ViewPoint

JULY 12, 2017

Paul,” I said, “let’s conference in our System Engineer, Jim, right now, if he’s available. Our competitor had already quoted a price, the SE was probably available, and we already knew the average install time. Where was this rep when we read the book? Did he have amnesia?”. The prospect knew I was on the phone so I stepped in.

Top of Funnel 149

Top of Funnel Forecasting Pricing Price 149

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APRIL 11, 2018

If they want to talk to us in two weeks, or after their upcoming conference or vacation, or some other reason, they’re a Pipeline. If they are the right contact(s) at the right company, and the timing is right, then it’s likely that they will want to talk to us. If they want to talk to us now, they’re a Lead.

PointClear 136

PointClear Sales Qualified Leads Leads Lead 136

ViewPoint

JANUARY 16, 2018

Jill Konrath is a frequent speaker at sales conferences and kick-off meetings. How being a master of technology is no longer an option. And why Silence is Complicity and is a meaningful message for today. Hear the full interview here. Her clients include IBM, GE, Microsoft, Wells Fargo, Staples and numerous mid-market firms.

Wikipedia 120

Wikipedia Acquisitions Marketing Management Conference 120

ViewPoint

AUGUST 28, 2012

The conference is being held at Rosen Shingle Creek Resort. Prior to leaving Gainesville we searched for the not easy to find but definitely worth finding Peach Valley Café (ask for Lauren who my wife described as "a doll"). And it was a great breakfast!

BtoB 120

BtoB Landing Pages Conference Course 120

ViewPoint

JUNE 6, 2013

Christopher Ryan shares his observations during a recent technology conference. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2B Trade Show Marketing Circa 2013: Everything is the Same, Everything is Different.

B2B Marketing 120

B2B Marketing PointClear B2B Trade Show 120

ViewPoint

FEBRUARY 26, 2013

Hat tip to Anja Langbein Park, who spoke at ITSMA’s Annual Conference in 2011 on Marketing Across Cultures: Building Relationships and Improving Performance." Before coming to ITMSA, Dan moderated conferences for Information Week on behalf of sponsors including IBM, Dell, HP, and Silanis. Click here to see a clip of her presentation.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120

ViewPoint

MARCH 25, 2015

If you have the option, work from home or find an empty conference room. Sometimes you just have to say “no”— no matter how it’s perceived. Find creative ways to get alone and remove all distractions. Close your office door. Most importantly, shut EVERYTHING down. Facebook, Twitter, email, etc.).

Tips 120

Tips Consulting Amazon Intent 120

ViewPoint

APRIL 3, 2014

So how do you get past their gatekeepers and into the conference room? Executives are busy people. They will not take your cold calls or read your form emails, nor do they want to hear from you on LinkedIn. With a personal introduction from someone they know and trust. At the end of the day, relationships still power sales.

Cold Calling 120

Cold Calling Ideal Customer Profiles Cross-Selling Rules 120

ViewPoint

JULY 30, 2013

Conference Calls with Managers: 58 Minutes of Worthless Time, Two Minutes Updating the Manager. Click to start video at this point — In his latest ebook, Deal Coaching Is A Lost Art , Peter says there’s been such a shift towards customer relationship management (CRM) and the use of technology that deal coaching has become a lost art.

Word of Mouth 120

Word of Mouth Work Management Consulting Transparency 120

ViewPoint

OCTOBER 31, 2011

As a frequent speaker at sales conferences, she helps sellers crack into new accounts, speed up sales cycles and win big contracts. Jill Konrath is the author of SNAP Selling (#1 Amazon sales book) and Selling to Big Companies , a Fortune "must read" selection.

Tips 120

Tips Work Management Sales Cycle Amazon 120

ViewPoint

APRIL 15, 2014

Last month I attended the Future of Business conference in New York City, sponsored by international software giant SAP. By Christopher Hosford, editor-in-chief, HosfordGroup. One of the featured speakers was Josh Linkner, founder and CEO of Detroit Venture Partners , whose company enables startups in the infamously dystopian town.

