B2B Sales, Marketing … and STEM Education?
ViewPoint
APRIL 7, 2010
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Education Related Topics 
Sales Lead Management Week Oct 10-16: Educating on Best Practices
ViewPoint
OCTOBER 6, 2010
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Lead Management 
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Cadence—Multi-touch, Multi-media, Multi-cycle Marketing Multiplies Results
ViewPoint
NOVEMBER 13, 2017
We dial at different times of the day (which is why we might dial twice or more in one day, but zero out and only leave one voicemail on any given day) and our voicemails and emails are educational in nature and build on one another. They are not salesy. Know When to Move On.
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Why would a company ever outsource anything?
ViewPoint
OCTOBER 31, 2017
They get a cohesive team of B2B teleprospecting associates—experienced, educated and trained—who can deliver immediate results. That’s essentially what PointClear clients do when they engage us for outsourced lead generation. Clients benefit from our proven methodology and technology platform based on 20 years of industry success.
B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #6: Nurturing Triples Marketing’s Return
ViewPoint
DECEMBER 27, 2016
In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices. In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages.
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Top Three Takeaways from Sales 2.0 – San Francisco #S20C
ViewPoint
APRIL 16, 2013
Gerhard, as usual, was a genial, entertaining and tireless host—ensuring that sponsors and attendees were educated, entertained and well-fed—service was as you would expect from The Four Seasons Hotel. Some examples: Marketing: engage, educate, excite, evangelize. As a leader: be transparent, real, human and let go (don’t control).
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Listen more, talk less … and drive more revenue
ViewPoint
MARCH 7, 2018
Learning these active listening skills and applying them works in counseling, education, conflict resolution and management. You might talk about a similar experience you had or share an idea that was triggered by a comment made previously in the conversation.
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PipeLiner CRM #SalesChats Webinar on Prospecting
ViewPoint
OCTOBER 4, 2016
“… according to exhaustive research, buyers are, in fact, engaging with sellers from the very beginning through the end of their buying journey (through the three stages: ‘Education’, ‘Solution’, and ‘Selection’.”). Questions to Ask to Uncover Need.
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Insights on Outbound Conference in Atlanta
ViewPoint
APRIL 19, 2017
Laura Madison – Laura explained: “As a conversion & social selling specialist, I have educated thousands of dealerships, and salespeople on how to get REAL results converting business from the telephone, internet, and social media to the showroom. Educate, add value, provide clarity, show ‘how to.’”. Be relevant.”.
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Get 3X B2B Marketing ROI by Nurturing Leads
ViewPoint
MAY 23, 2018
In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices. In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages.
SiriusDecisions Summit 2012 Recap: Alignment Key to Revenue & Profit Growth
ViewPoint
MAY 29, 2012
Marketing automation can be used to sell education and services (client buys XYZ Class 101, automatically gets offered XYZ Class 201 in four weeks). Educational and fun. Multi-variant regression analysis on data going back several years has helped them calibrate scoring in marketing automation and other marketing. Well worth the fee.
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Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]
ViewPoint
SEPTEMBER 24, 2015
Marketing provides air cover by nurturing and educating their known universe of prospects. It’s a combined effort all the way over the finish line, and on into customer up and cross-sell, along with customer education and renewal. From here Account-Based Marketing is about aligning with outbound sales to generate the largest revenue.
These Updated Takes on B2B Lead Generation Strategies May Surprise You
ViewPoint
MARCH 14, 2011
Stone also graciously asked me to talk about my work as chair of the Technology Association of Georgia Education Collaborative.
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120 Who is teaching the CMO how to sell?
ViewPoint
OCTOBER 10, 2011
Industry: The vendors in the marketing automation space provide training and education, but it is very focused on how to use the systems they sell. This education centers around tactics such as is lead scoring, creating email campaigns, building landing pages and tracking new metrics.
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4 Revenue Sources Most ROI Calculators Miss (Part 1 of 2)
ViewPoint
MARCH 1, 2016
In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices.”. In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages.
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Lead Nurturing: Triple Your Marketing Return
ViewPoint
JUNE 2, 2016
In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices. In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages.
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120 3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)
ViewPoint
APRIL 28, 2015
This will provide insight that goes beyond their work history and education. Depending on the number of days between the receipt of the lead and the scheduled call or meeting, send two to three additional emails with prospect specific educational information and/or benefit information. Stay in touch. Find a relevant article.
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Jeff Pedowitz on The State of Marketing Automation
ViewPoint
APRIL 4, 2011
Vendors need to work much harder at collaborating to educate the market. Manufacturing, Education, CPG, Media It would appear that marketing automation vendors share a certain enmity when it comes to their competitors. Could this be part of what is holding the industry back? It certainly isn't helping.
