ViewPoint

JULY 30, 2013

In his ebook Unselling: Sell Less to Win More , Peter will help you shift the buyer-seller relationship from subservient to collaborative. That’s right: the more you sell, the less inclined the client is to listen. In reality, the more you sell, the less you win. Click to start video at this point — Does this sound like pie in the sky?

Word of Mouth 120

Word of Mouth Work Management Consulting Transparency 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. Once you have established a relationship with a client, you must maintain the relationship. A Move Toward Customer Retention.

Content 120

Content Storytelling B2B Sales Linkedin 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. Via Score More Sales.

B2B Sales 120

B2B Sales PointClear Tips B2B 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. Selling depends on relationships, too. Can you do this?” asks the U.S. Focus on commonalities.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120

ViewPoint

MARCH 26, 2015

Part 4: Tip #4 Reconcile Relationship with the Phone. The list should include: Customer pains you’ve removed. Opportunities you’ve helped customers capture. Coming up next: Tip #4 Reconcile Relationship with the Phone. This is the third installment of a 4 part series. Part 2: Tip #2 Commit to It. About Mike Weinberg.

Tips 120

Tips Work Management Amazon Marketing Management 120

ViewPoint

MAY 9, 2013

B2B customers on the go want a measure of instant gratification and easily readable text on their ever-present smart phones. LinkedIn revamps contacts tool to boost relationship management. It also could be a great way to maintain a relationship with journalists, find guest bloggers and stay in touch with trade show attendees.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

JANUARY 23, 2017

Satisfied Customers vs. Raving Fans. ABM is not about one-off deals, but forging the strong relationships that last past the close. It’s the age old quantity/quality issue. Sales really does need fewer leads—as long as they’re highly qualified. Otherwise all the leads are wasted. Small Deals vs. Big Deals.

Account Based Marketing 120

Account Based Marketing Sales Qualified Leads Buying Cycle Comparison 120

ViewPoint

FEBRUARY 16, 2011

So the question this week is, “What if Customer Relationship Management ii had not evolved, where would we be today?” What about customer service; current customers, new prospects? ” What would be the state of sales and marketing? What about your career; your company?

CRM 120

CRM Wikipedia Marketing Automation Services Marketing 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

AUGUST 25, 2016

Reps need to trust the worth of the leads they receive, all of which, at this point, should have a relationship with the organization and be familiar with its solutions and value propositions. Just as vital to the success of a program such as this is their role in providing the information sales needs to turn these prospects into customers.

Top of Funnel 120

Top of Funnel Sales Qualified Leads Budget Programs B2B Sales 120

ViewPoint

JANUARY 9, 2014

Remember that they''re buying a relationship as much as a product. His point: One contact, even two or three, is rarely enough for sales or marketing to connect with customers deeply enough that there’s real interest. Are you someone they can relate to? Ginger Conlon | DM News. One touch is enough. The nail stuck.

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Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

SEPTEMBER 20, 2012

Bob's goal with CustomerThink is to help business leaders develop mutually beneficial customer relationships. Ultimately it’s customers that are driving change. It’s customers who are breaking down these silos and forcing companies to take a fresh look. It’s really about process optimization. But I think there’s an RPM 2.0

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

JUNE 8, 2012

She is responsible for the direction and day-to-day editorial operations of award-winning publications including the executive journal, Customer Strategist; online business publication, 1to1 Magazine; its e-newsletter, Weekly Digest; and Think Customers: The 1to1 Blog. Social Megaphones, Trustability and Great Customer Experiences.

Marketing Automation Services 120

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

ViewPoint

JULY 16, 2013

Let’s take a closer look at the quality of leads produced by these lead generation tactics and how this impacts your ability to further develop these prospects into customers. There is a direct relationship between requesting more detailed information and declining form conversions. Firmographics (revenue, #employees, # of locations).

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

APRIL 18, 2013

Integrating customer relationship management and marketing automation systems can be expensive, complicated and scary, but doing so is necessary for your organization''s optimal performance, writes Justin Gray, CEO of LeadMD. Three Ways CRM Integration Creates Alignment and Drives Sales. Via Marketo B2B Marketing and Sales Blog.

B2B Sales 120

B2B Sales PointClear B2B Opinions 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 14, 2013

This cross pollination fosters relationships and widens your network. Click to start video at this point — As customers become more technologically savvy and do more research, salespeople are going to have to be reactive, Koka says. Leverage Your Social Proximity. The more people you’re connected to, the bigger your sales pipeline.

Social Media 120

Social Media Media Cross-Selling Salesforce.com 120

ViewPoint

JULY 24, 2012

Systems exist when parts, relationships and a purpose exist. the case of sales lead management we have: Relationships—marketing, prospects, suspects, salespeople, buyers and the connections between all of these. Procedures—the marketing and sales rules of execution, and the ROI projections.

Marketing Management 120

Marketing Management Validation Budget Programs Fulfillment 120

ViewPoint

MARCH 2, 2011

Follow customers into social spaces. This is how to generate customer inquiries using social media. Blogging, engaging, listening to customers on Facebook or Twitter. Then “engage” customers. “You don’t sell someone something by engagement, conversation and relationship. He blogs at [link].

Sales Management 120

Sales Management Social Media Work Management Process 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

NOVEMBER 10, 2011

You lose a prospect, a customer and the sale and your competitor wins. They whine about salespeople and their habits and nevertheless marketing often fails to provide the leadership which requires a marketing automation program and a good relationship with sales and sales management. Now I’ve done it.

