ViewPoint

JANUARY 9, 2014

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Automated systems accurately score (prioritize) leads. More leads are better than fewer leads.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

MARCH 13, 2014

Nick Stein, SVP of Marketing at Vision Critical Vision Critical is the world''s leading provider of insight communities, currently supporting over 650 brands worldwide. Matt Heinz, Heinz Marketing, The Quality of Sales Leads is Abysmal. The quality of leads being generated nowadays is abysmal. percent were quality.

Lead Ranking 120

Lead Ranking Social Marketing Paid Search Agency Leads 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. Tony Tissot of eTrigue remarked that lead generation is the responsibility of marketing, but getting the outcomes agreed upon should be the goal.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

ViewPoint

APRIL 28, 2015

The ways sales executives follow up on leads is a little like trying to win games with the Hail Mary. There are three main reasons why sales rep follow-up on leads is relatively ineffective: The leads suck. If you are sending raw, unfiltered and mostly unqualified leads to sales they will never follow-up on them.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

APRIL 30, 2013

In his experience sales and marketing typically leads the economy. Click to start video at this point — Social media and mobile markets are more than just ways of boosting one''s reach within LinkedIn, Twitter, and Facebook, there are real robust tools for utilizing and analyzing these marketing channels, Jamie expressed.

Mobile Marketing 120

Mobile Marketing Lead Scoring Lead Ranking Marketing Leads 120

ViewPoint

OCTOBER 29, 2013

I’m a follower of SalesLoft, where Kyle Porter and his team consistently produce a phenomenal list of targeted leads. Kyle and his team export custom lists of leads directly from LinkedIn, and alert customers when big events happen with their critical clients and prospects. Inbound Leads Suck and Cold-Calling is Dead.

Ideal Customer Profiles 120

Ideal Customer Profiles Cold Calling Fulfillment Linkedin 120

ViewPoint

OCTOBER 31, 2013

For this ‘best of’ edition we revisit the hot topics—social media, mobile marketing, sales lead follow up. Koka Sexton, LinkedIn Peter Bourke, The Complex Sale Lori Richardson, Score More Sales Jamie Turner, The 60 Second Marketer. Koka Sexton, LinkedIn, People Still Buy from People, Regardless of Technology.

Lead Scoring 120

Lead Scoring Lead Ranking Cross-Selling Best Practices 120

ViewPoint

OCTOBER 30, 2012

I’ve been using LinkedIn and blogging to generate B2B leads and sales very effectively lately. Contrary to what “the experts” say, knowing how to be engaging within LinkedIn groups or telling compelling stories on your blog is not the key to generating leads and sales. Inbound leads don't “just happen.”.

Planning 120

Planning Marketing Plans Top of Funnel Content Marketing 120

ViewPoint

APRIL 3, 2014

Technology provides us with many great tools, but it is the person behind the LinkedIn profile , all the fancy gadgets, and high-tech presentations who actually makes the sale. They will not take your cold calls or read your form emails, nor do they want to hear from you on LinkedIn. That’s our job. Relationships Still Rule in Sales.

Cold Calling 120

Cold Calling Ideal Customer Profiles Cross-Selling Rules 120

ViewPoint

APRIL 10, 2013

Rules to lead: ask employees, involve everyone, chart progress, reward good/confront bad, fire people, mood is everything @ jeffreyhayzlett. — s20c LinkedStrategies: LinkedIn is not all about PR. s20c @ nathankievman 80% of my prospects never looked at my website; they look at my #linkedin profile instead. Day two Sales 2.0

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Conference Features PR Linkedin 120

ViewPoint

MAY 9, 2013

LinkedIn revamps contacts tool to boost relationship management. The LinkedIn Contacts tool that began for some select users could help marketers organize, maintain, and nurture business contacts. Lead Generation Poses Biggest Challenge for B2Bs. Via ClickZ. Via ComputerWorld.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

APRIL 12, 2013

LinkedIn Adds Facebook-Style Mentions In Status Updates And Home-Page Comments. LinkedIn is adding a Facebook-like feature that allows users to link to connections or companies in the status-update field. When published, that connection or company would be notified they have been mentioned. CMOs Set to Spend More on New Tech Than CIOs.