A Multi-Touch, Multi-Media, Multi-Cycle Strategy Multiplies Results
ViewPoint
JULY 20, 2016
Here is a more typical touch cycle: We dial at different times of the day (which is why we might dial twice or more in one day, but zero out and only leave one voicemail on any given day) and our voicemails and emails are educational in nature and build on one another. They are not “salesy.”. Know When to Move On.
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120 PowerViews with Carlos Hidalgo: A Holistic Approach to Driving the Demand Process
ViewPoint
OCTOBER 11, 2012
Get Involved in the Dialog and Shape the Conversation from an Education Standpoint. It really truly is about what are we doing to communicate with them and really help shape the conversation and get involved in the dialog from an educational standpoint—and not always be so ready to sell.”. I think it’s being found and using inbound.
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A Healthcare Information Technology Lead Generation Success Story
ViewPoint
APRIL 14, 2011
Educate them about the Ingenix solution and value proposition. Ingenix required a lead generation and lead nurturing team with specialized knowledge of the healthcare sector and experienced professionals who could. Identify high-level decision makers in prospect companies. Engage them in dialogue around their business challenges.
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The Power of the Human Voice in Lead Qualification & Lead Nurturing
ViewPoint
SEPTEMBER 23, 2011
All of these approaches share with personal calls a number of characteristics like educating, nurturing, establishing thought leadership, building credibility and proving value. These include custom content, nurturing emails, landing pages, SEO, webinars and podcasts. But a live one-on-one conversation also differs from online approaches.
PowerViews with Rich Vancil: Marketing Ops, Sales Ops & Mashups
ViewPoint
JUNE 28, 2012
” He characterizes this shift in the following ways: The new buyer wants education from vendors, as well as connections with peers and intelligent third parties. This implies a continuous dialog or conversation helping to guide that buyer to the right educational and information resources. I don’t want to be sold to.’”
The Problem with Inbound Leads - A Sales Rep's Perspective (& Solution)
ViewPoint
MARCH 20, 2014
Founded in 2013, the Senator Club is designed to educate members on modern day sales strategies and technologies. Today''s guest blog is by Ian Adams. Ian is the founder of the Senator Club , a social club for entrepreneurs and sales professionals to get good at sales. Get to know Ian via Twitter and Facebook.'
PowerViews with Nick Stein: The Role of Games in the Sales Office
ViewPoint
AUGUST 28, 2013
Because of the proliferation of mobile and social technologies, consumers can heavily educate themselves on potential purchases. Click to start video at this point — When a consumer initially picks up the phone to talk to a vendor, they’re already 60 percent of the way through a buying decision, Nick said.
PowerViews with James Obermayer: Lead Management & Integrated Direct Marketing
ViewPoint
JUNE 15, 2012
While everyone wants less expensive leads in the form of prospects who identify themselves via company websites, traditional direct marketing is still needed to educate prospects and drive them to websites.
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PowerViews with Chris Snell: Suit Up, Stand Up, Sign Up: A Sales Mantra
ViewPoint
SEPTEMBER 17, 2013
Chris said he still has a lot to learn, and sitting in while a sales rep speaks to prospects is a two-way educational street. Click here to start video at this point —I asked Chris about the challenges of managing an inside sales team, and he cited three things a successful manager needs to do in support of their team.
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Suit Up, Stand Up, Sign Up: A Sales Mantra
ViewPoint
SEPTEMBER 17, 2013
Chris said he still has a lot to learn, and sitting in while a sales rep speaks to prospects is a two-way educational street. Click here to start video at this point —I asked Chris about the challenges of managing an inside sales team, and he cited three things a successful manager needs to do in support of their team.
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Marketing and Sales: Done Well (2015) Do Better (2016) - Part 3 of 3
ViewPoint
JANUARY 22, 2016
David Meerman Scott – Freshspot Marketing: 2016 will be the year of “Newsjacking”; and educating and informing rather than interrupting and selling. Lori Richardson – Score More Sales: We will see one or more companies with more complete technology solutions to help B2B sellers and marketers cohesively. Colleen Stanley – SalesLeadership, Inc.:
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PowerViews with Linda Richardson: Responding To vs Shaping vs Creating Demand
ViewPoint
NOVEMBER 8, 2012
Today’s customers are self-educating, and she notes that the first thing they do when they think they have identified a need is go to the Internet to get product information for themselves. It talks about selling to the highly sophisticated, self-educated and risk-averse client and how the models and conversations have to change.
