ViewPoint

FEBRUARY 11, 2014

Sifting through the information to siphon out the promising leads is less of an art than it is a science, said my latest guest on PowerViews, Ruth Stevens, who is an expert in customer acquisition and retention. The cake still consists of the tried and true standby media channels. How valuable are trade shows?

Trade Show 120

Trade Show Cold Calling Emarketing Sales Qualified Leads 120

ViewPoint

SEPTEMBER 9, 2016

If cold calling is a call to someone you have never met before, interrupting their day, BUT if it is well researched, it is to a customer well within your sweet spot, and it is focused on providing insight the customer would welcome but may not be aware of, then this is what top performers are doing every day.

Cold Calling 120

Cold Calling Ideal Customer Profiles Business B2B 120

ViewPoint

MARCH 19, 2015

A sales, marketing and customer experience expert, Ginger shares her perspective on current and future marketing trends. 6) Beacons: Beacons are a way for marketers to engage loyal customers in creative ways and reward them for location-based actions. 3) Email: There’s a notable resurgence in email marketing.

Television marketing 120

Television marketing Paid Search Agency Mobile Advertising Work Management 120

ViewPoint

MARCH 16, 2011

Ten years ago I asked an assembled 200 plus marketing managers how many knew the quotas for the salespeople/sales channels that sold their products. The remaining $18, 000,000 have to come from current customers (repeats) and new customers. Two people raised their hands. 25% is a common response. This is $55 MM +.

Planning 120

Planning Marketing Proposals Sales Qualified Leads Budget Programs 120

ViewPoint

MAY 21, 2013

Ask any group of marketing communications managers, exhibits managers or even marketing managers and less than 40%, overall, know the quotas for the sales channel they represent. Some people think marketers serve at the demand of potential customers. What world are they living in? They spend money, but against what metric?

Work Management 120

Work Management Marketing Management Planning Forecasting 120

ViewPoint

APRIL 4, 2013

Customers need strong business justified solutions, he exclaims. Roland Nadeau of Integrate B2B advises that B2B sales organizations stay in a closing state of mind with three tips: Buy the right leads, leverage channels and budgets effectively, and optimize offer types to maximize engagement.

Cold Calling 120

Cold Calling B2B Sales PointClear Work Management 120

ViewPoint

APRIL 2, 2013

"One of the best practices I've seen associated with that is making sure that any customer communications come directly from either their account manager or assigned salesperson. Weber Shandwick is creating a new unit to capitalize on content marketing --a channel which advertisers have been increasingly interested in investing.

B2B Marketing 120

B2B Marketing Linkedin PointClear Marketing Automation Services 120

ViewPoint

JANUARY 24, 2012

Social media is a different marketing channel than all those that came before it. Who wins if you connect with a prospect in a noticeable, meaningful way using social channels like LinkedIn or Facebook before they do? B2B marketers don't target Monolithic Company X or Big Conglomerate Y. They target the purchase decision-maker.

P2P 120

P2P B2B Youtube Social Media 120

ViewPoint

MAY 14, 2013

At SAP, Michael’s challenge is to transform social business and content marketing to reduce cost-per-acquisition of new customers. The Battle for Customer Attention. Click to start video at this point — Michael sees one of the biggest challenges companies are currently facing is the “battle for customer attention.”

Cost per Acquisition 120

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

ViewPoint

AUGUST 18, 2015

Proper alignment is the result of a documented, effective, efficient and measurable process for capturing, engaging, nurturing, managing and converting leads into customers. Unfortunately, few B2B organizations focus on creating, implementing and executing a defined marketing and sales process.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Leads 120

ViewPoint

FEBRUARY 16, 2016

A qualified lead is one that has been: Contacted several times already over various channels such as email, telephone, and direct mail. Actionable solutions : Regardless of the product or service you provide, what matters to your possible customers is how your business can help them get results.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

DECEMBER 8, 2011

Chris Selland is CMO at Terametric , a company focused on maximizing marketing ROI by helping marketers capture and measure all their channel marketing data. ” Customers almost never purchase directly from a marketing campaign, so how can one attribute the specific ‘R’ to a specific ‘I’ with any real precision?

Merchandising 120

Merchandising Clickthrough Demand Generation Agencies ROI 120

ViewPoint

JANUARY 26, 2012

Ruth Stevens is Founder of eMarketing Strategy , a consulting practice that assists companies in building their customer acquisition and retention strategies. Every business needs new customers. But what are the most effective outbound marketing channels for kicking off a business relationship?

B to B 120

B to B netFactor Media SEM 120

ViewPoint

JUNE 8, 2012

She is responsible for the direction and day-to-day editorial operations of award-winning publications including the executive journal, Customer Strategist; online business publication, 1to1 Magazine; its e-newsletter, Weekly Digest; and Think Customers: The 1to1 Blog. Social Megaphones, Trustability and Great Customer Experiences.

Marketing Automation Services 120

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

ViewPoint

SEPTEMBER 24, 2015

Don’t forget all of the additional channels beyond email, mobile, and social to communicate with your prospects. It’s a combined effort all the way over the finish line, and on into customer up and cross-sell, along with customer education and renewal. Have a coordinated effort that involves both marketing and sales.

Account Based Marketing 120

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Leads 120

ViewPoint

JUNE 10, 2016

Yes, you can customize your content, triggers and lead registration assets to focus on a particular, designed customer segment. But the majority of the leads you generate will still likely not be ready for your sales team, be ready to buy, or even be the type of customer you want to sell to.”. Make marketing accountable.

