ViewPoint

OCTOBER 31, 2011

As a frequent speaker at sales conferences, she helps sellers crack into new accounts, speed up sales cycles and win big contracts. Be an Invaluable Resource. Provide links to resources. Jill Konrath is the author of SNAP Selling (#1 Amazon sales book) and Selling to Big Companies , a Fortune "must read" selection.

Tips 120

Tips Work Management Sales Cycle Guidelines 120

ViewPoint

AUGUST 22, 2011

Jay Hidalgo is the President of The Annuitas Group, a firm that specializes in helping B2B companies develop a process-based approach to lead management. Nothing would be worse than to spend all the time, effort and resources on implementing a new process only to have everyone revert back to old behavior.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Buy Automation 120

ViewPoint

AUGUST 15, 2013

A great teacher focuses on those strengths and helps the student to build on them. Do you have a resource from your sphere to share? Great Sales Managers Inspire and Motivate … Just Like Great Teachers. It’s that time of year again, “back to school.” As great teachers know each student has different strengths. Via Forbes.

B2B Sales 120

B2B Sales Buyer Need PointClear B2B 120

ViewPoint

APRIL 19, 2017

As a sales acceleration specialist he helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. Sales’ biggest mistake: ‘pitching instead of probing.’”.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

MARCH 11, 2014

This, of course, shortens the sales process and helps you stand out from the competition. She says that it is always best to have a conversation with a possible referral, explain what you’re about, why you want to be the referral, and how we can help both that person and the prospect you’re being referred to. The best part?

Cold Calling 120

Cold Calling Click Rate Differentiation Outreach 120

ViewPoint

AUGUST 22, 2013

Another way to look at change, however, is as an opportunity for continuous improvement and learning—a chance to refine, improve and adapt—this can help you recognize when change is needed and implement it. Do you have a resource from your sphere to share? Via Partners in EXCELLENCE. Let us know in the comment section.'

PointClear 120

PointClear B2B Marketing Webcast Advertising Agencies 120

ViewPoint

OCTOBER 1, 2013

There has to be a strategy that helps content do its job.". She says it’s not just about creating content and putting it out there; it’s about creating content that helps people do business. You can connect with Ardath and learn more about Marketing Interactions via the following resources: Website: www.marketinginteractions.com.

Content 120

Content Storytelling B2B Sales Linkedin 120

ViewPoint

SEPTEMBER 27, 2012

There are more frequent conversations about what marketing can do to help sales open doors and expand relationships, as well as how marketing can find, mine and nurture new opportunities. He adds that ultimately marketing’s increased role can help lower the cost of sales. There is greater alignment of those goals and metrics.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

MAY 9, 2013

The LinkedIn Contacts tool that began for some select users could help marketers organize, maintain, and nurture business contacts. Do you have a resource from your sphere to share? Use tools such as Google Alerts, Social Mention and Topsy to discover your online rep, and work on building a positive online brand for your company.

PointClear 120

PointClear B2B Marketing BtoB B2B 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.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Cable 120

ViewPoint

JULY 30, 2013

In his ebook Unselling: Sell Less to Win More , Peter will help you shift the buyer-seller relationship from subservient to collaborative. You can connect with Peter and learn more about his work via the following resources: The Complex Sale Website: www.complexsale.com. In reality, the more you sell, the less you win. Stay Tuned.

Word of Mouth 120

Word of Mouth Work Management Consulting Transparency 120

ViewPoint

APRIL 14, 2011

billion healthcare information technology company with solutions and services that help physicians, hospitals and health plans operate more efficiently and profitably. Download the success story from Gleanster, an advisory and resource service for companies planning or implementing B2B business initiatives and technologies.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Lead Scoring 120

ViewPoint

SEPTEMBER 29, 2016

They can predict the likely success of B2B database marketing programs, helping eliminate wasted dollars, time and resources. Conclusion The market segmentation techniques described here balance the principles of statistics with the realities of today's marketing budgets.

Lead Ranking 120

Lead Ranking Lead Scoring Database Marketing Budget Programs 120

ViewPoint

DECEMBER 10, 2013

Knowing the new science of sales is what will help a salesperson to consistently meet expectations, says my latest guest on PowerViews, Chad Burmeister, vice president of corporate sales at ConnectandSell. You can connect with Chad and learn more about ConnectAndSell via the following resources: Website: www.connectandsell.com.

