ViewPoint

NOVEMBER 8, 2017

This article does a good job of explaining the importance of the ULD—assuring everyone is on the same page and working toward the same end—and covers additional ground (“How to do lead management that improves conversion”). RESEARCH: Are folks responsible for reaching out to your market knowledgeable and prepared for quality conversation?

Lead Generation 378

Lead Generation Work Management Sales Qualified Leads Marketing Management 378

ViewPoint

APRIL 19, 2017

He is a trust builder focused on leading transformational conversations, those that create and sustain relationships of value. Over the past six years, I have developed a fierce social media presence rooted in generating sales, and have created an online instructional course on the topic of social selling. Be relevant.”.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

AUGUST 18, 2015

When they start falling short on conversions or missing revenue, they simply treat the symptoms of a misaligned or broken lead-to-revenue process—more leads, more sales people, more technology. Hired a social media marketer. Did you improve conversions? Increased spending on lead generation. Invested in content generation.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Leads 120

ViewPoint

APRIL 18, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Social Media is Becoming a Lead Gen Vehicle. Click to start video at this point —Trip sees social media marketing starting to turn a corner. ” The Role of Social Media.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

APRIL 9, 2013

Matt Heinz #s20c Matt''s social tips: "deliver it", "Contactually", "Tweetadder"- our prospects are telling us what interests them. — Social, mobile, cloud and big data are the trends that matter #w20c. — If you attended please join the conversation.' Day 1 of Sales 2.0 was full of great speakers and information.

Training 120

Training Lead Scoring Lead Ranking Trends 120

ViewPoint

AUGUST 15, 2013

Popular opinion would have you believe that, however, recent research shows that buyer’s want sales involvement in early stage conversations—in fact they prefer it. The Rise of Social Selling. Are salespeople relegated to the last one-third of the buying process? Via Sales & Marketing Management. Via The Center for Sales Strategy.

B2B Sales 120

B2B Sales Buyer Need PointClear B2B 120

ViewPoint

JANUARY 9, 2014

If a great conversion rate is 30% of leads to sales qualified leads than 7 out of 10 failed to pass through. Social Media Marketing is an effective lean gen channel for B2C but not as much for B2B. Social is a huge door opener and a great way to participate in conversations that would otherwise never exist. Leads suck.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

OCTOBER 30, 2012

Jeff is the authority on making social media sell, adjunct faculty at Loyola University business school, author of, Off The Hook Marketing: How to Make Social Media Sell for You and a social sales training speaker. Next, simply locate and/or attract qualified “conversations” with prospects. Attract the Bees.

Planning 120

Planning Marketing Plans Top of Funnel Content Marketing 120

ViewPoint

SEPTEMBER 26, 2011

Paul is a speaker, writer and B2B social media strategist. His latest book is Social Marketing to the Business Customer , co-authored with Eric Schwartzman. Your Facebook presence needs to be fun, conversational and provocative. American Express also does an awesome job of stimulating conversation. Humanize your company.

Facebook 120

Facebook B2B Marketing Planning B2B 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. In my opinion, marketing should be helping sellers get into conversations earlier. You earn the right to be in earlier by engaging in challenging, value-added conversations. It is possible.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

NOVEMBER 27, 2012

Jeff is the authority on making social media sell, adjunct faculty at Loyola University business school, author of Off the Hook Marketing: How to make social media sell and a social sales training speaker. Creating conversation that has a worthwhile outcome is, and will forever be, a mixture of art, science.

Linkedin 120

Linkedin Work Management Peer-to-peer Marketing Management 120

ViewPoint

APRIL 12, 2013

Jordan Crook writes the new feature “will make it easier for you to start conversations with your network while also enabling you to respond in real-time when someone begins a conversation with you.”. When published, that connection or company would be notified they have been mentioned. Every marketer should take a sales guy to lunch.

PointClear 120

PointClear B2B Marketing CMO Marketing Management 120

ViewPoint

JUNE 8, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Social Megaphones, Trustability and Great Customer Experiences. Use Customer Voices to Prioritize Social, Mobile & Automation Investments.

Marketing Automation Services 120

Marketing Automation Services Top of Funnel Paid Search Agency Mobile Marketing 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. And we need to have a back and forth conversation or discussion.”

Lead Gen 120

Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

MAY 7, 2013

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. They may very well have had conversations with suppliers, peers, and internal departments, and by the time you talk with them, you don''t know this whole story. Understand the Buyer''s Backstory.

Buyer Personas 120

Buyer Personas Peer-to-peer Buying Cycle Sales Qualified Leads 120

ViewPoint

APRIL 30, 2013

He is a regular guest on CNN and HLN on the subject of marketing and social media and is an internationally-recognized keynote speaker for corporations, events and trade shows around the globe. He is also the co-author of How to Make Money with Social Media and Go Mobile a best-selling mobile marketing book. Mobile Marketing Boom.

Mobile Marketing 120

Mobile Marketing Lead Scoring Lead Ranking Marketing Leads 120

ViewPoint

SEPTEMBER 27, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Social media integration. Social Media: The Rise of the Social Buyer in the Complex Sale. Dave says social media has a very important role, and it’s growing. New marketing channels.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

OCTOBER 1, 2013

Social selling is all about nurturing, because every time you come into contact with a prospect—via Facebook, Twitter, LinkedIn or some other social media — you have to nurture the relationship. Below are some salient takeouts from our conversation, which can be viewed in its entirety here. A Move Toward Customer Retention.

Content 120

Content Storytelling B2B Sales Linkedin 120

ViewPoint

JANUARY 31, 2013

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. They’re social. Because prospects and customers see meaningless cold calls as wasteful interruptions, successful sales professionals must use social media research to find reasons to connect with their leads.

