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. Jamie Turner, The 60 Second Marketer, Are We Returning to the Days of "One-to-Many" Marketing?

Lead Scoring 120

Lead Scoring Lead Ranking Cross-Selling Best Practices 120

ViewPoint

DECEMBER 20, 2011

Marketing automation. B2B marketing and sales strategies and tactics. Return on marketing and sales investment. Social media strategies and ROI. Paul Gillin , social media strategist, speaker, and co-author of Social Marketing to the Business Customer Five Ways B2B Marketers Can Get the Most from Facebook.

Blogger 120

Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

JULY 14, 2015

We generate high quality leads, align sales and marketing, and drive revenue. We believe marketing automation has a place in the world, but we are aware that if it’s not properly utilized, it very quickly creates a whole lot of nothing. Allow sales to give qualitative feedback to marketing. Why did we ask?

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

ViewPoint

JUNE 8, 2012

Today’s PowerViews guest is Ginger Conlon, Editorial Director of 1to1 Media. Use Customer Voices to Prioritize Social, Mobile & Automation Investments. Social media —Understand how often your customers are on social, how they use it and where they use it. 1to1 Media Website: www.1to1media.com.

Marketing Automation Services 120

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

ViewPoint

JUNE 28, 2012

Traditional marketing activity—like marketing collecting and turning over trade show business cards to sales—is gone, and organizations are forced to change their processes and integrate marketing automation tools to deal with the data issue. Evaluation and deployment of marketing automation.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

ViewPoint

APRIL 18, 2012

He adds that this is part of a larger, content-driven marketing trend that includes rich media. 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. Along with this trend, media integration is becoming more prominent.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

APRIL 6, 2017

As such, outbound has been replaced by email marketing and marketing automation programs that SPAM CANNON emails to the masses such as the following (I received this one yesterday): I run business development for XYZ, Inc. - Your list/database is 60% of the reason why programs succeed (the other 40% is the message and media).

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

ViewPoint

APRIL 10, 2012

The Role of Marketing Automation & Social Media. Click to start video at this point —Asked whether marketing automation and social media should be within the realm of marketing only, Jonathan affirms their value for sales. The Fight for Marketing & Sales Alignment.

Paid Search Agency 120

Paid Search Agency Work Management Marketing Automation Services Forrester 120

ViewPoint

OCTOBER 10, 2011

A nationally recognized thought leader and innovator in revenue generation, Qaqish has over 30 years of experience helping organizations connect marketing to revenue. She is a pioneer in marketing automation—first as a beneficiary of the technology and now as an advocate and expert. But all is not lost.

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 120

ViewPoint

AUGUST 28, 2012

No Response means we completed a multi-touch, multi-media touch cycle without reaching the prospect or their reaching back out to us. Unfortunately, most companies tend to dispose of anything other than leads generated from marketing campaigns meaning that the cost to qualify companies is repeated each time a new campaign is run.

Lead Management 120

Lead Management Sales Qualified Leads B2B Sales Sales Leads 120

ViewPoint

FEBRUARY 27, 2014

We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation. In the opening paragraph she states: “Marketers sometimes see automation as a silver bullet. Marketing automation doesn’t identify your best target audiences.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Work Management Marketing Management 120

ViewPoint

JULY 26, 2018

Because the company uses a marketing automation system, George and Jane are always looking for content to fulfill the nurture needs of people who inquire about their products. Social media. Retweets are common from the guest’s marketing staff. Nurture material.

Thought Leadership 120

Thought Leadership PointClear Case Studies Budget Programs 120

ViewPoint

SEPTEMBER 11, 2012

No Response means we completed a multi-touch, multi-media touch cycle without reaching the prospect or their reaching back out to us. times MORE responsive to quality multi-touch, multi-media and multi-cycle campaigns than are their more junior counter-parts. VP level) are 2.5

Lead Generation 120

Lead Generation Sales Qualified Leads Generation PointClear 120

ViewPoint

SEPTEMBER 15, 2011

The winners are those who can put themselves in the shoes of their prospects, understand their pains or ambitions and create a compelling, interactive story using a compilation of assets and media to tell that story over the course of the marketing and sales cycle. —to round out the dialogue.

