ViewPoint

JANUARY 22, 2016

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.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

OCTOBER 3, 2017

Many marketing organizations (and some sales lead generation companies as well) do what I call “one-and-done “marketing. Long term, things get even worse. They buy a list, market to it, send the leads to sales and then start over again three-to-six months later.

Top of Funnel 168

Top of Funnel B2B Sales Sales Leads Sales Qualified Leads 168

ViewPoint

JUNE 2, 2016

The premise is that there is so much information available online that salespeople are thought to be unnecessary in the early stages. Why do you think most organizations don’t see the value of nurturing? ITSMA’s data says that for high consideration technology solutions, this is a myth. See more …”.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Ranking 120

ViewPoint

JULY 16, 2013

Top performing B2B sales organizations rarely employ just one lead generation tactic. They discovered that 42% of IT Decision-Makers found it extremely or very challenging to find trusted information. Their main concern was how vendor bias would impact the information quality. And who knows if this information is accurate.

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

MARCH 7, 2018

We teach them how to navigate an organization, we work with them on the anatomy of a call, we practice questioning (situation, problem and implication) … and we cover other ground that helps them be better sales prospectors. Learn to mirror the other person’s information and emotions by paraphrasing key points.

PointClear 159

PointClear B2B Thought Leadership Lead Qualification Thought Leadership 159

ViewPoint

MAY 6, 2014

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?”).

CRM 120

CRM B2B Sales Intent B2B 120

ViewPoint

MAY 28, 2015

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. For example: Sales process information, updated client lists, active opportunities, messaging, etc.)

Lead Generation 120

Lead Generation PointClear Generation Leads 120

ViewPoint

OCTOBER 21, 2017

A number reported that the contact was no longer employed by the organization. Read this blog (published by CMO by Adobe) for more information about calibrating and validating marketing automation. The bottom line is that we trashed the entire list, built them a new, accurate list (for a fee) and the campaign results were excellent.

Marketing Automation Services 149

Marketing Automation Services Validation Broadcasting Deliverability 149

ViewPoint

APRIL 4, 2013

Roland Nadeau of Integrate B2B advises that B2B sales organizations stay in a closing state of mind with three tips: Buy the right leads, leverage channels and budgets effectively, and optimize offer types to maximize engagement. Sales needs to go beyond to provide financial justification.

Cold Calling 120

Cold Calling B2B Sales PointClear Work Management 120

ViewPoint

MAY 20, 2014

My best right hand man in a large sales organization was the sales operations manager. 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.

Work Management 120

Work Management CMO Marketing & Strategy Paid Search Agency 120

ViewPoint

JANUARY 13, 2017

If you’re curious about what ABM can do for you, and how to adopt this methodology, you’ll find a lot of helpful information here in this SlideShare. Exploring its feasibility in your organization? Are you using ABM? I’d like to hear from you. 5 Steps to Account-based Marketing Success from.

Account Based Marketing 120

Account Based Marketing PointClear ABM Cost per Lead 120

ViewPoint

FEBRUARY 24, 2016

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!

Lead Ranking 149

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

ViewPoint

OCTOBER 11, 2012

But improvement is needed in getting there: “I still don’t think there are a lot of marketers who understand here is step one, step two, step three, and here’s the practical change we have to bring to our organizations in order to have a buyer-centric view and a buyer-centric environment and culture from our company perspective.”.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

JUNE 24, 2016

Instead, we tell our readers what they need to do, share information on how to do it, and back up our assertions with examples from industry-leading companies that use this approach with their own customers. Dave and Steve invite you to visit [link] for more information.). Relationships matter.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

DECEMBER 1, 2016

20,000 companies with multiple contacts and verified technical environment information in the right companies (no email addresses). It is important for everyone in an organization to agree on the definition of a lead, and it is likely that this will not be a joint decision between just sales and marketing.

Sales Qualified Leads 120

Sales Qualified Leads Marketing Qualified Leads Lead Ranking PointClear 120

ViewPoint

MARCH 29, 2017

A number reported that the contact was no longer employed by the organization. Read this blog (published by CMO by Adobe) for more information about calibrating and validating marketing automation. The bottom line is that we trashed the entire list, built them a new, accurate list (for a fee) and the campaign results were excellent.

Marketing Automation Services 120

Marketing Automation Services Validation Broadcasting Deliverability 120

ViewPoint

JULY 26, 2012

He adds, “I think it also continues to be a surprise to me to see organizations buy a number of technologies in the space and not use them to their fullest. That’s often disappointing and due to a lack of process within those organizations that underpin those technology purchases.”

Demand 120

Demand Enterprise Management Work Management Marketing Management 120

ViewPoint

DECEMBER 12, 2013

You may be wondering what these pieces of information are all about. I’ll tell you – the reason is to show you that without context, information is nothing more than noise. You may be asking yourself why I’ve listed off facts about someone or some company. to sell the solution).

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Cable 120

ViewPoint

APRIL 28, 2015

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. Find a relevant article.

Lead Ranking 120

Lead Ranking Lead Scoring Sales Qualified Leads Sales Leads 120

ViewPoint

MAY 1, 2013

Frank''s remarkable 25-year career of driving marketing and sales operations divisions within Fortune 500 and start-up organizations is highlighted by his passion for business development and empowering others to succeed. Frank is responsible for the firm’s capabilities, software vision and services.

