ViewPoint

FEBRUARY 12, 2013

Andy Gray is a senior marketing professional with proven expertise in directing, centralizing, and strengthening how customers are acquired and retained as well as how companies are positioned through marketing strategies, demand generation, sales support and enablement programs, market research and product development. Also, industry stats.

Stats 120

Stats Trade Show Webinar Metrics Demand Generation 120

ViewPoint

DECEMBER 17, 2013

B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title. Self-identifying keywords used on the company website (ALC). Company SWOT analysis (OneSource). Whether the company conducts e-commerce (ALC).

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120

ViewPoint

SEPTEMBER 24, 2015

As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter. Once you know which companies you’re targeting you need to map out all of the potential influencers of your deal. Want to hunt “whales”?

Account Based Marketing 120

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

ViewPoint

JULY 16, 2013

According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. B2B companies know that lead quality is just as important if not more important than the quantity of leads generated.

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

MAY 23, 2011

Ruth is Founder of eMarketing Strategy , a consulting practice that assists companies build their customer acquisition and retention strategies. Response files , made up of individuals who have taken some kind of action, like subscribe to a trade magazine, attend a conference, or buy a product.

Resources 120

Resources B to B Work Management Marketing Management 120

ViewPoint

JUNE 28, 2012

Traditional marketing activity—like marketing collecting and turning over trade show business cards to sales—is gone, and organizations are forced to change their processes and integrate marketing automation tools to deal with the data issue. Today and for the future, tech is a 5% to 6% growth industry.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

ViewPoint

FEBRUARY 27, 2014

Not only was it a nightmare to get up and running, the software served only to automate the processes—good or bad—that companies already had in place. She is the author of Maximizing Lead Generation: The Complete Guide for B2B Marketers , and Trade Show and Event Marketing. Expectations dashed.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Work Management Marketing Management 120

ViewPoint

MAY 5, 2015

It's a critical component in the sales and marketing process; yet, most companies aren't implementing it effectively—that is, if they are at all. To be clear, lead nurturing is not an isolated activity or stand-alone “campaign” as so many in the industry have described it. This year I've been talking a lot about Nurturing.

Lead Nurturing 120

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