ViewPoint

DECEMBER 17, 2013

The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title.

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Lead Ranking Marketing Management Lead Scoring Salesforce.com 120

ViewPoint

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies.

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Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

FEBRUARY 16, 2011

So the question this week is, “What if Customer Relationship Management ii had not evolved, where would we be today?” A day doesn’t pass that I don’t hear a remark (usually from salespeople), about the difficulties of using their company’s CRM system. What about your career; your company?

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ViewPoint

MARCH 27, 2014

Half of all B2B emails are now opened on a mobile device, up from 46% last quarter (according to Yesmail in an article published in FierceCMO). Read more about how B2B marketers will be able to directly reach customers and prospects via email on mobile devices. More information and links in the blog.

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Social Media Work Management Marketing Management Media 120

ViewPoint

JANUARY 31, 2013

TeleSmart is a leader in providing inside sales coaching and consulting to Fortune 1000 companies. As publisher of TeleSmart’s “Trend Report,” Josiane has spent most of the last decade tracking the biggest challenges that sales leaders face each year. Click to start video at this point — “Customer 2.0

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ViewPoint

MAY 12, 2011

Few companies have the sales and marketing resources to adequately cover their markets. But we advise companies we talk to that it’s an important consideration in setting up their inside sales organizations, assessing current operations, or evaluating an outsourced solution. Probably more often than you’d like.

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ViewPoint

AUGUST 8, 2011

Jim Lenskold is President of Lenskold Group and author of Marketing ROI, The Path to Campaign, Customer and Corporate Profitability (McGraw Hill, 2003). Jim has published articles and presented internationally on the topics of marketing ROI, marketing strategies and business growth strategies.

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ViewPoint

FEBRUARY 26, 2013

ITSMA’s member companies see this every day. A common cross-cultural misunderstanding in these projects occurs when the service provider gives the customer only good news. customer. “Of The Indian’s assumption is that good customer service requires an unqualified yes. Salespeople and customers exchange emails.

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ViewPoint

MAY 30, 2012

Andrew is currently Editorial Director at G3 Communications, as well as Editor and Publisher of DemandGen Report. He has served as an Editor and Publisher of This Week In Consumer Electronics, Sporting Goods Business, Consumer Goods Technology, Retail Info Systems, Hospitality Technology and Mobile Enterprise.

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ViewPoint

MARCH 22, 2011

an independent research and publishing firm focused on customer-centric business management, and Founder/Editor-in-Chief of CustomerThink.com , the world's largest community dedicated to customer-centric business. But based on your grungy attire it doesn't seem likely (to the banker) that you'll be a valuable customer.

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Lead Ranking Lead Scoring Work Management Marketing Management 120

ViewPoint

JULY 12, 2012

Among the findings: while 90% of companies are using some sort of content in their marketing, 40% are struggling with how to tell that story in an engaging way. ” Referencing content published on MarketingProfs, she says, “We ran a whole series on marketing through radio, for example. It’s a clear outbound tactic.

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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.

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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. Most B2B marketers have embraced the notion that they are also “publishers.”

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ViewPoint

MAY 23, 2011

Ruth is Founder of eMarketing Strategy , a consulting practice that assists companies build their customer acquisition and retention strategies. Over the last two years, we published reports on the data coming from compiled data vendors. Have a look at the reports here: 2009 and 2010.

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ViewPoint

MAY 15, 2013

This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog. How has the company tried to deal with it before? How does your company usually cope with this sort of change? Alec Baldwin has got a lot to answer for. And, no, I’m not talking about his appearance in “Dr.

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ViewPoint

SEPTEMBER 24, 2013

I summarized Ardath’s thoughts, and mine, in a blog published on July 11, 2013. In addition to Need, Connections and Company, I’d add one more item—Context. Dave Brock (Partners in EXCELLENCE). "… perhaps a customer having a budget might be a red flag or a warning sign. Build the need yourself. Waiting is a recipe for failure.".

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ViewPoint

APRIL 23, 2013

This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog. But if—like most of the companies I work with—you’re selling complex, high-value solutions with multiple stakeholders involved in the decision process, qualification isn’t an event—it’s a continuous process.

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ViewPoint

DECEMBER 20, 2011

This year, we’re honored to have published posts from twenty-seven guest marketing and sales bloggers here on ViewPoint, and I wanted to say to all of you how much I appreciate your contributions. Customer acquisition. Jim Dickie , Managing Partner, CSO Insights Dealing with the New Customer Acquisition Challenge.

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Blogger B2B Thought Leadership Work Management Marketing Management 120

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. Chris originally published this post on November 14, 2011, and it is republished here with his permission.

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ViewPoint

JULY 19, 2012

Click to start video at this point — Asked about what has or hasn’t happened in marketing and sales this year that’s surprising, Brian talks about the way many companies haven’t fully embraced optimizing their effective selling time by looking at marketing, lead generation and aligning sales and marketing.

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Lead Gen Sales Qualified Leads Lead Ranking Lead Scoring 120

ViewPoint

OCTOBER 14, 2011

Guy originally published this post on October 9, 2011, and it is republished here with his permission. Customers cannot tell you what they need. If you ask customers what they want, they will tell you, “Better, faster, and cheaper”—that is, better sameness, not revolutionary change. Jump to the next curve.

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ViewPoint

MAY 2, 2012

Social media is becoming an integral part of the marketing mix for companies looking to grow their presence with both business and consumer clientele. Your photos from your annual customer meeting can be slides on Flickr.” This supports making a more informed outreach to those companies using traditional outbound modes.

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Social Media BtoB Media Inbound Marketing 120

ViewPoint

SEPTEMBER 5, 2013

3 Marketing Mistakes Most Companies Make. This article shares four fundamentals that contributed to Lee’s expansion of Marvel Comics from a publishing house division to a multimedia powerhouse. This presents the need for marketers to integrate their channels for a uniformed customer experience. Via Chief Marketer. Via Eloqua.

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