ViewPoint

FEBRUARY 3, 2015

In the session, Paul encourages marketing executives to truly get to know their buyers by uncovering their emotional triggers and creating compelling content based on psychograhic personas. Marketing Strategy PowerViews' He goes on to explain how this approach translates into a more productive process for both buyer and seller.

Psychographics 120

Psychographics Process Buy Webinar Metrics 120

ViewPoint

MARCH 1, 2016

Revenue projected from the “write content and they will come” mentality is overestimated. Over-confidence in the impact of inbound-only strategies on revenue, including percent of new revenue that will come from inbound sources. However, that is overly simplistic and lacks critically important metrics.

ROI 159

ROI Lead Ranking Marketing Qualified Leads MQL 159

ViewPoint

AUGUST 22, 2013

Online content in the sales and marketing industries is constantly changing. Content Marketing Strategy: Lessons from Good (and Bad) Comedy. The buzz around content marketing has most marketers racing to keep up with demand. Practice the tactics outlined in this article to create a solid content strategy.

PointClear 120

PointClear B2B Marketing Webcast Advertising Agencies 120

ViewPoint

FEBRUARY 16, 2016

Marketing’s responsibility is to work with sales to identify the challenges or pain points of their target audience and create tailored content to speak to those challenges. Post lead follow-up, sales should give marketing feedback on what content or offers worked, and what didn’t. Find the Pain. Not all sales leads are created equal.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

MARCH 19, 2015

7) Content Marketing: The old cliché rings true: There’s a lot of content out there, just not necessarily good content. The key to successful content marketing is to understand your customer personas and where they are in the buying cycle in order to provide the right content to the right people at the right time.

Television marketing 120

Television marketing Paid Search Agency Mobile Advertising Work Management 120

ViewPoint

OCTOBER 1, 2015

While ABM is full of promise, there is still much to be proven and done before marketers can adopt and declare this a winning strategy for their business. Using email and nurture through your ole “reliable” marketing automation system to nurture within an account is not an ABM strategy. I could not agree more!].

Account Based Marketing 120

Account Based Marketing Lead Generation Sales Qualified Leads Marketing Automation Services 120

ViewPoint

SEPTEMBER 24, 2015

They produce the content and materials that help lure contacts at the company into deeper conversations with sales. When you have large ASPs, you can create tailored content for specific accounts that are even more effective than broad-based content. Want to hunt “whales”?

Account Based Marketing 120

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Leads 120

ViewPoint

SEPTEMBER 22, 2015

It's a sales AND marketing strategy supported by a process managed by people and enabled by technology. You also can’t afford to wait until those Named Account targets happen to find your contact information and download something… Strategy first, technology second. The tech simply enables the right strategy, not the other way around.

Account Based Marketing 120

Account Based Marketing Lead Generation ABM Lead Scoring 120

ViewPoint

JULY 7, 2015

I have no decision making authority, but I get a high lead score because I am on your website a lot and interact with your content, sometimes I even engage in conversation with your sales team. The No Marketing Strategy Approach. Here’s why: Most companies don’t have a documented content marketing strategy. We liked that.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

JANUARY 13, 2017

Map content to audiences of one. It is a strategy. -It Zero in on prospects with the most propensity to buy to keep you from incurring marketing/sales costs that don’t deliver return. Use Dynamic Engagement, including Triggers. Analyze, Analyze, Analyze. This slide presentation also outlines exactly what ABM is—and what it isn’t. -It

Account Based Marketing 120

Account Based Marketing PointClear ABM Cost per Lead 120

ViewPoint

AUGUST 20, 2015

Content creation and usage: Does our content match every stage of the buyer’s journey and answer questions along the way? Use it to construct a detailed picture of your current lead-to-revenue strategy, infrastructure, processes, and performance. Step 3 – Data Analysis.

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 120

ViewPoint

MAY 14, 2013

My guest today is Michael Brenner, Vice President of Marketing and Content Strategy at SAP and Managing Editor for the SAP Business Innovation site. At SAP, Michael’s challenge is to transform social business and content marketing to reduce cost-per-acquisition of new customers.

