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

AUGUST 23, 2012

He sees alignment work still needing to be done in the area of enabling salespeople or work “that’s more focused on the conversations and presentations they have. September 18 – 20 Conference: The Marketing and Sales Messaging Conference. And I think that was concrete, and people focused on it.”. Stay Tuned.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 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. You’ll also be able to present them with unique products, services, customer support, or experiences.

Marketing Automation Services 120

Marketing Automation Services Top of Funnel Paid Search Agency Mobile Marketing 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

FEBRUARY 21, 2013

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. Bob says that busy customers no longer want to spend hours in a conference room, often preferring a quick WebEx conversation.

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). Daily/weekly triage. Even with the best-laid plans, things will go wrong. Problems will pop up.

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