ViewPoint

JUNE 8, 2012

She adds that an important way to do this is to focus on what Don Peppers and Martha Rogers call trustability—proactively building a trusting relationship with your customers. Then develop a strategic approach that is grounded in that understanding and how your customers prefer to interact with you.

Marketing Automation Services 120

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

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.” Do you agree these are lies? Dave Brock, Partners in EXCELLENCE , President. Buyers do not want to be sold.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

ViewPoint

OCTOBER 6, 2015

It's about helping sales find and close business in target accounts and about developing valuable customer relationships in those accounts. There are great technologies that allow us to serve relevant ads, content and other online interaction opportunities to the accounts and contacts we care about. It's not a distraction.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

MARCH 2, 2011

“You don’t sell someone something by engagement, conversation and relationship. You create engagement, conversation and relationships by selling them something,” says Bob Hoffman, (“The Ad Contrarian”) CEO, Hoffman Lewis. Or are you truly interacting? If you’re interacting is it organized?

Sales Management 120

Sales Management Social Media Work Management Process 120

ViewPoint

JANUARY 22, 2016

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. Matt Heinz – Heinz Marketing.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

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.

B2B Marketing 120

B2B Marketing Linkedin PointClear Marketing Automation Services 120

ViewPoint

FEBRUARY 16, 2011

So the question this week is, “What if Customer Relationship Management ii had not evolved, where would we be today?” 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

OCTOBER 27, 2011

Scott wins because he is building relationships. 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. This is a win-win-win situation. Social marketing is pull.

Social Marketing 120

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. Among the negatives: the on-the-spot feedback that was vital to the relationship between a manager and his reps is now less common.

Enterprise Management 120

Enterprise Management Work Management Salesforce.com Marketing Management 120

ViewPoint

SEPTEMBER 20, 2012

Bob's goal with CustomerThink is to help business leaders develop mutually beneficial customer relationships. 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.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

NOVEMBER 27, 2012

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?”. Reveal answers in ways that create cravings for more of what we have to share (provoke interaction that creates discussion outside of LinkedIn!).

Linkedin 120

Linkedin Work Management Peer-to-peer Marketing Management 120

ViewPoint

JULY 7, 2015

I 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. Intrepid’s Todd Schnick talks about the dangers of relying on technology and algorithms when the focus needs to be on building relationships.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 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. While being pitched as building loyal relationships, CRM has been much more commonly implemented as a technique to extract value from customers (and prospects) as efficiently as possible.

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

APRIL 18, 2012

And if the email doesn’t open properly on a mobile device, if it doesn’t render properly, or if the target landing page isn’t mobile friendly, that’s going to impact the relationship. ” Rather marketing needs to be thinking about that relationship much more end-to-end. We talk about sales-driven marketing.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

JULY 12, 2012

” Social Media: Less About Lead Gen and More About Creating Relationships. But more than that—to really nurture those leads, to create those relationships—so that ultimately they can go on to become an actual purchase.” I’m a huge listener and supporter of NPR. So it is a great way to keep in touch.

Marketing & Strategy 120

Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 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. Facebook is also about connections between people, and personal relationships lubricate the wheels of business. Here are five tips. Take advantage of FBML. Humanize your company.

Facebook 120

Facebook B2B Marketing Planning B2B 120

ViewPoint

AUGUST 30, 2012

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. It’s hard.”. It just is.”.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

DECEMBER 20, 2011

Here are our guest marketing and sales bloggers along with their ViewPoint posts in 2011: Ardath Albee , CEO, Marketing Interactions eMarketing Expert Ardath Albee on the Limitations of a Lead Gen Mindset. Tony Jaros , Senior Vice President of Research, SiriusDecisions Lead Management: Let’s Formalize this Relationship.

Blogger 120

Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

FEBRUARY 23, 2018

When a real person talks to a real person, and does it well, relationships and trust follow. We can do that because the associates on our team have what it takes to have the interactions that generate quality leads. Quality conversations and personal engagement with prospects. Since 1997, we’ve had 3.6

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

SEPTEMBER 6, 2012

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? Help me understand that you can guide me through the decision process because it’s hard making a decision.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

OCTOBER 10, 2011

While the buyer is now going online and choosing not to speak to sales early in the buy cycle, tools like marketing automation allow marketers to see this online behavior and respond to it so that marketing can now create an intimate, digital relationship with the buyer. Marketing now owns the top of the traditional sales funnel.

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 120

ViewPoint

JULY 9, 2015

The focus needs to be on building friendly relationships. I am hopeful the recent buyer interaction findings from SiriusDecisions’ 2015 B2B Buyer Study give marketing and sales leadership a legitimate reason to step back and assess their entire lead-to-revenue process. Build relationships, not databases of useless names.

Lead Ranking 120

Lead Ranking Lead Scoring Sales Qualified Leads Marketing Automation Services 120

ViewPoint

MAY 2, 2012

” He challenges marketers to move from thinking in terms of one-to-one interactions (like with email) to one-to-many interactions and how they can take content created every day and share it with people on a global basis. Social Media: The Opportunity for a New Relationship Dimension. “So focus.

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

JULY 11, 2013

Authority (this one makes Ardath want to grit her teeth): In most cases the C-level contact is not the person “building a relationship with your company, or reading your content, attending your webinars or sharing your infographics.”. I’ll close as Ardath did in her blog: What do you think?

Urgency Marketing 120

Urgency Marketing Lead Scoring Lead Ranking Validation 120

ViewPoint

FEBRUARY 14, 2012

Offline relationship-building. You can’t force offline or out-of-office interaction, but you can encourage and facilitate it. This process allows for an unlimited set of new ideas to be input and addressed, with a specific process to, together, determine where the focus should be moving forward.

Planning 120

Planning Deliverability Customer Satisfaction Microsite 120

ViewPoint

APRIL 13, 2012

This perspective is forcing marketing to have more interaction with the sales organization. Marketing is now looking at the impact they’re having in terms of the leads they contribute along with what’s happening with those leads further down the sales pipeline.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120

ViewPoint

NOVEMBER 20, 2012

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.”. Customers are demanding transactional, sort of low value relationships through the Internet.

Process 120

Process Allocation Marketing Management Peer-to-peer 120