ViewPoint

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Chairs are Dead—and Other B2B Marketing Hogwash

ViewPoint

Note this quote from Marketo. Inbound drives organic engagement and attracts leads, while outbound helps you target specific prospects more accurately. These approaches work well in both B2B and consumer marketing, covering the entire length of the lead funnel and the customer journey, respectively.”. Inbound, Outbound?

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Wanna Win? Jump Up the Lead Quantity and Add Nurturing!

ViewPoint

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. It’s way ‘old-school’ to try and kick-start sales by dramatically jumping up sales lead quantity, and then rely on the sales channel to deal with it.

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Does Your Sales Team Know How to Follow-Up on a Lead?

ViewPoint

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. In the last blog in this series we discussed lead nurturing , and how an advanced lead generation program that includes nurturing can triple your sales. Set sales straight—it’s a win win.

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Good Reads for B2B Marketing - Staple Yourself to a Lead

ViewPoint

Staple Yourself to a Lead. This practice will return detailed insight into ways to improve the company''s processes and additionally help lessen the number of leads that could be dropped in the hand-off from marketing to sales. Via Marketo. Build A Content Hub That Converts.

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Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]

ViewPoint

Is ABM the Holy Grail to 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? As with other technologies, automating a bad process just leads to more bad results. Absolutely right, Ardath!

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Is Your Web-based Content Driving Away Sales Leads

ViewPoint

source: Marketo ). Today, unless the bulk of your qualified leads are finding and approaching you, your content is not doing its job. Previously he has worked in direct and channel sales for major firms such as Unisys and Commodore. Search is now the dominant buyer behaviour: 93% of B2B buyers use search to begin the buying process.

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Why Marketing Management Must Master Deep Digital Analytics

ViewPoint

It’s no longer enough, she realized, to just take the CRM or marketing automation system stats and determine where to spend the company’s growing marketing budget in order to find qualified leads and buyers. She now has a quota for raw inquiries, qualified leads, and revenue by product tied to marketing campaigns and various website stats.