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. The point of lead scoring is to assess the value of the prospect to you—the seller—so you can make the best use of your resources. Additional Resources: Is Sales 2.0

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

AUGUST 22, 2011

Nothing would be worse than to spend all the time, effort and resources on implementing a new process only to have everyone revert back to old behavior. Like the implementation phase, this is best achieved by identifying the resources that will have the authority and knowledge to ensure the new process is being followed.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Buy Automation 120

ViewPoint

JUNE 26, 2012

So I attended this event expecting to find out more about how and when resources would be flowing to inside sales teams. Having recently authored a piece for SandHill.com called Mastering the Virtual Sale , I discovered that the inside sales profession is growing at a rapid clip—far exceeding growth in field sales.

Conference 120

Conference Enterprise Management Correlation Barriers 120

ViewPoint

MAY 14, 2013

You can connect with Michael and learn more about his work via the following resources: B2B Marketing Insider Website: www.b2bmarketinginsider.com. The next PowerViews will be with Ardath Albee of Marketing Interactions, Inc. As this trend continues it becomes more important to create your own personal brand. Twitter: @BrennerMichael.

Cost per Acquisition 120

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

ViewPoint

OCTOBER 6, 2015

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. ABM is a strategic approach that aligns resources against a set of defined accounts. It does need some resource, however. It’s also more than just lead generation.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 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. Someone may have viewed a variety of resources on your website, but as an aggregate, what intent does their viewing indicate?

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

SEPTEMBER 22, 2015

Ardath Albee, Marketing Interactions : I think it will take a while for marketers to develop the skills they need to pull it [ABM] off. You can find a couple of great SlideShare presentations from Jon and Engagio here: Fishing With Spears and The Big 5 Metrics for Account-Based Marketing ).

Account Based Marketing 120

Account Based Marketing Lead Generation ABM Lead Scoring 120

ViewPoint

JUNE 28, 2012

” 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. Rich on Twitter: @richvancil.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 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. Craig’s Blog: www.funnelholic.com. Stay Tuned.

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. Chris Selland , CMO, Terametric The R and the I – What’s Engagement Worth?

Blogger 120

Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

APRIL 18, 2012

What does matter is that content is relevant, valuable and interesting; that it makes sense; and that the interaction is a positive one for all concerned. In response to this challenge, he sees approaches like corporate journalism and using third party resources. Trip Kucera at Aberdeen Group: Profile.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

SEPTEMBER 20, 2012

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. You can connect with Bob and learn more about his work via the following resources: Bob’s Email Address: bob at customerthink dot com.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

JANUARY 31, 2012

I estimate that this percentage will continue to increase as sales reps get savvy about interacting with buyers. Shift Resources from Sales Training to Buyer Training : sales training has usually been about training on specific off-the-shelf, perhaps customized to some degree, sales processes and methodologies.

Process 120

Process Work Management Lead Ranking Enterprise Management 120

ViewPoint

JULY 12, 2012

” She also notes a challenge for marketers is how these interactions are measured and quantified as a step in the process. ” You can connect with Ann and learn more about her work at MarketingProfs via the following resources: Ann’s Email Address: ann at marketingprofs dot com. Ann on Twitter: @MarketingProfs.

Marketing & Strategy 120

Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 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. how networks are transforming education or how television is becoming an interactive experience.

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

APRIL 13, 2012

This perspective is forcing marketing to have more interaction with the sales organization. ” He notes senior executives are involved at project start when they ask resources lower in the company to do research and then again at the end when it’s time to narrow down choices, make a decision and commit the budget.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120

ViewPoint

NOVEMBER 20, 2012

Changes in managing roles and allocating resources. 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.”. Shifting Sales Resources to Align with Prospect Buying Dynamics.

Process 120

Process Allocation Marketing Management Peer-to-peer 120