ViewPoint

APRIL 28, 2015

The ways sales executives follow up on leads is a little like trying to win games with the Hail Mary. There are three main reasons why sales rep follow-up on leads is relatively ineffective: The leads suck. If you are sending raw, unfiltered and mostly unqualified leads to sales they will never follow-up on them.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

APRIL 3, 2014

The Internet is the most powerful, life- and business-changing tool created in generations. Technology provides us with many great tools, but it is the person behind the LinkedIn profile , all the fancy gadgets, and high-tech presentations who actually makes the sale. That’s our job.

Cold Calling 120

Cold Calling Ideal Customer Profiles Cross-Selling Rules 120

ViewPoint

MARCH 2, 2011

And conversing in ways that generate questions that you have answers to—and connect to your products/services. This is how to generate customer inquiries using social media. Blogging, engaging, listening to customers on Facebook or Twitter. And who said you cannot use LinkedIn to generate sales leads?

Sales Management 120

Sales Management Social Media Work Management Process 120

ViewPoint

FEBRUARY 16, 2012

Why is it so difficult to generate actual leads and sales using social media in the B2B world? I learned how investment and property management firm, Jones Lang LaSalle is generating tangible leads on seven-figure commercial real estate deals using YouTube.

Customer Satisfaction 120

Customer Satisfaction Sample Youtube Social Media 120

ViewPoint

DECEMBER 20, 2011

You’ll see from the list below that our marketing and sales bloggers are B2B lead generation and lead management thought leaders who share their expertise as business executives, strategists, consultants, speakers, authors, editors and college professors. Lead generation. Outsourcing lead generation.

Blogger 120

Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

JULY 12, 2012

” Social Media: Less About Lead Gen and More About Creating Relationships. Click to start video at this point — Recent research reports high social media use by senior execs for staying in touch but low use for buying, and Ann comments, “I think people have really tried to shoehorn lead generation tactics into social media.

Marketing & Strategy 120

Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 120

ViewPoint

DECEMBER 12, 2013

put there by networks, for the most part, with good intentions towards fulfilling our desire for entertainment (and generating revenue), but without the situational context that’s required to meet people’s needs. Big Data is a powerful tool when looked at in the proper context. Back to Big Data. So what can you do?

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Cable 120