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. A Move Toward Customer Retention. She said she’s seeing a renewed focus on customer retention. Twitter: @ardath421. Stay Tuned.

Content 120

Content Storytelling B2B Sales Linkedin 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. Or why is the end goal for Twitter something called engagement? He blogs at [link]. It's a smart idea.

Sales Management 120

Sales Management Social Media Work Management Process 120

ViewPoint

JANUARY 24, 2012

Then consider the world of social media with its Twitter accounts, Facebook pages and YouTube videos. Logistics companies aren't on Twitter. Logistics companies aren't on Twitter. What is a business-to-business marketer to do with all that? Manufacturing firms don't watch YouTube! People are. But people do. And people are.

P2P 120

P2P B2B Youtube Social Media 120

ViewPoint

FEBRUARY 2, 2011

Today's guest blogger, Ann Handley, is the Chief Content Officer of MarketingProfs and the co-author of the brand-new book, Content Rules: How to Create Killer Blogs, Podcasts, Videos, Ebooks, Webinars (and More) That Engage Customers and Ignite Your Business. Follwer her on Twitter @marketingprofs. Wiley, 2011).

B2B Marketing 120

B2B Marketing Trends Marketing Management Planning 120

ViewPoint

MARCH 26, 2015

The list should include: Customer pains you’ve removed. Opportunities you’ve helped customers capture. Twitter: @mike_weinberg. One of the most important steps is to begin creating a list of client issues your company has successfully addressed. Client problems you’ve solved. Actual results you’ve achieved for your clients.

Tips 120

Tips Work Management Amazon Marketing Management 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 12, 2012

I think it’s definitely an opportunity to reach customers on a more intimate and personal level.” ” 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

MARCH 20, 2014

The content does not speak to any pain point or need the customer is facing. Make your content more targeted and specific to address your customers problems. Get to know Ian via Twitter and Facebook.' My grandmother might even sign up to learn about the future of inmails, likes, and tweets. My point is, the topic is too broad.

Marketing Management 120

Marketing Management Leads Lead Marketing Qualified Leads 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

AUGUST 18, 2015

Proper alignment is the result of a documented, effective, efficient and measurable process for capturing, engaging, nurturing, managing and converting leads into customers. You can follow her on Twitter @pamhege or find her on LinkedIn. In today’s B2B companies, marketing and sales alignment is critical to success.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Leads 120

ViewPoint

DECEMBER 8, 2011

” Customers almost never purchase directly from a marketing campaign, so how can one attribute the specific ‘R’ to a specific ‘I’ with any real precision? A recent lawsuit, for instance, values Twitter followers at $2.50 However, that difficulty does not absolve marketers from making an effort.

Merchandising 120

Merchandising Clickthrough Demand Generation Agencies ROI 120

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. Twitter: @josianefeigon. Today, we have 20 million salespeople.

B2B Thought Leadership 120

B2B Thought Leadership Skype Work Management Thought Leadership 120

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

MARCH 13, 2014

Matt Heinz, President of Heinz Marketing 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. Ruth Stevens , who is an expert in customer acquisition and retention.

Lead Ranking 120

Lead Ranking Social Marketing Paid Search Agency Leads 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. Twitter: @stein_nick. Mobile and social technologies have radically changed the way people buy. Stay Tuned. By Dan McDade.'

Enterprise Management 120

Enterprise Management Work Management Salesforce.com Marketing Management 120

ViewPoint

JANUARY 9, 2014

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. He then asked the attendee to strike the nail 12 times. The nail stuck. Consistency is essential. And today, that consistency needs to reach across channels.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

MARCH 6, 2014

Companies try to dutifully engage with customers and prospects on all the main social channels, plus as many of the secondary ones as possible. LinkedIn was rated eighth out of 13 channels and YouTube was 10th, followed by Google+, and Twitter. By Christopher Hosford, editor-in-chief, HosfordGroup LLC.

Paid Content 120

Paid Content Social Media Customer Surveys Paid Search Agency 120

ViewPoint

AUGUST 20, 2015

Data quality: How clean and current is our database of prospective buyers and customers? You can follow her on Twitter @pamhege or find her on LinkedIn. These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers?

