ViewPoint

FEBRUARY 24, 2016

From Aberdeen Group: "Tele-prospecting is a valued complement to content marketing and inbound marketing and should be a component of any MQI-to-MQL Nurturing program. In fact, Aberdeen research shows that 60% of leads, on average, still come in through outbound marketing efforts – vs 40% from inbound.".

Lead Ranking 149

Lead Ranking Demand Generation Agencies Account Based Marketing Paid Search Agency 149

ViewPoint

MARCH 24, 2015

Throughout the presentation, he debunks the argument of inbound marketing “experts” and social selling gurus who preach that outbound is out, and inbound is … well, in. For one thing, inbound marketing alone can never generate enough leads to work and fill a pipeline. So, what is prospecting , exactly?

Peer-to-peer 120

Peer-to-peer Work Management Tips Inbound Marketing 120

ViewPoint

JULY 16, 2013

According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. The same inbound marketing experts will tell you that it might take 50 blogs to impact your website visits.

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

JANUARY 14, 2014

A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I like to call “inbounditis”) negatively affects the revenue backbone of any company. In fact, it makes the whole sales pipeline sick.

Inbound Marketing 120

Inbound Marketing Lead Generation Tips Video Marketing 120

ViewPoint

AUGUST 19, 2014

Here, in the second of this three part series, we will hear from The Funnelholic’s Craig Rosenberg; Annuitas Group’s Carlos Hidalgo; Sales Lead Management Association’s Jim Obermayer; Direct Marketing News’ Ginger Conlon; consultant and trainer Dave Stein; and agency founder Matt Heinz.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Lead Scoring Lead Ranking 120

ViewPoint

NOVEMBER 17, 2017

John Golden with Sales Pop , an online multi-media magazine that empowers sales leaders, sales management, sales professionals and entrepreneurs, and I recently chatted about the dynamics at work here, the role of technology, i.e. inbound marketing, and what needs to happen for both sides to truly align.

Conversion 120

Conversion Work Management Sales Qualified Leads Inbound Marketing 120

ViewPoint

AUGUST 26, 2014

We are now at the third and final part of this series, where we will hear from Connect & Sell’s Chad Burmeister; consultant and professor Ruth Stevens; sales guru Chris Tratar; Care.com’s Chris Snell; and finally, cleaning up is 60-Second Marketer’s founder and CEO, Jamie Turner.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Lead Scoring Lead Ranking 120

ViewPoint

APRIL 23, 2010

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Lead Generation 120

Lead Generation Inbound Marketing Generation Leads 120

ViewPoint

MARCH 17, 2015

If inbound marketing was a magic bullet and perfect panacea for creating demand, then we could stop proactively pursuing target accounts. Inbound marketing is a magnificent supplement to, but not a replacement for, one of our most potent sales weapons—the outbound proactive telephone call.” In it he writes: “Trust me.

Cold Calling 120

Cold Calling B2B Sales Inbound Marketing Marketing Prospects 120

ViewPoint

SEPTEMBER 22, 2015

When you read about ABM you often read about selling to “markets of one.” Matt Heinz, Heinz Marketing : I see ABM as a response to inbound marketing. Inbound is great, but it’s really like waiting for the phone to ring. As with other technologies, automating a bad process just leads to more bad results.

Account Based Marketing 120

Account Based Marketing Lead Generation ABM Lead Scoring 120

ViewPoint

AUGUST 30, 2012

Click to start video at this point — Craig talks about how the outbound marketing vs. inbound marketing debate can be confusing and says the best companies have a mixture of both. Commenting on strengths and limitations of inbound, he says, “ HubSpot and a lot the inbound marketing—we can’t keep up with them.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

MARCH 1, 2016

Per The Aberdeen Group: “Tele-prospecting is a valued complement to content marketing and inbound marketing and should be a component of any MQI-to-MQL Nurturing program. Lastly, is the extent to which most B2B considered sales situations depend on proactive efforts to hit their number.

