ViewPoint

JULY 7, 2015

I have no decision making authority, but I get a high lead score because I am on your website a lot and interact with your content, sometimes I even engage in conversation with your sales team. form field completions). This forces them to process leads as opposed to qualifying opportunities. and I am a loser.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

MARCH 22, 2011

buying experience post, I searched for solutions, interacted with various web sites and engaged with some of the vendor reps, by email or phone. From the initial web search to interacting with your web site to engaging with inside or field sales reps, all of these touchpoints form an impression and influence their likelihood to recommend.

Lead Ranking 120

Lead Ranking Lead Scoring Work Management Marketing Management 120

ViewPoint

JUNE 28, 2012

” A lot of organizational changes are characterized by new interactions between marketing and sales as the COO and the CFO are trying to make them more productive: “Typically marketing and sales have not been cooperatively productive, so we’re seeing more mashups between marketing and sales. So get it together.”

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

ViewPoint

FEBRUARY 23, 2018

Just try to pass them on to your field sales team and you’ll see. We can do that because the associates on our team have what it takes to have the interactions that generate quality leads. Is it someone who swiped their badge at the tradeshow you attended last month? They won’t get followed up.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

JULY 12, 2012

” She also notes a challenge for marketers is how these interactions are measured and quantified as a step in the process. I’m seeing a little bit more of an integration between the content that marketing is putting together that they’re targeting for salespeople to use in the field.

Marketing & Strategy 120

Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 120

ViewPoint

JULY 9, 2015

Much easier to pitch a close colleague than pushing a "name in field" in some outdated or inaccurate database. I am hopeful the recent buyer interaction findings from SiriusDecisions’ 2015 B2B Buyer Study give marketing and sales leadership a legitimate reason to step back and assess their entire lead-to-revenue process.

Lead Ranking 120

Lead Ranking Lead Scoring Sales Qualified Leads Marketing Automation Services 120

ViewPoint

MAY 2, 2012

” He challenges marketers to move from thinking in terms of one-to-one interactions (like with email) to one-to-many interactions and how they can take content created every day and share it with people on a global basis. how networks are transforming education or how television is becoming an interactive experience.

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

NOVEMBER 20, 2012

He notes that social media and mobile technology are related and are of particular interest in terms of management practice, adding, “Those are really changing the way managers are interacting with salespeople.”. They are really enhancing conversations that salespeople have with customers or prospects during the sales interaction.

Process 120

Process Allocation Marketing Management Peer-to-peer 120