ViewPoint

OCTOBER 31, 2013

I continue to enjoy the insightful discussions I have with sales and marketing experts in our PowerViews series. For this ‘best of’ edition we revisit the hot topics—social media, mobile marketing, sales lead follow up. Koka Sexton, LinkedIn, People Still Buy from People, Regardless of Technology.

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Lead Scoring Lead Ranking Cross-Selling Best Practices 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.

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Ideal Customer Profiles Cold Calling Fulfillment Linkedin 120

ViewPoint

MARCH 22, 2018

I practice it every day in my role as lead salesperson for the company. (We The challenge is that lead generators with happy ears don’t ask the questions that might effectively disqualify an account. A so-called lead with a company that will never buy is going to end up being a waste of a field sales rep’s time.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

ViewPoint

APRIL 3, 2014

Relationships rule in sales. But while technology has forever altered our sales processes, it won’t save our sales careers. 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. That’s our job.

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Cold Calling Ideal Customer Profiles Cross-Selling Rules 120

ViewPoint

AUGUST 18, 2015

In today’s B2B companies, marketing and sales alignment is critical to success. 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. Increased the size of the sales team.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Leads 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

DECEMBER 10, 2013

Field sales is flat while inside sales is up 20 percent in the last few years. Knowing the new science of sales is what will help a salesperson to consistently meet expectations, says my latest guest on PowerViews, Chad Burmeister, vice president of corporate sales at ConnectandSell. Sales is Getting Scientific.

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Buzz Lead Ranking Linkedin Video Marketing 120

ViewPoint

SEPTEMBER 17, 2013

Time is vitally important to the success of a salesperson—time to research prospects, time to hone the sales pitch, and time to communicate with potential clients. Chris, who previously worked for Green Leads LLC, AG Salesworks, and MEDITECH, talks about the challenges of generating leads in his niche business.

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Linkedin Twitter Video Marketing Education 120

ViewPoint

SEPTEMBER 17, 2013

Time is vitally important to the success of a salesperson—time to research prospects, time to hone the sales pitch, and time to communicate with potential clients. Chris, who previously worked for Green Leads LLC, AG Salesworks, and MEDITECH, talks about the challenges of generating leads in his niche business.

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Linkedin Twitter Video Marketing Education 120

ViewPoint

APRIL 10, 2013

Day two of Sales 2.0 Rules to lead: ask employees, involve everyone, chart progress, reward good/confront bad, fire people, mood is everything @ jeffreyhayzlett. — Day two Sales 2.0 s20c LinkedStrategies: LinkedIn is not all about PR. Upcoming 2013 Sales 2.0 Here are a few tweet highlights.

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Conference Features PR Linkedin 120

ViewPoint

JANUARY 16, 2018

I turn problems into challenges, and it's a fascinating exercise to do, but if your body perceives something as a problem, for example, being in sales and your boss comes to you and says, 'Jill, you're having a terrible month. Jill Konrath is a frequent speaker at sales conferences and kick-off meetings. Hear the full interview here.

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Wikipedia Acquisitions Marketing Management Conference 120

ViewPoint

AUGUST 20, 2015

In part one , I provided insight into the why and what of a lead-to-revenue assessment. I challenged marketing and sales leadership involved in 2016 planning to pause and consider conducting the assessment before making any decisions for next year. In my world, there are four distinct steps in conducting a lead-to-revenue assessment.

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Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 120

ViewPoint

APRIL 12, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. 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.

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PointClear B2B Marketing CMO Marketing Management 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. Ardath, who has more than 28 years of marketing and sales experience, discussed how important writing and storytelling has been to her success.

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Content Storytelling B2B Sales Linkedin 120

ViewPoint

MARCH 11, 2014

Cold calling has long been a staple of sales, but knowing just a little bit about a prospect is actually not much better. 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. Referrals cost nothing.

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ViewPoint

DECEMBER 3, 2013

which assists sales trainers in selecting the appropriate providers. Dave, a former sales rep, sales manager, VP of sales, competitive sales strategist, consultant, and sales trainer, has worked in 26 countries—with companies from the Fortune 10 to start-ups. How to Define a Lead.

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Sales Qualified Leads High Quality Lead Consulting Video Marketing 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.

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Social Media Work Management Marketing Management Media 120

ViewPoint

MAY 9, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. 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. Via ClickZ. Via ComputerWorld.

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PointClear B2B Marketing BtoB B2B 120

ViewPoint

FEBRUARY 12, 2013

Andy Gray is a senior marketing professional with proven expertise in directing, centralizing, and strengthening how customers are acquired and retained as well as how companies are positioned through marketing strategies, demand generation, sales support and enablement programs, market research and product development. So what’s to be done?

