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. Twitter: @chris_snell. Used to be lucky if you had an email to go on”. Stay Tuned.

Linkedin 120

Linkedin Twitter Video Marketing Education 120

ViewPoint

MARCH 27, 2015

1) Be clear about your objective: Your first and most important objective is to secure the next step, which is a discovery conversation. There will be a time for that in future conversations. Use “client addressed” talking points to position yourself, lower their resistance and keep them engaged in the conversation. Web: [link].

Tips 120

Tips Work Management Amazon Marketing Prospects 120

ViewPoint

APRIL 10, 2014

In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation is still the most engaging way to contact a prospect and convert him into a customer. Note, however, that once the conversation begins, you only have about 20 seconds to launch a great first impression.

Contacts 120

Contacts Cold Calling Opt-out Opt-in 120

ViewPoint

MARCH 26, 2015

From that list, Mike says to craft a “playbook” with short and sweet talking points you can spit out in the first few seconds of a conversation. Twitter: @mike_weinberg. Actual results you’ve achieved for your clients. Don’t be like every other sales call your prospect receives. Make them glad you interrupted. Web: [link].

Tips 120

Tips Work Management Amazon Marketing Management 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

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. ” She talks about her own experiences on Twitter for MarketingProfs: “I’m on that channel on behalf of MarketingProfs, and I love talking to customers there. Ann on Twitter: @MarketingProfs.

Marketing & Strategy 120

Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 120

ViewPoint

OCTOBER 31, 2013

Click to start video at this point —Koka’s “eureka” moment was when he recognized the value in connecting his Twitter and LinkedIn accounts. Twitter is more of a running conversation, where people relax and divulge more personal information. Koka Sexton, LinkedIn, People Still Buy from People, Regardless of Technology.

Lead Scoring 120

Lead Scoring Lead Ranking Cross-Selling Best Practices 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 is a huge door opener and a great way to participate in conversations that would otherwise never exist. Their fear that you’ll turn on the hard sale based on that form is one reason they lie. Leads suck.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

DECEMBER 8, 2011

“Metrics such as clickthroughs, conversions, ReTweets, Likes, etc… are more easily measured on social media than similar metrics for more traditional media, plus measurement and analytics platforms have improved significantly (and continue to). A recent lawsuit, for instance, values Twitter followers at $2.50

Merchandising 120

Merchandising Clickthrough Demand Generation Agencies ROI 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. When prospects post about their passions and their activities on LinkedIn, Twitter, and Facebook, savvy sales people can learn how to shape compelling conversations that don’t resemble traditional sales calls.

Peer-to-peer 120

Peer-to-peer Cold Calling Consulting Work Management 120

ViewPoint

AUGUST 20, 2015

You should also look at lead-to-revenue conversion rates across the flow. You can follow her on Twitter @pamhege or find her on LinkedIn. Use it to construct a detailed picture of your current lead-to-revenue strategy, infrastructure, processes, and performance.

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 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. Linda’s Upcoming Book: The New Sales Conversation. Click to start video at this point — I ask Linda about the book she is working on, and she enthusiastically talks about The New Sales Conversation.

Demand 120

Demand RFP Work Management Buying Cycle 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? Rather than just “how many calls did you make?”

Top of Funnel 120

Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 120

ViewPoint

MAY 14, 2013

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Twitter: @BrennerMichael. Michael is also the author of B2BMarketingInsider.com , where he discusses content marketing, demand generation, mobile strategy, and sales alignment to name a few. Stay Tuned.'

Cost per Acquisition 120

Cost per Acquisition Peer-to-peer Top of Funnel Barriers 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. Sales reps can actually engage in conversations and start to identify when there might be some buying signals or see different ways their prospects are sharing information or participating in conversations.

Trends 120

Trends Practices Marketing Automation Services Work Management 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.’ Carlos on Twitter: @cahidalgo.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

MAY 10, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Christopher mentions Twitter’s recent launch of its self-serve ad platform similar to Google AdWords: marketers can go in with their credit cards and place ads. Stay Tuned.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 10, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Chris mentions Twitter’s recent launch of its self-serve ad platform similar to Google AdWords: marketers can go in with their credit cards and place ads. BtoB Magazine Website: www.btobonline.com.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

JULY 9, 2013

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Twitter: @scoremoresales. She has worked with known companies such as Apple, IBM, and Siemens and has become a well-known sales leader. Lori''s Motto - Make Small Daily Improvements. Stay Tuned.'

Lead Scoring 120

Lead Scoring Lead Ranking Thought Leadership Sales Qualified Leads 120

ViewPoint

APRIL 30, 2013

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. He is also the co-author of How to Make Money with Social Media and Go Mobile a best-selling mobile marketing book. We started our discussion talking about the economy and as Jamie shares things are looking up.

Mobile Marketing 120

Mobile Marketing Lead Scoring Lead Ranking Marketing Leads 120

ViewPoint

JUNE 15, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Based on SLMA Radio interviews with 120 marketing and sales leaders and other conversations, a big change is the way companies are spending more dollars on marketing and lead generation. Stay Tuned.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 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. Become the partner before the sale so there is a relationship established, and, when it’s time to have that conversation, it won’t be just about price. Ginger on Twitter: @customeralchemy.

Marketing Automation Services 120

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

ViewPoint

MAY 30, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. He advises companies to start with newly acquired customers to determine how the conversion progression went, what the triggers were, and how that can be applied to get future wins. Stay Tuned.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

ViewPoint

APRIL 28, 2015

Familiarize yourself with their Twitter presence—specifically the hashtags they use—to get a sense of their interests and beliefs. When (notice I said when, not if) you go to LinkedIn for background information, look for recommendations made by your contact’s peers. This will provide insight that goes beyond their work history and education.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 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. This implies a continuous dialog or conversation helping to guide that buyer to the right educational and information resources. Rich on Twitter: @richvancil.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 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. There are more frequent conversations about what marketing can do to help sales open doors and expand relationships, as well as how marketing can find, mine and nurture new opportunities. Stay Tuned.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

SEPTEMBER 20, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Follow Bob on Twitter: [link]. Bob's goal with CustomerThink is to help business leaders develop mutually beneficial customer relationships. CustomerThink Website: [link]. Stay Tuned.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 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. You’re going to have to build the infrastructure that goes out and has conversations with people.” Craig specializes in lead generation, lead qualification, and B2B marketing and sales. Stay Tuned.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

JULY 10, 2013

I was more surprised that only six of the alum mentioned Twitter. Anthony Iannarino ( The Sales Blog ) said, “It allows you to engage in one-to-one and one-to-many conversations. My social media tools are Triberr, Buffer and HootSuite.” ( Michael Brenner, SAP — interesting that neither LinkedIn or Twitter made his list ).

Social Media 120

Social Media Opinions Tools InsideView 120

ViewPoint

MARCH 4, 2014

We see it in sales funnels that have an unusually low conversion rate between the pitch and negotiation stages. They can be found on Twitter and Facebook.' Your organization might not look quite that bad, but it does happen. Mike Kamo is the VP of marketing for Strideapp.

Inbound Marketing 120

Inbound Marketing Top of Funnel Lead Qualification Sales Qualified Leads 120

ViewPoint

MAY 2, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Companies are on Facebook, LinkedIn, Twitter, YouTube and have a blog—very often with just one person devoted to maintaining all these outlets. Social Media: What's Hot?

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

APRIL 13, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. ” A sales team wanting to scale should recognize that the marketing team is there to help and should share with them the insights along with what the sales conversations sound like.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120