PointClear 120

PointClear B2B Marketing CMO Marketing Management 120

ViewPoint

DECEMBER 10, 2013

Sales Tools to Leverage LinkedIn. He recommended people look into tools like Ecquire, eGrabber, and SalesLoft, all of which are taking LinkedIn information and importing it into sales tools in structured and meaningful ways. Click to start video at this point — There are so many sales tools available today.

Buzz 120

Buzz Lead Ranking Linkedin Video Marketing 120

ViewPoint

SEPTEMBER 17, 2013

Chris, who previously worked for Green Leads LLC, AG Salesworks, and MEDITECH, talks about the challenges of generating leads in his niche business. Click to start video at this point —Nowadays there’s a huge push for social selling, with sales reps turning to Facebook, Twitter, and LinkedIn for leads. Stay Tuned.

Linkedin 120

Linkedin Twitter Video Marketing Education 120

ViewPoint

SEPTEMBER 17, 2013

Chris, who previously worked for Green Leads LLC, AG Salesworks, and MEDITECH, talks about the challenges of generating leads in his niche business. Click to start video at this point —Nowadays there’s a huge push for social selling, with sales reps turning to Facebook, Twitter, and LinkedIn for leads. Stay Tuned.

Linkedin 120

Linkedin Twitter Video Marketing Education 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. To generate short-term success, CMOs can purchase an expensive list of leads, but Matt warns against that strategy.

CMO 168

CMO Planning Storytelling Ad Building 168

ViewPoint

MARCH 11, 2014

Joanne is the author of No More Cold Calling: The Breakthrough System That Will Leave Your Competition in the Dust and one of America’s leading authorities on referral selling. You’re either cold or you’re hot—lukewarm doesn’t cut it. Referrals are the Biggest Competitive Differentiator. Lose the Perception that You’re Doing a Warm Outreach.

Cold Calling 120

Cold Calling Click Rate Differentiation Outreach 120

ViewPoint

SEPTEMBER 26, 2011

They prefer LinkedIn, a professional network that's all about getting business done. Facebook has about as much in common with LinkedIn as a Hawaiian shirt does with a three-piece suit. Facebook has about as much in common with LinkedIn as a Hawaiian shirt does with a three-piece suit. Here are five tips. Take advantage of FBML.

Facebook 120

Facebook B2B Marketing Planning B2B 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. LinkedIn: www.linkedin.com/in/ardathalbee. The next PowerViews will be with James Obermayer of Sales Lead Management Association.

Content 120

Content Storytelling B2B Sales Linkedin 120

ViewPoint

MARCH 27, 2014

LinkedIn announced it is expanding its mobile advertising opportunities for B2B marketers. After the news portion of the program, Paul and Allan invited me to the microphone where I weighed in on the following topics: Marketers are still too focused on lead quantity and not focused enough on lead quality. Voicemails work.

Social Media 120

Social Media Work Management Marketing Management Media 120

ViewPoint

FEBRUARY 16, 2012

Why is it so difficult to generate actual leads and sales using social media in the B2B world? I learned how investment and property management firm, Jones Lang LaSalle is generating tangible leads on seven-figure commercial real estate deals using YouTube. Ask yourself: are you giving customers a reason to talk to you on LinkedIn?

Customer Satisfaction 120

Customer Satisfaction Sample Youtube Social Media 120

ViewPoint

FEBRUARY 12, 2013

You can connect with Andy on LinkedIn or via email. I keep hearing, we all keep hearing, “Marketing doesn’t give us enough good leads.”. Sales doesn’t follow up enough on the leads we give them.”. Ask for input and put the caveat out there to not say “I need better leads.” Not after work if hanging out socially.

Stats 120

Stats Trade Show Webinar Metrics Demand Generation 120

ViewPoint

JANUARY 16, 2018

Check her out on Wikipedia , and don't forget to connect with her on LinkedIn! Jim Obermayer is the founder of the Sales Lead Management Association. To learn more about Jill, you can read about her professional background , personal insights and sales philosophy.

Wikipedia 120

Wikipedia Acquisitions Marketing Management Conference 120

ViewPoint

DECEMBER 3, 2013

How to Define a Lead. Click to start video at this point — There’s often a disconnect between how sales and marketing people define a lead, and Dave said this misalignment has been around for decades. A lead should be defined collaboratively between those working in sales and marketing, he said.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Consulting Video Marketing 120

ViewPoint

AUGUST 15, 2013

Social selling is quickly becoming a term we are familiar with and with over 300M subscribers to LinkedIn, the number one platform for B2B social selling, it’s something that your sales team should be familiar with also. When it comes to your sales team are you giving them the opportunity to “make it happen” and then leading by example?

