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Three “Lies” That Plague B2B Businesses Today (Part Two of Three)

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The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. They do want to interact with sellers who exhibit leadership behaviors -- sellers who will inspire, challenge and enable them.” To learn more about the movement, to Stop Selling & Start Leading™, click here. In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages.”. Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Principal.

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Three “Lies” That Plague B2B Businesses Today (Part One of Three)

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The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their answers. Dave Brock, Partners in EXCELLENCE , President. Deb Calvert, People First Productivity Solutions , President. Ginger Conlon, GingerConlon.com , Chief Editor of CustomerAlchemy.net. Matt Heinz, Heinz Marketing , President.

To Manage Sales You Must Manage Sales Leads

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These programs also provide intelligence based on millions of sales leads and billions of sales interactions to help the sales rep know early on if the person is a likely buyer. “Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. Of course it is, but only partially. wish it were more complicated, but it isn’t.

PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]

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have no decision making authority, but I get a high lead score because I am on your website a lot and interact with your content, sometimes I even engage in conversation with your sales team. Companies score leads via marketing automation (MA) based on interactions that are driven by email; however, MA does not recognize offline behaviors or social if not integrated into the system.

Evangelizing a Content Marketing Program

actually choose to read, watch, and interact with is. 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.

PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]

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When a buyer interacts with marketing, they are generally at a less evolved stage. This is the final installment of a three-part series in response to the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Why did we ask? Because we care about quality leads. It’s what we do.

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

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In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages. This is Part One of a two-part blog about how organizations with a complex sales process can improve accuracy in lead/revenue projections. Most ROI calculators I see published are flawed. However, that is overly simplistic and lacks critically important metrics.

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

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In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages. Someone once told me that CEOs don’t care about leads. They only care about revenue. Unfortunately, as a result of this thinking, marketing spends a ton of money generating leads for sales that are never followed-up. They go into a black hole (sometimes called CRM).

Lead Nurturing: Triple Your Marketing Return

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In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages. Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. In the last blog in this series we discussed how to keep leads from being ignored and going into a black hole by using something I call the judicial branch. True Nurture Opportunities. No Response. See more …”.

B2B Marketing Trends for 2016

But as B2B buyers complete more of their journey before ever interacting with a. B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. They expect content to be relevant, easy to find, and mobile- friendly.

B2B Lead Gen: Can you do it cheaper and better inside?

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Because a phone conversation efficiently replicates face-to-face sales activities, these one-on-one flowing and probing interactions are the most effective method to validate the quality of a lead. As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Your revenue results will be directly affected. Sales is sales. fallacy.

Lead Generation Lies That are Wreaking Havoc with Your Sales

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Here’s what they had to say: Ardath Albee | Marketing Interactions. Wouldn’t it make more sense to respect the interaction? 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. Hogwash! Period.

Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts

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Today''s digitally raised generation are quickly becoming the customers and sales reps we interact with every day. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. The Rise Of Inside Sales Is Shaking Up The Sales Pipeline.

Power Opinions - Experts Select Top Three Social Media Tools

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There is nothing so engaging on social as having a brand—in the form of an actual person—interact with you as a customer.” ( Ginger Conlon, DMNews ). "It''s becoming harder and harder to manage a robust social media campaign, so tools like HootSuite.are critical." ( Jamie Turner, 60 Second Marketer ). 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? Still my favorite!”. Four listed blogs. Thanks alum

PowerViews with Michael Brenner: The Battle for Customer Attention

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The next PowerViews will be with Ardath Albee of Marketing Interactions, Inc. My guest today is Michael Brenner, Vice President of Marketing and Content Strategy at SAP and Managing Editor for the SAP Business Innovation site. At SAP, Michael’s challenge is to transform social business and content marketing to reduce cost-per-acquisition of new customers. The Battle for Customer Attention.

B2B Marketing Trends for 2016

But as B2B buyers complete more of their journey before ever interacting with a. B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. 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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The panelists include: Ardath Albee – Marketing Interactions. Every interaction with them will be well thought out and deliver value. This is the third in a series of three blogs about what experts feel companies did well in 2015 and what they would do better in 2016. Miles Austin – Fill the Funnel, Inc. Jeffrey Hayzlett – The C-Suite Network. Dave Kurlan – Objective Management Group.

