ViewPoint

SEPTEMBER 10, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Some have heard me say in interviews and on SLMA Radio that, pound for pound, marketers produce more revenue than anyone in their company. Qualified leads.

Lead Qualification 120

Lead Qualification Work Management Sales Qualified Leads Blogger 120

ViewPoint

MAY 12, 2015

I didn’t know how I was going to break the news to him that if this was the best they can do with their marketing program, they will never have more than an ‘also-ran’ business that earns a basic living for its founder, but never makes a significant mark in the marketplace. Using the complete CRM/marketing automation tool set.

Marketing Proposals 120

Marketing Proposals Paid Search Agency Sales Qualified Leads Blogger 120

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. Marketing automation. B2B marketing and sales strategies and tactics. B2B marketing and sales strategies and tactics.

Blogger 120

Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

SEPTEMBER 27, 2012

My guest today is Dave Munn who has been President and CEO of ITSMA since 2000, having led ITSMA's global expansion to become the leading B2B marketing association for technology, professional services, and telecom companies. 2012 Trending: Significant Transformation for Marketing Groups. New marketing channels.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

AUGUST 26, 2014

Should CMOs feel confident that these leads from marketing automation are ready for sales to close. We started the first series hearing from author and consultant Ardath Albee; entrepreneur Kyle Porter; author and consultant Joanne Black; and consultant and speaker Dave Brock.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Lead Scoring Lead Ranking 120

ViewPoint

APRIL 4, 2011

I recently read an article by Jeff Pedowitz about the state of marketing automation and it caused me to think back to a lunch I had with Jeff just a couple of short years ago. If so, why has that occurred and what should marketers do about it? Marketing should embrace it. This is not a problem, but an opportunity.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Automation Planning 120

ViewPoint

AUGUST 19, 2014

Should CMOs feel confident that these leads from marketing automation are ready for sales to close? In the first part of the series, we heard from author and consultant Ardath Albee; entrepreneur Kyle Porter; author and consultant Joanne Black; and consultant and speaker Dave Brock.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Lead Scoring Lead Ranking 120

ViewPoint

MAY 21, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. How can marketing communications managers know how much interest to generate if they don’t know their salespeople’s quotas? That is why marketers are hired.

Work Management 120

Work Management Marketing Management Planning Forecasting 120

ViewPoint

JANUARY 22, 2016

The panelists include: Ardath Albee – Marketing Interactions. Matt Heinz – Heinz Marketing. One the things I was most pleased to see with many B2B companies (and in the sales blogosphere) in 2015 is a return “reasonable” thinking when it came to inbound marketing and social selling regarding their place in a sales effort.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

JANUARY 21, 2014

I was sitting in a meeting of marketing and operations people when I worked at Inquiry Handling Services (long ago scooped up by Harte Hanks). This month we tackle the issue of Marketing not delivering on an ROI responsibility. I believe I have heard all of the excuses for Marketing’s failure to measure the ROI for marketing efforts.

Work Management 120

Work Management Marketing Management Sales Qualified Leads CRM 120

ViewPoint

NOVEMBER 29, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. “So, So, what do you want from Marketing?” How about the marketing department putting a little skin in the game to help us increase sales activity? What gives?

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Forecasting CRM 120

ViewPoint

MARCH 26, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Those with the most marketing toys win.”. What this means is, those companies with the most marketing toys really do win!

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

ViewPoint

FEBRUARY 23, 2012

Bob is the founder of Inflexion-Point Strategy Partners, a UK firm that engages with B2B companies to improve their sales and marketing strategy and drive revenue. I encourage you to visit and explore the entire post in which Hugh suggests that leaders should adopt these six sales and marketing strategies in 2012: 1.

Top of Funnel 120

Top of Funnel Marketing Strategy Marketing & Strategy Advertising Agencies 120

ViewPoint

JANUARY 19, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. I have chosen Marketing Automation for this month and next month I would like to undertake the same exercise for CRM.

Marketing Automation 120

Marketing Automation Automation Blogger B2B Sales 120

ViewPoint

MARCH 13, 2014

Nick Stein, SVP of Marketing at Vision Critical Vision Critical is the world''s leading provider of insight communities, currently supporting over 650 brands worldwide. Matt Heinz, Heinz Marketing, The Quality of Sales Leads is Abysmal. Marketers and sales people need to be working towards the same goals. percent were quality.

Lead Ranking 120

Lead Ranking Social Marketing Paid Search Agency Leads 120

ViewPoint

JUNE 11, 2013

At a recent high school track meet I cheered on our team in several heats of the 4 x 100 and 4 x 400 relays and mused that we can look to track and field athletics for inspiration and tactics for marketing and sales alignment. A winning team effort and handoff from marketing to sales entails similar steps as a good relay team: Communication.

B2B Sales 120

B2B Sales B2B Marketing Sales Qualified Leads B2B 120

ViewPoint

MARCH 24, 2015

I was particularly impressed with the first speaker Mike Weinberg—sales coach, consultant, and author of the book New Sales. Throughout the presentation, he debunks the argument of inbound marketing “experts” and social selling gurus who preach that outbound is out, and inbound is … well, in. Prospect Development Outbound Marketing'

Peer-to-peer 120

Peer-to-peer Work Management Tips Inbound Marketing 120

ViewPoint

SEPTEMBER 22, 2015

According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. Account-Based Marketing (ABM) is hot right now, and the responses I received were excellent.

Account Based Marketing 120

Account Based Marketing Lead Generation ABM Lead Scoring 120

ViewPoint

AUGUST 21, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Such a failure may happen in many types of systems, including power transmission, computer networking, finance, bridges, sales and marketing, (the last two are our words).