ROI 159

ROI Lead Ranking Marketing Qualified Leads MQL 159

ViewPoint

MARCH 1, 2012

An important part of demand generation strategy is recognizing and applying the correct balance of outbound and inbound marketing initiatives for your specific solution. I take a more detailed look at this in my blog, Outbound vs. Inbound Marketing: What’s the Right Lead Generation Mix?

Demand Generation 120

Demand Generation Work Management Marketing Management Lead Management 120

ViewPoint

JUNE 10, 2016

Matt Heinz, president of Heinz Marketing, says in his blog : “Inbound marketing can be both highly effective and highly inefficient. If you’re relying on inbound marketing and leads only today, you will soon reach a point at which you can no longer effectively scale your business.

Sales Qualified Leads 120

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

ViewPoint

MAY 20, 2016

For example, we estimate that inbound marketing efforts will produce about 35% of the gap revenue. The assumptions embedded in the example above are industry benchmarks OR based on our actual client experience in the last 20 plus years.

Enterprise Management 159

Enterprise Management SMB Sales Qualified Leads Allocation 159

ViewPoint

MARCH 3, 2016

For example, we estimate that inbound marketing efforts will produce about 35% of the gap revenue. The Lead/Revenue Assumptions. The assumptions embedded in the example above are industry benchmarks OR based on our actual experience over twenty years with clients.

Lead Ranking 180

Lead Ranking Sales Qualified Leads ROI Lead Scoring 180

ViewPoint

JULY 25, 2011

This week's guest blog is co-written by Greg Alexander, Sales CEO of Sales Benchmark Index and John Kearney a Consultant with Sales Benchmark Index focusing on sales force effectiveness and inbound marketing. John Kearney is a Consultant with Sales Benchmark Index focusing on sales force effectiveness and inbound marketing.

Advertising Benchmark 120

Advertising Benchmark Inbound Marketing Consulting Class 120

ViewPoint

FEBRUARY 11, 2014

In the past she had studied the breadth and the accuracy of marketing data, but with this study she focused on the depth. Some marketers had thousands of records pertaining to one account. She told me the amount of data we can get from marketers these days is remarkable. Inbound marketing is tough to scale.

Trade Show 120

Trade Show Cold Calling Emarketing Sales Qualified Leads 120

ViewPoint

JULY 12, 2012

Click to start video at this point — In response to a question about outbound marketing vs. inbound marketing, Ann talks about the right mix being a blend of both. Don’t do any outbound.

Marketing & Strategy 120

Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 120

ViewPoint

SEPTEMBER 29, 2015

Jim has done an excellent job of differentiating between target segments that are good fits for ABM and larger target markets (or what Jim calls TAM or total available marketplace) that may require marketing that is more traditional. I think we both agree this is a mistake.). Jim’s approach is absolutely on target.

Account Based Marketing 120

Account Based Marketing Lead Generation Marketing Management ABM 120

ViewPoint

MARCH 27, 2014

While I did not say this during the podcast, the funniest line I have heard in 2014 was in a blog article last month: “For the past five years in a row marketers state that providing sales with high quality leads is their biggest challenge despite otherwise successful marketing efforts.”.

Social Media 120

Social Media Work Management Marketing Management Media 120

ViewPoint

MARCH 4, 2014

Inbound marketing is all the rage. Marketers are falling all over themselves to jump on the bandwagon, convinced that inbound is the path to more leads, less cost, and better business results across the board. But there are problems with inbound marketing. Inbound Marketing Problem #1: Too Many Leads.

Inbound Marketing 120

Inbound Marketing Top of Funnel Lead Qualification Sales Qualified Leads 120

ViewPoint

SEPTEMBER 20, 2012

Inbound Marketing Risk: Reps Relegated to “Super Closing Machine” Role. Click to start video at this point — In response to a question about the continuing debate on the merits of outbound marketing vs. inbound marketing, Bob says they both serve a role.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

FEBRUARY 4, 2014

Here we’re talking content marketing—developing the words, videos, audio or slides that engender trust and respect. Content marketing is often seen as the key to inbound marketing, luring prospects into your website to begin with. Of course, now you do have to engage with these prospects, right?