Buzz 120

Buzz Lead Ranking Linkedin Video Marketing 120

ViewPoint

OCTOBER 29, 2013

So.how do they help people generate a higher response from clients and customers than many other companies? You can connect with Kyle and learn more about SalesLoft via the following resources: Website: www.salesloft.com. Kyle recommends that you go online just a few times a day. Stay Tuned. By Dan McDade.'

Ideal Customer Profiles 120

Ideal Customer Profiles Cold Calling Fulfillment Linkedin 120

ViewPoint

OCTOBER 24, 2013

People want to know how you’re going to help them, Jill said, so when you’re designing a social media page, think about it from the perspective of a visitor or a buyer or a prospective partner — not as a place to simply post your resume. You can connect with Jill and learn more about Oracle via the following resources: Twitter: @jill_rowley.

Eloqua 120

Eloqua Social Networks Linkedin Marketing Management 120

ViewPoint

FEBRUARY 21, 2012

While members specialize in various sales areas and deliver sales solutions in different roles, Jonathan Farrington, CEO of Top Sales World, notes, “All have one characteristic in common: a desire to give back, to teach, to inspire and to help others in sales succeed.”

PointClear 120

PointClear Work Management Communities B2B Sales 120

ViewPoint

APRIL 24, 2012

And developing the ability to measure by outcome-based marketing KPIs requires a significant investment in resources, processes and technology. So the question becomes this: What are the right marketing KPIs to use that will help us better measure marketing investments and better align marketing activity with overall sales success?

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Generation Cost 120

ViewPoint

MAY 23, 2013

Blackboard co-founder Michael Chasen credits B2B marketing communications with helping to build the company, which sold for $1.64 Do you have a resource from your sphere to share? The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. billion two years ago.

B2B Marketing 120

B2B Marketing BtoB PointClear B2B 120

ViewPoint

APRIL 18, 2013

A successful integration will provide valuable data, enhance customer retention and help ensure that your sales team is responding to qualified leads in a timely manner. Do you have a resource from your sphere to share? Via Marketo B2B Marketing and Sales Blog. Are You Selling At Every Level? You need to learn to be tough.

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

MARCH 18, 2014

Sales-first platforms like SAVO can help fill the gap between marketing and sales because they tailor solutions to individual needs. You can connect with Chris and learn more about SAVO via the following resources: Website: www.savogroup.com. CRM is good at forecasting, he said. Be sure to check out the complete video! Stay Tuned.

Paid Search Agency 120

Paid Search Agency Sales Qualified Leads Marketing Qualified Leads Marketing Automation Services 120

ViewPoint

MARCH 18, 2014

Sales-first platforms like SAVO can help fill the gap between marketing and sales because they tailor solutions to individual needs. You can connect with Chris and learn more about SAVO via the following resources: Website: www.savogroup.com. CRM is good at forecasting, he said. Be sure to check out the complete video! Stay Tuned.

Paid Search Agency 120

Paid Search Agency Sales Qualified Leads Marketing Qualified Leads Marketing Automation Services 120

ViewPoint

AUGUST 11, 2016

Marketing must align its B2B lead generation activities and resources with deeper-in-the-funnel outcomes. Depending on a marketing resource’s role and level, parts of compensation can be tied to performance metrics like overall revenue and deeper-in-the-funnel outcomes.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Generation Cost 120

ViewPoint

AUGUST 16, 2012

How do I help them do that?”. People are trying to explore how do we get together and how do we more appropriately coordinate our really precious resources.”. So we’re being forced to work together to leverage those resources.”. Sometimes we tend to get on autopilot.”. Dave’s Blog: partnersinexcellenceblog.com. Stay Tuned.

Budget Programs 120

Budget Programs Work Management Marketing Management Sales Cycle 120

ViewPoint

SEPTEMBER 22, 2015

Kyle Porter, Sales Loft : ABM goes hand in hand with logo based sales process… We have personally seen good lift using retargeting solutions to help “totally surround” our prospects in addition to world-class sales development outbound programs. Raab Associates provides consulting to help select the right tools and deploy them effectively.