BANT is Bunk, BS and Irrelevant - per Ardath Albee

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Company: “Even if your contact is interactive, interested and highly engaged, if the company isn’t a good fit and won’t likely buy from you then you’re wasting your time, no matter how great the lead score is.”. I’ll close as Ardath did in her blog: What do you think? I really liked Ardath Albee’s blog on July 9, 2013— Why BANT is Bunk for Today’s B2B Buyer and not just because I agree with most of what she says. The blog is painfully honest, insightful and substantiated by facts. BANT is among the reasons leads passed by marketing are considered low quality. Buyers have changed.

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PowerViews with Ardath Albee: Sales Reps Need to Get ‘Content CliffsNotes’

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In recent years, many sales reps have focused on getting new business, overlooking the importance of retaining the clients you already have, says my latest guest on PowerViews, Ardath Albee, a B2B marketing strategist and chief executive officer of Marketing Interactions Inc. It doesn’t develop naturally; it takes work. Move Toward Customer Retention. Twitter: @ardath421. Stay Tuned.

Good Reads for B2B Marketing - Protect Your Online Reputation

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That means showing some appreciation and acknowledgement of past interactions, and not straying away from the customer''s area of interest. Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Via Marketing Land. Via ClickZ.

B2B Marketing Trends for 2016

But as B2B buyers complete more of their journey before ever interacting with a. B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. They expect content to be relevant, easy to find, and mobile- friendly.

PowerViews with Nick Stein: The Role of Games in the Sales Office

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Buyers are increasingly savvy and willing to shop around, and salespeople have to recognize how the landscape has changed and how the interaction with potential customers continues to evolve. Mobile and social technologies have radically changed the way people buy. Here are some highlights from our discussion, which can be viewed in its entirety below. Consumers are Better Equipped.

10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015

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It is expected that 85% of buyer-seller interactions will happen online through social media and video. Virtual interactions will replace face-to-face field visits. Josiane Feigon is President of TeleSmart Communications and author of the business bestseller, Smart Selling on the Phone and Online. To read an excerpt from her latest book, Smart Sales Manager , click here. To listen to a webinar on this topic, click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. Good question.

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Good Reads for B2B Marketing - Advantages of LinkedIn in B2B Marketing

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Everyone at a company has a role to play in a brand's social media marketing efforts, since you never know whose network will turn out to have a profitable contact in it, executives from Salesforce.com, Cisco Systems and Xerox said at South by Southwest Interactive. Online content in the sales and marketing industries is dynamic and constantly changing.

3 Things We've Learned After Years of LinkedIn Group Spam (and what to do now)

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So ask yourself: “What process can I set up to teach people in my LinkedIn Group a better way to interact?”. Reveal answers in ways that create cravings for more of what we have to share (provoke interaction that creates discussion outside of LinkedIn!). Today's guest blogger is Jeff Molander. Jeff is the authority on making social media sell, adjunct faculty at Loyola University business school, author of Off the Hook Marketing: How to make social media sell and a social sales training speaker. Sometimes those people are us! So after all these years what have we learned?

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Culture Always Wins: Closing the Cross-Cultural Sale

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Unless both parties approach the interaction with greater awareness—and a willingness to surface their underlying assumptions—the relationship is bound to suffer. As the Director of Research and Thought Leadership, Dan is responsible for ITSMA’s thought leadership development and research programs and will research the latest industry trends, develop new insights, and share best practices with ITSMA members via written reports, data visualization, presentations, and interactive discussions. Your leads may be perfect. They may have the budget and the authority to buy. asks the U.S.

Are We Playing Hunger Games? Key Questions Confronting Inside Sales

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But it gets worse: Volume-driven sales behavior may actually prove deeply detrimental in terms of brand image and perception—leading to irritating interruptions at a time when the tools and resources available to us can support increasingly intelligent interactions. Britton Manasco is a principal with Manasco Marketing Partners. His new firm, which specializes in strategic positioning and provocative sales messaging, is called Visible Impact. You can reach him at Britton@ManascoMarketing.com. Most seem to put hard and fast ceilings on deal sizes. wondered whether this made sense.

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PowerViews with Craig Rosenberg: Growth Hacks & Consumerized B2B Software

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He cites the work of Nick Panayi, Director of Global Brand and Digital Marketing at the large consulting firm, CSC, and how he has created a culture of content marketing: sharing, lead nurturing, and a highly interactive site that’s hugely social and building content on a by-the-second basis. My guest today is Craig Rosenberg, Vice President, Sales and Marketing and Co-Founder at Focus.

PowerViews with Bob Kelly: Redesigning Sales Process Basics

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He notes that social media and mobile technology are related and are of particular interest in terms of management practice, adding, “Those are really changing the way managers are interacting with salespeople.”. They are really enhancing conversations that salespeople have with customers or prospects during the sales interaction. and another 10% in Canada. Stay Tuned

Outsourcing Strategic Account Management – What, are you crazy?!

