ViewPoint

AUGUST 19, 2010

(..)

Practices 120

Practices Best Practices 120

ViewPoint

MARCH 22, 2018

Having uncovered the needs, we must probe and find out as much as we can about those needs and the implications to the customer if they are not met or fulfilled. What we are trying to establish is the difference between what the customer used to do and how he does it now. Your customer used to have a manual stock and inventory system.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

OCTOBER 24, 2017

These approaches work well in both B2B and consumer marketing, covering the entire length of the lead funnel and the customer journey, respectively.”. Inbound drives organic engagement and attracts leads, while outbound helps you target specific prospects more accurately.

Cold Calling 470

Cold Calling B2B Marketing PointClear B2B 470

ViewPoint

JUNE 24, 2016

A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers. Instead, we tell our readers what they need to do, share information on how to do it, and back up our assertions with examples from industry-leading companies that use this approach with their own customers.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

AUGUST 27, 2018

Peter Drucker is more widely quoted as saying "Because the purpose of business is to create a customer, the business enterprise has two—and only two—basic functions: marketing and innovation. A business must have customers and must market its products (I take that to mean sales and marketing) and innovate.

Paid Search Agency 149

Paid Search Agency Companies Opinions Sales Qualified Leads 149

ViewPoint

DECEMBER 16, 2016

This is great; this customer just told me what they want. Instead, high performers opt to hunt down "emerging" demand in the market place by getting out in front of a customer's buying process and helping to shape that customer's perception of their needs through targeted bursts of controlled insights.

Account Based Marketing 120

Account Based Marketing Inbound Marketing B2B Sales Tips 120

ViewPoint

SEPTEMBER 28, 2018

Podcasts introduce you and your products to thousands of potential customers and those that refer customers, but there are seven things you must have in mind to be a success. Plus, podcasts create a personal brand for the host.

Multi-Channel 159

Multi-Channel B2B Thought Leadership Top of Funnel Thought Leadership 159

ViewPoint

JULY 28, 2015

Marketing’s separation also facilitates the rise of technologically driven product and service development as opposed to customer-focused, research driven development. Ever notice how often new products are created based on what is technically possible rather than by addressing what customers actually need or want?

Work Management 120

Work Management Marketing Management Lead Ranking Deliverability 120

ViewPoint

SEPTEMBER 13, 2016

Here are their comments: Dave Brock: “The customer is wherever they are in their buying process. The issue is, should we be waiting until the customer is ready for us to be engaged or should be offering greater leadership by engaging earlier. They engage the customer as early as they can. What are you teaching your customers?

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

JULY 26, 2018

Because a customer was on this program, she looks for direct quotes that can be used for testimonials. There is a clear and present problem, the customer is willing to state the problem, and there is a clear and present pathway to solving the issue using their services. Testimonials. Jane will take the percentage statement as a win.

Thought Leadership 120

Thought Leadership PointClear Case Studies Budget Programs 120

ViewPoint

JULY 15, 2014

We don’t want to become a sales first company, we are a customer first company. Being a customer first company is absolutely the right goal; however, in order to truly be a customer first company, you must initially become a sales first company. By Chris Tratar, vice president of product marketing, SAVO.

Paid Search Agency 120

Paid Search Agency Companies Marketing Management Order 120

ViewPoint

JUNE 10, 2014

If you’ve ever called a customer service department for help, you’ve probably heard the message: “Your call may be recorded for quality assurance.” Blue Cross of Northeastern Pennsylvania wanted to learn why its customers were calling. ” Perhaps you’ve wondered, what happens to those call recordings?

Analytics 120

Analytics Contacts Validation Marketing Strategy 120

ViewPoint

SEPTEMBER 9, 2016

If cold calling is a call to someone you have never met before, interrupting their day, BUT if it is well researched, it is to a customer well within your sweet spot, and it is focused on providing insight the customer would welcome but may not be aware of, then this is what top performers are doing every day.

Cold Calling 120

Cold Calling Ideal Customer Profiles Business B2B 120

ViewPoint

OCTOBER 1, 2015

Simply, marketing is much more involved in revenue and customer generation, and the marketing tools and available data now allow marketers to contribute in tangible ways to delivering customers within a defined set of companies. 4) Customer data standardization is critical for ABM.

Account Based Marketing 120

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

ViewPoint

MARCH 19, 2015

A sales, marketing and customer experience expert, Ginger shares her perspective on current and future marketing trends. 6) Beacons: Beacons are a way for marketers to engage loyal customers in creative ways and reward them for location-based actions. Marketers must think like technologists and vice versa.

Television marketing 120

Television marketing Paid Search Agency Mobile Advertising Work Management 120

ViewPoint

MAY 16, 2013

Tap CRM to Give Your Customers a Pleasant Surprise. Christopher Bucholtz says it’s time to use the data in your CRM to help cement your relationships with your customers. Using CRM intelligence about customers’ desires and needs, businesses should create personalized experiences and rewards that match their interests.

B2B Sales 120

B2B Sales PointClear Google Cold Calling 120

ViewPoint

OCTOBER 31, 2017

Managers have hard evidence … in the form of the team’s performance record—revenue increased, deals notched, customers acquired, and so on — and its longevity and stability over time,” said Finkelstein, who is also the author of Superbosses: How Exceptional Leaders Master the Flow of Talent. Why not hire the whole team?

Paid Search Agency 159

Paid Search Agency PointClear Telemarketing Companies 159

ViewPoint

FEBRUARY 4, 2014

Never before have marketers had so much information about prospects, customers, the competition, and the markets they hope to reach. But Big Data is information—competitive knowledge about the behaviors of customers, helping you learn how to adopt to those customers’ needs. Ask yourself who your customers are.