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The Top Ten Actions to take from the book: "Social Marketing to the Business Customer"
ViewPoint
OCTOBER 27, 2011
In the future, your website will be a destination providing relevant information that will unlock new marketing opportunities by allowing prospects to self-educate through organic, online sharing and interaction. LinkedIn is a great platform to use to develop customer advisory councils. Blogging is not about pushing out information.
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120 Metrics to Drive Lead Generation Performance
ViewPoint
AUGUST 8, 2011
Many of today’s digital marketing that educates and engages prospects needs measurements that reflect marketing impact on increased revenue per customer as well as increased conversion rates in order to fully capture marketing’s financial contribution.
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Power Opinions - BANT is BUNK … Revisited
ViewPoint
SEPTEMBER 24, 2013
More buyers self-educate long before they contact a prospective seller.". The savviest sellers must create opportunities; they don’t wait for them to be fully funded.". Ginger Conlon (Editor-in-Chief, Direct Marketing News). "I I would add timing back to the list. Think: lead nurturing. Craig Rosenberg (TOPO and Funnelholic). "I
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PowerViews with Trip Kucera: Best Practices & Surprising Trends
ViewPoint
APRIL 18, 2012
He describes the argument in the following way: “If social media is becoming more and more an important part in the way that buyers educate themselves about products and services they are exploring, then, frankly, a lot of companies are going to be a little flat-footed right now in terms of being able to really take full advantage of that.
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120 Who gets your vote as history’s top twenty women? And the winners are…
ViewPoint
FEBRUARY 21, 2011
The compassion and commitment to healing and education of: 13. The innovation and diligence in pioneering physical and social science discoveries of: 10. Marie Curie 11. Margaret Mead. The courageous spirit in opening aviation to women by: 12. Amelia Earhart. Mother Teresa 14. Florence Nightingale 15. Helen Keller. Billie Holiday 18.
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Successful Content Marketing Plans Do 1 Thing Really Well
ViewPoint
OCTOBER 30, 2012
It can be a Webinar, ebook, downloadable tip sheet, self assessment or educational video series (like my free sales training videos ) that solves a common problem or addresses a popular fear or myth. Start netting leads by creating content that is provocative—compelling enough to cause prospects to sign up for more content they’re craving.
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120 5 Critical Things to Consider When Evaluating Lead Generation Companies
ViewPoint
JANUARY 15, 2013
Find out about the average age, education and experience of your potential partner’s staff. These groups are incapable of having meaningful conversations with C-Level executives about strategic business initiatives that lead to high quality opportunities and become sales accepted and qualified. For example, our staff averages 42.7
PowerViews with Jill Konrath: Changing Buyers Require Retooled Sales Reps
ViewPoint
SEPTEMBER 6, 2012
So there’s no lead generation coming in the door, and they’re relying on old sales methodology to reach highly educated buyers who don’t want to waste one iota of their time talking about what their salespeople are trained about.”. Quite frankly, they don’t have a website to support it either. They are the differentiator. They truly are.
How the CEO Can Enhance Sales, Marketing, and the Executive Branch
ViewPoint
FEBRUARY 24, 2016
In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices.". In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages.
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149 'Gold Calling' Is Alive and Well
ViewPoint
AUGUST 21, 2013
Among the many arguments used to relegate cold calling to the duckpins of history is that educated buyers have access to more information than ever and that 70 percent of the buying process is completed before a sales rep needs to get involved in a sale.
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120 Culture Always Wins: Closing the Cross-Cultural Sale
ViewPoint
FEBRUARY 26, 2013
But self-aware salespeople, with an education in potential cross-cultural pitfalls, are better equipped to avoid misunderstandings, win trust, and make the sale. And marketers can incorporate suggestions for those personal touches in their email templates. Cross-cultural leads are harder to close. There’s no way around it.
10 Inside Sales Predictions for 2011
ViewPoint
JANUARY 11, 2011
Also, lead nurturing allows the prospect to self educate without the need for a constant human touch. Scoring and nurturing used to be “nice to haves” and they are now “must haves” Reps need to be able to prioritize their workloads and lead scoring helps them separate activity from real opportunity.
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Improve Sales Performance with 3 “Art of Sales Management” Functions
ViewPoint
AUGUST 17, 2011
It is an ongoing educational process to help achieve full potential. Coaching and Counseling Many think coaching and counseling are the same. Coaching is working with an individual capable of doing the job who doesn’t have the knowledge to do it properly.
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120 Thank You to Our 27 Guest Marketing and Sales Bloggers in 2011!
ViewPoint
DECEMBER 20, 2011
I truly appreciate all of the thoughtful and educational posts from our guest marketing and sales bloggers, as well as how their shared wisdom has supported executives in optimizing their processes, closing more deals and driving more revenue for their companies in 2011. Bob Thompson , CEO, CustomerThink Corp.,
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