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3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)

ViewPoint

visit to the prospects’ Facebook page will provide a glimpse into their personality. The term "Hail Mary" has become generalized to refer to any last-ditch effort with little chance of success. The origins of the phrase date back to October 28, 1922, during a game between Notre Dame and Georgia Tech. Following the prayer, the quarterback threw a quick pass over the middle to score. Period.

How the CEO Can Enhance Sales, Marketing, and the Executive Branch

ViewPoint

Anyone who is intellectually honest and not employed by an inbound marketing company will admit: It’s a fantasy that search engine optimization (SEO), Facebook and tweeting about our community-building , value-creating blog are sufficient to produce the volume of face-to-face sales meetings required to hit our new business objectives. Someone once told me that CEOs don’t care about leads.

Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?

ViewPoint

They can be found on Twitter and Facebook 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. If your sales are down, perhaps you should reconsider your timing and preparation for making contacts. Why Cold Calling Still Works.

4 Tips to Power up Prospecting in 2015: #2 Commit to It!

ViewPoint

Facebook, Twitter, email, etc.). In part 1 of this series, I introduced Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development. Part 2: Tip #2 Commit to It. Part 3: Tip #3 Compelling Story. Part 4: Tip #4 Reconcile Relationship with the Phone. Tip 2: Make a serious commitment to prospecting.

B2B Marketing Trends for 2016

little data to having too much, leading to the rise of reporting "vanity metrics" such as Facebook "Likes". B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. know which half." Everything is now measurable.

Is Anyone Leading Lead Management?

ViewPoint

Social Media Department – blog, Twitter, Facebook, LinkedIn, iTunes, YouTube and Pinterest, to name just a few. Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making. Direct Marketing Agency. Digital Agencies. Telemarketing Inbound.

The Problem with Inbound Leads - A Sales Rep's Perspective (& Solution)

ViewPoint

Get to know Ian via Twitter and Facebook You know when you get excited about new inbound leads. Then when you call them, all you hear is "not interested", "just researching", "not involved", "not a decision maker" etc. And you soon realize you are completely wasting your time. Well, I called 185 inbound leads like that, in one week. Not only was it a waste of my time, but the repeated failure really started to get inside my head. After making that many calls, you start to recognize behavioral patterns in the leads. You start to see unique trends based on the specific source of the leads.

PowerViews with Jamie Turner: Mobile Marketing Leads the Way

ViewPoint

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. Jamie was recently profiled in Advertising and Promotion , the world''s best-selling college-level marketing textbook. Stay Tuned

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3 Ways Inbound Marketing Is Hurting Your Business (#3 Is the Most Surprising)

ViewPoint

They can be found on Twitter and Facebook Inbound marketing is all the rage. Marketers are falling all over themselves to jump on the bandwagon, convinced that inbound is the path to more leads, less cost, and better business results across the board. But there are problems with inbound marketing. It’s a strategy that can be tremendously successful, but only if done correctly. Here are three ways inbound marketing might actually be hurting your business, and how to fix each problem. Inbound Marketing Problem #1: Too Many Leads. What good are unqualified leads to your sales staff?

B2B Marketing Trends for 2016

little data to having too much, leading to the rise of reporting "vanity metrics" such as Facebook "Likes". B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. know which half." Everything is now measurable.

PowerViews with Ardath Albee: Sales Reps Need to Get ‘Content CliffsNotes’

ViewPoint

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. It doesn’t develop naturally; it takes work. Once you have established a relationship with a client, you must maintain the relationship. Move Toward Customer Retention. Twitter: @ardath421.

3 Tips to Turn Noise Into Value

ViewPoint

So back to the monolith we all reluctantly embrace, composed of industries, activities, phone numbers, email addresses, work history, tweets, Facebook posts, favorite colors, family dog names, first crushes – all the relevant information a salesperson or marketer needs to win a deal. Uses Microsoft Dynamics. Has had the solution for three years. Likes the Detroit Tigers. Back to Big Data.

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PowerViews with Josiane Feigon: Survival of the Fittest Sales Reps

ViewPoint

When prospects post about their passions and their activities on LinkedIn, Twitter, and Facebook, savvy sales people can learn how to shape compelling conversations that don’t resemble traditional sales calls. Joining me today is Josiane Feigon, President of TeleSmart. TeleSmart is a leader in providing inside sales coaching and consulting to Fortune 1000 companies. Passion. They’re social.

PowerViews with Chris Snell: Suit Up, Stand Up, Sign Up: A Sales Mantra

ViewPoint

Click to start video at this point —Nowadays there’s a huge push for social selling, with sales reps turning to Facebook, Twitter, and LinkedIn for leads. Time is vitally important to the success of a salesperson—time to research prospects, time to hone the sales pitch, and time to communicate with potential clients. Used to be lucky if you had an email to go on”. Coach. Motivate. Maybe.

