ViewPoint

MARCH 11, 2014

She responded that we have to do more than ever before because buyers are so well informed (largely due to the ease of research on the Internet). Click to start at this point —I asked Joanne how advances in technology have changed what is expected of salespeople.

Cold Calling 120

Cold Calling Click Rate Differentiation Outreach 120

ViewPoint

APRIL 3, 2014

The Internet is the most powerful, life- and business-changing tool created in generations. Toss the technology. Relationships rule in sales. But while technology has forever altered our sales processes, it won’t save our sales careers. That’s our job.

Cold Calling 120

Cold Calling Ideal Customer Profiles Cross-Selling Rules 120

ViewPoint

AUGUST 14, 2013

Sales managers used to think the Internet was a time-sapper, too, but companies are starting to realize that social media is a huge portal to sales opportunities. Click to start video at this point — In some industries, spending all day on social media would be frowned upon by bosses. People Still Buy from People, Regardless of Technology.

Social Media 120

Social Media Media Cross-Selling Salesforce.com 120

ViewPoint

JULY 26, 2018

How Thought Leadership can be Shaped by Streaming Internet Radio. George and Jane know that there may be other uses for the content; for now they have enough to fuel the ever-ravenous marketing machine, and the original podcast content costs them only a few hundred dollars per show.

Thought Leadership 120

Thought Leadership PointClear Case Studies Budget Programs 120

ViewPoint

APRIL 19, 2017

Laura Madison – Laura explained: “As a conversion & social selling specialist, I have educated thousands of dealerships, and salespeople on how to get REAL results converting business from the telephone, internet, and social media to the showroom.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

NOVEMBER 8, 2012

Click to start video at this point — In response to my question about the most significant change in marketing and sales over the last year, Linda talks about the impact of the Internet and changes in the way customers buy. They then they use social media to check what other contacts have done about those issues.

Demand 120

Demand RFP Work Management Buying Cycle 120

ViewPoint

SEPTEMBER 15, 2011

Rachel is a global marketing and business development executive with experience growing venture-backed, PE-backed and public companies in the Internet and technology sector. Rachel Spasser is Vice President of Marketing at Ariba ; the leading provider of collaborative business commerce solutions.

Online Lead Generation 120

Online Lead Generation Lead Generation Lead Ranking Generation 120

ViewPoint

FEBRUARY 21, 2011

Sales lead management is a “big tent” sphere of B2B and B2C activity that includes work in all areas from sales and marketing to CRM, marketing automation, lead generation, and agencies (direct, brand, PR and internet).

PointClear 120

PointClear PR Lead Management Work Management 120

ViewPoint

APRIL 30, 2013

Gartner predicts that by the end of 2013 more users will access the internet through a mobile device than their desktop. Click to start video at this point — For those marketing executives looking to move forward, get a head start on your competition with mobile. That means you need to be there!

Mobile Marketing 120

Mobile Marketing Lead Scoring Lead Ranking Marketing Leads 120

ViewPoint

JUNE 7, 2011

No phone-based qualification team: One symptom I see in failing lead generation programs is simple to diagnose: When "leads" go from the Internet, tradeshows, etc., Now that is something marketing can work with: They can create content focused on that target, filter the database to only market to that contact, set up scoring, and more.

Lead Generation 120

Lead Generation Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

JANUARY 12, 2012

And the average technology purchase starts as an inquiry on the internet and can often take a year or more until fruition. For example, a recent sales lead management study found that for technology products and services, line-of-business managers and functional titles are much better sources for sales leads than senior executives.

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Ranking Lead Scoring 120

ViewPoint

JANUARY 26, 2012

Search engine marketing (SEM) Business buyers today use the Internet as their primary research tool to solve business problems, so search engine marketing (SEM) has become the hottest of the hot. Its high perceived value and standout physical features tend to get past gatekeepers, and straight to the executive desktop.

B to B 120

B to B netFactor Media SEM 120

ViewPoint

APRIL 25, 2011

The evidence exists that buyers spend more time self-educating via the Internet than they do in conversations with salespeople. What next step[s] can they create to validate their belief that the contact is actually a “lead” is true? With a complex sale, there's a lot of knowledge transfer that must happen.

Lead Gen 120

Lead Gen Emarketing Lead Scoring Lead Ranking 120

ViewPoint

JANUARY 31, 2012

A funny thing happened on the way to this new decade: buyer behaviors are changing rapidly as the advent of the Internet and social technologies come of age. These sales processes and systems typically have been enclosed by three points of a triangle: sales enablement tools, sales training, and sales pipeline or forecasting tools.

Process 120

Process Work Management Lead Ranking Enterprise Management 120

ViewPoint

MAY 10, 2012

The adoption of mobile devices far outstrips the adoption of broadband, the rise of the Internet, and the purchase of PCs 30 years ago. Click to start video at this point — Commenting on the rise of mobile marketing, Christopher says, “That’s a tsunami that cannot be understated.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 10, 2012

The adoption of mobile devices far outstrips the adoption of broadband, the rise of the Internet, and the purchase of PCs 30 years ago. Click to start video at this point — Commenting on the rise of mobile marketing, Chris says, “That’s a tsunami that cannot be understated.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

OCTOBER 13, 2015

These software programs “talk” to the prospect without human intervention because of the program’s ability to make decisions and deliver answers based on the questions, the person, the institution, previous inquiries, internet activity, etc.

Marketing Management 120

Marketing Management Sales Leads ActiveConversion Leads 120

ViewPoint

MAY 7, 2015

Email surfaced with the internet and the mixture of mail, calling and email became a standard for nurture models. Telemarketing jumped into the system when a large recession devastated their business model of lead generation, and appointment setting was not enough to keep them going. So they began to sell follow-up as a tool to mix with mail.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120

ViewPoint

SEPTEMBER 15, 2015

Available through Barnes and Noble , Amazon, Kindle, and even free on the internet. Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. James is a regular guest blogger with ViewPoint. i Allen, James, As a Man Thinketh , 1903.

Paid Search Agency 120

Paid Search Agency Ad Building Companies Work Management 120

ViewPoint

NOVEMBER 20, 2012

Customers are demanding transactional, sort of low value relationships through the Internet. Expanding on this trending, Bob references a presentation by Neil Rackham at a recent SMA conference: “Neil makes the point that there’s a bifurcation that’s happening in B2B sales.

Process 120

Process Allocation Marketing Management Peer-to-peer 120