ViewPoint

OCTOBER 24, 2011

The solution is notable for many reasons, one of which is the speed of implementation: the first customer went live within two weeks of meeting the Kenandy team. Derek notes that Salesforce’s Chatter is used to communicate both externally (customers, suppliers and distributors) and internally (production, engineering, and purchasing).

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Generation 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?” Do you have a resource from your sphere to share?

B2B Sales 120

B2B Sales PointClear Tips B2B 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. That means showing some appreciation and acknowledgement of past interactions, and not straying away from the customer''s area of interest. Do you have a resource from your sphere to share?

PointClear 120

PointClear B2B Marketing BtoB B2B 120

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. ABM is a strategic approach that aligns resources against a set of defined accounts. It does need some resource, however. It's not a distraction. It’s also more than just lead generation.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

FEBRUARY 11, 2014

Sifting through the information to siphon out the promising leads is less of an art than it is a science, said my latest guest on PowerViews, Ruth Stevens, who is an expert in customer acquisition and retention. You can connect with Ruth and learn more about eMarketing Strategy via the following resources: Website: www.ruthstevens.com.

Trade Show 120

Trade Show Cold Calling Emarketing Sales Qualified Leads 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? Stay Tuned.

Ideal Customer Profiles 120

Ideal Customer Profiles Cold Calling Fulfillment Linkedin 120

ViewPoint

AUGUST 16, 2012

Like our customers, we have so much on our plates that sheer momentum or sheer inertia starts getting in our way, and so we tend to react to what’s happening. He adds that we forget to take time and say what is it that we’re trying to achieve: “What is it that the customer is trying to achieve? Sometimes we tend to get on autopilot.”.

Budget Programs 120

Budget Programs Work Management Marketing Management Sales Cycle 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. Do you have a resource from your sphere to share? Via Marketo B2B Marketing and Sales Blog. Via Funnelholic.

B2B Sales 120

B2B Sales PointClear B2B Opinions 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

AUGUST 14, 2013

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. You can connect with Koka and learn more about his work at LinkedIn via the following resources: LinkedIn: www.linkedin.com/in/kokasexton. Twitter: @kokasexton.

Social Media 120

Social Media Media Cross-Selling Salesforce.com 120

ViewPoint

DECEMBER 16, 2010

Part 4: Dedicate Qualifying Resources. Use internal or external dedicated resources for lead qualification and lead nurturing. Sales and marketing resources will operate more efficiently. Your company will gain new customers and drive additional revenue. Use outbound to discover complex internal buying landscapes.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Practices SIC 120

ViewPoint

OCTOBER 1, 2013

A Move Toward Customer Retention. She said she’s seeing a renewed focus on customer retention. You can connect with Ardath and learn more about Marketing Interactions via the following resources: Website: www.marketinginteractions.com. Twitter: @ardath421. LinkedIn: www.linkedin.com/in/ardathalbee.

Content 120

Content Storytelling B2B Sales Linkedin 120

ViewPoint

MAY 23, 2013

According to BtoB Magazine , lead nurturing and customer acquisition are tied at 29%, leading the list of most important uses for B2B email marketing. Do you have a resource from your sphere to share? Via RepCapitalMedia.com. B2B Email Marketers Focus on Targeting Content. Respect Your Competition. Via BtoBOnline.

B2B Marketing 120

B2B Marketing BtoB PointClear B2B 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

JULY 17, 2013

Customers will not need a field salesperson to come on-site for a long lunch followed by a golf game. Mainly because the customer won’t need to engage early in the sales cycle: 57% of the buying process is completed before connecting with a salesperson. Today, we have 20 million salespeople. won’t be so important in 2020.

B2B Thought Leadership 120

B2B Thought Leadership Skype Work Management Thought Leadership 120

ViewPoint

MARCH 22, 2011

an independent research and publishing firm focused on customer-centric business management, and Founder/Editor-in-Chief of CustomerThink.com , the world's largest community dedicated to customer-centric business. But based on your grungy attire it doesn't seem likely (to the banker) that you'll be a valuable customer.

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

MARCH 18, 2014

Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). You can connect with Chris and learn more about SAVO via the following resources: Website: www.savogroup.com. This is a topic I discussed at length with my latest guest, Chris Tratar, head of SAVO.

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). You can connect with Chris and learn more about SAVO via the following resources: Website: www.savogroup.com. This is a topic I discussed at length with my latest guest, Chris Tratar, head of SAVO.

Paid Search Agency 120

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

ViewPoint

NOVEMBER 12, 2013

When he’s not spending time with his wife, children, cats and six chickens, Matt is the head of the Seattle-based agency that prides itself on delivering results — more customers, higher revenue, lower costs. You can connect with Matt and learn more about Heinz Marketing via the following resources: Website: www.heinzmarketing.com.

Paid Search Agency 120

Paid Search Agency Marketing Leads Leads Lead 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. You can connect with Nick and learn more about his work at Salesforce.com via the following resources: Website: www.work.com. Stay Tuned.