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 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

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

APRIL 30, 2013

Click to start video at this point — Social media and mobile markets are more than just ways of boosting one''s reach within LinkedIn, Twitter, and Facebook, there are real robust tools for utilizing and analyzing these marketing channels, Jamie expressed. There are also real measureable ways to track social growth and trends now.

Mobile Marketing 120

Mobile Marketing Lead Scoring Lead Ranking Marketing Leads 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. They can be found on Twitter and Facebook.' Why Cold Calling Still Works. Mike Kamo is the VP of marketing for Strideapp.

Contacts 120

Contacts Cold Calling Opt-out Opt-in 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. Agree on customized specific solution (that may or may not be yours). When (notice I said when, not if) you go to LinkedIn for background information, look for recommendations made by your contact’s peers.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

JANUARY 11, 2011

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?” Data will become an integral component for predicting the likelihood of Inside Sales success.

Top of Funnel 120

Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 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

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. Richardson on Twitter: @RichardsonSales. They need people to help them connect the dots. Stay Tuned.

Demand 120

Demand RFP Work Management Buying Cycle 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

OCTOBER 11, 2012

He talks about how buyers have more access to more information than ever before, adding, “The buyer has access to your customer base, to my customer base, to my client’s customer base online, through LinkedIn, through Quora, and through social groups. Carlos on Twitter: @cahidalgo. Stay Tuned.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

JUNE 28, 2012

He adds, “The best thing you can do as a CMO is to set up those social listening posts so that you’re listening to the dialog of your customers, how they talk, how they refer to your company, and the terms they use.” Rich on Twitter: @richvancil. Rich’s IDC Profile: Rich Vancil Analyst Profile.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

ViewPoint

MAY 30, 2012

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. DemandGen Report on Twitter: @DG_Report. DemandGen Report Newsletter: www.demandgenreport.com. Stay Tuned.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 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. ITSMA on Twitter: @ITSMA_B2B. ITSMA Website: www.itsma.com. Stay Tuned.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

APRIL 18, 2012

Alignment now is particularly important given the new buyer’s journey and what Aberdeen calls “the hidden sales cycle,” or the hidden influences of social media, blogs, forums, and direct peer connections that happen at a hyper scale on LinkedIn, Facebook and Twitter. Trip Kucera at Aberdeen Group: Profile.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

AUGUST 30, 2012

He notes Zendesk got 6,000 customers without a sales guy. You can connect with Craig and learn more about his work via the following resources: Craig on Twitter: @funnelholic. A simple example is a lot of the sites are these consumerized IT products that are being built in the Valley today. And I still prescribe that 100%.

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. My social media tools are Triberr, Buffer and HootSuite.” ( Michael Brenner, SAP — interesting that neither LinkedIn or Twitter made his list ). MarketingProfs Ann Handley states that, “It is a little boring—you won’t find baby or puppy pictures there.

Social Media 120

Social Media Opinions Tools InsideView 120

ViewPoint

MAY 2, 2012

Paul believes the “big four” social media sites—Facebook, Twitter, LinkedIn and YouTube—will continue to cement their positions at the top of the social media world as they continue to grow at the expense of smaller operations. Your photos from your annual customer meeting can be slides on Flickr.”

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

MAY 8, 2012

The ugly truth is, for many of us, engaging customers creates profitless prosperity—impressive marketing statistics that don’t ultimately, directly help generate leads and sales. Why do so many of us pursue getting “Liked” on Facebook or followed on Twitter? How to Always Make the Sale. Flip the Paradigm!

Lead Scoring 120

Lead Scoring Lead Ranking Generation Leads 120

ViewPoint

SEPTEMBER 12, 2011

Here are some big ideas that I took away from the show… The Social Enterprise The central focus of the show was leveraging the power of social media to reach and help more customers. ” Benioff quoted Facebook founder, Mark Zuckerberg by saying, “The way to delight customers is knowing who they are and what they like.”

Jigsaw 120

Jigsaw Marketing Automation Services Salesforce.com Bandwidth 120