ViewPoint

JANUARY 9, 2014

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Automated systems accurately score (prioritize) leads. More leads are better than fewer leads.

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Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

SEPTEMBER 15, 2011

Rachel Spasser is Vice President of Marketing at Ariba ; the leading provider of collaborative business commerce solutions. Online lead generation has become a bit like the California Gold Rush. So, lead generation and lead nurturing really become inseparable.

Online Lead Generation 120

Online Lead Generation Lead Generation Lead Ranking Generation 120

ViewPoint

JULY 14, 2015

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? Because we care about quality leads. Lead scoring models are: Based on assumptions.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Marketing Qualified Leads 120

ViewPoint

APRIL 17, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Tony Tissot of eTrigue remarked that lead generation is the responsibility of marketing, but getting the outcomes agreed upon should be the goal.

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Lead Generation Sales Qualified Leads Generation Marketing Qualified Leads 120

ViewPoint

SEPTEMBER 22, 2015

Is ABM the Holy Grail to lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? As with other technologies, automating a bad process just leads to more bad results. You don’t have control over quantity and quality.

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Account Based Marketing Lead Generation ABM Lead Scoring 120

ViewPoint

OCTOBER 6, 2015

Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? Here's the thing: Account-Based Marketing is not really about lead generation at all. It’s also more than just lead generation.

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Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

DECEMBER 27, 2016

Lead nurturing triples marketing's ROI, but only if done properly. Nurturing programs increase the overall program leads rate significantly: Standard B2B lead-generation programs produce an average 5% lead rate. I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal.

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Top of Funnel B2B Sales Account Based Marketing B2B Thought Leadership 189

ViewPoint

MARCH 1, 2016

This is Part One of a two-part blog about how organizations with a complex sales process can improve accuracy in lead/revenue projections. The real potential of lead nurturing is ignored. In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages.

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ROI Lead Ranking Marketing Qualified Leads MQL 159

ViewPoint

JANUARY 22, 2016

The panelists include: Ardath Albee – Marketing Interactions. Companies need to remember the sales manager’s primary job and stop burying them with unimaginable amounts of crap that has nothing to do with leading the team or driving new revenue. Every interaction with them will be well thought out and deliver value.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

SEPTEMBER 13, 2016

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.

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B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

SEPTEMBER 21, 2016

The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. I hear marketers say this all of the time: “My job is to get leads to sales. It is their job to qualify, nurture and close those leads.” From the other side of the aisle: “Most of the leads I get from marketing are of no value.

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Lead Ranking Marketing Qualified Leads Sales Qualified Leads Cold Calling 120

ViewPoint

JUNE 8, 2012

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. Ginger on Twitter: @customeralchemy. 1to1media.com.

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

ViewPoint

MARCH 2, 2011

But doing these things won’t help your business generate leads and convert sales using social media. And who said you cannot use LinkedIn to generate sales leads? They’re generating leads using these 3 practical success principles. Or are you truly interacting? If you’re interacting is it organized?

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Sales Management Social Media Work Management Process 120

ViewPoint

FEBRUARY 24, 2016

Someone once told me that CEOs don’t care about leads. Unfortunately, as a result of this thinking, marketing spends a ton of money generating leads for sales that are never followed-up. If the CEO does his or her job, there will be a common definition of a lead and clear market definitions… these are missing in most companies today.

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

ViewPoint

OCTOBER 1, 2013

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. Twitter: @ardath421. LinkedIn: www.linkedin.com/in/ardathalbee.

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Content Storytelling B2B Sales Linkedin 120

ViewPoint

SEPTEMBER 9, 2016

The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Short and sweet from Ruth Stevens: “My clients, despite the presence of extensive lead gen support, still rely on cold calling to get access to the accounts they target. Do you agree these are lies? There are two other factors here.

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Cold Calling Ideal Customer Profiles Business B2B 120

ViewPoint

MAY 9, 2013

Lead Generation Poses Biggest Challenge for B2Bs. Generating more leads still tops the list of B2B marketing challenges, but reaching a target audience is on the rise, according to a BtoB survey. That means showing some appreciation and acknowledgement of past interactions, and not straying away from the customer''s area of interest.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

NOVEMBER 27, 2012

Here is a proven system to use LinkedIn for B2B sales leads and prospecting. We have been mis-lead or are just uninformed. There are people creating meaningful relationships, partnerships, leads and sales. So ask yourself: “What process can I set up to teach people in my LinkedIn Group a better way to interact?”.

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Linkedin Work Management Peer-to-peer Marketing Management 120

ViewPoint

FEBRUARY 26, 2013

Your leads may be perfect. Unless both parties approach the interaction with greater awareness—and a willingness to surface their underlying assumptions—the relationship is bound to suffer. Unfortunately, leads from other cultures probably won’t close as quickly as those in the same country. They may need what you’ve got.

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Enterprise Management Thought Leadership Cross-Selling Work Management 120

ViewPoint

MAY 14, 2013

It’s that personal one-to-one connection that ultimately leads to sales. The next great challenge for marketers is to either produce enough leads or the right kinds of leads, and these two items can shift in importance based upon the economy and time of year. Sales and Marketing Need to Speak a Common Language. Stay Tuned.'

