ViewPoint

DECEMBER 16, 2016

Yes, you can customize your content, triggers and lead registration assets to focus on a particular, designed customer segment. ITSMA - 78% of executives are willing to respond to unsolicited outreach from companies, if it contains ideas that are strategically relevant.

Account Based Marketing 120

Account Based Marketing Inbound Marketing B2B Sales Tips 120

ViewPoint

MARCH 27, 2014

Co-hosts Paul and Allan tee up the show by discussing several hot news items relevant to the B2B market - Here’s what they noshed on, on Episode #5: According to the latest CMO Survey, 85% of CMOs either have not shown any impact from social media spending or have only a qualitative sense of its effectiveness. Voicemails work.

Social Media 120

Social Media Work Management Marketing Management Media 120

ViewPoint

OCTOBER 27, 2011

Dell’s clients and prospects win because Scott creates rich content. In the future, your website will be a destination providing relevant information that will unlock new marketing opportunities by allowing prospects to self-educate through organic, online sharing and interaction. This is a win-win-win situation.

Social Marketing 120

Social Marketing Amazon Business Social Media 120

ViewPoint

OCTOBER 2, 2012

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. When you have the right data about your customers that your competitors don’t have, you can communicate with them in a more relevant way.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

OCTOBER 6, 2015

There are great technologies that allow us to serve relevant ads, content and other online interaction opportunities to the accounts and contacts we care about. Regardless of the goal (R/A/D), the focus must be on bringing relevance to the buyer’s journey or post-sale customer lifecycle based on the goal we have for the account.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

APRIL 18, 2012

He adds that this is part of a larger, content-driven marketing trend that includes rich media. He notes this evolution is surprising given the number of challenges that are out there, and yet it makes sense given content asset trending. So a better focus is, “What’s the content that’s being shared?

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

SEPTEMBER 15, 2011

The most successful lead generation programs that I’ve seen are the ones that have created a robust table of contents for their story, realized that each prospect is going to consume the elements of it in their own unique way and enabled other advocates to supplement the company’s story through social and community interactions.

Online Lead Generation 120

Online Lead Generation Lead Generation Lead Ranking Generation 120

ViewPoint

MAY 30, 2012

DemandGen Report has a study underway to determine the content and kinds of messages that buyers prefer and respond to. Lead Evaluation Metrics: A Leaning Curve to Relevance in Reporting. He adds that—in addition to the digital contact—you still need a lot of personal and physical touches to make that final connection.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

ViewPoint

AUGUST 23, 2012

Click to start video at this point — Tim sees two primary focal points for marketing and sales alignment: the lead generation/demand generation element and the content/sales enablement piece. 2012 Recommendations: Don’t Make More Content—Make More Meaning. Alignment Shifting to Jointly Developing Impactful Messages, Tools and Assets.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

JUNE 7, 2016

Make sure all correspondence is relevant to the prospect—not just “I am looking forward to speaking with you”. He notes that the keys to success in lead follow up are: Process: Define a series of touches (telephone, voicemail, email) and design call/content templates that reps can customize.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

SEPTEMBER 23, 2011

In a recent conversation on marketing approaches, friend and colleague Elizabeth Fairleigh, thE Connection , shared an interesting comment: “I was thinking about outbound telephone calls and why they are relevant today. These include custom content, nurturing emails, landing pages, SEO, webinars and podcasts.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Lead Scoring 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. He blogs at [link]. Follow customers into social spaces. It's a smart idea.

Sales Management 120

Sales Management Social Media Work Management Process 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. Ask yourself, “What is the data needed to support business goals and get a better understanding of our customers?”

Marketing Automation Services 120

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

ViewPoint

JULY 19, 2012

” Collaborate on Content that Gives Sales a Valid Reason to Connect. Click to start video at this point — Brian also recommends looking at existing content to determine how it can be used again and extend value. In other words, just saying how do we go further with money we already spent.”

Lead Gen 120

Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

MAY 5, 2015

When someone leaves their website, they’ll be able to display relevant content as the prospect reviews other sites. Consider the experience of one software company: Content Marketing: Videos attract 300% more traffic and nurture leads. 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

JULY 10, 2013

Carlos Hidalgo feels that “blogs are a great way to increase inbound traffic, engage buyers early on in the buying process, educate your target audience and share relevant information.” You own the content. Social Listening, Content Management, Social Advertising—advertising in social? Not surprisingly, S. You own the platform.

Social Media 120

Social Media Opinions Tools InsideView 120

ViewPoint

APRIL 13, 2012

Click to start video at this point —In providing advisory services to CMO and marketing leadership professionals, Jeff receives inquiries from clients trying to figure out how can they be more relevant to sales and be recognized as contributors to the revenue engine of the company.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120

ViewPoint

JULY 21, 2011

Selling tactics can be immediately tailored to reinforce the laser-like relevance of a solution. That is, it takes time to develop content, promote it, and get prospects to find it and engage with it. Early-stage to late-stage market coverage.

Sales Management 120

Sales Management Enterprise Management Work Management Marketing Management 120