Enterprise Management 120

Enterprise Management BtoB Paid Search Agency Startups 120

ViewPoint

JANUARY 24, 2012

You sell to a person on the other end of the phone line, email message or conference table. But it's the personal connection B2B marketers should be focused on. You're not in the business of selling to businesses. There's no such thing as B2B. You're a P2P marketer. Person-to-person. And that can reshape how you consider social media.

P2P 120

P2P B2B Youtube Amazon 120

ViewPoint

APRIL 3, 2012

They were sitting in the speaker’s lounge at a conference when Mr. Branson asked Guy whether or not he ever flew Virgin. ” I don’t want to give away the book, but the last tidbit I will recount here is a chance meeting Guy had with Sir Richard Branson, chairman of the Virgin Group.

Conference 120

Conference Impressions Order Personalization 120

ViewPoint

JANUARY 9, 2014

Reading the “7 Lies” post reminded me of a conference presentation I saw years ago. Remember that they''re buying a relationship as much as a product. Are you someone they can relate to? Ginger Conlon | DM News. One touch is enough. The speaker asked an attendee to hammer a nail into a board with only one strike.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

APRIL 24, 2013

Jim is also an author and often-requested keynote speaker at sales management, CRM and E-Business conferences. He began his career with IBM and Sterling Software and then went on to launch two successful software companies.

Marketing Management 120

Marketing Management Forecasting Transparency Case Studies 120

ViewPoint

MAY 23, 2011

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. So, if you want to sell ovens to pizza shops, you’d go to a compiled data vendor like InfoGroup to get a list of pizza shop owners, compiled from the Yellow Pages.

Resources 120

Resources B to B Work Management Marketing Management 120

ViewPoint

AUGUST 23, 2012

September 18 – 20 Conference: The Marketing and Sales Messaging Conference. You can connect with Tim and learn more about his work at Corporate Visions via the following resources: Corporate Visions Website: www.corporatevisions.com. Tim’s Book: Conversations that Win the Complex Sale. Stay Tuned.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

MAY 10, 2012

Click to start video at this point — Asked about advice for marketers, Chris encourages learning and participation: “I would advise marketers to get involved more—to blog more, to attend conferences, and to write columns for BtoB Magazine.” Marketers tell us they just love this feedback. Marketing is changing so fast.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

JANUARY 15, 2013

You should be allowed to speak with every staff member of your partner, not be closeted in a conference room while selected employees are brought to you for a meeting. Another very large software and services company—since 2010. Another global healthcare software and services company—since 2010…. Walk around.

Paid Search Agency 120

Paid Search Agency Lead Generation Work Management Sales Qualified Leads 120

ViewPoint

MAY 10, 2012

Click to start video at this point — Asked about advice for marketers, Christopher encourages learning and participation: “I would advise marketers to get involved more—to blog more, to attend conferences, and to write columns for BtoB Magazine.” Marketers tell us they just love this feedback.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

JULY 31, 2012

” The functions Mr. Rackham spoke about are marketing and sales.

Sales Qualified Leads 120

Sales Qualified Leads Sales Leads Lead Ranking Marketing Qualified Leads 120

ViewPoint

JUNE 4, 2013

Later in the year we will be creating the most rigorous survey the sales space has ever witnessed, and in 2014 we launch the Top Sales Conferences. Recognizing this and the prohibitive cost associated with some training programs, TSW launched the Top Sales Academy at “free for all” cost.

Ideal Customer Profiles 120

Ideal Customer Profiles Training Thought Leadership Bandwidth 120

ViewPoint

JANUARY 26, 2012

Trade shows, but only if they are highly targeted Exhibiting at trade shows and conferences is a time-honored way to get in front of prospects in a focused, concentrated manner. With this, the otherwise anonymous site visitor can be identified for further marketing outreach.

