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7 Truths About Sales and Marketing (That CEOs Need to Know - Part 1)

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It’s essential to be able to inform the sales team about: our reason for existence, the direction of the company and why it’s the correct course, what we sell and why we sell it, which markets to pursue, the competitive landscape and the pricing model.”. Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]

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You also can’t afford to wait until those Named Account targets happen to find your contact information and download something… Strategy first, technology second. It may be that contact information and marketing intelligence OR leads come before revenue. recently posed this question to fellow industry experts. The remaining four stand-alone blogs will follow. Absolutely right, Ardath!

What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer

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20,000 companies with multiple contacts and verified technical environment information—but with no email addresses. 4,319 contacts who had downloaded a white paper with email addresses—but who may or may not be in targeted companies or have any need or authority to buy with email addresses, with inaccurate, incomplete or non-existent company firmographic information, and with no telephone numbers. Sales management opted for 20,000 companies with multiple contacts and verified technical environment information. For whatever reason (was it beneath him?) Define what a lead is.

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The #1 Reason CEOs Should Care About Lead Generation

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This database should include a historical account of each lead generated, pipeline information, and a system to disqualify leads so your teams aren’t wasting their time on them. Every touch point in the sales cycle represents a chance for valuable information to be shared, or not shared. That information should be constantly refined by marketing, based upon feedback from sales.

Content Methodology: A Best Practices Report

feedback on its content from financial advisors via surveys that, in turn, inform the. personas already seek information relevant to. and informative content, or utility content—and. Content. Methodology: A Best. Practices Report Copyright © 2016 Contently. All rights reserved. contently.com by Rebecca Lieb and Joe Lazauskas 2Content Methodology: A Best Practices Report I.

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)

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Think about what motivated the person to sign up, and then make sure the welcome email provides information that addresses that motivation. 2. Moving forward, it’s all about real-time response to data—what can be captured from the prospect on the website and what information can be used “in the moment” to optimize the Web experience. This year I've been talking a lot about Nurturing.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]

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Finally ABM ends with understanding your past results and using them to inform your future actions in a data-driven manner. As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter. There was so much great feedback I’ve divided the responses into a five-part blog series.

4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!

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Mike’s passion is backed up with information that is clear, direct and concise. You’ll walk away informed and, dare I say, inspired. Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. Anthony Iannarino (along with Jeb Blount). I was particularly impressed with the first speaker Mike Weinberg—sales coach, consultant, and author of the book New Sales.

Lead Nurturing: Triple Your Marketing Return

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The premise is that there is so much information available online that salespeople are thought to be unnecessary in the early stages. In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices. The eighth blog in this series discusses the importance of developing a guide for sales to make sure they understand what a lead is, and have the information needed to properly follow up on one. True Nurture Opportunities.

4 Revenue Sources Most ROI Calculators Miss (Part 1 of 2)

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The premise is that there is so much information available online that salespeople are thought to be unnecessary in the early stages. In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices.”.

Marketing Automation is Not Marketing Strategy

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Ruth serves as a director of Edmund Optics, Inc. , the HIMMS Media Group, and the Business Information Industry Association. We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation. In the opening paragraph she states: “Marketers sometimes see automation as a silver bullet. But it’s only a tool. Stevens.

Content Marketing Playbook: Strategy and Roadmap

of information. The primary source of information is specialized. source of information is specialized investment media and financial. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 2: Strategy and Roadmap Copyright © 2015 Contently. All rights reserved. Introduction 3 II. Adopting a Winning Perspective 7 III. Back at GE and in.

Changing the Sales Conversation [PowerViews LIVE Highlights]

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On Tuesday, May 12, 2015, I had the pleasure of hosting Linda Richardson on PowerViews LIVE for an informative discussion on Changing the Sales Conversation: How to More Effectively Sell in Today’s Hyper-digital World. Buyers have changed and so must sellers. What’s a salesperson to do? Here are some key points and quotes from my conversation with Linda. What’s the impact on the salesperson?

3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)

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You have, no doubt, read that prospects are impatient with sales reps that ask a lot of discovery questions (especially if the information can be found with a little research). When (notice I said when, not if) you go to LinkedIn for background information, look for recommendations made by your contact’s peers. Review all information provided. Exciting when it works. Period.

Factoring Psychographics into the Buying Process [PowerViews LIVE Highlights]

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He goes on to explain how this approach translates into a more productive process for both buyer and seller. I''ll highlight some of the key points from the webinar here, but trust me, you don''t want to miss the wealth of information he has to share in the full show (below). On January 8, 2015, I had the privilege of hosting Paul Gillin on my PowerViews LIVE show.

CRM: 20 Years Later—Still Hated

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CRM may have been well intentioned—meant to centralize information—but it wasn’t designed specifically for sales. The main reason that the results from CRM initiatives are suboptimal in most organizations with a field sales force is that the main stakeholder, the sales rep, doesn’t get the “WIIFM” (“What’s in it for me?”). ”).

