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Dear CEO: The Era of Accountability Starts in 2017

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just love the simplicity of it; not to mention that it absolutely captures what is wrong with marketing in many if not most companies today. While marketing technology and marketing automation software are not totally to blame, they have made it easier to get more poor quality leads to sales faster than ever before. (Photo Courtesy of Kenny Madden). Dollars are squandered.

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #1: Should you leave a Voicemail?

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Should you leave a voicemail? One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”. The following is from my favorite author (“New Sales. Simplified.” and “Sales Management. And, together, they’re twice as effective as all other touches combined.”

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5 Steps to Account-based Marketing Success

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Most marketing and sales folks I talk to agree … in theory. If you fall into this category, and are looking for actionable how-tos, take a look at the account-based marketing primer just published and available now on SlideShare. To avoid a scattershot approach to marketing (the antithesis of ABM) figure out the ideal prospect/client profile. Determine which portion of your market you can reach and close most cost effectively. Zero in on prospects with the most propensity to buy to keep you from incurring marketing/sales costs that don’t deliver return.

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #4: How Much Should Leads Cost?

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Here are a few examples that will help you understand your cost per lead: Example #1 We once worked with the marketing director at a division of one of the world’s largest software companies. From one vendor alone they bought 6,000 leads. I was having breakfast the SVP of sales one day and he told me that they received no leads from marketing. Marketing & Sales Alignment

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The B2B Marketer's Field Guide To Customer Engagement

Leverage customer engagement and advocacy to drive brand, demand and profitable growth

7 Truths About Sales and Marketing (That CEOs Need to Know - Part 1)

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Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series. It’s essential to be able to inform the sales team about: our reason for existence, the direction of the company and why it’s the correct course, what we sell and why we sell it, which markets to pursue, the competitive landscape and the pricing model.”.

To Manage Sales You Must Manage Sales Leads

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Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function. With marketing automation it is a growing part of the job. It wastes 75-90% of the marketing budget, contributes to sales territory turnover, and makes pipeline management an oxymoron.

The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click

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Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. 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.

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Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]

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There’s no doubt that Account-Based Marketing is on the up-and-up. What are sales and marketing leaders saying about it? 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? Account Based Marketing (ABM) is not a new concept or idea.

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. Marketers need to take the. content.

Are You Building a Company or Just Laying “Marketing Brick”?

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Are you laying marketing brick at $30-60 bucks an hour or building a business you can be proud of? Early in my marketing career I was just laying marketing brick for a basic wage. built market share and got an increasing piece of the sales reps’ time. At the time I didn’t care very much that other marketers “didn’t see the light,” but I care very much now.

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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #6: Nurturing Triples Marketing’s Return

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Lead nurturing triples marketing's ROI, but only if done properly. propose that nurturing is the most underutilized marketing activity at a marketer’s disposal. A new era of accountability starts in 2017 and nurturing (additional contact using multiple touches and multiple media—including phone, voicemail and email—across multiple cycles) is well worth the time and modest increase in expense. Marketing Pipeline. Nurturing programs increase the overall program leads rate significantly: Standard B2B lead-generation programs produce an average 5% lead rate. No Response.

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Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]

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According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. Account-Based Marketing (ABM) is hot right now, and the responses I received were excellent. ABM aligns marketing and sales. Account-Based Marketing

Top B2B Marketing Blogs: Key Ingredients

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What makes up the perfect B2B marketing blog? First let’s establish that there are marketing blogs—and then there are B2B marketing blogs. Now that I’ve got you salivating, let’s begin our tasting menu of B2B marketing inspiration. B2B Marketing Guest Blogs Why make the distinction? Consider the all American apple pie.

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4 Things a CMO Should Do to Build Their Marketing Dream Team (Part One)

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pitched him the question, “What makes a dream marketing team and how should a CMO build one?” 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. B2B Marketing Sales & Marketing ManagementMatt Heinz.

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. Marketers need to take the. content.

PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]

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Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. A key to this trend is lead scoring. One of the funniest but also most illustrative responses came from The Bridge Groups’ Trish Bertuzzi who nailed it when she said: Companies are still thinking marketing automation (MA) is the silver bullet. The No Marketing Strategy Approach. Part 1.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]

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I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. 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? It's a marketing strategy dictated by the sales go-to-market model.

7 Steps to Gain the Market Share You Deserve (& Sometimes Don't!)

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Similar to De Tocqueville’s famous comment, “People get the government they deserve,” I think companies get the market share they deserve based on their ability to market. We can agree that without marketing (the ability to create demand and sell) no company succeeds, and yet so many companies fail to succeed as marketers.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]

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As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter. 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? Well, it’s neither.

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. Marketers need to take the. content.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 3]

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I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies. This is the question I posed: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months.

Is Your Lead Generation Strategy Broken?

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A broken lead generation strategy could mean trouble for your sales and marketing team, but not just because of the fundamental misalignment between the two departments. Have marketing and sales decided on a shared definition for a qualified sales lead? Do your marketing and sales teams trust each other? Lead Generation Marketing StrategyAccountability.

The Quest for Good Leads: Are You Asking the Right Questions?

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That said, for several years the elephant in the room has been inbound marketing and inbound marketing lead rates. Many of today’s inbound pundits suffer from an over-reliance on inbound marketing (what I like to call “ inbounditis ”). They would have you believe that outbound marketing is equal to interruption marketing and is not productive. I beg to differ.