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They just would not be able to understand our customers’ complex business challenges or handle direct interactions as well as we do.” At first glance, the idea of outsourcing strategic account management may seem absurd. After all, B2B companies usually define strategic accounts as their best customers and prospects based on criteria like potential for revenue, profit and growth.

4 Things to Consider Before You Buy Marketing Automation

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They will spend significant time reviewing the process, analyzing metrics, monitoring technology use, and interacting and communicating with the various stakeholders. Jay Hidalgo is the President of The Annuitas Group, a firm that specializes in helping B2B companies develop a process-based approach to lead management. Well, we’re in the dog days of August. What's the point of that?

Three “Lies” That Plague B2B Businesses Today (Part Three of Three)

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The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. The Three “Lies” That Plague B2B Businesses Today Are: Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their response. Dave Brock, Partners in EXCELLENCE , President. Deb Calvert, People First Productivity Solutions , President. Matt Heinz, Heinz Marketing , President. Principal.

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Meaningful Engagement Yields Revenue from Online Lead Generation

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The winners are those who can put themselves in the shoes of their prospects, understand their pains or ambitions and create a compelling, interactive story using a compilation of assets and media to tell that story over the course of the marketing and sales cycle. And, marketing creates a number of other vehicles—the written word, audio, video, social/community interactions, mathematical models, etc.—to Rachel Spasser is Vice President of Marketing at Ariba ; the leading provider of collaborative business commerce solutions. —to round out the dialogue.

Who is teaching the CMO how to sell?

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New buyer behavior, new ways to digitally interact and a keen quest for revenue ensure this role stays in place and may even expand. Debbie Qaqish is Principal Partner and Chief Revenue Marketing Officer for demand generation agency, The Pedowitz Group. nationally recognized thought leader and innovator in revenue generation, Qaqish has over 30 years of experience helping organizations connect marketing to revenue. She is a pioneer in marketing automation—first as a beneficiary of the technology and now as an advocate and expert. Who is teaching the CMO how to sell?

The Top Ten Actions to take from the book: "Social Marketing to the Business Customer"

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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. They go on to say that online interactions that morph into a sales pitch are likely to send all but the latest-stage leads running in the other direction. I recently read Paul Gillin and Eric Schwartzman’s book: “Social Marketing to the Business Customer” I liked the book (so much so that I wrote an Amazon recommendation) for a number of reasons.

PowerViews with Bob Thompson: Evolving from RPM 1.0 to RPM 2.0

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It’s about how do we make the experience that customers have when they interact with our prospecting process in marketing and sales such that even if they don’t buy, they believe it was a good experience. My guest today is Bob Thompson. Bob is the founder, president, and CEO of CustomerThink.com. 2012 Trends: Interconnectedness & Reluctance to Make Aggressive Decisions. Habit 1: Listen.

PowerViews with Jill Konrath: Changing Buyers Require Retooled Sales Reps

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She notes that most prospects buy based on relationships and interactions they have with salespeople, and questions used to evaluate these relationships include the following: Are they adding value or not adding value? My guest today is Jill Konrath. Jill is an internationally recognized expert who is known for her fresh sales strategies and game changing approaches. delete emails in 2.7

PowerViews with Ginger Conlon: Trustability & Your Customer's Voice

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Then develop a strategic approach that is grounded in that understanding and how your customers prefer to interact with you. Taking the time to learn about customers by listening in on their social interactions and understand their web behaviors will help determine where to invest. Today’s PowerViews guest is Ginger Conlon, Editorial Director of 1to1 Media. Stay Tuned

PowerViews with Ann Handley: First, Get Your Strategy, Messaging & Story Right

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” She also notes a challenge for marketers is how these interactions are measured and quantified as a step in the process. Today's guest is Ann Handley, Chief Content Officer at MarketingProfs and co-author of Content Rules. She also writes the MarketingProfs "Daily Fix" blog. 2012 Challenge: How to Tell Stories, Create Compelling Content and Drive Interest. Stay Tuned

PowerViews with Rich Vancil: Marketing Ops, Sales Ops & Mashups

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” A lot of organizational changes are characterized by new interactions between marketing and sales as the COO and the CFO are trying to make them more productive: “Typically marketing and sales have not been cooperatively productive, so we’re seeing more mashups between marketing and sales.” 2012: Transformational Change, the New Buyer & Big Data. Then Speak.

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