Peer-to-peer 120

Peer-to-peer Cold Calling Consulting Work Management 120

ViewPoint

OCTOBER 2, 2012

In fact, when we studied the conversion rate for one company recently, what we found is that most of their lead conversion was happening from nurtured leads that were warm that the salespeople had ignored.”. On the sales side, really embrace social and listen in. Buying cycles are changing.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

MAY 14, 2013

At SAP, Michael’s challenge is to transform social business and content marketing to reduce cost-per-acquisition of new customers. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Social Selling & Personal Branding.

Cost per Acquisition 120

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

ViewPoint

JUNE 28, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. He adds that the major factor is the new buyer—empowered and smarter, in ways, than IT vendors—coming into provider organizations through a variety of digital and social pathways. Then Speak.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

ViewPoint

JULY 12, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. ” Social Media: Less About Lead Gen and More About Creating Relationships. But I also think that social in my mind is part of the process. And I would say that there is that conversion happening.”

Marketing & Strategy 120

Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 120

ViewPoint

APRIL 2, 2013

LinkedIn's network of groups is one of the best tools for business-to-business marketers looking to contribute to conversations related to their industry and establish themselves as thought leaders, according to WSJ’s Kate Mitchell. The B2B Marketing Advantage of LinkedIn. From #SXSW: Charting the Road Ahead for B2B Marketing.

B2B Marketing 120

B2B Marketing Linkedin PointClear Marketing Automation Services 120

ViewPoint

DECEMBER 18, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. What About Little Data and Social Media? This conversation then goes away and the potential client gets back to a discussion of price only. 2013 Predictions—Why Big Data Shouldn’t Be the Focus.

Lead Ranking 120

Lead Ranking Work Management Business Marketing Management 120

ViewPoint

AUGUST 16, 2012

Below, you can read highlights from our discussion or use the links to start the interview from different parts of the conversation. We stop prospecting, or we stop outbound stuff because we have this wonderful thing called social media, and so now all our prayers are going to be answered by social media.”.

Budget Programs 120

Budget Programs Work Management Marketing Management Sales Cycle 120

ViewPoint

MAY 9, 2013

Use tools such as Google Alerts, Social Mention and Topsy to discover your online rep, and work on building a positive online brand for your company. History and context can make an e-mail more like a conversation, says Donald Parsons, Amazon''s global e-mail director. Via ClickZ. Via eMarketer. The Most Effective E-mails Are Personal.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

OCTOBER 31, 2013

For this ‘best of’ edition we revisit the hot topics—social media, mobile marketing, sales lead follow up. Twitter is more of a running conversation, where people relax and divulge more personal information. Initially, social media marketers had to listen to what was being said about them and then analyze it.

Lead Scoring 120

Lead Scoring Lead Ranking Cross-Selling Best Practices 120

ViewPoint

NOVEMBER 8, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. They then they use social media to check what other contacts have done about those issues. Linda’s Upcoming Book: The New Sales Conversation. The New Selling Landscape Calls for a New Sales Map.

Demand 120

Demand RFP Work Management Buying Cycle 120

ViewPoint

APRIL 3, 2014

Email, texting, social networking—these certainly have their place in business today, but none of them replaces the power of an in-person connection. Our job is all about building relationships—which is done through meaningful conversations , not emails and status updates. Stop Communicating, Start Connecting.

Cold Calling 120

Cold Calling Ideal Customer Profiles Cross-Selling Rules 120

ViewPoint

JANUARY 19, 2011

This month Jim's intention is to stimulate conversation. Might Have Been to What Must Have Been: Counterfactual Thinking Creates Meaning" was published in the Journal of Personality and Social Psychology in January 2010 I am asking you to take a journey of Counterfactual Reflection.*.

Marketing Automation 120

Marketing Automation Automation Blogger B2B Sales 120

ViewPoint

OCTOBER 11, 2012

Commenting on the complete alignment across the organization, he notes, “Never once did we start the conversation with how are we going to get you guys to get along. He describes a recent conversation with a client: “She said, ‘I’ve got to develop how I’m going to approach inbound vs. outbound.’

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

AUGUST 30, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. 2012 Trends: Social Marketing Gaining Real Traction & Growth Hacks. Social Media: Table Stakes and the Challenges Linking to ROI. There are all these things we’ve got to do.’

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

SEPTEMBER 17, 2013

Here are some highlights from our conversation, which can be viewed in its entirety below. Click to start video at this point —Nowadays there’s a huge push for social selling, with sales reps turning to Facebook, Twitter, and LinkedIn for leads. Used to be lucky if you had an email to go on”.

Linkedin 120

Linkedin Twitter Video Marketing Education 120

ViewPoint

SEPTEMBER 17, 2013

Here are some highlights from our conversation, which can be viewed in its entirety below. Click to start video at this point —Nowadays there’s a huge push for social selling, with sales reps turning to Facebook, Twitter, and LinkedIn for leads. Used to be lucky if you had an email to go on”.

Linkedin 120

Linkedin Twitter Video Marketing Education 120

ViewPoint

JANUARY 11, 2011

Inside Sales reps will rely on and be trained on how to use that data to have meaningful conversations with their buyers. ” management will also ask “and of those, how many conversations did you have with prospects that fit our Ideal Customer Profile? Social media has leveled the playing field.

Top of Funnel 120

Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 120

ViewPoint

DECEMBER 8, 2011

One of the biggest challenges in calculating Return on Investment (ROI) from any type of marketing initiative—social or other—is in quantifying the actual economic value produced by it. Chris originally published this post on November 14, 2011, and it is republished here with his permission.

Merchandising 120

Merchandising Clickthrough Demand Generation Agencies ROI 120