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. It doesn’t develop naturally; it takes work. But if marketing and sales aren’t working together, then the stories don’t connect, Ardath said.

Content 120

Content Storytelling B2B Sales Linkedin 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. Unorthodox? 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. Unorthodox? Stay Tuned.

Linkedin 120

Linkedin Twitter Video Marketing Education 120

ViewPoint

FEBRUARY 8, 2016

All CMOs need to work towards making the company sustainable from a marketing standpoint. Successful CMOs work towards short-term and long-term success simultaneously by investing in and perfecting their lead generation machine. Before we go into detail about each role, it should be noted that these roles need to work in harmony.

CMO 168

CMO Planning Storytelling Ad Building 168

ViewPoint

OCTOBER 30, 2012

I’ve been using LinkedIn and blogging to generate B2B leads and sales very effectively lately. Surprisingly, the key to success is coming from creative thinking about what I already know works, getting my target market to take action and moving them off of social media. In my case, I blogged but also used LinkedIn in a new way.

Planning 120

Planning Marketing Plans Top of Funnel Content Marketing 120

ViewPoint

MAY 9, 2013

Use tools such as Google Alerts, Social Mention and Topsy to discover your online rep, and work on building a positive online brand for your company. LinkedIn revamps contacts tool to boost relationship management. Via ClickZ.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

MAY 27, 2014

Thanks to a LinkedIn post by Howie Sholkin, former IDG communications guru, I was directed to a sprightly Mediapost essay titled, “Why content marketing probably won’t work for you.” He is a regular contributor to ViewPoint and can be reached at chris@hosfordgroup.com.

BtoB 120

BtoB Content Marketing Paid Search Agency Advertising Agencies 120

ViewPoint

MARCH 11, 2014

She works with teams to build measurable referrals and says she can convert referral prospects into clients more than 50 percent of the time. 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. And what good is that?

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. There’s a lot of gold to mine on Facebook, however, if you know your objectives and how the community works. Facebook has about as much in common with LinkedIn as a Hawaiian shirt does with a three-piece suit. Here are five tips.

Facebook 120

Facebook B2B Marketing Planning B2B 120

ViewPoint

FEBRUARY 12, 2013

You can connect with Andy on LinkedIn or via email. Not after work if hanging out socially. Let them know that this marketing thing we do works and that it takes two to make it work. I keep hearing, we all keep hearing, “Marketing doesn’t give us enough good leads.”. Casually and formally. With and without stats.

Stats 120

Stats Trade Show Webinar Metrics Demand Generation 120

ViewPoint

MARCH 22, 2018

Do not leave them to work it out for themselves, they might not bother! Focus on explaining and expressing how it works for the customer. He said: “ You have the business, I just want you to work through my sales operations guy to finalize the deal.” Dave Kurlan. Sales Performance International.

Lead Ranking 189

Lead Ranking Lead Scoring Work Management Paid Search Agency 189

ViewPoint

DECEMBER 3, 2013

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. A lead should be defined collaboratively between those working in sales and marketing, he said. Consolidation is Going to Continue.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Consulting Video Marketing 120

ViewPoint

JULY 30, 2013

Sure, this smacks of contrarianism, but Peter Bourke has proven that these iconoclastic approaches work. If I just plug in the technology, I’ll win a lot more deals — but the reality is it doesn’t work.”. A salesman does his best work before he even starts to sell? The next PowerViews will be with Koka Sexton of LinkedIn.

Word of Mouth 120

Word of Mouth Work Management Consulting Transparency 120

ViewPoint

JULY 26, 2018

Not all radio program podcasts lend themselves to being used as case studies, but Jane notices that with a little work, this program fits the basic criteria. A new white paper is also in the works. LinkedIn articles from the host about the interview are appropriate almost every time. Case studies. Nurture material. Social media.

Thought Leadership 120

Thought Leadership PointClear Case Studies Budget Programs 120

ViewPoint

MARCH 27, 2014

LinkedIn announced it is expanding its mobile advertising opportunities for B2B marketers. Voicemails work. 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. Don’t give up after one or two voicemails.

Social Media 120

Social Media Work Management Marketing Management Media 120

ViewPoint

SEPTEMBER 6, 2012

Click to start video at this point — Asked about reasons why recent research is showing fewer sales reps made quota last year than in 2006, Jill says there are a lot of factors at work. Challenges include “two separate silos with two separate ways of evaluating things, and it takes strong leadership at the top to get them to work together.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

MARCH 13, 2014

Marketers and sales people need to be working towards the same goals. But if you’re a rep who sells heavy machinery, spending a lot of time on Twitter and LinkedIn probably isn’t an effective and efficient use of your time, Dave said. 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

JULY 9, 2013

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. Just like anything there is an art and science to it and you have to find a system that works for you. Stay Tuned.'

Lead Ranking 120

Lead Ranking Lead Scoring Thought Leadership Sales Qualified Leads 120

ViewPoint

MAY 14, 2013

Another component of alignment is simply to work as a team. LinkedIn leads the way as a social marketing platform for business, offering many ways to connect. You can connect with Michael and learn more about his work via the following resources: B2B Marketing Insider Website: www.b2bmarketinginsider.com.

