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JUNE 16, 2015 [Hubspot] The Quest for Good Leads: Are You Asking the Right Questions?
Here’s an excerpt from one of his recent blogs (May 2015): This past week I was reading HubSpot's study on the state of inbound marketing, and understandably, with HubSpot being in the inbound marketing business, the study showed that the marketing spend on inbound marketing is rising. What’s a good lead rate? How much should a lead cost? Just google them.) Absolutely right, Mike!
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APRIL 1, 2015 [Hubspot] 2015 Horoscope for Sales Executives: from Danmac the Magnificent
The next time your boss gives you grief about your lack of prospecting, just let him know that HubSpot says prospecting doesn’t work. This year is all about Saturn. Saturn has moved from Scorpio to Sagittarius. Saturn will backpedal to Scorpio again from June 14 until September 17 in 2015, but after that he''ll be in Sagittarius until December 19, 2017. What does all of this mean? Chin up!
JUNE 16, 2015 | VIEWPOINT
[Hubspot] The Quest for Good Leads: Are You Asking the Right Questions?
MAY 7, 2015 | VIEWPOINT
[Hubspot] The Skinny on Lead Nurturing - 11 Experts Weigh In (part 2 of 2)
APRIL 1, 2015 | VIEWPOINT
[Hubspot] 2015 Horoscope for Sales Executives: from Danmac the Magnificent
DECEMBER 19, 2013 | VIEWPOINT
[Hubspot] Taking away a salesperson’s excuses!
AUGUST 27, 2013 | VIEWPOINT
[Hubspot] Advice to Steve, a Down-and-Almost-Out Sales Manager: Telemarket Old Leads First!
JULY 23, 2013 | VIEWPOINT
[Hubspot] Wanna Win? Jump Up the Lead Quantity and Add Nurturing!
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MAY 7, 2015 [Hubspot] The Skinny on Lead Nurturing - 11 Experts Weigh In (part 2 of 2)
Dave Stein , B2B Sales Consultant , provides a strictly sales perspective: Coming from the perspective of a sales guy, the most effective nurturing approaches I’ve seen and heard about are HubSpot-driven. It’s 2015. The marketing word of the year is Nurture. Nurturing is one of the most effective, yet underutilized, activities in the sales and marketing process. Voice nurturing!
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DECEMBER 19, 2013 [Hubspot] Taking away a salesperson’s excuses!
HubSpot makes a big deal about doing this up-front. I think I have heard all the excuses for not following up on sales leads. The business philosopher, Jim Rohn said, "If you really want to do something, you’ll find a way. If you don’t, you’ll find an excuse.". Salespeople are loaded with excuses when they don’t want to do something, but then again so are the rest of us. Salespeople have said to me that they will follow-up on sales leads: If there is a phone number. time-frame to buy. If the person has the right title (or any title). If the person has money. If the person has an email.
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JUNE 18, 2013 [Hubspot] All Real Salespeople Love Sales Leads (but there is a tiny caveat)
Marketing automation companies also say they do this filtering; HubSpot , for instance. James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. All real salespeople love sales leads and don’t ever believe anyone who tells you differently. The argument comes when salespeople define a lead. Until SalesForce came along and called every raw name in the database a lead, most of us thought—there are inquiries and there are leads. genuine sales lead has qualifying information.
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JULY 23, 2013 [Hubspot] Wanna Win? Jump Up the Lead Quantity and Add Nurturing!
Look into Optify (for agencies or small-to-medium companies), HubSpot, Marketo, eTrigue, Pardot, Velocify (formerly Leads360), Fision, NetSuite, Spark, etc. James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. It’s way ‘old-school’ to try and kick-start sales by dramatically jumping up sales lead quantity, and then rely on the sales channel to deal with it. What’s worse, sales will not incrementally increase in proportion to the marketing spend. It isn’t their fault.
VIEWPOINT | THURSDAY, JULY 11, 2013 [Hubspot] Good Reads for B2B Marketing - 8 Changes that Will Improve Your Marketing
Via HubSpot. Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2B Buyers: Traits by Generation [Infographic]. You may have a target audience, but do you really understand your buyer? Acquity Group created an infographic that takes a look at buying trends based on generation. It splits buyers into three groups; the up-and-comers—millenials, established buyers—Gen X, and seasoned execs—baby boomers. Via MarketingProfs. MORE >>
VIEWPOINT | TUESDAY, AUGUST 27, 2013 [Hubspot] Advice to Steve, a Down-and-Almost-Out Sales Manager: Telemarket Old Leads First!
No one is buying.”. “I know you use HubSpot. James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. During a breakfast meeting with Steve last week, he got right down to business. Man we are hurting. We’re in the hurt locker, we’re down, and I have no money to try to boost sales in the last quarter. What am I gonna do?” With a pleading voice and a frown his mother would not be proud of, this was one concerned sales manager. This is a big deal! Leads with a title. The cost? MORE >>
VIEWPOINT | THURSDAY, AUGUST 30, 2012 [Hubspot] PowerViews with Craig Rosenberg: Growth Hacks & Consumerized B2B Software
Commenting on strengths and limitations of inbound, he says, “ HubSpot and a lot the inbound marketing—we can’t keep up with them. Their ideology is pervasive. I go in and meet with a marketing company, and they say, ‘Well, my boss told me, why can’t you be more like HubSpot?’ The people we always talk about are the HubSpots and the Marketos and the Eloquas of the world who are driving leads. My guest today is Craig Rosenberg, Vice President, Sales and Marketing and Co-Founder at Focus. Craig specializes in lead generation, lead qualification, and B2B marketing and sales. MORE >>
VIEWPOINT | THURSDAY, MAY 10, 2012 [Hubspot] PowerViews with Christopher Hosford – CRM/Marketing Automation/Social Convergence
On the marketing side, companies like Eloqua, Marketo, Pardot, Silverpop and HubSpot are adding features that are nudging them closer to the sales side. Today's PowerViews guest is Christopher Hosford. Christopher is an award-winning business writer and editor based in New York City. He is East Coast Bureau Chief for BtoB Magazine. He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. Magazine, Multi-Housing News and Hospitality Design. Social Media’s Maturing: In-House Resources & Social Advertising. MORE >>
VIEWPOINT | THURSDAY, MARCH 31, 2011 [Hubspot] Buckle Up! Sales Reps Share Perceptions of Marketing-Generated Leads
The eBook also includes thoughtful observations on findings from sales and marketing experts like Barry Trailer, CSO Insights; Brian Kardon, Eloqua; Carlos Hidalgo, The Annuitas Group; Stephanie Tilton, Ten Ton Marketing; Mike Volpe, HubSpot; and Jill Konrath, Selling to Big Companies. A new eBook reports on sales rep perceptions of marketing-generated leads, and the findings run from surprising to shocking to downright scary. The survey sample is nicely balanced with responding reps engaged in field sales, inside sales, and inbound and outbound lead generation and lead qualification. MORE >>
- [Hubspot] PowerViews with Chris Hosford – CRM/Marketing Automation/Social Convergence VIEWPOINT | THURSDAY, MAY 10, 2012
- [Hubspot] CMOs: Wield Powers of Influence to Gain a Seat at the Executive Table VIEWPOINT | TUESDAY, MARCH 6, 2012
- [Hubspot] The Science of Creating Demand, Upon Demand, When Demand is Needed VIEWPOINT | MONDAY, MAY 16, 2011