Account Based Marketing 120

Account Based Marketing Lead Generation ABM Lead Scoring 120

ViewPoint

JUNE 7, 2016

Helping them understand actual vs. assumed buyer behavior in B2B sales environments helps alter their behavior—and helps them be more successful. The problem is that sales reps give up early and win only a small percentage of possible deals—wasting a significant portion of marketing’s investment.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

MAY 7, 2013

This innovation helps leading companies gain better understanding of their buyers, leading to improved lead generation and revenue performance. His "Buyer Foresight" approach helps organizations gain predictability by understanding the behavior of their buyers in a changing market. LinkedIn: Tony Zambito. Stay Tuned.'

Buyer Personas 120

Buyer Personas Peer-to-peer Buying Cycle Sales Qualified Leads 120

ViewPoint

SEPTEMBER 17, 2013

The website helps people find babysitters, nannies, childcare and senior home caregivers. You can connect with Chris and learn more about his work at Care.com via the following resources: Email: csnelljr at gmail dot com. Unorthodox? But it definitely lets people know that you’re serious about work. Twitter: @chris_snell. Stay Tuned.

Linkedin 120

Linkedin Twitter Video Marketing Education 120

ViewPoint

SEPTEMBER 17, 2013

The website helps people find babysitters, nannies, childcare and senior home caregivers. You can connect with Chris and learn more about his work at Care.com via the following resources: Email: csnelljr at gmail dot com. Unorthodox? But it definitely lets people know that you’re serious about work. Twitter: @chris_snell. Stay Tuned.

Linkedin 120

Linkedin Twitter Video Marketing Education 120

ViewPoint

JUNE 26, 2012

So I attended this event expecting to find out more about how and when resources would be flowing to inside sales teams. There were several large and recognized companies at the conference offering perspectives and experiences to help guide others in the profession. Most seem to put hard and fast ceilings on deal sizes.

Conference 120

Conference Enterprise Management Correlation Barriers 120

ViewPoint

MAY 1, 2013

Increased Pipeline Integrity Integrated performance reporting increases the integrity of your sales pipeline, and will help you deliver the right leads to your sales team. Embedded analytics could also help determine that the marketing sourced opportunities are making it to the negotiation phase then stalling.

Efficiency 120

Efficiency Analytics Work Management Marketing Management 120

ViewPoint

NOVEMBER 29, 2011

Now in its second year, the Top Sales & Marketing Awards combine peer voting with a judging panel of industry experts to recognize leading sales and marketing books, articles, thought leaders, solutions, resources and tools. A number of sales and marketing executives have shared how valuable the content is and how it has helped them.

Peer-to-peer 120

Peer-to-peer Lead Ranking Paid Search Agency Sales Qualified Leads 120

ViewPoint

APRIL 25, 2011

And why do you think you'll suddenly pop up on their shortlist if you haven't been there, being helpful, all along? This said, two of the biggest challenges related to content development are making that content engaging and the time and resources necessary to produce it. Using 3 rd party content helps to promote that third party.

Lead Gen 120

Lead Gen Emarketing Lead Scoring Lead Ranking 120

ViewPoint

JULY 9, 2013

In her work she''s found so many companies with interesting solutions that she couldn’t find flaw in, that she decided to work with what people are using if it is generally moving them forward, and help them tweak their results and make improvements to some very basic things she feels many sales leaders and company leaders are overlooking.

Lead Scoring 120

Lead Scoring Lead Ranking Thought Leadership Sales Qualified Leads 120

ViewPoint

APRIL 28, 2015

Assuming you’ve done all the research, there are additional tools and tricks that can help you prepare even more thoroughly for your call or meeting. There are so many resources on the subject of sales execution that I am not going to cover sales methodology and tactics here. 3) Execution. In the end it’s up to you.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

MARCH 1, 2012

He adds that it can enable and support these two areas by helping with content marketing, lead nurturing, and lead qualification. Underestimating the resources and time needed to succeed. Nonexistent lead management processes. Lack of alignment between marketing and sales. Lack of clarity about marketing automation objectives.

Demand Generation 120

Demand Generation Work Management Marketing Management Lead Management 120

ViewPoint

APRIL 23, 2013

It’s no wonder that improving sales forecast accuracy is a key imperative for many B2B sales organizations—or that focusing on more effective qualification can help to significantly improve the situation. BANT Won’t Help. You can read why here. Requalify at Every Stage.

Process 120

Process Work Management Marketing Management B2B Thought Leadership 120