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

ViewPoint

APRIL 2, 2013

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. Marketing Automation Software That Delivers the Most Data Wins.

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B2B Marketing Linkedin PointClear Marketing Automation Services 120

ViewPoint

MARCH 22, 2011

buying experience post, I searched for solutions, interacted with various web sites and engaged with some of the vendor reps, by email or phone. And I was treated accordingly, no doubt thanks to some nifty lead scoring algorithms that have become de rigueur for B2B marketers. Lead Scoring is Seller-Centric.

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Lead Scoring Lead Ranking Work Management Marketing Management 120

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.

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Social Marketing Amazon Business Social Media 120

ViewPoint

AUGUST 28, 2013

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. Less than half of account executives are not meeting their quotas, which in turn is leading to tremendous turnover.

Enterprise Management 120

Enterprise Management Work Management Salesforce.com Marketing Management 120

ViewPoint

AUGUST 22, 2011

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. To learn more about The Annuitas Group and their proprietary methodology, the Lead Management Framework™ , go to [link]. Well, we’re in the dog days of August.

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Marketing Automation Services Marketing Automation Buy Automation 120

ViewPoint

DECEMBER 20, 2011

You’ll see from the list below that our marketing and sales bloggers are B2B lead generation and lead management thought leaders who share their expertise as business executives, strategists, consultants, speakers, authors, editors and college professors. Lead generation. Outsourcing lead generation. Inside sales.

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Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

JUNE 26, 2012

But, when I attended the recent Leadership Summit put on by the American Association of Inside Sales Professionals (AA-ISP), I was reminded that sometimes questions can just lead to more questions. They simply aren't hungry (even if those generating the leads are). As I said, questions just seem to lead to new questions at this point.

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Conference Enterprise Management Correlation Barriers 120

ViewPoint

OCTOBER 7, 2017

Inbound drives organic engagement and attracts leads, while outbound helps you target specific prospects more accurately. These approaches work well in both B2B and consumer marketing, covering the entire length of the lead funnel and the customer journey, respectively.”. Sending sales leads that suck is a lose-lose plan.

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B2B Sales Sales Leads Lead Generation Lead Scoring 222

ViewPoint

AUGUST 30, 2012

Craig specializes in lead generation, lead qualification, and B2B marketing and sales. They’re generating tons of leads. So for me, it’s let’s figure out who we want to talk to, let’s go talk to them, and let’s create an inbound marketing and content strategy that allows them to continue to interact with us.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

APRIL 18, 2012

Social Media is Becoming a Lead Gen Vehicle. While still in the early days of companies adopting it and developing best practices, Aberdeen is seeing social media marketing moving from being around awareness and thought leadership to really being around demand generation and lead management and so forth. When are they qualified?

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

JANUARY 31, 2012

One thing we can always count on is this: sales will always say they want more leads. I was struck by Dan McDade’s statement in his recent article, Sales Leads: Why Your Reps Need Fewer, Rather Than More , that sales reps are paid to sell—not interpret leads.

Process 120

Process Work Management Lead Ranking Enterprise Management 120

ViewPoint

FEBRUARY 16, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. ii Wikipedia: Customer relationship management (CRM) as a widely-implemented strategy for managing a company’s interactions with customers, clients and sales prospects.

CRM 120

CRM Wikipedia Marketing Automation Services Marketing Management 120

ViewPoint

NOVEMBER 7, 2011

They just would not be able to understand our customers’ complex business challenges or handle direct interactions as well as we do.” The lack of internal alignment between marketing and sales causes the two groups to see everything from market definition to lead definition and accountability differently.

Work Management 120

Work Management Marketing Management Sales Qualified Leads Lead Nurturing 120

ViewPoint

OCTOBER 10, 2011

” However, if you’re leading a marketing organization in a B2B company, this question is directly tied to marketing’s new revenue imperative and it can be a very scary question. This education centers around tactics such as is lead scoring, creating email campaigns, building landing pages and tracking new metrics.

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CMO Marketing Automation Services Disintermediation Demand Generation Agencies 120

ViewPoint

SEPTEMBER 26, 2011

Facebook Markup Language, which is very similar to HTML, enables you to build colorful and interactive pages to promote your company, products and events. You can embed videos and forms to capture leads. E-mail marketing service provider Infusionsoft uses it for lead generation.

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Facebook B2B Marketing Planning B2B 120

ViewPoint

OCTOBER 13, 2015

“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function. Marketing Automation and Lead Management.

Marketing Management 120

Marketing Management Sales Leads ActiveConversion Marketing Qualified Leads 120

ViewPoint

SEPTEMBER 20, 2012

Bob describes how overreliance on inbound marketing carries the risk that reps’ only role will be as super closing machines dealing with leads being generated by marketing automation activity: “They’re going to have a marginalized job that says, ‘Well, we’re only going to have reps work on things if the algorithm says they should.’”.

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Work Management Paid Search Agency Marketing Management B2B Sales 120