ViewPoint

FEBRUARY 26, 2013

Today's guest blogger is Dan Armstrong , Director of Research and Thought Leadership at ITSMA. Before coming to ITMSA, Dan moderated conferences for Information Week on behalf of sponsors including IBM, Dell, HP, and Silanis. Your leads may be perfect. They may have the budget and the authority to buy. They may need what you’ve got.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120

ViewPoint

OCTOBER 5, 2018

20,000 companies with multiple contacts and verified technical environment information in the right verticals (no email addresses). This blog about lead cost summarizes a lot of research I have done on the subject. It is interesting to note that one of sources (content aggregation) has a $23.15 What is a Lead? The Verdict.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

ViewPoint

APRIL 26, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. Build A Content Hub That Converts. B2B marketing exec, Michael Brenner confirms that today’s B2B buyer is overwhelmed with the amount of product-centric content on the web. Report: Data, content drive email marketing. Via Marketo.

BtoB 120

BtoB PointClear B2B Marketing Lead Scoring 120

ViewPoint

SEPTEMBER 13, 2016

Ardath Albee: “Research finds that sellers can be involved in all stages of the buying process if they bring value to the conversation. How does your content earn you the right to get some of their attention earlier – establishing trust, credibility and preference for your brand before that 57-90% of the process is done?

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

MAY 9, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. Protecting your online reputation is crucial in an era when conducting searches for information is a routine part of a buyer''s research, according to Jasmine Sandler. 5 Compelling Reasons To Launch B2B Mobile Landing Pages Now.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

MAY 17, 2018

Content Aggregator “Leads”. See this blog on market segmentation for more information. Option 3: Content Aggregator Leads. Read this blog if you want a specific example of why I am not a fan of content aggregation (though I recognize it’s a huge business). of content downloaders were with qualified companies.

Sales Qualified Leads 120

Sales Qualified Leads Buy Lead Scoring Lead Ranking 120

ViewPoint

OCTOBER 2, 2012

He adds that there is value in qualified leads where there are not specific timeframes or budgets identified early on: “We actually have found, and our research bears this out, that warm leads often ignored by salespeople represent significant revenue. Purchasers are doing a lot of research before they engage with your company.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 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

ViewPoint

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She is a founding member of the Savvy B2B Marketing blog , and contributes regularly to the Content Marketing Institute blog. Champion Content Marketing.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

AUGUST 23, 2012

But he adds that this positive motion is facing a continuous challenge in the form of companies opting not to move forward: “The bigger challenge I do see, though, is that the ‘no decision’ threat—the threat to not do anything even though they want to squeeze you for all the information you’ve got—is looming large and only seems to be expanding.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

APRIL 18, 2012

My guest today for this third PowerViews interview is Trip Kucera, Senior Research Analyst at Aberdeen Group. He adds that this is part of a larger, content-driven marketing trend that includes rich media. So a better focus is, “What’s the content that’s being shared?

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

MARCH 2, 2011

Today's guest blogger, Jeff Molander, is adjunct professor of digital marketing at Loyola University business school, a content marketing speaker and author of the forthcoming book, Off the Hook Marketing: How to make social media sell. Research funded by an ad agency that sells banner ads? He blogs at [link]. It's a smart idea.

Sales Management 120

Sales Management Social Media Work Management Process 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. I can collect as much information as possible.”.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

JULY 26, 2012

I'm pleased to have as my guest today Tony Jaros, SVP of Research at SiriusDecisions. He has led the research function at SiriusDecisions for more than 10 years, overseeing the creation of content including demand creation, product marketing, marketing communications, general strategy, sales training, hiring and client service.

Demand 120

Demand Enterprise Management Work Management Marketing Management 120

ViewPoint

SEPTEMBER 20, 2012

Bob has three decades of experience in sales, technical support, consulting, research, and online community development. That’s something I’ve found in my research about how top performing businesses do their thing so well. My guest today is Bob Thompson. Bob is the founder, president, and CEO of CustomerThink.com.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

JUNE 8, 2012

Regarding leads, Ginger notes this is always a common point of contention, and there needs to be collaboration on what a qualified lead is, when it’s a warm lead, and when it’s time to give it to sales. Purchasers are doing a lot of research before they engage with your company. Buying cycles are changing.

Marketing Automation Services 120

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

ViewPoint

JUNE 28, 2012

This implies a continuous dialog or conversation helping to guide that buyer to the right educational and information resources. He defines this as getting the right marketing content assets to the right seller at the right time in the right place in the right format to move an opportunity forward. I don’t want to be sold to.’”

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

ViewPoint

SEPTEMBER 6, 2012

Click to start video at this point — Asked about reasons why recent research is showing fewer sales reps made quota last year than in 2006, Jill says there are a lot of factors at work. She also says many companies have not adjusted to the fact that the role of the salesperson is not to convey information. They don’t capture leads.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

MAY 5, 2015

According to MarketingSherpa research, 64% of B2C and 48% of B2B marketers send out some automated version of this. Think about what motivated the person to sign up, and then make sure the welcome email provides information that addresses that motivation. Increased use of video. Not everyone wants to read a long article.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Peer-to-peer 120

ViewPoint

MAY 2, 2012

He notes, “I've been impressed by the amount of research that I've seen lately on both B2B and B2C marketers talking about the commitments they're making to social media—very large increases in spending and planning for this year. This supports making a more informed outreach to those companies using traditional outbound modes.

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

DECEMBER 20, 2016

If you want more information on understanding how much you should be paying for a lead, check out our How Much Should a Lead Cost whitepaper. This individual was paying content aggregators $23.15 While doing research for this blog I found one study that was quoted frequently stating that technology leads cost $51 – $100.

Cost 120

Cost Sales Qualified Leads Cost per Lead Account Based Marketing 120

ViewPoint

APRIL 13, 2012

In this second episode of PowerViews, I have the pleasure of talking with Jeff Ernst who provides advisory services to CMO and marketing leadership professionals as Principal Analyst at Forrester Research. The importance of inbound and content marketing early in the buying cycle.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120