming the upcoming call and reviewing their understanding of expressed pain points, specific interest areas, or case studies from the lead documentation and refers to prior conversation with their colleague (the business development or inside sales rep). The day of the call.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

JANUARY 26, 2012

On your home page—and elsewhere throughout your site—add a compelling offer, such as a downloadable case study or white paper, linked to a registration form. Ask for as much data about the visitor as you need, keeping in mind that more information will likely lower the response but yield better qualified prospects.

B to B 120

B to B netFactor Media SEM 120

ViewPoint

OCTOBER 6, 2015

We have dozens of case studies to illustrate it. Many of our clients are beginning to build centers of excellence and seeking people that have strategy and execution backgrounds, marketing and sales backgrounds, and are great leaders and communicators. I do know ABM works— when done right.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

MAY 5, 2015

Consider this case study: Email Marketing: 17.36% higher average clickthrough rate in 7 personalized subject line tests. Marketers will use technology and tools to further personalize nurturing emails. Simply using names in email subject lines can make an impressive difference. Better segmentation. and a variety of message types.

Lead Nurturing 120

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

ViewPoint

FEBRUARY 14, 2012

And the leading indicators of success, the short-term deliverables, will be leads and case studies and microsites and the like. That may still be operationally true, but marketing needs to be comfortable with sales and revenue as the lagging indicators of their success. Yes, the sales team is required to achieve those goals.

Planning 120

Planning Deliverability Customer Satisfaction Microsite 120