ViewPoint

MARCH 19, 2018

Her time is now spent wallowing in superficial spreadsheets, managing the conflicting software results from media and a budget with a requirement for a direct correlation to revenue. She needs a bigger picture of the marketing return on investment, which is only available by looking deeply into the digital analytics. About the Author.

Marketing Management 197

Marketing Management Analytics Budget Programs Marketing Automation Services 197

ViewPoint

JUNE 15, 2016

Sales Lead Management is a complicated process. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making.

Lead Management 120

Lead Management Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

JULY 26, 2016

“If your company is average, you are only following up 10-25% of the leads you give your salespeople which means you are wasting 75% of your lead generation budget!”. Sales Lead Management Association. But what if we have a world where: Sales follows up 100% of the inquiries (all inquiries, not just leads).

Budget Management 120

Budget Management Spending Marketing Management Budget Programs 120

ViewPoint

AUGUST 11, 2015

Managing demand – lead management is getting more attention because of the explosion of vendors now saying they’re in the business of lead management. But we all know that the granddaddy of modern lead management originated with CRM and all other programs and services can be attributed to the CRM family tree.

Work Management 120

Work Management Marketing Management Wiki ROI 120

ViewPoint

OCTOBER 15, 2013

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. This is a result of a new study by Edison Research apparently sponsored by Pandora Media Inc. The study found that 53% of web users listen to internet services.

PointClear 120

PointClear Marketo Internet Marketing Broadcasting 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. Outsourcing lead generation. Revenue performance management.

Blogger 120

Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

APRIL 2, 2013

Among the capabilities Weber Shandwick will market via MediaCo are native advertising and digital media buying. Weber Shandwick is creating a new unit to capitalize on content marketing --a channel which advertisers have been increasingly interested in investing. From #SXSW: Charting the Road Ahead for B2B Marketing.

B2B Marketing 120

B2B Marketing Linkedin PointClear Marketing Automation Services 120

ViewPoint

JANUARY 12, 2012

Contrary to popular belief, reps don’t need more sales leads. They need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads. Watch what happens when he receives a stack of leads from marketing: he rifles through them seeking the ideal prospect. Not a senior executive? Budget undefined?

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Ranking Lead Scoring 120

ViewPoint

SEPTEMBER 11, 2012

Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest). No Response means we completed a multi-touch, multi-media touch cycle without reaching the prospect or their reaching back out to us. VP level) are 2.5

Lead Generation 120

Lead Generation Sales Qualified Leads Generation PointClear 120

ViewPoint

FEBRUARY 8, 2016

Matt was one of SLMA’s 40 Most Inspiring Leaders in Sales Lead Management in 2015 , and his Seattle-based marketing company’s involvement with many CMOs around the country certainly qualifies him for this topic. They should also work with the technologist to automate certain aspects of campaigns, like email or social media.

CMO 168

CMO Planning Storytelling Ad Building 168

ViewPoint

SEPTEMBER 18, 2012

Why it is important to nurture qualified companies that do not represent immediate opportunity—a step missed by many if not most companies leading to wasted marketing spend. How multi-touch, multi-media, multi-cycle processes multiply results. According to SiriusDecisions, average companies close just 2.89

Sales Leads 120

Sales Leads Sales Qualified Leads Leads Lead 120

ViewPoint

OCTOBER 1, 2013

Social selling is all about nurturing, because every time you come into contact with a prospect—via Facebook, Twitter, LinkedIn or some other social media — you have to nurture the relationship. The next PowerViews will be with James Obermayer of Sales Lead Management Association. It doesn’t develop naturally; it takes work.

Content 120

Content Storytelling B2B Sales Linkedin 120

ViewPoint

APRIL 18, 2012

He adds that this is part of a larger, content-driven marketing trend that includes rich media. Social Media is Becoming a Lead Gen Vehicle. Click to start video at this point —Trip sees social media marketing starting to turn a corner. Along with this trend, media integration is becoming more prominent.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

SEPTEMBER 25, 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. “Of Is your lead generation plan based on the forecast by product? Lead Generation Based on Forecast? Of course,” you say. “We But do you really?

