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. LinkedIn is more buttoned up.

Lead Scoring 120

Lead Scoring Lead Ranking Cross-Selling Best Practices 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. 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

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.

Content 120

Content Storytelling B2B Sales Linkedin 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. 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

MARCH 13, 2014

Nick Stein, Vision Critical, Youth Meets Experience in Sales Force. Click to start video at this point —The young people entering the sales force are changing the dynamic between managers and their reps. Not so long ago, managers and their sales team were in one centralized location. That has pros and cons, Nick said.

Lead Ranking 120

Lead Ranking Social Marketing Paid Search Agency 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

Conference 120

Conference Paid Search Agency Rules Lead Scoring 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 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. 3) Execution.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

JANUARY 9, 2014

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. Their fear that you’ll turn on the hard sale based on that form is one reason they lie. If a great conversion rate is 30% of leads to sales qualified leads than 7 out of 10 failed to pass through. Voicemails are a waste of time.

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Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 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.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 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.

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Peer-to-peer Cold Calling Consulting Work Management 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?

Lead Scoring 120

Lead Scoring Lead Ranking Thought Leadership Sales Qualified Leads 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.

Top of Funnel 120

Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 120

ViewPoint

FEBRUARY 26, 2013

The kind of trusting relationship necessary to close big-ticket IT solutions sales, the kinds that ITSMA’s members seek, require a deeper connection. They even connect on LinkedIn and follow each other’s Twitter feeds. They value consistency—one rule for all—over flexibility. That’s not the case in much of the world. How to do this?

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120

ViewPoint

NOVEMBER 8, 2017

The contact’s LinkedIn profile (do you share mutual connections, have we worked with a previous employer of the prospect, does the prospect write, tweet or otherwise use social media for any common areas of interest?). Lead nurture programs done well triples your B2B sales lead generation marketing ROI.

Lead Generation 378

Lead Generation Work Management Sales Qualified Leads Marketing Management 378

ViewPoint

JUNE 28, 2016

I posted a question on LinkedIn's Sales and Marketing VP's Group and the results have been fascinating. First, here is the question as posted: "What is the minimum acceptable close rate for leads provided to sales in a complex selling situation (long sales cycle and multiple decision-makers)?".

Sales Qualified Leads 159

Sales Qualified Leads Lead Scoring Lead Ranking Leads 159

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? ” Why is managing your reputation and developing enthusiasts more important than generating sales?

Sales Management 120

Sales Management Social Media Work Management Process 120

ViewPoint

AUGUST 14, 2013

Click to start video at this point —Koka told me that when he first signed up for LinkedIn, social selling didn’t even have a name. For salespeople in particular, LinkedIn allows you to differentiate yourself—not by what’s listed on your resume, but by the people you’re connected to. LinkedIn is more buttoned up.

Social Media 120

Social Media Media Cross-Selling Salesforce.com 120

ViewPoint

OCTOBER 24, 2013

A lot of people don’t know how to use LinkedIn. In a business-to-business world, the main connectors are on LinkedIn, but many people are underutilizing this social media platform, says my latest guest on PowerViews, Jill Rowley, aka the Eloqueen. She spent six years in management consulting and 52 quarters in software sales.

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Eloqua Social Networks Linkedin Marketing Management 120

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.

Cold Calling 120

Cold Calling Ideal Customer Profiles Cross-Selling Rules 120

ViewPoint

OCTOBER 29, 2013

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. Click to start video at this point — It’s easy to imagine that Twitter and LinkedIn are the best places to sell yourself, but you should offer to serve others first, Kyle says.

Ideal Customer Profiles 120

Ideal Customer Profiles Cold Calling Fulfillment Linkedin 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.

Planning 120

Planning Marketing Plans Top of Funnel Content Marketing 120

ViewPoint

AUGUST 18, 2015

In today’s B2B companies, marketing and sales alignment is critical to success. Unfortunately, few B2B organizations focus on creating, implementing and executing a defined marketing and sales process. Think about all you’ve done in 2015 to improve sales and grow revenue: Launched a new website. Did you hit your sales goals?

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Leads 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

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. This, of course, shortens the sales process and helps you stand out from the competition. There is no such thing as “warm calling,” says my latest guest on PowerViews, Joanne Black. Referrals cost nothing.

Cold Calling 120

Cold Calling Click Rate Differentiation Outreach 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.

PointClear 120

PointClear B2B Marketing CMO Marketing Management 120

ViewPoint

AUGUST 20, 2015

I challenged marketing and sales leadership involved in 2016 planning to pause and consider conducting the assessment before making any decisions for next year. Marketing and sales technology: Are our systems integrated and improving the efficiency and effectiveness of our lead-to-revenue process? Step 1 – Revenue Influencer Feedback.

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 120

ViewPoint

MARCH 22, 2018

I spend a lot of time on the phone talking to prospects about the value of informed conversation; the value of an automated cadence with built-in analytics capabilities; and the value of agile lead management processes that let marketing apply learnings to do an even better job of providing the leads sales needs. Our people do as well.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

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.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

MAY 27, 2014

He is former East Coast Bureau Chief of Crain''s "BtoB" magazine, and former editor-in-chief of Nielsen''s "Sales & Marketing Management" magazine. He is a regular contributor to ViewPoint and can be reached at chris@hosfordgroup.com. ” Authored by Tom Goodwin, founder of the U.K.

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BtoB Content Marketing Advertising Agencies Paid Search Agency 120

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. Consolidation is Going to Continue.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Consulting Video Marketing 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. In a recent interview, I sat down with Matt Heinz to pick his brain. Matt broke down the dream team into a few major components.

CMO 168

CMO Planning Storytelling Ad Building 168

ViewPoint

MARCH 27, 2014

LinkedIn announced it is expanding its mobile advertising opportunities for B2B marketers. Half of all B2B emails are now opened on a mobile device, up from 46% last quarter (according to Yesmail in an article published in FierceCMO). More information and links in the blog. Voicemails work. Don’t give up after one or two voicemails.

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? Turning friends, followers and content into sales, leads and subscribers means solving customers' problems in ways that nurtures demand for larger solutions. Ask yourself: are you giving customers a reason to talk to you on LinkedIn?

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Customer Satisfaction Sample Youtube Social Media 120

ViewPoint

MARCH 6, 2014

LinkedIn was rated eighth out of 13 channels and YouTube was 10th, followed by Google+, and Twitter. B-to-b marketers have had issues with Facebook for a while, but what accounts for the poor evaluation of LinkedIn, a perennial b-to-b darling? 1 in providing the greatest business value to companies. And YouTube in 10th place?

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Paid Content Social Media Customer Surveys Paid Search Agency 120

ViewPoint

JANUARY 24, 2012

And that person has a name, a face and probably a LinkedIn account. Who wins if you connect with a prospect in a noticeable, meaningful way using social channels like LinkedIn or Facebook before they do? We pitch them to Gloria or Bob. B2B marketers don't target Monolithic Company X or Big Conglomerate Y. But people do. And people are.

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P2P B2B Youtube Social Media 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. By Dan McDade.'

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Word of Mouth Work Management Consulting Transparency 120