Sales Qualified Leads 120

Sales Qualified Leads Planning Peer-to-peer Work Management 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. Regardless of the goal (R/A/D), the focus must be on bringing relevance to the buyer’s journey or post-sale customer lifecycle based on the goal we have for the account. It's not a distraction.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

AUGUST 23, 2012

Prior to joining Corporate Visions, Tim co-founded Customer Message Management where he was CEO until it was acquired by Corporate Visions. Company’s say, ‘We need more content because there are more channels for content.’ The problem is the customer says, ‘I’ve got enough content. I just can’t make sense of it.’”.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

FEBRUARY 2, 2011

Today's guest blogger, Ann Handley, is the Chief Content Officer of MarketingProfs and the co-author of the brand-new book, Content Rules: How to Create Killer Blogs, Podcasts, Videos, Ebooks, Webinars (and More) That Engage Customers and Ignite Your Business. Wiley, 2011). Follwer her on Twitter @marketingprofs. Why is that?

B2B Marketing 120

B2B Marketing Trends Marketing Management Planning 120

ViewPoint

OCTOBER 2, 2012

Each interview is only about 25 – 30 minutes and all are available on our blog and YouTube channel. Ask yourself, “What is the data needed to support business goals and get a better understanding of our customers?”. You’ll also be able to present them with unique products, services, customer support, or experiences.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

APRIL 30, 2013

Click to start video at this point — Social media and mobile markets are more than just ways of boosting one''s reach within LinkedIn, Twitter, and Facebook, there are real robust tools for utilizing and analyzing these marketing channels, Jamie expressed. There are also real measureable ways to track social growth and trends now.

Mobile Marketing 120

Mobile Marketing Lead Scoring Lead Ranking Marketing Leads 120

ViewPoint

JULY 12, 2012

” She notes that the success of inbound doesn’t mean that marketers should turn away from outbound channels: “I do think that inbound is important, but that doesn’t mean you need to abandon all the things that you’re already doing that you know work.” Don’t do any outbound.’

Marketing & Strategy 120

Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 120

ViewPoint

SEPTEMBER 24, 2013

"SiriusDecisions believes that it is need that has emerged as the most important element in this acronym, doing the best job of cutting through an often-confusing set of factors and clarifying direction for the rep or channel partner.". Only then do we propose a solution.".

Opinions 120

Opinions Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

OCTOBER 31, 2013

Each interview is available on our blog and YouTube channel. The challenge this presents is the ability to justify investing in an expensive comprehensive CRM tool that has been customized, when in fact it’s not reflecting the true data. Today''s Featured Guests.

Lead Scoring 120

Lead Scoring Lead Ranking Cross-Selling Best Practices 120

ViewPoint

SEPTEMBER 20, 2012

Bob's goal with CustomerThink is to help business leaders develop mutually beneficial customer relationships. He says reports he’s getting indicate alignment is improving, adding, “A part of it’s been a better job of this optimization, but I think another part of it clearly is that customers are driving more of this integrated approach.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

SEPTEMBER 6, 2012

Many of these challenges can be traced to a root cause: “Companies haven’t realized how significantly their prospects or target customers have changed, and they haven’t retooled their salespeople to deal with this. Social Media: Know Where Your Customers Are & Use LinkedIn. That can be through any number of channels.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

SEPTEMBER 27, 2012

New marketing channels. Social Media Resources Dave says they are also seeing companies investing in professionals with social media skills—specifically, community managers who manage customer communities and customer forums that can be both online and offline. Social media integration.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

APRIL 18, 2012

Click to start video at this point —Trip sees mobile as one of the top three channels that companies are identifying with and planning to invest more in, adding that there are going to be different value propositions to different organizations depending on what their marketing challenges are. ” The Role of Social Media.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

JULY 26, 2012

Click to start video at this point — In response to a question about how the demand waterfall addresses different target tiers like enterprise and named accounts, Tony comments, “What’s the role of marketing going to be vis-à-vis a global account vs. a territory account vs. an SMB account, and for your channel?

Demand 120

Demand Enterprise Management Work Management Marketing Management 120

ViewPoint

MAY 5, 2015

The vast majority of your leads aren’t ready to buy immediately, but if they fit your customer profile they will be ready to buy eventually. After three months of calling, 40% wanted to continue to be in the IT company’s lead nurturing program, 15% moved further along in the sales cycle and 7% converted into customers.

Lead Nurturing 120

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

ViewPoint

MAY 2, 2012

Your photos from your annual customer meeting can be slides on Flickr.” Paul adds, “Outbound marketing through traditional channels such as cold calling, direct mail and email can all be made better by using analytics to understand the people we’re trying tor reach. Do the research on your customer base.

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

SEPTEMBER 5, 2013

This presents the need for marketers to integrate their channels for a uniformed customer experience. Eighty-nine percent of marketers today say a targeted multi-channel approach is critical and have increased spend over last year. Via Direct Marketing News. Do you have a resource from your sphere to share?

PointClear 120

PointClear B2B Marketing Eloqua Multi-Channel 120

ViewPoint

APRIL 13, 2012

He encourages them to take a stand on the important issues and be provocative, especially with social media and the newer digital channels. In this context, marketers are treating it as just another outbound channel to push out their same old company and product messages.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120