Online Lead Generation 120

Online Lead Generation Lead Generation Lead Ranking Generation 120

ViewPoint

SEPTEMBER 27, 2012

Click to start video at this point — Asked about what has or hasn’t surprised him in marketing and sales this year, Dave talks about the significant transformations that are occurring in marketing groups ITSMA works with. Marketing groups are facing a large number of challenges in areas like the following: New marketing technologies.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

JUNE 15, 2012

There have been more comments from marketing automation vendors that cold calling and other traditional ways of generating sales leads are going away. Based on SLMA Radio interviews with 120 marketing and sales leaders and other conversations, a big change is the way companies are spending more dollars on marketing and lead generation.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

DECEMBER 14, 2010

Conventional wisdom—that something called a “lead” can and should be had at consistently lower price points where it will still deliver value—is at the root of a host of sales and marketing problems and deserves a closer look.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Ranking Marketing Qualified Leads 120

ViewPoint

SEPTEMBER 19, 2011

Is it the Marketing Automation system, without which 100% follow-up would be lost? Without the Marketing Automation process, customer needs would not be profiled, follow-up would be 200-300% less and salespeople would be pursuing prospects with so little information that they appear blind to the prospects’ needs.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation CRM Automation 120

ViewPoint

AUGUST 30, 2012

Social Media: Table Stakes and the Challenges Linking to ROI. Click to start video at this point — Regarding social media, Craig says we should probably be looking at the downside of not doing it instead of looking for ROI right now, and he adds, “It’s table stakes.”. He wrote this manifesto a while back.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

JULY 19, 2012

And as marketers, we really need to look at how to have a unified conversation tying the various tactics together—from how does the conversation begin to how we progress and intensify—so that we can progress from early interest to now more of a purchase intent.” There are groups that are driving ROI from social media.

Lead Gen 120

Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

OCTOBER 11, 2012

Carlos is a recognized thought leader in B2B marketing and known for his keen insights on the development and implementation of lead management processes, as well as marketing automation. He is a frequent speaker, blogger and contributor to many B2B marketing publications. So what are you going to say when you’re found?

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

AUGUST 18, 2016

However, when you look at the process the developer of ABM, ITSMA, designed, there is nary a mention of technology: There are close to 2,000 sales and/or marketing enablement technologies on the market today and marketers as a group love them! What it would have cost to do what the client presented: $172,200.

Account Based Marketing 120

Account Based Marketing Automation ABM Paid Search Agency 120

ViewPoint

JUNE 15, 2018

Mastery of the five key elements of sales and marketing effectiveness: Market focus. Defined offer and message delivery through appropriate media. Marketing measurement. It’s not a sales-only process, and it’s not a marketing-only process. Defined Offer and Message Delivery Through Appropriate Media.

Cost 136

Cost Forecasting Work Management Marketing Automation Services 136

ViewPoint

APRIL 13, 2012

He adds this is the year connections must happen between the webinar and trade show prospects that marketing is generating and the opportunities that sales actively engages. Two reasons why marketing automation will reach a tipping point this year. Marketing: Be provocative and make social media systematic.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120

ViewPoint

JULY 21, 2011

In the most straightforward terms, the risk is that letting high-value prospects progress that far without proactive engagement—and instead relying too heavily on inbound marketing and marketing automation to find, nurture, and convert them—can result in losing deals to the competition.

Sales Management 120

Sales Management Enterprise Management Work Management Marketing Management 120

ViewPoint

JUNE 15, 2016

Marketing Automation Management. Two major departments compete on rules establishment and daily management (sales and marketing). Marketing Operations Department. Social Media Department – blog, Twitter, Facebook, LinkedIn, iTunes, YouTube and Pinterest, to name just a few. CRM Management (grading of the inquiry).

Lead Management 120

Lead Management Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

MAY 5, 2015

It’s good to think outside of marketing automation. Phone, postal letter, and social media add to the mix. Too often I see marketing automation systems set up with triggered emails that are irrelevant and downright annoying to the prospect. Personal nurturing. and a variety of message types.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Peer-to-peer 120

ViewPoint

SEPTEMBER 12, 2011

Jason Kort is one of the forces behind Marketing Automation Times , a blog dedicated to providing the latest news and information on the world of marketing automation. Jason shared with us his key takeaways from Dreamforce 2011. As Marc Benioff said, “Salesforce was born cloud but reborn social.”

Jigsaw 120

Jigsaw Marketing Automation Services Salesforce.com Bandwidth 120

ViewPoint

MAY 1, 2012

This group specializes in proactive outbound B2B lead generation and applies a proven multi-touch, multi-media strategy across a number of sales cycles. In the third and concluding post in this series, we’ll look at desired characteristics of marketing KPIs for the complex sale.

Cost per Lead 120

Cost per Lead Lead Ranking Marketing Qualified Leads Lead Generation 120

ViewPoint

FEBRUARY 2, 2012

I’d like to make a comment on the role of technology in our marketing analytics process. We have invested in or internally developed applications that address functionality related to CRM, database management, call center productivity and marketing automation. Data tracking, aggregation and measurement.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120