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Suit Up, Stand Up, Sign Up: A Sales Mantra

ViewPoint

Click to start video at this point —Nowadays there’s a huge push for social selling, with sales reps turning to Facebook, Twitter, and LinkedIn for leads. Time is vitally important to the success of a salesperson—time to research prospects, time to hone the sales pitch, and time to communicate with potential clients. Used to be lucky if you had an email to go on”. Coach. Motivate. Maybe.

Video 51

B2B Marketing Trends for 2016

little data to having too much, leading to the rise of reporting "vanity metrics" such as Facebook "Likes". B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. know which half." Everything is now measurable.

Good Reads for B2B Marketing - 8 Changes that Will Improve Your Marketing

ViewPoint

Study: Email Lands More Customers Than Facebook or Twitter, but Still Fewer than Organic Search. Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2B Buyers: Traits by Generation [Infographic]. Via MarketingProfs.

Is It Really B2B, Or Something Different All Together?

ViewPoint

Then consider the world of social media with its Twitter accounts, Facebook pages and YouTube videos. Who wins if you connect with a prospect in a noticeable, meaningful way using social channels like LinkedIn or Facebook before they do Jason Falls is an author, speaker and CEO of Social Media Explorer. Marketing to the business consumer takes a special pedigree. People are. Sales.

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What I learned at Dreamforce 2011

ViewPoint

” Benioff quoted Facebook founder, Mark Zuckerberg by saying, “The way to delight customers is knowing who they are and what they like.” ” Benioff asked the question, “Why should I know more about strangers on Facebook than my own employees? Jason shared with us his key takeaways from Dreamforce 2011. completed the performance. This launches in Winter 12.

4 Trends Shaping B2B Marketing in 2011

ViewPoint

Most businesses have some kind of social presence or plan to have one: Most have attempted a blog or Facebook page, or have at least peeked at Twitter. How do you foster engagement on Facebook? 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. Wiley, 2011). Follwer her on Twitter @marketingprofs. Like at the start of a new year. Social media = Lots of room for improvement.

Good Reads for B2B Marketing - More CMO/CIO Alliance

ViewPoint

LinkedIn Adds Facebook-Style Mentions In Status Updates And Home-Page Comments. LinkedIn is adding a Facebook-like feature that allows users to link to connections or companies in the status-update field. Online content in the sales and marketing industries is dynamic and constantly changing. The 7 Biggest Misconceptions of Successful B2B Marketing.

Five Ways B2B Marketers Can Get the Most from Facebook

ViewPoint

His latest book is Social Marketing to the Business Customer , co-authored with Eric Schwartzman. A lot of B2B marketers have chosen not to get on board the Facebook train for fear that Facebook's freewheeling culture clashes with their serious business. There’s a lot of gold to mine on Facebook, however, if you know your objectives and how the community works.

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PowerViews with Ann Handley: First, Get Your Strategy, Messaging & Story Right

ViewPoint

Or we need a Facebook strategy, or we need a Pinterest strategy. Today's guest is Ann Handley, Chief Content Officer at MarketingProfs and co-author of Content Rules. She also writes the MarketingProfs "Daily Fix" blog. Her focus is on the conceptualization, development, and management of content for both B2B and consumer publications, particularly for the Web. Don’t do any outbound.’

PowerViews with Ginger Conlon: Trustability & Your Customer's Voice

ViewPoint

If your customers aren’t on Facebook, do you really need to be there? Today’s PowerViews guest is Ginger Conlon, Editorial Director of 1to1 Media. She was recently selected as one of the top 25 CRM influencers you should be following by Zoho. Ginger has covered the industry for more than 25 years. Social Megaphones, Trustability and Great Customer Experiences. Stay Tuned

PowerViews with Christopher Hosford – CRM/Marketing Automation/Social Convergence

ViewPoint

He also notes Facebook has just revamped totally its advertising line up with their new Reach Generator. He adds, “I think more and more marketers are going to be looking, not only at earned media and owned media, but also paid media gains from Facebook, Twitter and the rest.” Today's PowerViews guest is Christopher Hosford. He is East Coast Bureau Chief for BtoB Magazine.

PowerViews with Chris Hosford – CRM/Marketing Automation/Social Convergence

ViewPoint

He also notes Facebook has just revamped totally its advertising line up with their new Reach Generator. He adds, “I think more and more marketers are going to be looking, not only at earned media and owned media, but also paid media gains from Facebook, Twitter and the rest.” Today's PowerViews guest is Christopher Hosford. He is East Coast Bureau Chief for BtoB Magazine.

PowerViews with Paul Gillin: Social Media – Pick Your Spots & Focus

ViewPoint

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. Strategically, what are you trying to accomplish by being on Facebook?’—they Social Media: What's Hot? Do your research.

PowerViews with Trip Kucera: Best Practices & Surprising Trends

ViewPoint

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 is also an author, a speaker, and a blogger. Video Marketing - A Surprising Trend. Stay Tuned

A 3 Step Process to Make Social Media Produce Sales

ViewPoint

Blogging, engaging, listening to customers on Facebook or Twitter. ” You're tweeting, blogging, posting updates on Facebook. But "being on Facebook and Twitter" won’t generate leads and convert sales unless you design them to. He blogs at [link]. Follow customers into social spaces. It's a smart idea. This is how to generate customer inquiries using social media.

