ViewPoint

article thumbnail

Good Reads for B2B Marketing - Staple Yourself to a Lead

ViewPoint

Via Marketo. He shares eight steps to build a content hub that centers on providing useful information to your buyers. This practice will return detailed insight into ways to improve the company''s processes and additionally help lessen the number of leads that could be dropped in the hand-off from marketing to sales.

BtoB 120
article thumbnail

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

ViewPoint

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. With ABM you fish with a spear (again, this is from Jon Miller, co-founder of Marketo and founder of Engagio.) You don’t have control over quantity and quality.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

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

ViewPoint

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.". From Mike Weinberg’s book, New Sales. I whole-heartedly agree with Julie!

article thumbnail

Is Your Web-based Content Driving Away Sales Leads

ViewPoint

source: Marketo ). DemandGen tells us buyers make up a short list of who to contact through these activities: 78% started with informal info gathering. Previously he has worked in direct and channel sales for major firms such as Unisys and Commodore. source: Google ). More than 80% said they contacted the solution provider directly.

article thumbnail

PowerViews with Andrew Gaffney: Tipping Points & Differentiators

ViewPoint

As an example, he points to Marketo’s success and the way their marketing group was driving leads even before they had a sales team. He says that any newer company has come up with a foundation that you have to have an integrated approach, and he adds that VC firms are now looking at this process factor.

article thumbnail

Prevent Defense or Permit Offense? What a Football Argument Has to Do with B2B Sales Lead Generation

ViewPoint

The premise is there’s so much information available online that salespeople are unnecessary in early stages. A form completion is an expression of potential interest in what your copy describes that the person will get in exchange for their information.

article thumbnail

Marketing Automation is Not Marketing Strategy

ViewPoint

Marketo, for example, sponsored a compelling study done by SiriusDecisions that explains the importance of a strong process in driving results when using marketing automation software. the HIMMS Media Group, and the Business Information Industry Association. So education campaigns are underway.