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Staffing and Launching Your Content Marketing Program

and information. give you information you can’t find anywhere else on the. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY17 This is another step that should be informed by the. INFOGRAPHIC Graphic visual representation of information, data, or. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. All rights reserved. Introduction 3 II. growth.

How the CEO Can Enhance Sales, Marketing, and the Executive Branch

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It’s essential to be able to inform the sales team about: our reason for existence, the direction of the company and why it’s the correct course, what we sell and why we sell it, which markets to pursue, the competitive landscape and the pricing model.". The premise is that there is so much information available online that salespeople are thought to be unnecessary in the early stages.

PowerViews with Joanne Black: No Such Thing As “Warm Calling”

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She responded that we have to do more than ever before because buyers are so well informed (largely due to the ease of research on the Internet). Cold calling has long been a staple of sales, but knowing just a little bit about a prospect is actually not much better. There is no such thing as “warm calling,” says my latest guest on PowerViews, Joanne Black. Nothing comes close to that.

How to Set Your Outsourced Lead Generation Program Up for Success (pt 2)

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provide us with unfiltered and unconsolidated information in response to our discovery questions. What makes some lead generation programs fail and others flourish? As an outsourced lead generation company we see a wide array of scenarios, which allows us to offer insight into what clients can do to maximize results. collaborative vendor-client relationship equals a win-win! The result?

Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?

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This will give you valuable information for adjusting your timing and increasing your conversion rates. In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation is still the most engaging way to contact a prospect and convert him into a customer. Why Cold Calling Still Works. Cold Call Timing. and between 4:00 and 5:00 p.m.

Evangelizing a Content Marketing Program

metrics are the core components that inform how you. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 1: Evangelizing Content and Setting Yourself Up for Success Copyright © 2015 Contently. All rights reserved. contently.com By Joe Lazauskas ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY2 I. Introduction 4 II. Why This Guide 6 III. Instead, most.

Out With the Sales Rep, In With the Sales Guide: A Review of "Duct Tape Selling"

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Recently I read Duct Tape Selling: Think Like a Marketer—Sell Like a Superstar, by John Jantsch, and was impressed with both the quantity AND quality of new information it contained. No doubt ViewPoint readers will find it worth the read. On the dust cover, John writes: “Most people already know that the days of knocking on doors and hard selling are over. ” B2B Sales

Review 101

The Why, What & How of a Lead-to-Revenue Assessment, Part 1 - The Why & What

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Once you do, you’ll have the information you need to diagnose and repair the path to conversion and sustainable revenue growth. In today’s B2B companies, marketing and sales alignment is critical to success. Proper alignment is the result of a documented, effective, efficient and measurable process for capturing, engaging, nurturing, managing and converting leads into customers.

How to Turn Sales Leads into Revenue, Not Just Work

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For example, if a prospect tells you that they are concerned about confidential business information falling into the wrong hands, you can quickly calculate that person’s need for counter cyber defense technology. Even the most ambitious and efficient companies with highly competitive offerings, like GE or Boeing, don’t close 100% of their deals. Find the Pain. Qualify Your Lead.

The Key to Filling in Your Revenue Gap

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Ideally, the perceived value of the resource should be such that the individual is compelled to submit their contact information in exchange for the offer. Everywhere you look, inbound marketing is identified as the ultimate lead generation tool. While its popularity isn’t without merit, this marketing strategy is not the end-all for lead generation. Nurturing is the Secret Ingredient.

B2B Marketing Trends for 2016

sales agent to the information manager and broader business ecosystem. This report was compiled by Tom Pick and Tony Karrer, co-founders of the B2B Marketing Zone and Social Media Informer. Please contact john.moses@aggregage.com for more information. B2B Marketing. processes are fundamentally changing. They expect content to be relevant, easy to find, and mobile- friendly.

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 2 of 2)

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The creators of this process reasoned that because reps did not do the necessary follow-up, it was easy to mail additional information in intervals to keep and create more interest. Everything that has occurred in the last few years has been the result of fine-tuning the customer’s need for information (less need for product education and more need for answering questions). It’s 2015.

PowerViews with Dave Stein: Hire the Right Salespeople

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Salespeople are using specific information about what they can do for a client’s business plan. More than one in five salespeople don’t have the qualities to succeed in the field. Selling is hard enough for people with the DNA to succeed; it’s nearly impossible for people who lack those qualities, said my latest guest on PowerViews, Dave Stein, CEO and founder of ES Research Group Inc.,

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How to Set Your Outsourced Lead Generation Program Up for Success (pt 1)

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And for that reason, I’d like to share those concepts with you. I’ve broken down the information into a 3-part blog series—with each part addressing one of three critical steps you must take to set your lead generation program up for success: Part I: Executive sponsorship and periodic reinforcement. The important thing is that the information is and detailed. Executives set the tone.

