ViewPoint

OCTOBER 31, 2011

Be an Invaluable Resource. In your emails, focus on the ideas, insights and information you can share that will be of value to your prospect in reaching their goals. Provide links to resources. Identify key business events that may be impact your prospect's priorities and tie your message into that. Craft Enticing Subject Lines.

Tips 120

Tips Work Management Sales Cycle Guidelines 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. For those that don’t already know, inbound marketing is a methodology founded on the idea of drawing people in toward your brand through the use of form-gated content.

Inbound Marketing 149

Inbound Marketing Enterprise Management Trade Show Lead Nurturing 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. Do you have a resource from your sphere to share? Via Marketing Land. How to Protect Your Online Reputation and Close the Deal. Let us know in the comment section.'

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

FEBRUARY 11, 2014

Sifting through the information to siphon out the promising leads is less of an art than it is a science, said my latest guest on PowerViews, Ruth Stevens, who is an expert in customer acquisition and retention. You can connect with Ruth and learn more about eMarketing Strategy via the following resources: Website: www.ruthstevens.com.

Trade Show 120

Trade Show Cold Calling Emarketing Sales Qualified Leads 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 Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

MAY 1, 2013

Embedded analytics can make marketing more efficient by providing timely new insights with previously unknown information about how your leads perform once they enter the sales pipeline as opportunities. These analytics can provide critical information on volume and velocity trending from your pipeline at each stage in the sales cycle.

Efficiency 120

Efficiency Analytics Work Management Marketing Management 120

ViewPoint

SEPTEMBER 29, 2016

In addition, prospect databases usually lack critical opportunity information including the following: Current "pain" or challenges at the company. They can predict the likely success of B2B database marketing programs, helping eliminate wasted dollars, time and resources. Correct decision making team and buying process.

Lead Ranking 120

Lead Ranking Lead Scoring Database Marketing Budget Programs 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 Scoring 120

ViewPoint

DECEMBER 3, 2013

Salespeople are using specific information about what they can do for a client’s business plan. You can connect with Dave and learn more about ES Research Group via the following resources: Website: www.esresearch.com. Selling around insight into a customer’s organization is growing, he said. Many Salespeople Are Not Qualified.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Consulting Video Marketing 120

ViewPoint

MARCH 11, 2014

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). You can connect with Joanne and learn more about No More Cold Calling via the following resources: Website: www.nomorecoldcalling.com. Be sure to check out the complete video! Stay Tuned.

Cold Calling 120

Cold Calling Click Rate Differentiation Outreach 120

ViewPoint

OCTOBER 29, 2013

In the meantime, allow the information you’ll want to peruse to condense. You can connect with Kyle and learn more about SalesLoft via the following resources: Website: www.salesloft.com. Kyle recommends that you go online just a few times a day. The next PowerViews will be with Matt Heinz of Heinz Marketing. Stay Tuned.

Ideal Customer Profiles 120

Ideal Customer Profiles Cold Calling Fulfillment Linkedin 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." Do you have a resource from your sphere to share? Four Foundational Elements of Marketing Analytics Success. Via MarketingProfs. Via BtoBOnline.

B2B Marketing 120

B2B Marketing BtoB PointClear B2B 120

ViewPoint

AUGUST 14, 2013

Twitter is more of a running conversation, where people relax and divulge more personal information. You can connect with Koka and learn more about his work at LinkedIn via the following resources: LinkedIn: www.linkedin.com/in/kokasexton. LinkedIn is more buttoned up. Twitter: @kokasexton. Stay Tuned.'

Social Media 120

Social Media Media Cross-Selling Salesforce.com 120

ViewPoint

SEPTEMBER 27, 2012

The latest version of this research was conducted with close to 500 executives late last year, and results include these findings: 90% used social media at some point during their information gathering, evaluation and selection process. Out of that group, about 70% to 75% said social media was useful or very useful.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

APRIL 25, 2011

The Tsunami of information available online has reversed that focus, only marketers have been slow to respond accordingly. Marketers need to start thinking about what comes after contact information. After all, the subject is top of mind enough to cause them to pay for content with information. Same goes for content curation.

Lead Gen 120

Lead Gen Emarketing Lead Scoring Lead Ranking 120

ViewPoint

MAY 12, 2011

Few companies have the sales and marketing resources to adequately cover their markets. How many times have you lost a piece of business because the buyer didn’t know who you were? Probably more often than you’d like. The rest will likely decide on a competitive solution simply because they didn’t know about yours.

Advertising Channels 120

Advertising Channels Buying Cycle Vendors Case Study 120

ViewPoint

AUGUST 23, 2012

But he adds that this positive motion is facing a continuous challenge in the form of companies opting not to move forward: “The bigger challenge I do see, though, is that the ‘no decision’ threat—the threat to not do anything even though they want to squeeze you for all the information you’ve got—is looming large and only seems to be expanding.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

JANUARY 26, 2012

Outbound telemarketing The telephone is the Swiss Army knife in the B-to-B marketer’s backpack: a flexible, personal, dependable resource with infinite applications. Business buyers themselves are looking for information to help them do their jobs, and they generally welcome and open letters as they arrive on their desks.

B to B 120

B to B netFactor Media SEM 120

ViewPoint

MAY 14, 2013

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. You can connect with Michael and learn more about his work via the following resources: B2B Marketing Insider Website: www.b2bmarketinginsider.com.