Cost per Acquisition 120

Cost per Acquisition Peer-to-peer Top of Funnel Barriers 120

ViewPoint

MARCH 3, 2016

They have too much confidence in inbound-only strategies. Or, they might go the route of using content aggregators to identify hand-raisers (e.g., In one experience (with a very large software company) content aggregator leads cost $23.15 “raw,” but $2,660 per qualified lead (only 1.8% of them were actually qualified).

Lead Ranking 180

Lead Ranking Sales Qualified Leads ROI Lead Scoring 180

ViewPoint

MARCH 20, 2014

The content does not speak to any pain point or need the customer is facing. It quickly became the most popular content on my site. Because it''s hyper specific content. Because it''s hyper specific content. If you want to attract better inbound leads you need to make your content more targeted and specific.

Marketing Management 120

Marketing Management Leads Lead Marketing Qualified Leads 120

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

OCTOBER 24, 2013

Click to start video at this point —Jill believes in a social surround strategy. This allows you to then read and share their content across your social networks. The upshot: share people’s content and they’ll be more likely to share yours. Define Your Personal Brand. They should not only connect, but amplify.

Eloqua 120

Eloqua Social Networks Linkedin Marketing Management 120

ViewPoint

MAY 23, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. B2B Email Marketers Focus on Targeting Content. Delivering relevant content was cited most often as the method that would improve email efforts, followed by lead-nurturing programs and the content''s quality and volume.

B2B Marketing 120

B2B Marketing BtoB PointClear B2B 120

ViewPoint

NOVEMBER 12, 2013

But for a strategy to be consistently successful, a company’s sales and marketing teams need to be operating with shared goals — which is easier said than done, says my latest guest and longtime friend, Matt Heinz, president of Heinz Marketing. Original Content Attracts Twitter Followers. Who has control over when a sale is complete?

Paid Search Agency 120

Paid Search Agency Marketing Leads Leads Lead 120

ViewPoint

AUGUST 18, 2015

Invested in content generation. Content creation and usage. Today she serves as Managing Partner of Homeport Marketing , a B2B lead-to-revenue firm in Atlanta that builds and rebuilds lead-to-revenue strategies and processes that align marketing and sales to generate consistent revenue growth. Hired a social media marketer.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Leads 120

ViewPoint

DECEMBER 20, 2011

I appreciate the manner in which each has clearly presented B2B marketing and sales challenges, solutions (in the form of best-practice strategies and tactics), and results in areas like the following: Content marketing. B2B marketing and sales strategies and tactics. Social media strategies and ROI. Customer acquisition.

Blogger 120

Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

JULY 16, 2013

Why then are so many consultants and companies out there actively promoting inbound marketing as the dominant lead generation strategy of our time? Inbound marketing is based on developing high quality content that attracts qualified buyers, who are in the early stages of the sales cycle. Build it and they will come.”

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

JULY 25, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. Whether you’re just starting out or a seasoned blogger these five components are an essential part of a successful blog strategy. Running A Successful Business Blog: Why It Pays to Post. The Five Cs of a Successful Blog. Via Feedblitz.

PointClear 120

PointClear B2B Marketing Trends B2B 120

ViewPoint

DECEMBER 12, 2013

TV networks are just like the marketing resources and sales support at your company: they provide you with sales content, such as presentations and data – and do so with the best of intentions – but don’t offer the framework necessary to be valuable for meeting your sales goals. This is a two-way analogy. to sell the solution).