True Marketing Operations: It’s time.

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In many respects—no, in all respects—the marketing operations manager is more powerful and informed than the sales operations manager. Yes, we had a CRM system, but Marketing didn’t have an automation system. I ‘shared’ the sales operations manager with the CMO because we had a good working relationship. B2B Marketing Marketing Strategy Guest Blogs

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B2B Marketing Trends for 2016

sales agent to the information manager and broader business ecosystem. This report was compiled by Tom Pick and Tony Karrer, co-founders of the B2B Marketing Zone and Social Media Informer. Please contact john.moses@aggregage.com for more information. B2B Marketing. processes are fundamentally changing. They expect content to be relevant, easy to find, and mobile- friendly.

REVENUE: The Golden Opportunity with Big Data and Content Marketing

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Never before have marketers had so much information about prospects, customers, the competition, and the markets they hope to reach. But say “Big Data” instead of “information,” and marketer smiles will turn upside down in a hurry. But Big Data is information—competitive knowledge about the behaviors of customers, helping you learn how to adopt to those customers’ needs.

PowerViews with Chad Burmeister: Sales is More Scientific Nowadays

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With the plethora of scientific data available, salespeople can research potential clients and arm themselves with valuable information. He recommended people look into tools like Ecquire, eGrabber, and SalesLoft, all of which are taking LinkedIn information and importing it into sales tools in structured and meaningful ways. Sales is Getting Scientific. Twitter: @velocity_sales.

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Lead Generation Lies That are Wreaking Havoc with Your Sales

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form completion is an expression of potential interest in what your copy describes that the person will get in exchange for their information. Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Voicemails are a waste of time. Outbound calling is interruption marketing. Write it and they will come. Automated systems accurately score (prioritize) leads. Give up after 1 – 2 calls. More leads are better than fewer leads.

5 Ways to Get More at Dreamforce -by Craig Elias

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If so, make sure you look for my colleague Craig Elias —who has a lot of information to share about sales leads. The fabled Dreamforce conference with all its innovation, big-name speakers, and craziness is just days away. Are you going to be there? He created Trigger Event Selling™ and he’s a Dreamforce convention veteran. B2B Sales Sales Leads

B2B Marketing Trends for 2016

sales agent to the information manager and broader business ecosystem. This report was compiled by Tom Pick and Tony Karrer, co-founders of the B2B Marketing Zone and Social Media Informer. Please contact john.moses@aggregage.com for more information. B2B Marketing. processes are fundamentally changing. They expect content to be relevant, easy to find, and mobile- friendly.

Marketing and Sales: Done Well (2015) Do Better (2016) - Part 3 of 3

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No more making them “earn” the right to information. All this, combined with an endless flow of information and distractions, will decrease productivity—when their entire organization is focused on increasing it. All of their efforts will be focused on converting these accounts from contact information to paying customer. Miles Austin – Fill the Funnel, Inc.

PowerViews with Koka Sexton: How to Leverage Social Media

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Twitter is more of a running conversation, where people relax and divulge more personal information. Leveraging social media is a familiar tactic for individuals. Have you written a new blog post? Then go on Facebook and let your friends and family know. Have you reviewed a new book for The New York Times ? An evangelist for social selling — and a U.S. What is Social Selling? Stay Tuned

PowerViews with Michael Brenner: The Battle for Customer Attention

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With the amount of information on the web it’s a real challenge to reach consumers, get their attention, and hopefully get them into your funnel, whether you’re in marketing or sales. My guest today is Michael Brenner, Vice President of Marketing and Content Strategy at SAP and Managing Editor for the SAP Business Innovation site. The Battle for Customer Attention. Sales is Still Important.

When One Out of Ten is an Abject Marketing Program Failure

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Delivering the right information required as soon as possible (answering questions and quotes on the first call or at least same day). But I asked him, “Why do you feel this way?”. First of all it’s predictable. If I win one out of ten, I just have to propose enough business to keep the doors open and make a profit.”. The reasoning was not unsound; the expectation was too low. Repeat.

B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research

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Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. would agree that senior people are less likely to give up certain information because they don’t want the callback, and they’d rather have their people get the follow-up details. Buyers need to talk to people to get information. I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Does that figure depend on the type of solution? It’s directionally correct to make that point.

Power Opinions - Experts Select Top Three Social Media Tools

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Carlos Hidalgo feels that “blogs are a great way to increase inbound traffic, engage buyers early on in the buying process, educate your target audience and share relevant information.” We have had over 30 PowerViews interviews in the past year and I thought it would be fun to ask our PowerViews alumni a question about social media. The question was: What are the top three social media tools (ranked in order) and why? Mirroring Jonathan''s enthusiasm, Craig Rosenberg calls it "the greatest place on earth for salespeople right now." Still my favorite!”. Four listed blogs. Thanks alum