ViewPoint

DECEMBER 3, 2013

Salespeople are using specific information about what they can do for a client’s business plan. But if you’re a rep who sells heavy machinery, spending a lot of time on Twitter and LinkedIn probably isn’t an effective and efficient use of your time, Dave said. Selling around insight into a customer’s organization is growing, he said.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Consulting Video Marketing 120

ViewPoint

OCTOBER 31, 2013

Click to start video at this point —Koka’s “eureka” moment was when he recognized the value in connecting his Twitter and LinkedIn accounts. Twitter is more of a running conversation, where people relax and divulge more personal information. Koka Sexton, LinkedIn, People Still Buy from People, Regardless of Technology.

Lead Scoring 120

Lead Scoring Lead Ranking Cross-Selling Best Practices 120

ViewPoint

FEBRUARY 2, 2011

Follwer her on Twitter @marketingprofs. Most businesses have some kind of social presence or plan to have one: Most have attempted a blog or Facebook page, or have at least peeked at Twitter. What’s the value of social-streaming platforms like Twitter, where your content quickly vaporizes? Wiley, 2011).

B2B Marketing 120

B2B Marketing Trends Marketing Management Planning 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

JANUARY 9, 2014

A form completion is an expression of potential interest in what your copy describes that the person will get in exchange for their information. A form completion is a lead. The only intent a person has when completing the form is to gain access to what you’ve promised.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 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. Twitter: @BrennerMichael. Sales is Still Important. As this trend continues it becomes more important to create your own personal brand. Stay Tuned.'

Cost per Acquisition 120

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

ViewPoint

FEBRUARY 26, 2013

They even connect on LinkedIn and follow each other’s Twitter feeds. Before coming to ITMSA, Dan moderated conferences for Information Week on behalf of sponsors including IBM, Dell, HP, and Silanis. In a virtual world it’s easy to lose the sense of connection. Salespeople and customers exchange emails. They talk on the phone.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120

ViewPoint

APRIL 10, 2014

This will give you valuable information for adjusting your timing and increasing your conversion rates. They can be found on Twitter and Facebook.' Analyze your results over time and look for correlations between metrics. Mike Kamo is the VP of marketing for Strideapp.

Contacts 120

Contacts Cold Calling Opt-out Opt-in 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

JANUARY 11, 2011

No longer will companies buy data from one vendor but rather they will create a network of data providers to deliver to them the specific information in their target markets. Blogs, twitter, Facebook and Linkedin have created an environment where individual sales reps can know showcase their knowledge and value as a partner to their buyers.

Top of Funnel 120

Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 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. Sales Lead Management Association on Twitter: @SalesLdMgmtAssn. Stay Tuned.

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. Ginger on Twitter: @customeralchemy. Purchasers are doing a lot of research before they engage with your company. It’s important for you to be further up the funnel. 1to1 Media Website: www.1to1media.com. 1to1media.com. Stay Tuned.

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. He notes the rise of social selling and the way sales teams are being empowered with social media tools and social media listening.

Trends 120

Trends Practices Marketing Automation Services Work Management 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. ITSMA on Twitter: @ITSMA_B2B. The social buyer is real and tends to be younger. Stay Tuned.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

JUNE 28, 2012

This implies a continuous dialog or conversation helping to guide that buyer to the right educational and information resources. Rich on Twitter: @richvancil. ” He characterizes this shift in the following ways: The new buyer wants education from vendors, as well as connections with peers and intelligent third parties.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 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. DemandGen Report on Twitter: @DG_Report. DemandGen Report Newsletter: www.demandgenreport.com. Stay Tuned.

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. Richardson on Twitter: @RichardsonSales. They then they use social media to check what other contacts have done about those issues. Stay Tuned.

Demand 120

Demand RFP Work Management Buying Cycle 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

JULY 10, 2013

I was more surprised that only six of the alum mentioned Twitter. 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.” But that’s the point—increasingly, it’s the place where business gets done.”.

Social Media 120

Social Media Opinions Tools InsideView 120

ViewPoint

MAY 2, 2012

Paul believes the “big four” social media sites—Facebook, Twitter, LinkedIn and YouTube—will continue to cement their positions at the top of the social media world as they continue to grow at the expense of smaller operations. It's got to be a solid budget item". Paul’s Website: Paul Gillin Communications.

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

SEPTEMBER 12, 2011

Jason Kort is one of the forces behind Marketing Automation Times , a blog dedicated to providing the latest news and information on the world of marketing automation. To accomplish this, social profile has been integrated with LinkedIn, Twitter, Facebook and takes advantage of open API. Creation of an employee social network.

Jigsaw 120

Jigsaw Marketing Automation Services Salesforce.com Bandwidth 120

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