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.”. Social Media: Know Where Your Customers Are & Use LinkedIn. They are the differentiator.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

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. Social Media Mantra: Listen First.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

ViewPoint

OCTOBER 10, 2011

Buyers can now glean a majority of information on potential solutions from the web or through social media. 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. But all is not lost.

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 120

ViewPoint

APRIL 28, 2015

This will provide insight that goes beyond their work history and education. If you find they don’t use social media very much you can be a little more traditional in your approach. Familiarize yourself with their Twitter presence—specifically the hashtags they use—to get a sense of their interests and beliefs. Stay in touch.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

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. They then they use social media to check what other contacts have done about those issues.

Demand 120

Demand RFP Work Management Buying Cycle 120

ViewPoint

APRIL 25, 2011

The evidence exists that buyers spend more time self-educating via the Internet than they do in conversations with salespeople. Social media is at the top of nearly every B2B marketer’s priority list. What drives social media engagement? Sharing great content.

Lead Gen 120

Lead Gen Emarketing Lead Scoring Lead Ranking 120

ViewPoint

JANUARY 11, 2011

Also, lead nurturing allows the prospect to self educate without the need for a constant human touch. Social media has leveled the playing field. People will stop focusing on bright shiny toy technologies and implement those that move the process forward.

Top of Funnel 120

Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 120

ViewPoint

JULY 10, 2013

We have had over 30 PowerViews interviews in the past year and I thought it would be fun to ask our PowerViews alumni a question about social media. The question was: What are the top three social media tools (ranked in order) and why? Not surprisingly, S. It is your personal blog. You own the platform. Thanks alum!'

Social Media 120

Social Media Opinions Tools InsideView 120

ViewPoint

MAY 2, 2012

Social Media: What's Hot? Click to start video at this point — Paul notes social media going mainstream is hot. Social media is becoming an integral part of the marketing mix for companies looking to grow their presence with both business and consumer clientele. It's got to be a solid budget item".

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

JULY 21, 2011

Companies providing complex, high-investment solutions are facing a significant risk management issue in light of Sirius Decisions and others finding that B2B buyers are self-educating and moving through as much as 70% of the sales funnel before connecting with sales.

Sales Management 120

Sales Management Enterprise Management Work Management Marketing Management 120

ViewPoint

MAY 5, 2015

Ruth Stevens , Consultant , advises us to drop the sales-speak and stay relevant: Nurturing programs need to be informative and educational, not sales-y. Phone, postal letter, and social media add to the mix. The best programs vary up the messaging, but using multiple channels (not only email!) and a variety of message types.

Lead Nurturing 120

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