Cost per Acquisition 120

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

ViewPoint

AUGUST 20, 2015

Gather the revenue influencers in your company—CEO, marketing, sales, operations, IT—to gain insight into the way your internal teams work together. You can follow her on Twitter @pamhege or find her on LinkedIn. In my world, there are four distinct steps in conducting a lead-to-revenue assessment.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads MQL 120

ViewPoint

JANUARY 31, 2013

Millennials choose to spend time on tasks and projects they feel passionate about, explaining why they often take a different approach to their work schedules and to their customer outreach plans. You can connect with Josiane and learn more about her work by visiting TeleSmart's website: TeleSmart: www.tele-smart.com. Stay Tuned.

Peer-to-peer 120

Peer-to-peer Cold Calling Consulting Work Management 120

ViewPoint

OCTOBER 27, 2011

LinkedIn is a great platform to use to develop customer advisory councils. “Social media prospecting works best when experts get involved.” “Social media isn’t a task to be delegated to the marketing department.” ” As an example, engineers value conversations with other engineers.

Social Marketing 120

Social Marketing Amazon Business Social Media 120

ViewPoint

JANUARY 9, 2014

When B2B marketers use social channels like LinkedIn and Twitter to showcase thought leadership they create an opportunity to gain credibility with key decision makers and potentially take relationships with prospects and existing customers to another level. James Obermayer | Sales Lead Management Association.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

APRIL 28, 2015

Exciting when it works. When (notice I said when, not if) you go to LinkedIn for background information, look for recommendations made by your contact’s peers. This will provide insight that goes beyond their work history and education. The best known examples are Staubach to Person in 1975 and Flutie to Phelan in 1984.

Lead Ranking 120

Lead Ranking Lead Scoring Sales Qualified Leads Sales Leads 120

ViewPoint

MAY 7, 2013

You can connect with Tony Zambito and learn more about his work via the following resources: Twitter: @TonyZambito. LinkedIn: Tony Zambito. Coming Soon: www.tonyzambito.com. The next PowerViews will be with Michael Brenner of SAP. Stay Tuned.'

Buyer Personas 120

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

ViewPoint

APRIL 17, 2012

” But in a recent post on the Sales Lead Management Group on LinkedIn, Kevin McArdle, the regional sales manager for Eloqua (Chicago), advocated that sales departments should take over lead gen and he makes the following points: Sales departments are responsible for revenue. DuPont VP works on revamping brand identity.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

ViewPoint

MARCH 2, 2011

And who said you cannot use LinkedIn to generate sales leads? Might the sales process itself be 'home' to what we already know works?” Or do tactics work apart from (or compete with) each other? Because someone who sells social media buzz monitoring software says so? Research funded by an ad agency that sells banner ads?

Sales Management 120

Sales Management Social Media Work Management Process 120

ViewPoint

FEBRUARY 26, 2013

They even connect on LinkedIn and follow each other’s Twitter feeds. He holds an MBA in finance and research methods from Columbia Business School, with additional graduate work in statistics, data mining, and geographic information systems. Make them see you. In a virtual world it’s easy to lose the sense of connection.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120

ViewPoint

OCTOBER 11, 2012

The core challenge is really driving that demand process through the organization which is a holistic approach of people, process, content and technology—and having marketing and sales work in a collaborative fashion in each of those areas. That also includes common metrics and objectives.”. I can collect as much information as possible.”.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

APRIL 18, 2012

Alignment now is particularly important given the new buyer’s journey and what Aberdeen calls “the hidden sales cycle,” or the hidden influences of social media, blogs, forums, and direct peer connections that happen at a hyper scale on LinkedIn, Facebook and Twitter. One isn’t working at the service of the other.”

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

JUNE 15, 2016

It needs a leader to pull all of the competing interests and people together to work as a team. Social Media Department – blog, Twitter, Facebook, LinkedIn, iTunes, YouTube and Pinterest, to name just a few. Sales Lead Management is a complicated process. Sales lead management is a tough subject to truly get your arms around.

Lead Management 120

Lead Management Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

MAY 2, 2012

Paul believes the “big four” social media sites—Facebook, Twitter, LinkedIn and YouTube—will continue to cement their positions at the top of the social media world as they continue to grow at the expense of smaller operations. It's got to be a solid budget item". You need to treat them like that, though.

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

MAY 8, 2012

For years now, there's been a steady drum beat coming from content marketing experts who say producing engaging content on LinkedIn, Facebook, YouTube and other social media is the key to success. “Brand marketers are the ones whose work you see on TV. This is how advertising works. Produce engaging content.

Lead Ranking 120

Lead Ranking Lead Scoring Generation Leads 120

ViewPoint

AUGUST 6, 2013

work from home options and telecommuting flexibility. LinkedIn leads the way as a social marketing platform for business, offering many ways to connect. Click to start video at this point —“Ten to fifteen years ago, inside sales was viewed as a stepping stone to the field, and it still is today, as I believe it should be,” Bob says.

Peer-to-peer 120

Peer-to-peer Multi-Channel Forecasting Best Practices 120