ViewPoint

AUGUST 30, 2012

2012 Trends: Social Marketing Gaining Real Traction & Growth Hacks. Social Media: Table Stakes and the Challenges Linking to ROI. Concluding Thoughts: Consumerized B2B Software & the Resurgence of Field Sales. Craig specializes in lead generation, lead qualification, and B2B marketing and sales.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

SEPTEMBER 15, 2011

And, marketing creates a number of other vehicles—the written word, audio, video, social/community interactions, mathematical models, etc.—to As we move beyond the initial interaction, the collaboration between marketing and sales, specifically between field marketing, pre-sales and sales is essential for success.

Online Lead Generation 120

Online Lead Generation Lead Generation Lead Ranking Generation 120

ViewPoint

OCTOBER 24, 2011

An interesting post by SoftwareAdvice.com’s Derek Singleton— What Does Social Manufacturing Look Like? —noted the Dreamforce announcement of Salesforce.com’s support for Kenandy , a cloud-based manufacturing solution that incorporates the social tool, Chatter.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Generation 120

ViewPoint

APRIL 10, 2012

The Role of Marketing Automation & Social Media. Click to start video at this point —Asked whether marketing automation and social media should be within the realm of marketing only, Jonathan affirms their value for sales. The Fight for Marketing & Sales Alignment.

Paid Search Agency 120

Paid Search Agency Work Management Marketing Automation Services Forrester 120

ViewPoint

SEPTEMBER 27, 2012

Prior to joining ITSMA in 1995, Dave held field marketing and sales positions with Oracle and Apple and started his career in 1984 as a market research analyst at The Ledgeway Group, now part of Gartner Group. Social media integration. Social Media: The Rise of the Social Buyer in the Complex Sale. New marketing channels.

Organization 120

Organization Work Management Marketing Management Marketing Budget 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

MARCH 22, 2011

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. Social Consumer or Business Persona: Active social participants. Creating a Remarkable "Social Customer" Experience.

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

JUNE 28, 2012

He adds that the major factor is the new buyer—empowered and smarter, in ways, than IT vendors—coming into provider organizations through a variety of digital and social pathways. ” Moving from Inbound vs. Outbound to Continuous Digital & Social Dialog. Social Media Mantra: Listen First. Then Speak.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

ViewPoint

JANUARY 11, 2011

Social media has leveled the playing field. They want content that is interesting, available in a variety of mediums and moves the qualification and sales process forward. ISRs will begin to understand the value of personal branding and how it can impact their sales efforts.

Top of Funnel 120

Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 120

ViewPoint

JUNE 10, 2016

Despite the counsel of leaders in this field—many of whom were quoted in this blog series—companies continue to waste marketing dollars, and sales continues to struggle to meet revenue goals. Both are working toward different, conflicting metrics.

Sales Qualified Leads 120

Sales Qualified Leads Planning Peer-to-peer Work Management 120

ViewPoint

MARCH 6, 2012

Once CMOs have undertaken the research necessary to understand their target buyers, they need to socialize the findings throughout the organization so a truly customer-centric understanding and approach can take hold. For further inspiration, see how Kinaxis set itself apart in the marketplace using content (and social media).

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

JULY 7, 2015

form field completions). Companies score leads via marketing automation (MA) based on interactions that are driven by email; however, MA does not recognize offline behaviors or social if not integrated into the system. Instead, they are accruing points based on arbitrary activity and static demographics (e.g.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

AUGUST 6, 2013

It has been a pleasure to interview each of them and share perspectives on topics ranging from B2B lead generation and inside sales to social media trends and personal branding. Dan recommends defining specific days by routine actions, such as staging follow-up calls on one day each week, and field presentations on another.

Peer-to-peer 120

Peer-to-peer Multi-Channel Forecasting Best Practices 120

ViewPoint

JUNE 15, 2016

Social Media Department – blog, Twitter, Facebook, LinkedIn, iTunes, YouTube and Pinterest, to name just a few. Field Marketing Management. Marketing Automation Management. Two major departments compete on rules establishment and daily management (sales and marketing). Marketing Operations Department. Website Management.

Lead Management 120

Lead Management Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

JULY 9, 2015

They create a single workflow using a top of the funnel product that combines and processes their emails, calls, social touch points, and even includes accountability. Much easier to pitch a close colleague than pushing a "name in field" in some outdated or inaccurate database. Finally, these are passed to account executives to close.

Lead Ranking 120

Lead Ranking Lead Scoring Sales Qualified Leads Marketing Automation Services 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. The Magnification Power of Social Media Comes From Sharing.

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

NOVEMBER 20, 2012

2013 Changes: Social Media, Mobile, Analytics & Productivity. Among the trends he sees in sales organizations in 2013: Greater adoption of social media. Social Media: Balancing Benefits with Loss of Management Control. Bob earned his MBA from Emory University and his BA from Washington and Lee University.

Process 120

Process Allocation Marketing Management Peer-to-peer 120