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Stats Trade Show Webinar Metrics Demand Generation 120

ViewPoint

AUGUST 15, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Via Sales & Marketing Management. Like great teachers, sales leaders should do the same.

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B2B Sales Buyer Need PointClear B2B 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.

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CMO Planning Storytelling Ad Building 168

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. This is How They're Doing It. What's their secret? Take Action.

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Customer Satisfaction Sample Youtube Social Media 120

ViewPoint

MAY 14, 2013

Michael is also the author of B2BMarketingInsider.com , where he discusses content marketing, demand generation, mobile strategy, and sales alignment to name a few. Sales is Still Important. It’s the aim of marketing to assist salespeople and the aim of sales is to enable buyers to buy.

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

ViewPoint

MAY 8, 2013

Andy Gray is a senior marketing professional with proven expertise in directing, centralizing, and strengthening how customers are acquired and retained as well as how companies are positioned through marketing strategies, demand generation, sales support and enablement programs, market research and product development. Should we go further?

Cost per Lead 120

Cost per Lead Budget Programs Paid Search Agency Stats 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. Sales and marketing operate on different frequencies. Sales isn’t into sharing data. Marketing’s plate is full.

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Lead Generation Sales Qualified Leads Generation Leads 120

ViewPoint

MAY 7, 2013

In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. This innovation helps leading companies gain better understanding of their buyers, leading to improved lead generation and revenue performance. Study Lead Behavior.

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

ViewPoint

JULY 9, 2013

Joining me today is Lori Richardson, Founder and CEO of Score More Sales. Lori is a thought leader on the sales growth front and works with technology brands worldwide. She has worked with known companies such as Apple, IBM, and Siemens and has become a well-known sales leader. Are You Tenacious About Sales Follow Up?

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Lead Scoring Lead Ranking Thought Leadership Sales Qualified Leads 120

ViewPoint

APRIL 16, 2013

The Sales 2.0 Attendees were promised they would learn: how to create a sales process ruled by metrics and measurement. 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…). For me, as an attendee and sponsor, Sales 2.0

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Conference Paid Search Agency Rules Lead Scoring 120

ViewPoint

JULY 30, 2013

Peter, senior principal and vice president at The Complex Sale, a premier sales and methodology company, spoke with me about the wild success of his outside-the-box thinking. As I often say, “Technology has allowed marketers to get more poor quality leads — faster — to sales than ever before.”. Stay Tuned.

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Word of Mouth Work Management Consulting Transparency 120

ViewPoint

SEPTEMBER 6, 2012

Jill is an internationally recognized expert who is known for her fresh sales strategies and game changing approaches. She is also a frequent speaker at annual sales meetings, kick-off events, and professional conferences. 2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. Don’t come in here. Absolutely.

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Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

JULY 26, 2018

While the customer did not state anything about a lack of sales before the services were implemented, he did state that sales increased 15% within six months of the installation. LinkedIn articles from the host about the interview are appropriate almost every time. Jane will take the percentage statement as a win. Social media.

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Thought Leadership PointClear Case Studies Budget Programs 120

ViewPoint

JANUARY 31, 2013

TeleSmart is a leader in providing inside sales coaching and consulting to Fortune 1000 companies. As publisher of TeleSmart’s “Trend Report,” Josiane has spent most of the last decade tracking the biggest challenges that sales leaders face each year. The Inside Sales Superhero to the Rescue. Survival of the Fittest Sales Reps.

Peer-to-peer 120

Peer-to-peer Cold Calling Consulting Work Management 120

ViewPoint

JANUARY 11, 2011

Comment on The Bridge Group's ten predictions for inside sales in 2011. No longer will the Inside Sales Rep be a “jack of all trades” Roles will be clearly defined and measured based on specific desired outcomes. Data will become an integral component for predicting the likelihood of Inside Sales success.

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Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 120

ViewPoint

APRIL 30, 2013

In his experience sales and marketing typically leads the economy. Traditionally, sales and marketing budgets drop before the economic markets because the C-level executives see what''s on the horizon. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation.

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Mobile Marketing Lead Scoring Lead Ranking Marketing Leads 120

ViewPoint

MARCH 2, 2011

But incomplete without a means to capture demand and convert it to sales. But doing these things won’t help your business generate leads and convert sales using social media. But when does "engage" connect to sales? And who said you cannot use LinkedIn to generate sales leads? It's a smart idea.

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Sales Management Social Media Work Management Process 120

ViewPoint

FEBRUARY 26, 2013

Your leads may be perfect. The kind of trusting relationship necessary to close big-ticket IT solutions sales, the kinds that ITSMA’s members seek, require a deeper connection. Unfortunately, leads from other cultures probably won’t close as quickly as those in the same country. Cross-cultural leads are harder to close.

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Enterprise Management Thought Leadership Cross-Selling Work Management 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.”

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