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

DECEMBER 16, 2010

Part 2: Segment & Test Your Market. Segment your market database into testable sample cells. Test the cells to determine high-value and most-likely-to-buy segments. Deploy a full court press against segments with the highest lead rates. Your company will gain new customers and drive additional revenue.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Practices SIC 120

ViewPoint

NOVEMBER 7, 2011

After all, B2B companies usually define strategic accounts as their best customers and prospects based on criteria like potential for revenue, profit and growth. They just would not be able to understand our customers’ complex business challenges or handle direct interactions as well as we do.

Work Management 120

Work Management Marketing Management Sales Qualified Leads Lead Nurturing 120

ViewPoint

OCTOBER 2, 2012

In post-production, we break each interview down into small segments and provide “teaser” copy for each segment. Ask yourself, “What is the data needed to support business goals and get a better understanding of our customers?”. You’ll also be able to present them with unique products, services, customer support, or experiences.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

OCTOBER 31, 2013

In the blogs each interview is broken down into smaller segments that allow you to watch brief clips around a specific topic. 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. Today''s Featured Guests.

Lead Scoring 120

Lead Scoring Lead Ranking Cross-Selling Best Practices 120

ViewPoint

MARCH 13, 2014

In the blogs each interview is broken down into smaller segments that allow you to watch brief clips around a specific topic. 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 Lead 120

ViewPoint

JUNE 10, 2016

Yes, you can customize your content, triggers and lead registration assets to focus on a particular, designed customer segment. But the majority of the leads you generate will still likely not be ready for your sales team, be ready to buy, or even be the type of customer you want to sell to.”.

Sales Qualified Leads 120

Sales Qualified Leads Planning Peer-to-peer Work Management 120

ViewPoint

JULY 14, 2015

Of course there are still the laggards—those companies whose marketing and sales do not agree on basic parameters of what a good lead is; however, in my opinion, this segment is shrinking due to better data and higher visibility of this issue. Likewise, marketing doesn't have the intimate personal view of the customer that sales gets to see.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Lead 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.

Mobile Marketing 120

Mobile Marketing Lead Scoring Lead Ranking Marketing Leads 120

ViewPoint

JANUARY 11, 2011

Roles will continue to segment. Hunters will go after new business while farmers will cultivate the customer base. ” 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

JANUARY 31, 2012

Let’s look at a few of these implications: Understanding Unique Buying Processes : organizations will need to invest more in understanding how various market and buyer segments differ in their buying processes. Sales reps need to make the connection between unique buying processes and the value of leads.

Process 120

Process Work Management Lead Ranking Enterprise Management 120

ViewPoint

JULY 26, 2012

Marketing and sales need to adapt the relationship that they have with one another based upon, frankly, the way the sales force and the market segmentation is set up.” ” Service Level Agreements: Looking Nice on Paper vs. Having Teeth.

Demand 120

Demand Enterprise Management Work Management Marketing Management 120

ViewPoint

SEPTEMBER 4, 2018

To reveal segments with higher probability of generating leads, compare your marketing database, which could number thousands of contacts, to your customer database. For example, after sorting your customers into categories, you may find that most of them fall into three SICs and one revenue range.

PointClear 120

PointClear SIC Cost Lead Ranking 120

ViewPoint

DECEMBER 21, 2017

Although correcting basic data fields is an ongoing commitment of time and resources, it’s critical to lead generation success that marketers execute data segmentation and prioritization activities on an ongoing basis as well. The categories that match your customers have priority.

B2B Sales 120

B2B Sales PointClear SIC Lead Ranking 120

ViewPoint

MAY 5, 2015

The vast majority of your leads aren’t ready to buy immediately, but if they fit your customer profile they will be ready to buy eventually. After three months of calling, 40% wanted to continue to be in the IT company’s lead nurturing program, 15% moved further along in the sales cycle and 7% converted into customers. Retargeting.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Peer-to-peer 120

ViewPoint

JUNE 15, 2018

For example, a pre-populated prospect database, including event information at the contact level, enhances result reporting, aids in segmentation and decreases time to market with successful programs. You note they complain less about having to “beat” than the hunters do.

Cost 136

Cost Forecasting Work Management Marketing Automation Services 136

ViewPoint

MAY 7, 2015

Marketing became further educated when they asked sales about the customer buying process and the sales selling process. And when each product was found to have a typical buying time frame (start to finish—however many day or months), nurturing was tuned to the customer’s buying cycle.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120