ViewPoint

MARCH 2, 2011

But incomplete without a means to capture demand and convert it to sales. Blogging, engaging, listening to customers on Facebook or Twitter. But doing these things won’t help your business generate leads and convert sales using social media. But when does "engage" connect to sales? Here's a 3 step process that will.

Sales Management 120

Sales Management Social Media Work Management Process 120

ViewPoint

APRIL 10, 2014

If your sales are down, perhaps you should reconsider your timing and preparation for making contacts. Calling prospects within half an hour of demonstrated interest in your business is the optimum time for you to close sales. Why Cold Calling Still Works. Success Metrics. It’s all a matter of research and timing.

Contacts 120

Contacts Cold Calling Opt-out Opt-in 120

ViewPoint

JANUARY 11, 2011

Comment on The Bridge Group's ten predictions for inside sales in 2011. 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. 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 Ranking Lead Scoring 120

ViewPoint

DECEMBER 20, 2011

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. Inside sales. B2B marketing and sales strategies and tactics. Return on marketing and sales investment. Demand creation.

Blogger 120

Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

MARCH 6, 2014

In last place: Facebook, whose problem (according to Forrester VP and principal analyst Nate Elliott) is poor targeting and static-image ad units. B-to-b marketers have had issues with Facebook for a while, but what accounts for the poor evaluation of LinkedIn, a perennial b-to-b darling? He can be reached at chris@hosfordgroup.com.'

Paid Content 120

Paid Content Social Media Customer Surveys Paid Search Agency 120

ViewPoint

APRIL 12, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. 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.

PointClear 120

PointClear B2B Marketing CMO Marketing Management 120

ViewPoint

MARCH 25, 2015

In part 1 of this series, I introduced Mike Weinberg—sales coach, consultant, and author of the book New Sales. After listening to his captivating and insightful presentation at the 2015 Virtual Sales Kickoff , I asked him if I could share his “4 Tips to Power Up Prospecting in 2015”: Part 1: Tip #1 Believe it works. Simplified.:

Tips 120

Tips Consulting Amazon Intent 120

ViewPoint

APRIL 3, 2014

Relationships rule in sales. But while technology has forever altered our sales processes, it won’t save our sales careers. 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. Toss the technology.

Cold Calling 120

Cold Calling Ideal Customer Profiles Cross-Selling Rules 120

ViewPoint

AUGUST 14, 2013

Then go on Facebook and let your friends and family know. Sales Managers Didn’t Want Their People on Social Media All Day. But in sales, you’re out in the cold if you don’t have a browser open to LinkedIn. The more people you’re connected to, the bigger your sales pipeline. Have you written a new blog post?

Social Media 120

Social Media Media Cross-Selling Salesforce.com 120

ViewPoint

JANUARY 24, 2012

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? What is a business-to-business marketer to do with all that? Logistics companies aren't on Twitter.

P2P 120

P2P B2B Youtube Social Media 120

ViewPoint

DECEMBER 12, 2013

TV networks are just like the marketing resources and sales support at your company: they provide you with sales content, such as presentations and data – and do so with the best of intentions – but don’t offer the framework necessary to be valuable for meeting your sales goals. This is a two-way analogy. to sell the solution).

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Cable 120

ViewPoint

MAY 10, 2012

He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. He also notes Facebook has just revamped totally its advertising line up with their new Reach Generator. Today's PowerViews guest is Christopher Hosford. He is East Coast Bureau Chief for BtoB Magazine.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 10, 2012

He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. He also notes Facebook has just revamped totally its advertising line up with their new Reach Generator. Today's PowerViews guest is Christopher Hosford. He is East Coast Bureau Chief for BtoB Magazine.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

FEBRUARY 16, 2012

Why is it so difficult to generate actual leads and sales using social media in the B2B world? Turning friends, followers and content into sales, leads and subscribers means solving customers' problems in ways that nurtures demand for larger solutions. He blogs at www.offthehookblog.com and can be reached at jeff@jeffmolander.com.

Customer Satisfaction 120

Customer Satisfaction Sample Youtube Social Media 120

ViewPoint

APRIL 30, 2013

In his experience sales and marketing typically leads the economy. Traditionally, sales and marketing budgets drop before the economic markets because the C-level executives see what''s on the horizon. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation.

Mobile Marketing 120

Mobile Marketing Lead Scoring Lead Ranking Marketing Leads 120

ViewPoint

JUNE 8, 2012

If your customers aren’t on Facebook, do you really need to be there? Marketing & Sales Alignment—More Important than Ever. A handful said sales and marketing do different things, and they should just do their own thing.” Advice to Marketing & Sales—Harness Big Data & Embrace Social.

Marketing Automation Services 120

Marketing Automation Services Top of Funnel Paid Search Agency Mobile Marketing 120

ViewPoint

FEBRUARY 2, 2011

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? It’s true that B2B marketers are embracing social tools as a way to both connect with customers and grow their businesses.

B2B Marketing 120

B2B Marketing Trends Marketing Management Planning 120

ViewPoint

APRIL 18, 2012

Click to start video at this point —Asked about the role social media plays for companies selling a $250K software solution compared to lower average dollar goods, Trip affirms the impact in the complex sale and also notes different dynamics. ” The State of Marketing & Sales Alignment. The Impact of Mobile.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

MARCH 22, 2011

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. article cited a statistic from CSO Insights that 60% of marketing organizations used some form of lead scoring before passing leads to sales. Additional Resources: Is Sales 2.0

Lead Ranking 120

Lead Ranking Lead Scoring Work Management Marketing Management 120

ViewPoint

JULY 12, 2012

Click to start video at this point — Asked about what is happening or not happening in marketing and sales that is surprising this year, Ann references research that MarketingProfs did with the Content Marketing Institute last year. Marketing and Sales Alignment: Content Development Helps Close the Gap.

Marketing & Strategy 120

Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 120

ViewPoint

JUNE 15, 2016

Sales Lead Management is a complicated process. 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. Inside Sales.

Lead Management 120

Lead Management Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

MAY 8, 2012

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. But in reality even the most engaging blogs, videos and other forms of online publication fail to produce leads and sales.

Lead Scoring 120

Lead Scoring Lead Ranking Generation Leads 120

ViewPoint

MARCH 4, 2014

Ironically, we often see a huge pile of entries in the “lead” part of the sales funnel in some of our client’s CRM records. What good are unqualified leads to your sales staff? If your company shows this kind of pattern in its sales funnel, you’d be better off focusing on finding fewer, better prospects. Time kills sales.

Inbound Marketing 120

Inbound Marketing Top of Funnel Lead Qualification Sales Qualified Leads 120

ViewPoint

SEPTEMBER 12, 2011

He is an experienced online marketing professional with a history of developing personalized, relevant, and timely communications to help businesses close more sales. ” 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

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. Strategically, what are you trying to accomplish by being on Facebook?’—they

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

JULY 11, 2013

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

PointClear 120

PointClear B2B Marketing Advertising Agencies B2B 120