ViewPoint

DECEMBER 27, 2016

Per Julie Schwartz, senior vice president, research and thought leadership at marketing research, consulting and training firm ITSMA : “It’s widely believed that 60% to 70% of the buying process is over before prospects want to engage with a salesperson. See more …”.

Top of Funnel 189

Top of Funnel B2B Sales Account Based Marketing B2B Thought Leadership 189

ViewPoint

MAY 23, 2018

Here’s what Julie Schwartz, SVP at marketing research, consulting and training firm ITSMA says: “It’s widely believed that 60% to 70% of the buying process is over before prospects want to engage with a salesperson. More reasons nurturing matters. See more …”.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

JUNE 2, 2016

Per Julie Schwartz, senior vice president, research and thought leadership at marketing research, consulting and training firm ITSMA : “It’s widely believed that 60% to 70% of the buying process is over before prospects want to engage with a salesperson. See more …”. What sort of impact has nurturing had on your sales activity?

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 120

ViewPoint

MARCH 1, 2016

Revenue projected from the “write content and they will come” mentality is overestimated. The premise is that there is so much information available online that salespeople are thought to be unnecessary in the early stages. However, that is overly simplistic and lacks critically important metrics.

ROI 159

ROI Lead Ranking Marketing Qualified Leads MQL 159

ViewPoint

FEBRUARY 26, 2013

Today's guest blogger is Dan Armstrong , Director of Research and Thought Leadership at ITSMA. But self-aware salespeople, with an education in potential cross-cultural pitfalls, are better equipped to avoid misunderstandings, win trust, and make the sale. Your leads may be perfect. They may have the budget and the authority to buy.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120

ViewPoint

OCTOBER 11, 2012

The core challenge is really driving that demand process through the organization which is a holistic approach of people, process, content and technology—and having marketing and sales work in a collaborative fashion in each of those areas. Get Involved in the Dialog and Shape the Conversation from an Education Standpoint.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

FEBRUARY 24, 2016

It’s essential to be able to inform the sales team about: our reason for existence, the direction of the company and why it’s the correct course, what we sell and why we sell it, which markets to pursue, the competitive landscape and the pricing model.". From Mike Weinberg’s book, New Sales. I whole-heartedly agree with Julie!

Lead Ranking 149

Lead Ranking Demand Generation Agencies Account Based Marketing Paid Search Agency 149