ViewPoint

JUNE 2, 2016

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. What sort of impact has nurturing had on your sales activity?

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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. A Move Toward Customer Retention. Twitter: @ardath421.

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Content Storytelling B2B Sales Linkedin 120

ViewPoint

JANUARY 22, 2018

According to ITSMA: “70% of B2B technology solution buyers want to engage with sales reps before they identify their short list. In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages.”

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Sales Qualified Leads Lead Scoring Lead Ranking PointClear 127

ViewPoint

JULY 17, 2013

To read an excerpt from her latest book, Smart Sales Manager , click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. Should they keep their expensive sales duo: inside sales AND field sales?

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B2B Thought Leadership Skype Work Management Thought Leadership 120

ViewPoint

SEPTEMBER 21, 2016

57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Mike Weinberg, The New Sales Coach , Principal. Marketing and sales both serve an audience.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Cold Calling 120

ViewPoint

SEPTEMBER 15, 2011

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.

Online Lead Generation 120

Online Lead Generation Lead Generation Lead Ranking Generation 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. Who can help me solve it? It should be hand-in-hand.

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

ViewPoint

JANUARY 9, 2014

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. Here’s what they had to say: Ardath Albee | Marketing Interactions. Their fear that you’ll turn on the hard sale based on that form is one reason they lie. Wouldn’t it make more sense to respect the interaction? Leads suck.

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Sales Qualified Leads Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

AUGUST 29, 2013

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. Via Score More Sales. Via Radius.

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ViewPoint

MARCH 2, 2011

But incomplete without a means to capture demand and convert it to sales. But doing these things won’t help your business generate leads and convert sales using social media. But when does "engage" connect to sales? ” Why is managing your reputation and developing enthusiasts more important than generating sales?

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Sales Management Social Media Work Management Process 120

ViewPoint

FEBRUARY 24, 2016

Unfortunately, as a result of this thinking, marketing spends a ton of money generating leads for sales that are never followed-up. Here are 5 things CEOs need to consider in order to fix what is broken: What is the CEO’s role as it relates to marketing and sales? What is the CEO’s Role as it relates to marketing and sales?

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

ViewPoint

JULY 7, 2015

Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. According to SiriusDecisions’ Research Brief 1 , the problem with lead scoring at many organizations is as follows: Lead scoring models are based on assumptions or inadequate sales input. A key to this trend is lead scoring. and I am a loser.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

SEPTEMBER 9, 2016

57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Mike Weinberg, The New Sales Coach , Principal. Cold calling is dead. Do you agree these are lies?

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Cold Calling Ideal Customer Profiles Business B2B 120

ViewPoint

APRIL 2, 2013

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. The B2B Marketing Advantage of LinkedIn. Marketing Automation Software That Delivers the Most Data Wins.

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B2B Marketing Linkedin PointClear Marketing Automation Services 120

ViewPoint

SEPTEMBER 22, 2015

According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. It's a sales AND marketing strategy supported by a process managed by people and enabled by technology.

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Account Based Marketing Lead Generation ABM Lead Scoring 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. I also shared statistics from the Corporate Executive Board that 71 percent of buyers still want sales involved early in the buying process.

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Enterprise Management Work Management Salesforce.com Marketing Management 120

ViewPoint

FEBRUARY 23, 2018

Just try to pass them on to your field sales team and you’ll see. Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones.

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Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

JULY 14, 2015

We generate high quality leads, align sales and marketing, and drive revenue. Contain inadequate sales input. Tactically this can be easier to do within functional groups (inside sales, paid media, etc.). The Score More Sales Approach. And that’s bad for everybody. Briefly stated, here’s the problem.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

ViewPoint

NOVEMBER 27, 2012

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. Here is a proven system to use LinkedIn for B2B sales leads and prospecting. Sometimes those people are us! As it turns out a lot.

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Linkedin Work Management Peer-to-peer Marketing Management 120

ViewPoint

MAY 14, 2013

Michael is also the author of B2BMarketingInsider.com , where he discusses content marketing, demand generation, mobile strategy, and sales alignment to name a few. Sales is Still Important. It’s the aim of marketing to assist salespeople and the aim of sales is to enable buyers to buy.