Sales Leads 120

Sales Leads Sales Qualified Leads Leads Lead 120

ViewPoint

APRIL 2, 2013

One of the best practices I've seen associated with that is making sure that any customer communications come directly from either their account manager or assigned salesperson. Incorporating a marketing automation system makes taking the "personalized approach" easier than ever, says NetProspex Vice President of Marketing Maribeth Ross.

B2B Marketing 120

B2B Marketing Linkedin PointClear Marketing Automation Services 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. Colleen Stanley – SalesLeadership, Inc.: Final Thoughts from Dan.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

APRIL 12, 2013

CMOs will be expected to analyze data from social networks, use customer relationship management and content management systems software for advanced analytics. The chief marketing officer''s need for advanced marketing tools will require an unprecedented level of cooperation with IT in the future, Icreon CEO Himanshu Sareen writes.

PointClear 120

PointClear B2B Marketing CMO Marketing Management 120

ViewPoint

APRIL 19, 2017

Here is what I learned: Jeb Blount – Jeb is the bestselling author of eight books, including " Fanatical Prospecting " , and among the world’s most respected thought leaders on sales, leadership, and customer experience. Sales is NOT customer service.”. Themes from last week’s presentation: “Sales is all about one-to-one connections.”.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

SEPTEMBER 27, 2012

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. Relationship Builder As relationship builders or relationship expanders, marketers play the important role of nurturing opportunities.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

SEPTEMBER 23, 2011

At the very center of all our personal relationships is this power our voices have to connect, touch, share, relate and even heal. These include custom content, nurturing emails, landing pages, SEO, webinars and podcasts. Understanding. A live call leads to an atmosphere of spontaneous and spirited dialog. Live Q&A.

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Lead Scoring 120

ViewPoint

MARCH 8, 2011

While marketing automation, like CRM during its gold rush days, promises huge returns across the board, I shared with Bob my concerns about relying too heavily on marketing automation when engaging target prospects who look like your strategic accounts—the 20% of your customers who deliver 80% of your revenue.

Marketing Automation 120

Marketing Automation Automation Lead Qualification Leads 120

ViewPoint

OCTOBER 31, 2013

This cross pollination fosters relationships and widens your network. In his ebook Unselling: Sell Less to Win More , Peter will help you shift the buyer-seller relationship from subservient to collaborative. LinkedIn is more buttoned up. Peter Bourke, The Complex Sale, Unselling: The Less You Sell, the More You Win.

Lead Scoring 120

Lead Scoring Lead Ranking Cross-Selling Best Practices 120

ViewPoint

FEBRUARY 16, 2016

Sales should then further the relationship and work strategically to close the deal. Actionable solutions : Regardless of the product or service you provide, what matters to your possible customers is how your business can help them get results. Turn Your Lead into a Sale.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

MARCH 13, 2014

Among the negatives: the on-the-spot feedback that was vital to the relationship between a manager and his reps is now less common. Click to start video at this point —In a recent blog post on Biznology, Ruth wrote, “The most reliable and scalable approach for reaching new B2B customers is outbound communications.”

Lead Ranking 120

Lead Ranking Social Marketing Paid Search Agency Leads 120

ViewPoint

MARCH 18, 2014

Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). When 80 percent of marketing-qualified leads fail to convert into sales-qualified leads, it’s time for the industry to reconfigure its thinking.

Paid Search Agency 120

Paid Search Agency Sales Qualified Leads Marketing Qualified Leads Marketing Automation Services 120

ViewPoint

MARCH 18, 2014

Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). When 80 percent of marketing-qualified leads fail to convert into sales-qualified leads, it’s time for the industry to reconfigure its thinking.

Paid Search Agency 120

Paid Search Agency Sales Qualified Leads Marketing Qualified Leads Marketing Automation Services 120

ViewPoint

OCTOBER 27, 2011

I recently read Paul Gillin and Eric Schwartzman’s book: “Social Marketing to the Business Customer” I liked the book (so much so that I wrote an Amazon recommendation) for a number of reasons. Scott wins because he is building relationships. LinkedIn is a great platform to use to develop customer advisory councils.

Social Marketing 120

Social Marketing Amazon Business Social Media 120

ViewPoint

JULY 12, 2012

” Social Media: Less About Lead Gen and More About Creating Relationships. But more than that—to really nurture those leads, to create those relationships—so that ultimately they can go on to become an actual purchase.” I’m a huge listener and supporter of NPR. But yet they’re getting to know us.

Marketing & Strategy 120

Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 120

ViewPoint

AUGUST 28, 2013

Buyers are increasingly savvy and willing to shop around, and salespeople have to recognize how the landscape has changed and how the interaction with potential customers continues to evolve. Among the negatives: the on-the-spot feedback that was vital to the relationship between a manager and his reps is now less common.

Enterprise Management 120

Enterprise Management Work Management Salesforce.com Marketing Management 120

ViewPoint

SEPTEMBER 6, 2012

Many of these challenges can be traced to a root cause: “Companies haven’t realized how significantly their prospects or target customers have changed, and they haven’t retooled their salespeople to deal with this. Social Media: Know Where Your Customers Are & Use LinkedIn. It’s not about pitching your stuff.”.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120