ViewPoint

MARCH 11, 2014

Click to start at this point —I asked Joanne how advances in technology have changed what is expected of salespeople. We addressed that question—and more—in our chat. Here’s a link to the entire discussion and, below that, some salient outtakes. We Have Even More Responsibility to Our Buyers than Before. Nothing comes close to that.

Cold Calling 120

Cold Calling Click Rate Differentiation Outreach 120

ViewPoint

SEPTEMBER 17, 2013

Click to start video at this point —Nowadays there’s a huge push for social selling, with sales reps turning to Facebook, Twitter, and LinkedIn for leads. Click to start video at this point —Some sales reps are only motivated by money, Chris said. LinkedIn: www.linkedin.com/in/snellchris. Suit up, stand up, sign up”.

Linkedin 120

Linkedin Twitter Video Marketing Education 120

ViewPoint

SEPTEMBER 17, 2013

Click to start video at this point —Nowadays there’s a huge push for social selling, with sales reps turning to Facebook, Twitter, and LinkedIn for leads. Click to start video at this point —Some sales reps are only motivated by money, Chris said. LinkedIn: www.linkedin.com/in/snellchris. Suit up, stand up, sign up”.

Linkedin 120

Linkedin Twitter Video Marketing Education 120

ViewPoint

DECEMBER 3, 2013

Click to start video at this point — I asked Dave what major changes he’s seen in sales and marketing. Click to start video at this point — When he looks at a sales post mortem, trying to assess what went wrong with the vantage point of hindsight, Dave said he often finds that salespeople who seemed promising aren’t qualified to do the job.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Consulting Video Marketing 120

ViewPoint

APRIL 12, 2013

Among seven myths that undermine b2b marketing success, Glass also suggests too much emphasis on last-click attribution, ignoring the power of display ads together with direct response, and more concern about getting in front of the right company instead of the right people.

PointClear 120

PointClear B2B Marketing CMO Marketing Management 120

ViewPoint

OCTOBER 30, 2012

I’ve been using LinkedIn and blogging to generate B2B leads and sales very effectively lately. Contrary to what “the experts” say, knowing how to be engaging within LinkedIn groups or telling compelling stories on your blog is not the key to generating leads and sales. In my case, I blogged but also used LinkedIn in a new way.

Planning 120

Planning Marketing Plans Top of Funnel Content Marketing 120

ViewPoint

JULY 30, 2013

Click to start video at this point — Want to win more? Click to start video at this point — Does this sound like pie in the sky? Click to start video at this point — Peter argues that 85-90 percent of the benefit of coaching happens before the coaching itself. The next PowerViews will be with Koka Sexton of LinkedIn.

Word of Mouth 120

Word of Mouth Work Management Consulting Transparency 120

ViewPoint

MARCH 13, 2014

Click to start video at this point —The young people entering the sales force are changing the dynamic between managers and their reps. Click to start video at this point —Matt said the biggest problem is that marketers are not taking responsibility for what happens after leads are generated.

Lead Ranking 120

Lead Ranking Social Marketing Paid Search Agency Leads 120

ViewPoint

OCTOBER 14, 2011

In a BtoB test, Facebook beat LinkedIn and Twitter when measuring response to targeted ads (IT hardware product). If you want to see something that will blow your mind, check out Oppenheimer’s “Globalize Your Thinking” site (click “The Emerging Middle Class”). Mobile will eclipse standard browsers by 2013.

BtoB 120

BtoB PointClear Class Linkedin 120

ViewPoint

MAY 14, 2013

Click to start video at this point — Michael sees one of the biggest challenges companies are currently facing is the “battle for customer attention.” Click to start video at this point — Michael summarizes one of his favorite quotes from Peter Drucker that the aim of marketing is to make selling superfluous. Sales is Still Important.

