ViewPoint

JANUARY 9, 2014

A form completion is an expression of potential interest in what your copy describes that the person will get in exchange for their information. The only intent a person has when completing the form is to gain access to what you’ve promised. Reading the “7 Lies” post reminded me of a conference presentation I saw years ago.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

APRIL 3, 2012

I liked the book because it is well written, enlightening, personal and has an intimacy I find missing in many business books. He states that “a magnificent cause can overcome a prickly personality, but why make things harder?” So, I ordered it and read it in just a couple of sittings.

Conference 120

Conference Impressions Order Personalization 120

ViewPoint

MAY 23, 2011

Is that person still in that job? Can I reach the person via this phone number? 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. The main concern we hear about is accuracy. Is the data correct? Will my mail be delivered?

Resources 120

Resources B to B Work Management Marketing Management 120

ViewPoint

MAY 10, 2012

” Christopher notes that it all bodes well for a closer alignment between sales and marketing, although there are still personalities involved: “I think marketing would like very much to be more aligned with sales, and perhaps sales is less inclined to. 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

MAY 10, 2012

” Chris notes that it all bodes well for a closer alignment between sales and marketing, although there are still personalities involved: “I think marketing would like very much to be more aligned with sales, and perhaps sales is less inclined to. 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 26, 2012

Outbound telemarketing The telephone is the Swiss Army knife in the B-to-B marketer’s backpack: a flexible, personal, dependable resource with infinite applications. That compares to $7 billion spent on direct mail and $4.5 billion on search marketing for the same purpose.

B to B 120

B to B netFactor Media SEM 120

ViewPoint

MAY 30, 2012

Outbound vs. Inbound: A Balance that Still Requires Personal Contact. 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.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 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. I don’t blame the person wholly; these companies assume if you know how to sell then you know how to manage. This is such an error because they’re two completely different positions.

Ideal Customer Profiles 120

Ideal Customer Profiles Training Thought Leadership Bandwidth 120

ViewPoint

JUNE 15, 2012

If you have outside salespeople, always deliver a proposal in person. There have been more comments from marketing automation vendors that cold calling and other traditional ways of generating sales leads are going away. Take another look at trade show attendees as leads from trade shows still take fewer touches to close. Use BANT qualifiers.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

SEPTEMBER 6, 2012

She is also a frequent speaker at annual sales meetings, kick-off events, and professional conferences. And if you want your salespeople to be the kind of person that a customer would pay to meet with, then you need to think differently about the education of your sales force.”. They are the differentiator. They truly are.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 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. However, personal contact still plays a major role in closing big deals. Skype chats and instant messaging. Inside Sales Trends Point to Growth, Professionalization.

Skype 120

Skype Work Management Lead Ranking Click Rate 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. Chris Tratar , Vice President of Product Marketing at SAVO , emphasizes the need for personalization: Lead nurturing has never been about a one-size-fits-all approach. It’s not the next new “trick.”

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120