Lead Generation 120

Lead Generation Planning Sales Qualified Leads Generation 120

ViewPoint

JUNE 8, 2012

Today’s PowerViews guest is Ginger Conlon, Editorial Director of 1to1 Media. Click to start video at this point — Commenting on how to prioritize investments in social media, mobile and marketing automation, Ginger encourages companies to, again, understand their customers first. 1to1 Media Website: www.1to1media.com.

Marketing Automation Services 120

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

ViewPoint

OCTOBER 11, 2012

Carlos is a recognized thought leader in B2B marketing and known for his keen insights on the development and implementation of lead management processes, as well as marketing automation. He is a frequent speaker, blogger and contributor to many B2B marketing publications. So what are you going to say when you’re found?

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

JANUARY 9, 2014

Social Media Marketing is an effective lean gen channel for B2C but not as much for B2B. James Obermayer | Sales Lead Management Association. Our products are so good we don’t need leads. Consistency is essential. And today, that consistency needs to reach across channels. Jamie Turner | 60 Second Communications.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

OCTOBER 2, 2012

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management. Below are some highlights (a couple of minutes each).

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

APRIL 25, 2011

Both lead gen and lead nurturing are important. To be successful, marketers need to integrate them both into a lead management process. Lead generation is always high on the list and lead nurturing is trending at the bottom of the heap. What drives social media engagement? Don’t get me wrong.

Lead Gen 120

Lead Gen Emarketing Lead Ranking Lead Scoring 120

ViewPoint

MAY 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. I will leave the Science of Lead Generation tactics to David Zarrella, Social Media Scientist in his recent HubSpot Webinar. Not everyone can do it.

Demand 120

Demand Outgrow Blast Campaigns Trade Show 120

ViewPoint

JUNE 15, 2018

Defined offer and message delivery through appropriate media. For companies to transition from where they’ve been to where they need to be, they must understand three truths: Sales lead management (SLM) is a fundamental business process. Defined Offer and Message Delivery Through Appropriate Media. What’s it take?

Cost 136

Cost Forecasting Work Management Marketing Automation Services 136

ViewPoint

MAY 8, 2012

Jeff is the authority on making social media sell, adjunct faculty at Loyola University business school, a social selling speaker and author of, Off the Hook Marketing: How to make social media sell. But in reality even the most engaging blogs, videos and other forms of online publication fail to produce leads and sales.

Lead Ranking 120

Lead Ranking Lead Scoring Generation Leads 120

ViewPoint

FEBRUARY 27, 2014

Their data shows that companies using automation combined with a reasonable lead management process—inquiry generation, qualification, nurturing and hand off to sales—produced four times the sales volume of companies with automation but with weaker processes. the HIMMS Media Group, and the Business Information Industry Association.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Work Management Marketing Management 120

ViewPoint

SEPTEMBER 19, 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. All of the tools being developed and improved upon, from CRM to Marketing Automation and Social Media still rely on this one sales activity for success.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation CRM Automation 120

ViewPoint

FEBRUARY 2, 2012

A comprehensive sales lead generation contact strategy employs a multi-touch, multi-media and multi-cycle approach that continuously reaches out to decision makers across a number of sales cycles to deliver qualified leads. 4:15 min —How analytics are used in lead generation.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

SEPTEMBER 15, 2015

Then a media rep for a magazine asked me about responses to programs, return on investment, and sales lead follow-up. Until then, I didn’t have a mentor so I didn’t know what to look for or how to measure lead gen campaigns. This media rep became my mentor. It was a job that was occasionally stimulating. I had no answers.

Paid Search Agency 120

Paid Search Agency Ad Building Companies Work Management 120