ViewPoint

JULY 7, 2015

Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. A key to this trend is lead scoring. According to SiriusDecisions’ Research Brief 1 , the problem with lead scoring at many organizations is as follows: Lead scoring models are based on assumptions or inadequate sales input.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

APRIL 30, 2013

He is a regular guest on CNN and HLN on the subject of marketing and social media and is an internationally-recognized keynote speaker for corporations, events and trade shows around the globe. He is also the co-author of How to Make Money with Social Media and Go Mobile a best-selling mobile marketing book. Mobile Marketing Boom.

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Mobile Marketing Lead Scoring Lead Ranking Marketing Leads 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.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

MARCH 27, 2014

Co-hosts Paul and Allan tee up the show by discussing several hot news items relevant to the B2B market - Here’s what they noshed on, on Episode #5: According to the latest CMO Survey, 85% of CMOs either have not shown any impact from social media spending or have only a qualitative sense of its effectiveness. Voicemails work.

Social Media 120

Social Media Work Management Marketing Management Media 120

ViewPoint

AUGUST 18, 2015

Proper alignment is the result of a documented, effective, efficient and measurable process for capturing, engaging, nurturing, managing and converting leads into customers. Increased spending on lead generation. Hired a social media marketer. Purchased technology to score and nurture leads. Added an SDR team.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Leads 120

ViewPoint

SEPTEMBER 24, 2015

Is ABM the Holy Grail for 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? Is Account-Based Marketing the Holy Grail for lead generation or a black box solution?” Click here to read Part 1. ). “Is

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Account Based Marketing Lead Generation Cost per Lead Sales Qualified Leads 120

ViewPoint

NOVEMBER 12, 2013

The Quality of Leads is Abysmal. Click to start at this point —Matt said the biggest problem is that marketers are not taking responsibility for what happens after leads are generated. The quality of leads being generated nowadays is abysmal. In a recent study, it was determined that of 9,000 leads, only 1.28

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ViewPoint

SEPTEMBER 15, 2011

Rachel Spasser is Vice President of Marketing at Ariba ; the leading provider of collaborative business commerce solutions. Online lead generation has become a bit like the California Gold Rush. So, lead generation and lead nurturing really become inseparable. —to round out the dialogue.

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Online Lead Generation Lead Generation Lead Ranking Generation 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

MAY 10, 2012

Social Media’s Maturing: In-House Resources & Social Advertising. Click to start video at this point — Christopher notes the importance of the maturing of social media marketing in the last year by saying, “It’s no longer a hobby. ” Convergence: Technology, CRM & Social Media.

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Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 10, 2012

Social Media’s Maturing: In-House Resources & Social Advertising. Click to start video at this point —Chris notes the importance of the maturing of social media marketing in the last year by saying, “It’s no longer a hobby. ” Convergence: Technology, CRM & Social Media.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

FEBRUARY 16, 2012

Jeff Molander is a professional speaker, author of Off the Hook Marketing: How to Make Social Media Sell for You and adjunct faculty at Loyola University Business School. Why is it so difficult to generate actual leads and sales using social media in the B2B world? These Brands are Making Social Media Sell.

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Customer Satisfaction Sample Youtube Social Media 120

ViewPoint

MARCH 2, 2011

Today's guest blogger, Jeff Molander, is adjunct professor of digital marketing at Loyola University business school, a content marketing speaker and author of the forthcoming book, Off the Hook Marketing: How to make social media sell. Follow customers into social spaces. This is how to generate customer inquiries using social media.

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Sales Management Social Media Work Management Process 120

ViewPoint

JULY 19, 2012

Brian is Executive Director of Revenue Optimization at MECLABS where he leads business units that include Applied Research, Strategy Group, Conversion Group, Leads Group, Agency Group, Technology Group and Training Group. Brian is also CEO of InTouch and author of Lead Generation for the Complex Sale.

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Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

APRIL 25, 2011

I recently had the opportunity to interview Ardath Albee about the importance of lead nurturing and I think you’ll be interested to read some of the valuable feedback she provided. PC: Ardath, you’ve written a lot about the importance of using lead nurturing to engage leads across the entirety of the buying process.

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Lead Gen Emarketing Lead Scoring Lead Ranking 120

ViewPoint

OCTOBER 27, 2011

I recently read Paul Gillin and Eric Schwartzman’s book: “Social Marketing to the Business Customer” I liked the book (so much so that I wrote an Amazon recommendation) for a number of reasons. “Social media isn’t a task to be delegated to the marketing department.” Social marketing is pull.

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Social Marketing Amazon Business Social Media 120

ViewPoint

OCTOBER 24, 2017

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.”. What is More Social than the Phone?

Cold Calling 470

Cold Calling B2B Marketing PointClear B2B 470

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.

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Work Management Marketing Management Wiki ROI 120

ViewPoint

DECEMBER 16, 2016

On average, inbound leads drive smaller deals with lower level decision makers. So while average performing reps are running full speed ahead toward inbound leads, HIGH performing reps on the other hand actually told us that they progressively disqualify (and even de-prioritize) inbound leads.