Multivariate analysis 120

Multivariate analysis Top of Funnel Content Marketing BtoB 120

ViewPoint

AUGUST 16, 2012

Outbound vs. Inbound: Not Either/Or But A Balance Based on Needs & Goals. Click to start video at this point — Asked about the current debate between outbound marketing vs. inbound marketing, Dave advocates using a variety of tools based on needs and goals. And we need to leverage all those tools appropriately.

Budget Programs 120

Budget Programs Work Management Marketing Management Sales Cycle 120

ViewPoint

JANUARY 22, 2016

One the things I was most pleased to see with many B2B companies (and in the sales blogosphere) in 2015 is a return “reasonable” thinking when it came to inbound marketing and social selling regarding their place in a sales effort. What B2B Companies Did Well in 2015?

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

MARCH 13, 2014

Ruth Stevens, Inbound Marketing is Tough to Scale. Chad Burmeister, Vice President of Corporate Sales at ConnectandSell Chad was voted Top 25 Most Influential Inside Sales Professionals by the American Association of Inside Sales Professionals 4 years in a row—2010, 2011, 2012, and 2013.

Lead Ranking 120

Lead Ranking Social Marketing Paid Search Agency Leads 120

ViewPoint

SEPTEMBER 18, 2012

Over the past several weeks I have written about: How too much time and attention is being focused on inbound marketing at the expense of outbound marketing and how that focus leads to smaller deals with lower level decision-makers.

Sales Leads 120

Sales Leads Sales Qualified Leads Leads Lead 120

ViewPoint

DECEMBER 14, 2010

Conventional wisdom—that something called a “lead” can and should be had at consistently lower price points where it will still deliver value—is at the root of a host of sales and marketing problems and deserves a closer look.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Ranking Marketing Qualified Leads 120

ViewPoint

DECEMBER 8, 2011

Chris Selland is CMO at Terametric , a company focused on maximizing marketing ROI by helping marketers capture and measure all their channel marketing data. Chris originally published this post on November 14, 2011, and it is republished here with his permission.

Merchandising 120

Merchandising Clickthrough Demand Generation Agencies ROI 120

ViewPoint

AUGUST 14, 2012

Our experience is that companies are killing the golden goose by focusing too much time and money on inbound marketing campaigns (and technology) and not enough time and money on outbound marketing and nurture campaigns. So, he killed the goose—opened her up and—well, you can guess the rest of the story….

Lead Generation 120

Lead Generation Sales Qualified Leads PointClear Generation 120

ViewPoint

JULY 17, 2012

One fascinating trend we uncovered recently is that average performing reps tend to gravitate more toward inbound, marketing generated leads—because they view them as easier to close (due to the customer being more than halfway through their purchase process, already scoped out their needs, etc.).

Sales Qualified Leads 120

Sales Qualified Leads Work Management Lead Ranking Marketing Management 120

ViewPoint

MAY 10, 2012

” Inbound Marketing: Search Spending Up—Mobile Search Even More So. Click to start video at this point — Christopher notes that inbound marketing is the current rage and shares a recent BtoB Magazine study that reveals 74% of marketers plan to increase their online marketing efforts this year.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 10, 2012

” Inbound Marketing: Search Spending Up—Mobile Search Even More So. Click to start video at this point — Chris notes that inbound marketing is the current rage and shares a recent BtoB Magazine study that reveals 74% of marketers plan to increase their online marketing efforts this year.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

SEPTEMBER 6, 2012

Using Inbound to Get Online Bumps & Support Sales Initiatives. Click to start video at this point — Asked about the debate around outbound marketing vs. inbound marketing, Jill says she mostly recommends investments in inbound marketing because many companies haven’t done nearly the job they could attracting customers this way.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

JUNE 15, 2012

Budgets seem to be there for marketing and sales initiatives that can measure the return on investment. Outbound vs. Inbound: We Can’t Get Away from Basic Integrated Marketing.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

JUNE 8, 2012

High Outbound Presence Drives Inbound at the Right Time. Click to start video at this point — In response to a question about the ongoing outbound marketing vs. inbound marketing debate, Ginger notes that companies need both, and balance is the key.

Marketing Automation Services 120

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