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. But I have no lead score, and no one contacts me because I don’t have any activity on your website. form field completions).

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

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

MARCH 27, 2014

A survey Of 175 B2B buyers reveals what they want to see on vendor websites. A survey of B2B buyers revealed what they want to see on vendor websites: detailed contact information, case studies, white papers and articles. Use voicemails and emails with compelling content to generate and follow-up on leads. Voicemails work.

Social Media 120

Social Media Work Management Marketing Management Media 120

ViewPoint

AUGUST 18, 2015

Think about all you’ve done in 2015 to improve sales and grow revenue: Launched a new website. Invested in content generation. Content creation and usage. Treating the symptoms of poor revenue performance is not going to make it better. Increased spending on lead generation. Hired a social media marketer. Added an SDR team.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Leads 120

ViewPoint

OCTOBER 14, 2011

Here are just a few notes I jotted down during the event: By the end of 2012, at least 25% of the content on websites will be video. The Westin in Waltham did a great job and the setting was conducive to a lively event. Mobile will eclipse standard browsers by 2013.

BtoB 120

BtoB PointClear Class Linkedin 120

ViewPoint

JULY 16, 2013

Inbound marketing is based on developing high quality content that attracts qualified buyers, who are in the early stages of the sales cycle. But can you build enough content and who will come? The same inbound marketing experts will tell you that it might take 50 blogs to impact your website visits. Build it and they will come.”

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 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. Twitter: @BrennerMichael. Stay Tuned.'

Cost per Acquisition 120

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

ViewPoint

JUNE 11, 2013

In marketing, teammates must ensure that website visitors and inquisitors can access the right content to assist and propel the buyers’ route. With nurturing phone calls and emails to warm-up potential buyers, marketing continues down the informational track providing more content that addresses the buyers’ problems and needs.

B2B Sales 120

B2B Sales B2B Marketing Sales Qualified Leads B2B 120

ViewPoint

OCTOBER 29, 2013

There’s no silver bullet in sales, he said, but one of the biggest mistakes people make is to create content — a blog, a slideshow, a video interview — and not share it wisely and effectively on social media. You can connect with Kyle and learn more about SalesLoft via the following resources: Website: www.salesloft.com. Stay Tuned.

Ideal Customer Profiles 120

Ideal Customer Profiles Cold Calling Fulfillment Linkedin 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

SEPTEMBER 6, 2012

Quite frankly, they don’t have a website to support it either. Too, many companies haven’t used their websites to full potential: “I see websites that are painful for me to look at. They’re not getting the online bump they could be getting by having excellent content on their site that people will come to see.”.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 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. You go to their website, and there is a button that says, ‘Download this now.’” It’s like, ‘If you’ve got to go talk to this type of person, are you seriously just going to build content until they come in your store?’

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 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.”. Because the shows are recorded (all of those above do it), the shows have a long life and can be posted on the interviewees website. SLMA Radio - Since 2010.

PointClear 120

PointClear Marketo Internet Marketing Broadcasting 120

ViewPoint

FEBRUARY 2, 2011

Today's guest blogger, Ann Handley, is the Chief Content Officer of MarketingProfs and the co-author of the brand-new book, Content Rules: How to Create Killer Blogs, Podcasts, Videos, Ebooks, Webinars (and More) That Engage Customers and Ignite Your Business. Content isn’t enough. Wiley, 2011).

B2B Marketing 120

B2B Marketing Trends Marketing Management Planning 120

ViewPoint

JULY 12, 2012

Today's guest is Ann Handley, Chief Content Officer at MarketingProfs and co-author of Content Rules. Her focus is on the conceptualization, development, and management of content for both B2B and consumer publications, particularly for the Web. 2012 Challenge: How to Tell Stories, Create Compelling Content and Drive Interest.

Marketing & Strategy 120

Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 120

ViewPoint

JUNE 8, 2012

Mobile —Every company may not need a mobile app, but they need a mobile optimized website. 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. 1to1 Media Website: www.1to1media.com.

Marketing Automation Services 120

Marketing Automation Services Top of Funnel Paid Search Agency Mobile Marketing 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

NOVEMBER 8, 2012

Click to start video at this point — I comment on the welcome sense of transparency her blog and website display, and Linda discusses her approach to sharing ideas and content: “When I do a blog, I don’t look at it in any way, shape or form as an avenue to pitch. Richardson Website: www.richardson.com. Stay Tuned.

Demand 120

Demand RFP Work Management Buying Cycle 120

ViewPoint

JULY 14, 2015

Another new contributor, Rich Wilson has a big head (according to his website). Companies must understand the buyer journey and develop content and scoring systems to execute based on that journey. Collaboration is the Key. Likewise, marketing doesn't have the intimate personal view of the customer that sales gets to see.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 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. Annuitas Group Website: www.annuitasgroup.com. Carlos on Twitter: @cahidalgo. Stay Tuned.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

SEPTEMBER 20, 2012

Bob adds, “I’m afraid that companies become so dependent on the technology and content management and lead generation that they’ll forget those basics. Why aren’t they interviewed by marketing more so they can create the content that will cause the company to pull in people who will care about those problems?”. Stay Tuned.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 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. Every company can benefit from the use of analytics to make data-driven decisions about who and how to engage. That’s just part of being a smart marketer today.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

MARCH 12, 2013

For low value, transactional sales, you should at least have a chat window on your website. We’re trying to create content that does that. For more complex sales, I can’t imagine a situation where someone shouldn’t have human touches in their nurturing. Buyers need to talk to people to get information.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 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. Retargeting. 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

JUNE 15, 2016

Content Agency. Content Management (grading of the inquiry). Website Management. There may be a half-dozen outside vendors managing some aspects of lead management: Sales Lead Management and Fulfillment Firm. Direct Marketing Agency. Digital Agencies. Telemarketing Inbound. Telemarketing Sales. Branding Agency. SEO Agency.

Lead Management 120

Lead Management Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

JULY 10, 2013

You own the content. Some additional comments of note: “The social media tools are less important than the quality and relevance of your content (and your content experts).” ( Dave Munn, ITSMA ). “My Social Listening, Content Management, Social Advertising—advertising in social? You own the platform.

Social Media 120

Social Media Opinions Tools InsideView 120

ViewPoint

MAY 2, 2012

With content being red hot this year, Paul hears a lot from marketers that they don’t have enough content, and he adds that the point of that post is, “You probably have a lot more content than you realize.” ” Good Content Is Hard and Expensive Because the Stakes are Being Raised.

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

MAY 1, 2012

Visitors to a website who submit forms to download content are not qualified leads. Lead definition and sales funnel stage impact cost-per-lead. Lead definition and corresponding links to sales funnel stages impact cost-per-lead.

Cost per Lead 120

Cost per Lead Lead Ranking Marketing Qualified Leads Lead Generation 120

ViewPoint

JULY 21, 2011

His was not a self-educating work style, and there was no way he was going to search blogs or websites to download white papers. That is, it takes time to develop content, promote it, and get prospects to find it and engage with it. Complex internal buying landscapes. Early-stage to late-stage market coverage.

Sales Management 120

Sales Management Enterprise Management Work Management Marketing Management 120