Analytics 120

Analytics Efficiency Work Management Marketing Management 120

ViewPoint

MARCH 2, 2011

If you’re interacting is it organized? What actionable information does each interaction produce and where does that information go? Do interactions even produce actionable information? Task your social marketing team to organize around logical customer behaviors and prompts.

Sales Management 120

Sales Management Social Media Work Management Process 120

ViewPoint

FEBRUARY 26, 2016

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. The dangerous part of inbound marketing is that it can be difficult to diagnose if it is hurting your organization.

Inbound Marketing 149

Inbound Marketing Enterprise Management Lead Nurturing Trade Show 149

ViewPoint

MAY 9, 2013

Protecting your online reputation is crucial in an era when conducting searches for information is a routine part of a buyer''s research, according to Jasmine Sandler. The LinkedIn Contacts tool that began for some select users could help marketers organize, maintain, and nurture business contacts. Via Marketing Land. Via ClickZ.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

OCTOBER 5, 2018

20,000 companies with multiple contacts and verified technical environment information in the right verticals (no email addresses). Determining the level of priority that need has within the organization is also essential. 100,000 companies with up to three executive contacts in the right companies (no email addresses). The Verdict.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

ViewPoint

OCTOBER 27, 2011

In the future, your website will be a destination providing relevant information that will unlock new marketing opportunities by allowing prospects to self-educate through organic, online sharing and interaction. Blogging is not about pushing out information. It is about responding to the interests of your market.

Social Marketing 120

Social Marketing Amazon Business Social Media 120

ViewPoint

SEPTEMBER 22, 2015

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. Inbound is great, but it’s really like waiting for the phone to ring.

Account Based Marketing 120

Account Based Marketing Lead Generation ABM Lead Ranking 120

ViewPoint

JUNE 28, 2012

As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations. 2012: Transformational Change, the New Buyer & Big Data. I don’t want to be sold to.’”

Marketing Automation Services 120

Marketing Automation Services Planning CMO Allocation 120

ViewPoint

MAY 2, 2013

The more information and other resources your team has, the better they''ll be able to do their jobs," said Thursday Bram of Hyper Modern Consulting. "Do Organizations should support reinforcement with ongoing coaching and sharing success stories, among other methods. Do whatever it takes to get them anything they need."

B2B Sales 120

B2B Sales PointClear Business B2B 120

ViewPoint

APRIL 26, 2013

He shares eight steps to build a content hub that centers on providing useful information to your buyers. Marketers can—and should—grow their e-mail lists organically, Mike Hotz writes. B2B marketing exec, Michael Brenner confirms that today’s B2B buyer is overwhelmed with the amount of product-centric content on the web.

BtoB 120

BtoB PointClear B2B Marketing Lead Ranking 120

ViewPoint

AUGUST 18, 2015

Unfortunately, few B2B organizations focus on creating, implementing and executing a defined marketing and sales process. Once you do, you’ll have the information you need to diagnose and repair the path to conversion and sustainable revenue growth.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

ViewPoint

DECEMBER 3, 2013

Selling around insight into a customer’s organization is growing, he said. Salespeople are using specific information about what they can do for a client’s business plan. In addition to a number of company consolidations, including Miller Heiman merging with Channel Enablers of Australia, Dave said selling has changed dramatically.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Video Marketing Consulting 120

ViewPoint

JUNE 2, 2015

In part 1 , we discussed the critical role senior executives play in setting expectations for sales and marketing within their organizations. provide us with unfiltered and unconsolidated information in response to our discovery questions. A collaborative vendor-client relationship equals a win-win!

Lead Generation 120

Lead Generation Generation Work Management Leads 120

ViewPoint

SEPTEMBER 6, 2012

She also says many companies have not adjusted to the fact that the role of the salesperson is not to convey information. Alignment Success: Top-Down Initiative & Merge the Two Organizations. These websites “do not support the sales organization in their initiatives. It’s not about pitching your stuff.”.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

MARCH 6, 2012

She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies. As CMOs across industries continue to fight for a seat at the executive table, they should seize the opportunity to do so by helping their organizations become customer centric.

Forrester 120

Forrester Buyer Personas Lead Ranking Peer-to-peer 120

ViewPoint

MAY 23, 2013

Mark Emon of Marketing Profs advises that incorporating marketing analytics is vital in a time when "most marketing organizations are drowning in data and starving for information." Four Foundational Elements of Marketing Analytics Success.

B2B Marketing 120

B2B Marketing BtoB PointClear B2B 120

ViewPoint

APRIL 16, 2013

My takeaways: Almost half the sponsors were, in fact, SaaS technology companies with a large number of those companies being what I call information enablement providers. Traffic was brisk during well-organized meals, breaks and two receptions.

Conference 120

Conference Paid Search Agency Rules Lead Ranking 120

ViewPoint

OCTOBER 10, 2011

A nationally recognized thought leader and innovator in revenue generation, Qaqish has over 30 years of experience helping organizations connect marketing to revenue. How the B2B organization “sells” is being re-written as we speak and the newest key player in this scenario is marketing. But all is not lost.

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 120