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Cable 120

ViewPoint

APRIL 18, 2012

His focus in the Marketing Effectiveness and Strategy practice helps his clients achieve extraordinary results. He adds that this is part of a larger, content-driven marketing trend that includes rich media. Click to start video at this point —Asked outbound vs. inbound strategies, Trip says, “Inbound versus outbound.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

OCTOBER 6, 2015

It's a marketing strategy dictated by the sales go-to-market model. 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. In fact, I think the technology comes a distant third to strategy and effective execution.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 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. That also includes common metrics and objectives.”. I think that it’s the way that we’re using them.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

OCTOBER 15, 2013

Slightly more than two-thirds of those surveyed said they listen to more online radio than they did a year ago as they access content on more Internet connected devices.”. Christine Crandell of New Business Strategies. This show is hosted by Debbie Qaqish, Principal and Chief Strategy Office for The Pedowitz Group.

PointClear 120

PointClear Marketo Internet Marketing Broadcasting 120

ViewPoint

FEBRUARY 12, 2013

Andy Gray is a senior marketing professional with proven expertise in directing, centralizing, and strengthening how customers are acquired and retained as well as how companies are positioned through marketing strategies, demand generation, sales support and enablement programs, market research and product development.

Stats 120

Stats Trade Show Webinar Metrics Demand Generation 120

ViewPoint

SEPTEMBER 13, 2016

Ruth Stevens, eMarketing Strategy , President. And, sitting around waiting for a buyer to decide to reach out to you is not an effective strategy. 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 29, 2012

Keys to SAP’s new marketing approach (culture eats strategy for breakfast, lunch and dinner): Control the message & orchestrate the conversation. Surveys generate a tremendous amount of content that can be repurposed inexpensively. Synchronize the client/prospect/employee experience across all channels. Well worth the fee.

Multi-Channel 120

Multi-Channel Demand Generation Agencies Class Webinar Metrics 120

ViewPoint

APRIL 25, 2011

What they choose to do next in response to your content and communications is a critical pivot point. After all, the subject is top of mind enough to cause them to pay for content with information. In fact, many marketers are turning to 3 rd party content and considering content curation. Sharing great content.

Lead Gen 120

Lead Gen Emarketing Lead Scoring Lead Ranking 120

ViewPoint

FEBRUARY 16, 2012

Turning friends, followers and content into sales, leads and subscribers means solving customers' problems in ways that nurtures demand for larger solutions. Does your content marketing strategy show customers ways to avoid risks they don't yet know they have? This is How They're Doing It. What's their secret? Take Action.

Customer Satisfaction 120

Customer Satisfaction Sample Youtube Social Media 120

ViewPoint

JULY 19, 2012

Brian is Executive Director of Revenue Optimization at MECLABS where he leads business units that include Applied Research, Strategy Group, Conversion Group, Leads Group, Agency Group, Technology Group and Training Group. ” Collaborate on Content that Gives Sales a Valid Reason to Connect. My guest today is Brian Carroll.

Lead Gen 120

Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

AUGUST 30, 2012

He is also author of a popular sales and marketing blog, Funnelholic , where he shares B2B content with an edge. Craig is researching this and will be posting content on his blog as he wants to understand how these companies in the Valley are building their install base without sales teams. And I still prescribe that 100%.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

APRIL 17, 2012

As a further look at where marketing has progressed and why sales won’t take over lead generation anytime soon, look at a sample of the titles of the latest articles in the April 9 th BtoB Magazine: Marketers embrace digital content testing. Complicates content marketing goals. Kate Maddox. Digital Edge. Maddox and Hosford.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

ViewPoint

JUNE 5, 2017

Map content to audiences of one. Zero in on prospects with high propensity to buy to keep you from incurring marketing/sales costs that don’t deliver return. Use dynamic engagement, including triggers. Then deliver it via all media (inbound and outbound), across multiple sales cycles, at just the right frequency. Analyze, analyze, analyze.

Top of Funnel 149

Top of Funnel Sales Qualified Leads PointClear Cost per Lead 149

ViewPoint

FEBRUARY 24, 2016

Simplified. : "Where I’m from, it’s the chief executive’s job to determine and articulate the company’s strategy. From Aberdeen Group: "Tele-prospecting is a valued complement to content marketing and inbound marketing and should be a component of any MQI-to-MQL Nurturing program. From Mike Weinberg’s book, New Sales.

Lead Ranking 149

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