Cost per Acquisition 120

Cost per Acquisition Peer-to-peer Top of Funnel Barriers 120

ViewPoint

AUGUST 29, 2011

Three areas for improvement became clear as we drilled deeper into the study findings: Optimize Prospect Data Quality: If we are going to be making new accounts a priority, we need good information on who those prospects are. The study uncovered 39 Sales Intelligence solution providers, which got varying ratings for value.

Acquisitions 120

Acquisitions Allocation Lead Scoring Lead Ranking 120

ViewPoint

MAY 17, 2018

See this blog on market segmentation for more information. Why would you place that burden on one of your scarcest and most expensive resources? In the end, it would not be surprising to learn that most of the value of the list of 200,000 could be mined by contacting just a small fraction of the list.

Sales Qualified Leads 120

Sales Qualified Leads Buy Lead Scoring Lead Ranking 120

ViewPoint

JUNE 28, 2012

This implies a continuous dialog or conversation helping to guide that buyer to the right educational and information resources. You can connect with Rich and learn more about his work at IDC via the following resources: Rich’s Email Address: rvancil at idc dot com. I don’t want to be sold to.’”

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

ViewPoint

OCTOBER 11, 2012

He talks about how buyers have more access to more information than ever before, adding, “The buyer has access to your customer base, to my customer base, to my client’s customer base online, through LinkedIn, through Quora, and through social groups. I can collect as much information as possible.”. Carlos on Twitter: @cahidalgo.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

JULY 26, 2012

” You can connect with Tony and learn more about his work at SiriusDecisions via the following resources: Tony’s Email Address: tony dot jaros at siriusdecisions dot com. And that’s a huge mistake, because what it means fundamentally is that you’re going to come late to the party.”

Demand 120

Demand Enterprise Management Work Management Marketing Management 120

ViewPoint

JUNE 15, 2012

Research indicates that prospects are completing 70% of the decision making process before they want to talk to a salesperson, but information sources for this self-education still needs to include direct mail pieces, emails and trade show participation. If you have outside salespeople, always deliver a proposal in person.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

JUNE 8, 2012

Be in those online communities offering advice, solving problems, and sharing information. You can connect with Ginger and learn more about her work at 1to1 Media by visiting the following resources: Ginger’s Email Address: ginger dot conlon at 1to1media dot com.

Marketing Automation Services 120

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

ViewPoint

APRIL 18, 2012

Sales reps can actually engage in conversations and start to identify when there might be some buying signals or see different ways their prospects are sharing information or participating in conversations. In response to this challenge, he sees approaches like corporate journalism and using third party resources.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

MAY 30, 2012

Click to start video at this point — Andrew emphasizes the importance of well-defined, current and accurate databases because they provide the rich information and good insights that drive multi-touch, multi-media contact.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

ViewPoint

NOVEMBER 8, 2012

Today’s customers are self-educating, and she notes that the first thing they do when they think they have identified a need is go to the Internet to get product information for themselves. You can connect with Linda and learn more about her work via the following resources: Linda’s Email Address: linda (at) lindarichardson (dot) com.

Demand 120

Demand RFP Work Management Buying Cycle 120

ViewPoint

JANUARY 31, 2012

He is also the originator of the buyer persona research and creation methodology as well as Business Buyergraphics ™ that are widely used to make informed decisions from buyer insights. Tony Zambito is Founder and Principal of the buyer research and strategy firm Buyerology ?. He holds a B.S. in Business and an M.B.A.

Process 120

Process Work Management Lead Ranking Enterprise Management 120

ViewPoint

SEPTEMBER 20, 2012

New buyers search more, are more prepared and informed, and are further along in the traditional sales process than they were five years ago—and this poses significant challenges: “You take that to a logical conclusion, and you say that if the marketing and sales response to that is just the same as it’s always been, what does that mean?”.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

DECEMBER 21, 2017

Although correcting basic data fields is an ongoing commitment of time and resources, it’s critical to lead generation success that marketers execute data segmentation and prioritization activities on an ongoing basis as well. We have an ebook that provides more information. Want to know more?

B2B Sales 120

B2B Sales PointClear SIC Lead Ranking 120

ViewPoint

SEPTEMBER 4, 2018

The test phase confirms the market segments that are more likely to buy and are therefore worthy of marketing investment and resources. We have an ebook that provides more information. The sales opportunities generated from these small tests will reveal predictable segments that warrant building full marketing programs.

PointClear 120

PointClear SIC Cost Lead Ranking 120

ViewPoint

MAY 5, 2015

Think about what motivated the person to sign up, and then make sure the welcome email provides information that addresses that motivation. The conversation was based on their last engagement, and we concluded the call by asking the prospect if the IT provider could serve as a resource. Lead Reengagement.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Peer-to-peer 120

ViewPoint

JUNE 15, 2018

It’s virtually impossible for a company to execute SLM as effectively (and cost-effectively) as an outsourced business processor with concentrated domain expertise—especially as the work force becomes more dispersed, buyers become better educated, and online information is prolific. See how the numbers stack up. A Closer Look. Market Focus.

Cost 136

Cost Forecasting Work Management Marketing Automation Services 136

ViewPoint

APRIL 13, 2012

He notes they are on social networks looking for that information, talking to peers, and just trying to figure out how to solve their problem. Reps can then leverage reports of activity and information on potential needs to engage in intelligent outbound to build a broader base of support with the decision maker team.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120

ViewPoint

FEBRUARY 2, 2012

They also optimize sales lead quality, lead rates, lead velocity and resource productivity. Applications should be used to track the number and frequency of touches, aggregate information, and align data points with outcomes. I’d like to make a comment on the role of technology in our marketing analytics process.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120