Enterprise Management 120

Enterprise Management Work Management Salesforce.com Marketing Management 120

ViewPoint

SEPTEMBER 27, 2012

Social Media Resources Dave says they are also seeing companies investing in professionals with social media skills—specifically, community managers who manage customer communities and customer forums that can be both online and offline. The significant shift is that it is no longer just marketing writers writing marketing copy.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

MAY 12, 2011

Few companies have the sales and marketing resources to adequately cover their markets. Cultivating loyalty among the current customer base is extremely important. How many times have you lost a piece of business because the buyer didn’t know who you were? Probably more often than you’d like.

Advertising Channels 120

Advertising Channels Buying Cycle Vendors Case Study 120

ViewPoint

AUGUST 23, 2012

Prior to joining Corporate Visions, Tim co-founded Customer Message Management where he was CEO until it was acquired by Corporate Visions. He continues, “That means that all this activity, all these engagements, all these resources applied—and six out of ten times, the majority of times, people say, ‘I think I’m still OK.’

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

JULY 9, 2013

Lori helps her customers to dissect the sales process and find small improvements. The challenge this presents is the ability to justify investing in an expensive comprehensive CRM tool that has been customized, when in fact it’s not reflecting the true data. Twitter: @scoremoresales.

Lead Scoring 120

Lead Scoring Lead Ranking Thought Leadership Sales Qualified Leads 120

ViewPoint

JUNE 28, 2012

This implies a continuous dialog or conversation helping to guide that buyer to the right educational and information resources. You can connect with Rich and learn more about his work at IDC via the following resources: Rich’s Email Address: rvancil at idc dot com. Rich on Twitter: @richvancil.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

ViewPoint

APRIL 30, 2013

Social is a great way to get instant feedback from your customers about their likes and dislikes. It used to be commonly thought that you couldn’t track social media, but we can now get hard numbers to learn how many visitors a campaign drove to our website and how many of those visitors were converted into customers. Website: www.60secondcommunications.com.

Mobile Marketing 120

Mobile Marketing Lead Scoring Lead Ranking Marketing Leads 120

ViewPoint

JUNE 4, 2013

You can read more from Jonathan over at his award winning blog The JF Blogit , which attracts thousands of visitors every day, and of course you will constantly find fresh resources on Top Sales World. DM: I know customer retention is something near and dear to you. That’s a no brainer to me. What are your thoughts around that?

Ideal Customer Profiles 120

Ideal Customer Profiles Training Thought Leadership Bandwidth 120

ViewPoint

MAY 17, 2018

Why would you place that burden on one of your scarcest and most expensive resources? 4 For a multi-year SaaS offer companies are willing to have a CAC (customer acquisition cost) of as low as 1:1 in year one. Quota attainment has dropped every year for the past five years and is under 55%. ROI Multiplier 4.

Sales Qualified Leads 120

Sales Qualified Leads Buy Lead Scoring Lead Ranking 120

ViewPoint

APRIL 28, 2015

There are so many resources on the subject of sales execution that I am not going to cover sales methodology and tactics here. Agree on customized specific solution (that may or may not be yours). 3) Execution. So what should happen when you do make contact? Get agreement that there is pain or need. Agree on a generic solution.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

JULY 7, 2015

They are still running lead scoring systems based on activity as opposed to fit to Ideal Customer Profile (ICP). The lead score should take into account the ideal customer profile fit and force the prospecting team to look beyond who filled out the web form and to proactively go after the right buyer. and I am a loser.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

DECEMBER 20, 2011

Customer acquisition. Jim Dickie , Managing Partner, CSO Insights Dealing with the New Customer Acquisition Challenge. Paul Gillin , social media strategist, speaker, and co-author of Social Marketing to the Business Customer Five Ways B2B Marketers Can Get the Most from Facebook. Database management. Demand creation.

Blogger 120

Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

NOVEMBER 8, 2012

Click to start video at this point — In response to my question about the most significant change in marketing and sales over the last year, Linda talks about the impact of the Internet and changes in the way customers buy. They need people to help them connect the dots. They’re looking to learn and to get ideas.”.

Demand 120

Demand RFP Work Management Buying Cycle 120

ViewPoint

JANUARY 26, 2012

Ruth Stevens is Founder of eMarketing Strategy , a consulting practice that assists companies in building their customer acquisition and retention strategies. Every business needs new customers. Ruth is also author of Maximizing Lead Generation: The Complete Guide for B2B Marketers. Business marketers spend an average of 18.6%

B to B 120

B to B netFactor Media SEM 120

ViewPoint

JULY 11, 2011

Sales and marketing headcounts have increased to generate new customers. Demand for customization and integration from large customers may increase time and cost to complete sales and divert sales and professional resources. Customer needs can shift quickly. Target market challenges.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

APRIL 23, 2013

As CEO of UK-based Inflexion-Point Strategy Partners , Bob works with the leadership teams of technology-based B2B-focused companies, enabling them to make the critical connections between their marketing messages, their sales conversations, their true differentiators, and their customer''s priorities. You can read why here.

Process 120

Process Work Management Marketing Management B2B Thought Leadership 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

JUNE 7, 2016

However, it should take no more than a few minutes of sales time, and it’s the best thing an organization can do to ensure that the budget, effort and resources devoted to lead generation are not wasted.”. The SAL stage is typically overlooked because it is viewed as unnecessary and cumbersome.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120