Cost per Acquisition 120

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

ViewPoint

SEPTEMBER 6, 2012

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. Click to start video at this point — Jill notes that people are finally talking about marketing and sales alignment, but progress is slow.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

JANUARY 31, 2013

Click to start video at this point — Millennial talent may have shocked the professional world upon their arrival a few years ago. Click to start video at this point — Josiane says that inside sales professionals who understand how to leverage their skills often “fly above” their peers, making them inside sales superheroes.

Peer-to-peer 120

Peer-to-peer Cold Calling Consulting Work Management 120

ViewPoint

MAY 7, 2013

Click to start video at this point — Tony explains that If you leave it to chance for the buyer to find you, you miss the bigger picture of the buyer''s network. Click to start video at this point — It''s important for marketing and sales to agree on the definition of a qualified lead and what criteria are met to qualify as a lead.

Buyer Personas 120

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

ViewPoint

JULY 9, 2013

Click to start video at this point — Instead of going in the marketplace with one solution or one methodology to be successful, Lori has found improvements to companies existing methodolgies to be successful. Click to start video at this point —Lori regularly encounters issues with sales follow up. Do Your Soft Skills Need Improvement?

Lead Ranking 120

Lead Ranking Lead Scoring Thought Leadership Sales 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. So what areas should companies focus on as their budgets gain traction?

Mobile Marketing 120

Mobile Marketing Lead Ranking Lead Scoring Marketing Leads 120

ViewPoint

JULY 26, 2018

LinkedIn articles from the host about the interview are appropriate almost every time. They get a count of the number of people reviewing that page, and the podcast description page, as well as the number of clicks to the podcast site. Social media. Retweets are common from the guest’s marketing staff. Email blast.

Thought Leadership 120

Thought Leadership PointClear Case Studies Budget Programs 120

ViewPoint

OCTOBER 11, 2012

Click to start video at this point — Asked about changes in the marketing and sales landscape he sees happening and needing to happen, Carlos talks about marketing’s forward motion and continuing challenges: “Marketers are at a place where they understand what they need to do, and they understand where they need to go.”.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

APRIL 18, 2012

Click to start video at this point —Asked about what marketing trend he’s found surprising in the last year, Trip immediately mentions the focus on and investment in video-based marketing. Click to start video at this point —Trip sees social media marketing starting to turn a corner. ” The Role of Social Media.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

FEBRUARY 26, 2013

They even connect on LinkedIn and follow each other’s Twitter feeds. Click here to see a clip of her presentation. This doesn’t just depend on national cultural characteristics—say, Japanese group awareness versus Australian cowboy culture—but also on corporate norms. Make them see you. Salespeople and customers exchange emails.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120

ViewPoint

MAY 2, 2012

Click to start video at this point — Paul notes social media going mainstream is hot. Paul believes the “big four” social media sites—Facebook, Twitter, LinkedIn and YouTube—will continue to cement their positions at the top of the social media world as they continue to grow at the expense of smaller operations.

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

AUGUST 6, 2013

Click to start video at this point — When I asked Jim if he spotted any disruptive trends this year, he stated that overall he sees a climate of camaraderie. Click to start video at this point —Dan admits that change isn’t easy, especially for multi-million dollar companies. Michael Brenner, SAP, Social Selling & Personal Branding.

Peer-to-peer 120

Peer-to-peer Multi-Channel Forecasting Best Practices 120

ViewPoint

SEPTEMBER 12, 2011

To accomplish this, social profile has been integrated with LinkedIn, Twitter, Facebook and takes advantage of open API. That is just a small fraction of what was unveiled and click here for a complete recap. Creation of an employee social network. Creation of a customer social network and product social network.

Jigsaw 120

Jigsaw Marketing Automation Services Salesforce.com Bandwidth 120

ViewPoint

NOVEMBER 20, 2012

Click to start video at this point — I ask Bob about the changes in marketing and sales he expects to see in 2013. Click to start video at this point — Regarding areas to focus on as we wrap up 2012 and head into 2013, Bob discusses the way tablets are exploding in the mobile arena right now. and another 10% in Canada. Stay Tuned.

Process 120

Process Allocation Marketing Management Peer-to-peer 120