Account Based Marketing 120

Account Based Marketing Inbound Marketing B2B Sales Tips 120

ViewPoint

MAY 14, 2013

At SAP, Michael’s challenge is to transform social business and content marketing to reduce cost-per-acquisition of new customers. It’s that personal one-to-one connection that ultimately leads to sales. Social Selling & Personal Branding. 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

APRIL 19, 2017

He is a trust builder focused on leading transformational conversations, those that create and sustain relationships of value. Over the past six years, I have developed a fierce social media presence rooted in generating sales, and have created an online instructional course on the topic of social selling. Be relevant.”.

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Conference PointClear Cold Calling Work Management 149

ViewPoint

OCTOBER 31, 2013

For this ‘best of’ edition we revisit the hot topics—social media, mobile marketing, sales lead follow up. Lori agreed that if marketing does have a process and they feel they’ve qualified a lead through that process, but sales doesn’t follow up, then yes, someone else should look at it and see what the issue is.

Lead Scoring 120

Lead Scoring Lead Ranking Cross-Selling Best Practices 120

ViewPoint

APRIL 4, 2013

Always Be Closing: 3 Tips for Digital Lead Gen Optimization. Roland Nadeau of Integrate B2B advises that B2B sales organizations stay in a closing state of mind with three tips: Buy the right leads, leverage channels and budgets effectively, and optimize offer types to maximize engagement.

Cold Calling 120

Cold Calling B2B Sales PointClear Work Management 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. They’re on social media so that you don’t always have to be.

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Ideal Customer Profiles Cold Calling Fulfillment Linkedin 120

ViewPoint

APRIL 18, 2012

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. Social media has to be considered, too, in the context of the buyer’s journey. ” The Role of Social Media. The Impact of Mobile.

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Trends Practices Marketing Automation Services Work Management 120

ViewPoint

OCTOBER 30, 2012

Jeff is the authority on making social media sell, adjunct faculty at Loyola University business school, author of, Off The Hook Marketing: How to Make Social Media Sell for You and a social sales training speaker. I’ve been using LinkedIn and blogging to generate B2B leads and sales very effectively lately.

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Planning Marketing Plans Top of Funnel Content Marketing 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

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. Lead generation. Outsourcing lead generation. Inside sales.

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Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

SEPTEMBER 28, 2018

Today’s mobile listeners want business entertainment and training without the pitch of so many social media outlets. About the author: James Obermayer is the founder of the Sales Lead Management Association and the publisher of the Funnel Media Group which produces programming for the Funnel Radio Channel.

Multi-Channel 159

Multi-Channel B2B Thought Leadership Top of Funnel Thought Leadership 159

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.

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Sales Qualified Leads High Quality Lead Consulting Video Marketing 120

ViewPoint

JUNE 24, 2016

PMI), an industry-leading sales best practices consulting firm, and Dave is the founder of the independent advisory firm ES Research Group, Inc. ESR), author of How Winners Sell, and a prominent social media force—we made a conscious effort to stay in touch. When Dave closed the doors of ESR, Steve saw an opportunity and seized it.

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RFP B2B Sales Work Management Cross-Selling 159

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.

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CMO Planning Storytelling Ad Building 168

ViewPoint

JUNE 8, 2012

Social Megaphones, Trustability and Great Customer Experiences. Use Customer Voices to Prioritize Social, Mobile & Automation Investments. Taking the time to learn about customers by listening in on their social interactions and understand their web behaviors will help determine where to invest.

Marketing Automation Services 120

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

ViewPoint

JUNE 10, 2016

The two organizations don’t understand each other, and often point fingers: Sales says marketing delivers bad leads; and marketing says sales doesn’t follow up. Define a lead. Brian Carroll, chief evangelist at MECLABS and Marketing Sherpa agrees : “Still, most of the companies I meet with do not have a Universal Lead Definition (ULD).

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Sales Qualified Leads Planning Peer-to-peer Work Management 120

ViewPoint

AUGUST 15, 2013

The Rise of Social Selling. 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. Via The Center for Sales Strategy. Via Forbes.

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B2B Sales Buyer Need PointClear B2B 120

ViewPoint

APRIL 10, 2013

Rules to lead: ask employees, involve everyone, chart progress, reward good/confront bad, fire people, mood is everything @ jeffreyhayzlett. — Social selling is about response. s20c Social selling requires understanding time, trust, credibility and minimizing risk. — Dan McDade (@dandade) April 9, 2013. Day two Sales 2.0

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ViewPoint

APRIL 9, 2013

Matt Heinz #s20c Matt''s social tips: "deliver it", "Contactually", "Tweetadder"- our prospects are telling us what interests them. — Abundance of information leads to a paucity of insight. Social, mobile, cloud and big data are the trends that matter #w20c. — Dan McDade (@dandade) April 8, 2013. Translate insight into value.

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