B to B 120

B to B netFactor Media SEM 120

ViewPoint

JUNE 15, 2012

There have been more comments from marketing automation vendors that cold calling and other traditional ways of generating sales leads are going away. Based on SLMA Radio interviews with 120 marketing and sales leaders and other conversations, a big change is the way companies are spending more dollars on marketing and lead generation.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

JUNE 8, 2012

Being out there at conferences and interacting on social platforms to solve problems helps prospects learn more about who you are. She notes: Going back to the voice of the customer, when you understand where your customers are and the best ways to find them, you’ll know where to find your hottest prospects.

Marketing Automation Services 120

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

ViewPoint

MAY 30, 2012

He notes that they’re also finding out with their sold out Conversion2Content conference that people still like to get together physically and hear from people. DemandGen Report has a study underway to determine the content and kinds of messages that buyers prefer and respond to.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

ViewPoint

NOVEMBER 8, 2012

Linda is the author of ten books on sales and sales management, and she has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and the Conference Board magazine. The New Selling Landscape Calls for a New Sales Map.

Demand 120

Demand RFP Work Management Buying Cycle 120

ViewPoint

JANUARY 31, 2012

In big ticket sales, it is still not uncommon to find that a buyer seeking a fix to challenging problems finds 5 to 10 reps walking into a conference room—each representing a different product group. As you can see from the above implications, the question I’ve titled this article with is not an easy one.

Process 120

Process Work Management Lead Ranking Enterprise Management 120

ViewPoint

OCTOBER 11, 2012

Carlos also shares an anecdote that illustrates how much continuing education is a priority for professionals: “One of the best conversations I had last week was with a marketer who said, ‘My company is not sending me to this conference, so I’m literally taking some of my PPO and my own dollars.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

SEPTEMBER 27, 2012

ITSMA Conference: Marketing's New Value Proposition, October 30 – 31, 2012. Account-based marketing is something we spend a lot of time on, and this past year this area was one of the top five or six marketing priorities of companies that we surveyed—programs that target individual accounts.”. ITSMA Website: www.itsma.com. Stay Tuned.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

SEPTEMBER 6, 2012

She is also a frequent speaker at annual sales meetings, kick-off events, and professional conferences. She is author of SNAP Selling and Selling to Big Companies. Jill's newsletters are read by more than 80,000 sellers worldwide. 2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

JUNE 15, 2016

Sales lead acquisition devices at trade shows and conferences. Fulfillment – electronic and mailed, which includes warehousing. Literature Control – creation, reprinting and inventory management. Sales territory management: which can include territories by zip code, telephone area code, counties or even major city streets.

Lead Management 120

Lead Management Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

FEBRUARY 21, 2013

Bob says that busy customers no longer want to spend hours in a conference room, often preferring a quick WebEx conversation. Because customers can a lot of the information they need online or with a quick phone call, many field sales professionals have been forced to adopt inside sales techniques, such as: virtual presentations.

Skype 120

Skype Work Management Lead Ranking Click Rate 120

ViewPoint

FEBRUARY 14, 2012

And the fact that we keep talking about it—at conferences, on discussion boards, and blog posts like this—is an indication that we’re far from solving the problem (or should we say, taking advantage of the opportunity).

Planning 120

Planning Deliverability Customer Satisfaction Microsite 120

ViewPoint

MAY 7, 2015

Case in point: I keynoted at a conference last year where another presenter was the CMO of a very large systems integration company. His lead nurturing program did precisely that. And the performance metrics underscored how successful that program was.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120

ViewPoint

NOVEMBER 20, 2012

Expanding on this trending, Bob references a presentation by Neil Rackham at a recent SMA conference: “Neil makes the point that there’s a bifurcation that’s happening in B2B sales. Customers are demanding transactional, sort of low value relationships through the Internet.

Process 120

Process Allocation Marketing Management Peer-to-peer 120