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

ViewPoint

JUNE 28, 2012

As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations. The New Buyer Requires Rebalancing Marketing-to-Sales Budget Ratios.

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ViewPoint

OCTOBER 6, 2015

I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. 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?

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Account Based Marketing Lead Generation Lead Ranking Lead Scoring 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. Sales and marketing operate on different frequencies. Sales isn’t into sharing data. Marketing’s plate is full.

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ViewPoint

SEPTEMBER 20, 2012

Bob has three decades of experience in sales, technical support, consulting, research, and online community development. Sales Quotas & Optimistic Expectations for Quicker Economic Recovery. The Role of Revenue Performance Management in Marketing and Sales Alignment. My guest today is Bob Thompson.

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Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

MAY 9, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. That means showing some appreciation and acknowledgement of past interactions, and not straying away from the customer''s area of interest. 5 Compelling Reasons To Launch B2B Mobile Landing Pages Now. Let us know in the comment section.'

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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. ” What would be the state of sales and marketing? Jim returns this month with another thought provoking article.

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CRM Wikipedia Marketing Automation Services 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

FEBRUARY 26, 2013

Unless both parties approach the interaction with greater awareness—and a willingness to surface their underlying assumptions—the relationship is bound to suffer. The kind of trusting relationship necessary to close big-ticket IT solutions sales, the kinds that ITSMA’s members seek, require a deeper connection. How to do this?

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Enterprise Management Thought Leadership Cross-Selling Work Management 120

ViewPoint

JUNE 26, 2012

His new firm, which specializes in strategic positioning and provocative sales messaging, is called Visible Impact. 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.

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ViewPoint

AUGUST 30, 2012

My guest today is Craig Rosenberg, Vice President, Sales and Marketing and Co-Founder at Focus. He is also author of a popular sales and marketing blog, Funnelholic , where he shares B2B content with an edge. Craig specializes in lead generation, lead qualification, and B2B marketing and sales.

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Enterprise Management Work Management Marketing Management 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. article cited a statistic from CSO Insights that 60% of marketing organizations used some form of lead scoring before passing leads to sales. Additional Resources: Is Sales 2.0

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Lead Ranking Lead Scoring Work Management Marketing Management 120

ViewPoint

DECEMBER 20, 2011

This year, we’re honored to have published posts from twenty-seven guest marketing and sales bloggers here on ViewPoint, and I wanted to say to all of you how much I appreciate your contributions. Inside sales. B2B marketing and sales strategies and tactics. Return on marketing and sales investment. Demand creation.

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Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

APRIL 18, 2012

Click to start video at this point —Asked about the role social media plays for companies selling a $250K software solution compared to lower average dollar goods, Trip affirms the impact in the complex sale and also notes different dynamics. ” The State of Marketing & Sales Alignment. The Impact of Mobile.

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Trends Practices Marketing Automation Services Work Management 120

ViewPoint

OCTOBER 10, 2011

If you’re in sales, you might think this is an odd question or you might have a stronger, more visceral reaction to the question—“Marketing doesn’t sell, we do!” The line between sales and marketing is becoming more blurred every day. Marketing now owns the top of the traditional sales funnel.

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CMO Disintermediation Marketing Automation Services Demand Generation Agencies 120

ViewPoint

JANUARY 31, 2012

Tony also served in the role of Vice President in Sales and Marketing capacities for TRW, Knight-Ridder, and Compaq (HP). Read Tony’s blog Buyerology Now for insightful commentary on the impact of changing buyer behaviors related to sales and marketing today. He holds a B.S. in Business and an M.B.A. in Marketing Management.

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Process Work Management Lead Ranking Enterprise Management 120

ViewPoint

NOVEMBER 7, 2011

The line of thinking goes something like this: “Outside resources cannot possibly understand what our sales reps and account managers know about our company, our solutions and our culture. They just would not be able to understand our customers’ complex business challenges or handle direct interactions as well as we do.”

Work Management 120

Work Management Marketing Management Sales Qualified Leads Lead Nurturing 120

ViewPoint

SEPTEMBER 6, 2012

Jill is an internationally recognized expert who is known for her fresh sales strategies and game changing approaches. She is also a frequent speaker at annual sales meetings, kick-off events, and professional conferences. 2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. Don’t come in here. Absolutely.

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