What Percentage of Marketing Leads Should Be Accepted by Sales?

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The biggest disconnect between marketing and sales is the hand-off of marketing qualified leads (MQL’s) to sales and the acceptance of those leads (SAL’s) by sales. My solution to this is having a lead definition agreed upon by marketing and sales, and the establishment of a judicial branch to evaluate leads that are not accepted and passed back to marketing or dead in the funnel. When marketing, teleservices, and sales are aligned on lead definition, the SAL rate should be at or above 85 percent. B2B Marketing B2B Sales Sales Leads

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The Rise of the Customer Marketer

Explore the changes taking place in customer marketing from the perspective of customer marketers themselves

4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!

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Throughout the presentation, he debunks the argument of inbound marketing “experts” and social selling gurus who preach that outbound is out, and inbound is … well, in. For one thing, inbound marketing alone can never generate enough leads to work and fill a pipeline. Prospect Development Outbound Marketing Simplified.: Part 2: Tip #2 Commit to It. He is spot on. Simplified.:

Seven Ideas to Increase Sales (Reading time: Five minutes or Less)

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Are you leaving out a null sample of prospects that do not go through marketing automation to understand what you are not scoring that you should be; OR, what you are scoring that you shouldn’t be. Account profiling: Give sales a leg up by profiling target companies as the first step in utilizing Account Based Marketing processes. There isn't a senior executive at any company across the globe that doesn't want more sales. The trouble is, not every company truly understands what it takes to generate that additional revenue. Download our relational segmentation article here.

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Digital Relevance: Developing Marketing Content and Strategies that Drive Results

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Ardath Albee’s new book Digital Relevance: Developing Market ing Content and Strategies that Drive Results was published by Palgrave Macmillan (January 6, 2015). I was privileged to review an advanced copy this past October and absolutely loved it. Developing Marketing Content. Marketing Strategy Content Marketing Strategies that Drive Results. What Buyers Want.

Time to Stop Making Sales & Marketing Excuses in 2015

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From my perspective, having interviewed hundreds of managers on SLMA Radio, and managed 20+ sales and marketing teams (interim management) through the years, it’s the excuses that drag down organizations. Lead Generation Sales & Marketing Management “If only I had a qualified lead!”. “I get too many leads!”. “I don’t get enough leads!”.

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A Blueprint for Content Marketing Success

84% of marketers plan to increase their content marketing spend over the next 5 years but less than half have any real confidence such content investments are paying off, based on a recent CEB survey

Does Your Sales Team Know How to Follow-Up on a Lead?

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Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. First and foremost, the acceptance process allows marketing to confirm that sales or partners are acting on all delivered leads.

B2B Mobile Marketing: 15 Ideas You Can Use Today.

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Are you interested in learning more about B2B mobile marketing? If you’re like many people, you can think of a lot of ways B2C companies use mobile marketing. But if you work in the B2B world, then you might be stuck trying to come up with B2B mobile marketing ideas. B2B Marketing Mobile Marketing

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Your Marketing Team Isn't As Good As They Think - Just Ask Sales

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How often do we think we are good enough, or better than our competitors, and yet our market share isn’t growing, or the competitors are gaining on us? Lead Generation Marketing Strategy Lead Qualification “If we''re going to win the pennant, we''ve got to start thinking we''re not as good as we think we are.” Casey Stengel*. Yes, it was one of Casey Stengel’s best thoughts.

PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]

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Because it has become clear that marketing automation is making it easier than ever to generate poor quality leads. recently read a quote by Jon Miller (Marketo founder and now the founder of the new company to watch called Engagio): "Demand generation [via marketing automation] is a highly efficient model for certain kinds (emphasis added) of businesses." Why did we ask? Part 1.

Six Key Steps to Successful Marketing Automation Adoption

Selecting a Marketing Automation platform can be a daunting task. With so many options out there, your success with Marketing Automation depends on selecting the platform that best fits your needs

Marketing Automation is Not Marketing Strategy

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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. Marketers sometimes see automation as a silver bullet. Stevens.

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)

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It's a critical component in the sales and marketing process; yet, most companies aren't implementing it effectively—that is, if they are at all. Brian Carroll , Executive Director, Revenue Optimization at MECLABS shared some very compelling statistics in his response: There are three types of lead nurturing programs that every marketer should take full advantage of: 1. The impact?

When Bad Things Happen to Good Leads - Part 1

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Most of it will be about using marketing automation to nurture leads. In and of itself, marketing automation is not a bad thing. There will be a ton of ink (and cyber ink) dedicated to lead nurturing this year. More accurately, it’s a good thing being used badly by most companies. But that’s not what this blog is about. Lead Nurturing

Three “Lies” That Plague B2B Businesses Today (Part Three of Three)

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Marketing and sales are aligned. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Matt Heinz, Heinz Marketing , President. Today we will take on the third and final of the three lies, that marketing and sales are aligned. What it seems marketing and sales are doing is better defining the silo boundaries. In fact, alignment misdirects us, we should be looking at marketing sales integration. Matt Heinz: “Some sales & marketing teams talk about being aligned, but in practice they are not. link].

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A Content Formula for Complex B2B Organizations

Content Marketing is essential for anyone who wants continued success and growth