Multivariate analysis 120

Multivariate analysis Top of Funnel Content Marketing BtoB 120

ViewPoint

JANUARY 16, 2018

Why focusing on the customers changed her life. Sharing her fresh sales strategies, she helps salespeople to speed up new customer acquisition and win bigger contracts. The full interview contains: Reframing Problems: how to do it and why it is important. Problems are really just challenges which is another form of reframing.

Wikipedia 120

Wikipedia Acquisitions Marketing Management Conference 120

ViewPoint

FEBRUARY 16, 2012

My research revealed how people like Laura Messerschmitt of Intuit are convincing more and more customers to sign up for their Online Payroll product. I discovered how Wisconsin's AnchorBank and the Queensland Teachers' Credit Union are increasing share of customers' wallet and acquiring new customers at record pace.

Customer Satisfaction 120

Customer Satisfaction Sample Youtube Social Media 120

ViewPoint

JANUARY 22, 2016

Andy MacMillan – Act-On: Marketing will expand from predominantly acquisition marketing to retention, expansion and advocacy, and we will see the role of CRM and the marketer evolve into the new stewards of customer relationship. All of their efforts will be focused on converting these accounts from contact information to paying customer.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

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. ” Gaining the support of the CEO around this initiative should be simple—any CEO worth his or her salt grasps the value of a customer-centric strategy.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

AUGUST 11, 2015

Marketing ROI: The Path to Campaign, Customer, and Corporate Profitability 1st Edition by James D. Measure What Matters: Online Tools for Understanding Customers, Social Media, Engagement, and Key Relationships by Katie Delahaye Paine. Managing Sales Leads: Turning Cold Prospects into Hot Customers by James Obermayer.

Work Management 120

Work Management Marketing Management Wiki ROI 120

ViewPoint

AUGUST 29, 2013

Do You Know Your Millennial Customers. Today''s digitally raised generation are quickly becoming the customers and sales reps we interact with every day. Lori Richardson asks the question, “Do you attract a younger demographic for employment, partnering, and as new customers?” Via Radius.

B2B Sales 120

B2B Sales PointClear Tips B2B 120

ViewPoint

FEBRUARY 8, 2016

While segmenting your target customers into personas is an essential marketing strategy, the true challenge in storytelling is creating compelling messages that drive revenue.

CMO 168

CMO Planning Storytelling Ad Building 168

ViewPoint

JANUARY 31, 2013

Millennials thrive on positive reinforcement, but also approach their customers with a focus on celebrating their goals and achievements. Millennials choose to spend time on tasks and projects they feel passionate about, explaining why they often take a different approach to their work schedules and to their customer outreach plans.

Peer-to-peer 120

Peer-to-peer Cold Calling Consulting Work Management 120

ViewPoint

JULY 30, 2013

Momentum in the marketplace has helped, thanks in part to titles that are also iconoclastic, including The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson, which says in part that the best salespeople don''t just build relationships with customers —t hey challenge customers.

Word of Mouth 120

Word of Mouth Work Management Consulting Transparency 120

ViewPoint

DECEMBER 17, 2013

The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. A “prospectability” score custom-modeled by OneSource to match target accounts with specific sales efforts. We welcome your feedback and suggestions.

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120

ViewPoint

MAY 13, 2016

A ULD clarifies what a lead is to everyone in your organization, and these leads also: Fit the profile of your ideal customer. An inquiry becomes a lead when it: Fits the target customer profile (industry, revenue, number of employees, etc.). Have been qualified as sales-ready. Make Marketing and Sales more efficient.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

OCTOBER 6, 2015

It's about helping sales find and close business in target accounts and about developing valuable customer relationships in those accounts. 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. It's not a distraction.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

JULY 17, 2012

One fascinating trend we uncovered recently is that average performing reps tend to gravitate more toward inbound, marketing generated leads—because they view them as easier to close (due to the customer being more than halfway through their purchase process, already scoped out their needs, etc.).

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 120

ViewPoint

OCTOBER 29, 2013

So.how do they help people generate a higher response from clients and customers than many other companies? Kyle and his team export custom lists of leads directly from LinkedIn, and alert customers when big events happen with their critical clients and prospects. Has one of your prospects changed jobs?

Ideal Customer Profiles 120

Ideal Customer Profiles Cold Calling Fulfillment Linkedin 120

ViewPoint

SEPTEMBER 20, 2012

Bob's goal with CustomerThink is to help business leaders develop mutually beneficial customer relationships. He says reports he’s getting indicate alignment is improving, adding, “A part of it’s been a better job of this optimization, but I think another part of it clearly is that customers are driving more of this integrated approach.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

MAY 8, 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.

Cost per Lead 120

Cost per Lead Budget Programs Paid Search Agency Stats 120

ViewPoint

FEBRUARY 26, 2013

A common cross-cultural misunderstanding in these projects occurs when the service provider gives the customer only good news. customer. “Of The Indian’s assumption is that good customer service requires an unqualified yes. The more salespeople ask, the deeper they will get with the customer. Can you do this?”

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120

ViewPoint

AUGUST 20, 2018

Of the rest 586 were disqualified, had bad data, or were existing customers. When analyzing one lead source for a giant software client, we found that marketing had generated 3,117 leads at a cost of $23.15 However, upon further analysis only 40 were fully qualified and warranted sales follow-up.

Sales Qualified Leads 149

Sales Qualified Leads Lead Ranking Leads Lead 149

ViewPoint

FEBRUARY 28, 2018

An RPO specializing in customized management of talent. Here’s a sampling: Multiple civic platforms designed for various government entities. Software to optimize the insurance business through predictive analytics. A global indusrial manufacturer of equipment that improves productivity and efficiency.

PointClear 120

PointClear Work Management Marketing Management Sales Qualified Leads 120