Work Management 120

Work Management Marketing Automation Services Marketing Management Wikipedia 120

ViewPoint

AUGUST 20, 2018

Most sales and marketing teams are looking for ways to generate more leads. Marketing is paid, in fact rewarded for, lead quantity and not quality. Far too many companies evaluate marketing’s success by the number of leads they hand over to sales. The overall result is often wasted marketing dollars and wasted sales time.

Sales Qualified Leads 149

Sales Qualified Leads Lead Ranking Leads Lead 149

ViewPoint

OCTOBER 3, 2017

Many marketing organizations (and some sales lead generation companies as well) do what I call “one-and-done “marketing. They buy a list, market to it, send the leads to sales and then start over again three-to-six months later. Long term, things get even worse.

Top of Funnel 168

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

ViewPoint

APRIL 17, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Marketing’s plate is full. Sales and marketing operate on different frequencies. Sales isn’t into sharing data.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

ViewPoint

FEBRUARY 18, 2014

For this company ‘someplace else’ had been growth, but at low margins, with chaos in the sales ranks, and a poorly installed CRM system…all because of a marketing plan that wasn’t a plan. Shelly, the president, looked at me and said, “Yes we have a marketing plan, right Don? Nope, we only have 10 salespeople and a marketing manager.”

Planning 120

Planning Marketing Plans SWOT Work Management 120

ViewPoint

MARCH 16, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Ten years ago I asked an assembled 200 plus marketing managers how many knew the quotas for the salespeople/sales channels that sold their products. This is $55 MM +.

Planning 120

Planning Marketing Proposals Sales Qualified Leads Budget Programs 120

ViewPoint

MAY 23, 2011

Today we're honored to have guest blogger Ruth Stevens share her thoughts on database marketing. Ruth is Founder of eMarketing Strategy , a consulting practice that assists companies build their customer acquisition and retention strategies. And within those law firms, do I have the names of all the partners I should be marketing to?".

Resources 120

Resources B to B Work Management Marketing Management 120

ViewPoint

APRIL 19, 2017

This belief is keeping him busy: “ My business is split evenly between speaking and consulting. Anthony Iannarino – Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges. I travel a ton, and the Southwest Airlines 737 feels like my personal Sales Force One.”

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

FEBRUARY 19, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Yet it isn’t the time lost but the things unaccomplished in that time which become a huge problem for sales and marketing people. Marketing Example.

Planning 120

Planning Sales Qualified Leads Work Management High Quality Lead 120

ViewPoint

MARCH 26, 2015

In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales. Mike is a consultant, sales coach, speaker and author on a mission to simplify sales and his specialties are New Business Development and Sales Management.

Tips 120

Tips Work Management Amazon Marketing Management 120

ViewPoint

FEBRUARY 2, 2017

Walk out of your office and ask the first three marketers and the first three sales executives you encounter one question: What constitutes a lead? Generally speaking, companies define their market too broadly, resulting in wasted time and effort applied to too many prospects. Are we marketing to IT decision makers in the F100?

Sales Qualified Leads 120

Sales Qualified Leads Lead Scoring Lead Ranking Leads 120

ViewPoint

AUGUST 22, 2011

And, for many, the goal for 2012 will be to finally implement marketing automation. Unfortunately, too many marketers begin this process with the question, “Which automation tools should we look at?” First, you’ll become more efficient in your marketing and sales efforts. What's the point of that?

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Buy Automation 120

ViewPoint

APRIL 7, 2014

Jim, who is principal of a California-based sales and marketing consulting firm Sales Leakage Consulting, lays the blame squarely at the feet of sales managers, who aren’t putting the necessary pressure on their sales force to follow up on leads, he said. They Think Sales Skills are Going to Win the Day.

Lead Scoring 120

Lead Scoring Lead Ranking Marketing Qualified Leads Leads 120

ViewPoint

SEPTEMBER 13, 2016

Marketing and sales are aligned. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Matt Heinz, Heinz Marketing , President. In my opinion, marketing should be helping sellers get into conversations earlier. Cold calling is dead. Do you agree these are lies? It is possible.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

JUNE 30, 2015

The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Qualified leads, according to sales, are based on criteria they understand but marketing is in the dark about. Marketing tries to qualify a greater number of prospects. CRM and marketing automation systems.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Trade Show High Quality Lead 120

ViewPoint

OCTOBER 27, 2016

If you leave laws and a judicial system out of marketing and sales departments, you have a recipe for disaster. The answer from marketing was a resounding chorus of “Yes!” accompanied by pride in the fact that marketing sourced leads comprised more than 95 percent of the pipeline. We will talk about the judicial branch below.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Marketing Automation Services Act-On 120

ViewPoint

JUNE 28, 2018

Companies with optimized sales and marketing organization achieve results by doing three things well. Just three: Agree on your market, media and message. Here is what you must do to fix it: Agree on market, lead definition, message. Are we marketing to IT decision makers in the Fortune 100? Political Consultant Roger J.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

JULY 30, 2013

Peter is past president of Spherion Corporation’s outsourcing division and was previously global director of business development for Anderson Consulting (now Accenture). Great rainmakers in consulting firms don’t even try to start selling, and yet they get a lot of commitments.". Unselling: The Less You Sell, the More You Win.

Word of Mouth 120

Word of Mouth Work Management Consulting Transparency 120

ViewPoint

AUGUST 18, 2015

In today’s B2B companies, marketing and sales alignment is critical to success. Unfortunately, few B2B organizations focus on creating, implementing and executing a defined marketing and sales process. Unfortunately, few B2B organizations focus on creating, implementing and executing a defined marketing and sales process.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Marketing Qualified Leads 120