B2B Sales 120

B2B Sales Buyer Need PointClear B2B 120

ViewPoint

MAY 7, 2013

This innovation helps leading companies gain better understanding of their buyers, leading to improved lead generation and revenue performance. Study Lead Behavior. Tony considers a qualified lead someone who is ready to engage in a conversation with a sales rep and analyze the way a solution will address their pain.

Buyer Personas 120

Buyer Personas Peer-to-peer Buying Cycle Sales Qualified Leads 120

ViewPoint

MAY 14, 2013

It’s that personal one-to-one connection that ultimately leads to sales. The next great challenge for marketers is to either produce enough leads or the right kinds of leads, and these two items can shift in importance based upon the economy and time of year. Sales and Marketing Need to Speak a Common Language.

Cost per Acquisition 120

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

ViewPoint

MAY 8, 2013

You can connect with Andy on LinkedIn or via email. We can always calculate cost per lead, acquisition costs and other related metrics. How often do we hear, “what’s the value that you marketing folks provide to the organization?” How often do we deal with the first round of annual budget cuts hitting marketing first?

Cost per Lead 120

Cost per Lead Budget Programs Paid Search Agency Stats 120

ViewPoint

APRIL 16, 2013

A clear takeaway for me was that big bets are being placed on companies that provide solutions that leverage data from multiple platforms (such as CRM, LinkedIn…). Six rules to lead: ask everyone, involve everyone, chart progress, reward good behavior, fire bad behavior. Some examples: Marketing: engage, educate, excite, evangelize.

Conference 120

Conference Paid Search Agency Rules Lead Scoring 120

ViewPoint

JULY 9, 2013

I shared my thoughts with Lori on a “legislative branch” being established for a period of time to monitor leads, so that if there has been agreement between marketing and sales on a lead definition, and leads aren''t being followed up, there is a responsible party in place to look for the reason. Twitter: @scoremoresales.

Lead Scoring 120

Lead Scoring Lead Ranking Thought Leadership Sales Qualified Leads 120

ViewPoint

JULY 30, 2013

As I often say, “Technology has allowed marketers to get more poor quality leads — faster — to sales than ever before.”. The next PowerViews will be with Koka Sexton of LinkedIn. Conference Calls with Managers: 58 Minutes of Worthless Time, Two Minutes Updating the Manager. Better Way Strategies Website: www.betterwaystrategies.com.

Word of Mouth 120

Word of Mouth Work Management Consulting Transparency 120

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. SEO Agency.

Lead Management 120

Lead Management Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

SEPTEMBER 6, 2012

So there’s no lead generation coming in the door, and they’re relying on old sales methodology to reach highly educated buyers who don’t want to waste one iota of their time talking about what their salespeople are trained about.”. Social Media: Know Where Your Customers Are & Use LinkedIn. They don’t capture leads.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

JULY 26, 2018

LinkedIn articles from the host about the interview are appropriate almost every time. This program is also pushed out to the 2,400 people on the inquiry/sales lead list from the last 12 months. Social media. Of course, every program is supported during the interview with quotes from the guest and host on Twitter. Email blast.

Thought Leadership 120

Thought Leadership PointClear Case Studies Budget Programs 120

ViewPoint

OCTOBER 27, 2011

LinkedIn is a great platform to use to develop customer advisory councils. They go on to say that online interactions that morph into a sales pitch are likely to send all but the latest-stage leads running in the other direction. “Social media isn’t a task to be delegated to the marketing department.”

Social Marketing 120

Social Marketing Amazon Business Social Media 120

ViewPoint

JANUARY 11, 2011

It won’t be as much about number of leads as it will be about number of forecast opportunities. Lead scoring and lead nurturing will move from art to science. Also, lead nurturing allows the prospect to self educate without the need for a constant human touch. Social media has leveled the playing field.

Top of Funnel 120

Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 120

ViewPoint

FEBRUARY 26, 2013

Your leads may be perfect. Unfortunately, leads from other cultures probably won’t close as quickly as those in the same country. They even connect on LinkedIn and follow each other’s Twitter feeds. Cross-cultural leads are harder to close. They may have the budget and the authority to buy. They may need what you’ve got.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120