ViewPoint

JULY 20, 2016

The lead generation and qualification work we do for this client yields slightly less than a 5% lead rate. Our leads are equivalent to what SiriusDecisions calls a Level 4 or 5 lead—in other words, pretty darn qualified. What Is a Multi-Touch Cycle? The program was an unqualified success.

Media 120

Media Sales Qualified Leads Cold Calling High Quality Lead 120

ViewPoint

NOVEMBER 17, 2017

Marketing complains that Sales doesn’t follow up on their leads; Sales contends that the leads Marketing sends their way aren’t any good. While everyone agrees the two organizations must be in sync to meet revenue goals and scale, the finger pointing continues.

Conversion 120

Conversion Work Management Sales Qualified Leads Inbound Marketing 120

ViewPoint

SEPTEMBER 9, 2015

Well, in an article published by the Georgia Institute of Technology, “Too Many Choices Can Lead to Bad Decisions” (February 2015), researchers found that “The frustration of picking one thing from dozens of options can take over and lead to choice overload.”. You can never have too much of a good thing … right?

Vendors 120

Vendors Custom Publishing Marketing & Strategy Marketing 120

ViewPoint

MAY 19, 2015

I wrote another blog about this concept that you can find in Top Sales World’s magazine here. And there is still time in 2015 to get them right if you inspect your processes and find that these critical keys are missing: Shared (between marketing and sales) definition of a lead. Step in the process called “sales-accepted lead.”

Top of Funnel 120

Top of Funnel Cold Calling Cost per Lead Funnel Advertising 120

ViewPoint

JANUARY 18, 2017

When we explained the number and type of touches this lead required, the president of that company said: “our AE’s would never have been persistent enough to get this opportunity.”. Here are the facts: We worked the lead from August – December of 2016. We recently turned over a huge opportunity to one of our clients.

Account Based Marketing 120

Account Based Marketing ABM Paid Search Agency Advertising Mediums 120

ViewPoint

MAY 23, 2013

According to BtoB Magazine , lead nurturing and customer acquisition are tied at 29%, leading the list of most important uses for B2B email marketing. Delivering relevant content was cited most often as the method that would improve email efforts, followed by lead-nurturing programs and the content''s quality and volume.

B2B Marketing 120

B2B Marketing BtoB PointClear B2B 120

ViewPoint

MAY 10, 2012

He is East Coast Bureau Chief for BtoB Magazine. He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. Magazine, Multi-Housing News and Hospitality Design. That is, continuing to add features: social features, lead generation features and analytics.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 10, 2012

He is East Coast Bureau Chief for BtoB Magazine. He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. Magazine, Multi-Housing News and Hospitality Design. That is, continuing to add features: social features, lead generation features and analytics.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

FEBRUARY 4, 2014

Hurrah, it’s a warm lead! Christopher Hosford is former East Coast Bureau Chief of Crain''s "BtoB" magazine, and former editor-in-chief of Nielsen''s "Sales & Marketing Management" magazine. Get a handle on understanding segments. Get these segments to your website and look at what they do when they get there.

Multivariate analysis 120

Multivariate analysis Top of Funnel Content Marketing BtoB 120

ViewPoint

MARCH 19, 2015

2) Newspapers and Magazines: We all know that newspapers and magazines are in a tailspin, but is that entirely accurate? It changes based on the individual, so the old model of throwing leads over the fence to sales simply doesn’t work anymore. 3) Email: There’s a notable resurgence in email marketing.

Television marketing 120

Television marketing Paid Search Agency Mobile Advertising Work Management 120

ViewPoint

JULY 18, 2013

Can Fewer Leads Mean More Sales? Marketing reports an increase in the number of sales ready leads, but sales reports they have no good leads. Learn what steps she took to align her sales and marketing teams to increase lead quality and sales. Via BtoB Magazine. Does this sound familiar?

B2B Sales 120

B2B Sales PointClear Effectiveness BtoB 120

ViewPoint

DECEMBER 17, 2013

Crain’s BtoB magazine named Ruth one of the 100 Most Influential People in Business Marketing. She is the author of Maximizing Lead Generation: The Complete Guide for B2B Marketers , and Trade Show and Event Marketing. Ruth serves as a director of Edmund Optics, Inc. ,

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120

ViewPoint

FEBRUARY 21, 2012

Areas of specialization cover a broad spectrum of sales expertise: sales process optimization, inside sales, sales best practices, sales lead generation, sales lead management, strategic account management, and much more.

PointClear 120

PointClear Work Management Communities B2B Sales 120

ViewPoint

AUGUST 28, 2013

Companies must take the lead and make sure their sales people are familiar with the new paradigm, says my latest guest on PowerViews, Nick Stein, senior director of marketing and communications at Salesforce.com, the enterprise cloud software heavyweight. Businesses are struggling to figure out how to adapt.

Enterprise Management 120

Enterprise Management Work Management Salesforce.com Marketing Management 120

ViewPoint

JULY 25, 2011

For eight innings your starting pitcher and relievers have done their part, cultivating a lead, offering a wide variety and style of pitches to keep the opponent off guard and setting you up to win. Alexander’s work has been profiled in The Wall Street Journal, MSNBC, Fortune Magazine, Inc.

Advertising Benchmark 120

Advertising Benchmark Inbound Marketing Consulting Class 120

ViewPoint

JANUARY 21, 2014

Which brings me to the topic for this month’s article, which follows up on the December topic entitled: " Taking away a salesperson’s excuses ," in which I wrote about the lack of sales lead follow-up. Actually, this list is shorter than the one for salespeople’s excuses for not following up on sales leads. You’ll find a way.

Work Management 120

Work Management Marketing Management Sales Qualified Leads CRM 120

ViewPoint

DECEMBER 18, 2012

You can also read his feature article Make 2013 Your Best Sales Year Ever in the January 2013 issue of Success Magazine. In addition, he mentioned that Big Data isn’t a cure all for generating new leads, it’s just another tool that used in the wrong way, won’t help the sales effort. How Relevant is Lead Defintion to a Sales Executive?

Lead Ranking 120

Lead Ranking Work Management Business Marketing Management 120

ViewPoint

JUNE 8, 2012

She is responsible for the direction and day-to-day editorial operations of award-winning publications including the executive journal, Customer Strategist; online business publication, 1to1 Magazine; its e-newsletter, Weekly Digest; and Think Customers: The 1to1 Blog. Ginger has covered the industry for more than 25 years. 1to1media.com.

Marketing Automation Services 120

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

ViewPoint

MAY 2, 2012

He is a regular contributor to BtoB Magazine and was founding editor of TechTarget and editor-in-chief of Computerworld. Paul also describes the way LinkedIn has created a whole new dimension with the ability to research leads and better understand both who the influencers are in a target company and who you may have a connection to.

Social Media 120

Social Media BtoB Media Inbound Marketing 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. Ruth serves as a director of Edmund Optics, Inc. ,

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Work Management Marketing Management 120

ViewPoint

APRIL 13, 2012

He is the author of the book, The New Rules of Sales Enablement , the co-author of How to Create Killer Sales Playbooks , and he’s a regular contributor to B2B Magazine. Jeff notes there is a link between marketing and sales dysfunction and marketing’s challenges in convincing sales of the value of lead nurturing.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120

ViewPoint

SEPTEMBER 15, 2015

Are you building a business with your lead generation efforts that drive sales or are you spending the company’s money on tactics that have tepid responses? Are you simply concerned with the lead count versus the qualified lead count? Early in my marketing career I was just laying marketing brick for a basic wage.

Paid Search Agency 120

Paid Search Agency Ad Building Companies Work Management 120