B2B Marketers, Analyze This: How Do Prospects Score YOU on Their Experience?

ViewPoint

You'll probably tell your friends, post on Facebook or Twitter and in general try to get even like Dave Carroll in United Breaks Guitars. Imagine going into bank to open up a checking account with a few dollars you've managed to scrape together. But based on your grungy attire it doesn't seem likely (to the banker) that you'll be a valuable customer. What do you do when you leave that bank?

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Why Engagement Will Not Generate Leads (and what to do about it)

ViewPoint

For years now, there's been a steady drum beat coming from content marketing experts who say producing engaging content on LinkedIn, Facebook, YouTube and other social media is the key to success. Why do so many of us pursue getting “Liked” on Facebook or followed on Twitter? The best way to sell on Facebook is to solve customers’ problems (yes “for free”) in ways that earn trust and ultimately help them navigate their way toward your paid products and services. Today's guest blogger is Jeff Molander. Produce engaging content. It does.

How to Make Social Sell: From Thought Leader to Thought Provoker

ViewPoint

year's worth of research confirmed my suspicions about the so-called “social media revolution” and revealed an exciting opportunity: A chance for more B2B marketers to generate tangible business leads and sales using tools like LinkedIn, Facebook, blogs and video. Jeff Molander is a professional speaker, author of Off the Hook Marketing: How to Make Social Media Sell for You and adjunct faculty at Loyola University Business School. He blogs at www.offthehookblog.com and can be reached at jeff@jeffmolander.com. These Brands are Making Social Media Sell. What's their secret?

Thank You to Our 27 Guest Marketing and Sales Bloggers in 2011!

ViewPoint

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. This year, we’re honored to have published posts from twenty-seven guest marketing and sales bloggers here on ViewPoint, and I wanted to say to all of you how much I appreciate your contributions. appreciate the manner in which each has clearly presented B2B marketing and sales challenges, solutions (in the form of best-practice strategies and tactics), and results in areas like the following: Content marketing.

Takeaways from BtoB's NetMarketing Breakfast in Boston

ViewPoint

In a BtoB test, Facebook beat LinkedIn and Twitter when measuring response to targeted ads (IT hardware product). It's great to be home after a very productive trip to the Northeast. PointClear sponsored the October 11, 2011 breakfast featuring speakers from Intertek Group, Deltek, Hitachi Data Systems and OppenheimerFunds, Inc. The Westin in Waltham did a great job and the setting was conducive to a lively event. Here are just a few notes I jotted down during the event: By the end of 2012, at least 25% of the content on websites will be video.

10 Inside Sales Predictions for 2011

ViewPoint

Blogs, twitter, Facebook and Linkedin have created an environment where individual sales reps can know showcase their knowledge and value as a partner to their buyers Comment on The Bridge Group's ten predictions for inside sales in 2011. Trish Bertuzzi and Laurie Page start the new year off with some surprising predictions. Roles will continue to segment. No longer will the Inside Sales Rep be a “jack of all trades” Roles will be clearly defined and measured based on specific desired outcomes. Hunters will go after new business while farmers will cultivate the customer base.

21 Fantastic Facebook Marketing Guides

Webbiquity

marketers have a love-hate relationship with Facebook. On one hand, not only is it an easy-to-use, low-cost platform with more than a billion members, but 77% of B2C companies and 43% of B2B vendors have acquired customers from Facebook, and the world’s largest social network drives 20% of all internet page views. What are the best page apps for Facebook today? Hell Yes!

Coming clean on Facebook reach

grow - Practical Marketing Solutions

Is there any greater source of emotional debate and mis-information on the web today than Facebook reach? recently had a little debate on this subject with a person who wrote a glowing article on the promise of Facebook reach — despite what appears to be pretty bad news in this corner of the web. “I’m tired of so much negativity about Facebook,” he said.

Four ways Facebook Instant Articles will dramatically impact marketing

grow - Practical Marketing Solutions

Facebook announced it would open up Instant Articles -– formatted and optimized to load almost immediately -– to any publisher  without a special approval process. To make it effortless for even small bloggers, Facebook announced in a post this week that it is teaming up with WordPress for a plugin that allows us to publish from our blog directly to Facebook. Time will tell. 3.

10 of the Best B2B Facebook Pages

KoMarketing Associates

Facebook has emerged as a marketing channel that’s been adopted by countless individuals and brands alike. In fact, Facebook, the world’s largest social network, now has more than 1 billion users, including about  15 million brand  pages. We chose the pages that were not only engaging, but that offered an excellent example of how a Facebook page can work for B2B companies.

Should Facebook be regulated?

grow - Practical Marketing Solutions

Should children be exposed to graphic violence on Facebook without your knowledge and consent? Facebook’s “terror policy” is pretty weak. So, for example, if a hostage is live-streaming a beheading, that’s deemed appropriate content for a Facebook live stream. Kind of a weird line, but that’s the Facebook guideline right now. Or, is it?