ViewPoint

AUGUST 14, 2013

Then go on Twitter and post a link to your review, which will likely get picked up by that book’s publishing house. That’s quickly changing, says my latest guest on PowerViews, Koka Sexton, LinkedIn’s senior manager of social marketing. Twitter is more of a running conversation, where people relax and divulge more personal information.

Social Media 120

Social Media Media Cross-Selling Salesforce.com 120

ViewPoint

OCTOBER 29, 2013

If you write a column that purports to contain the Rosetta Stone of 21 st century marketing, you can’t just sit back and wait for the traffic to flow into your site. 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

SEPTEMBER 27, 2012

My guest today is Dave Munn who has been President and CEO of ITSMA since 2000, having led ITSMA's global expansion to become the leading B2B marketing association for technology, professional services, and telecom companies. 2012 Trending: Significant Transformation for Marketing Groups. New marketing channels.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

OCTOBER 24, 2013

Rowley, who oversees social selling enablement for 23,000 sales professionals at Oracle, earned her marketing handle during her previous decade at Eloqua. Using social networks to listen and engage with buyers, then surrounding yourself with the influencers and experts that your buyers trust on LinkedIn and Twitter. Stay Tuned.

Eloqua 120

Eloqua Social Networks Linkedin Marketing Management 120

ViewPoint

JANUARY 24, 2012

He is also co-author of the book No Bullshit Social Media: The All-Business, No-Hype Guide To Social Media Marketing , available on Amazon and in bookstores everywhere. Marketing to the business consumer takes a special pedigree. Then consider the world of social media with its Twitter accounts, Facebook pages and YouTube videos.

P2P 120

P2P B2B Youtube Social Media 120

ViewPoint

MARCH 27, 2014

Co-hosts Paul and Allan tee up the show by discussing several hot news items relevant to the B2B market - Here’s what they noshed on, on Episode #5: According to the latest CMO Survey, 85% of CMOs either have not shown any impact from social media spending or have only a qualitative sense of its effectiveness. Voicemails work.

Social Media 120

Social Media Work Management Marketing Management Media 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

JUNE 28, 2012

As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations. My PowerViews guest today is Rich Vancil, IDC Group Vice President for Executive Strategies.

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Marketing Automation Services Planning Allocation CMO 120

ViewPoint

MARCH 22, 2011

You'll probably tell your friends, post on Facebook or Twitter and in general try to get even like Dave Carroll in United Breaks Guitars. How does it relate to B2B marketing? And I was treated accordingly, no doubt thanks to some nifty lead scoring algorithms that have become de rigueur for B2B marketers.

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

MARCH 2, 2011

Today's guest blogger, Jeff Molander, is adjunct professor of digital marketing at Loyola University business school, a content marketing speaker and author of the forthcoming book, Off the Hook Marketing: How to make social media sell. Blogging, engaging, listening to customers on Facebook or Twitter. He blogs at [link].

Sales Management 120

Sales Management Social Media Work Management Process 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. Unfortunately, few B2B organizations focus on creating, implementing and executing a defined marketing and sales process.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Leads 120

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. Twitter is more of a running conversation, where people relax and divulge more personal information.

Lead Scoring 120

Lead Scoring Lead Ranking Cross-Selling Best Practices 120

ViewPoint

JULY 12, 2012

Click to start video at this point — Asked about what is happening or not happening in marketing and sales that is surprising this year, Ann references research that MarketingProfs did with the Content Marketing Institute last year. Marketing and Sales Alignment: Content Development Helps Close the Gap.

Marketing & Strategy 120

Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 120

ViewPoint

MARCH 24, 2015

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. Twitter: @mike_weinberg. So, what is prospecting , exactly?

Peer-to-peer 120

Peer-to-peer Work Management Tips Inbound Marketing 120

ViewPoint

DECEMBER 8, 2011

Chris Selland is CMO at Terametric , a company focused on maximizing marketing ROI by helping marketers capture and measure all their channel marketing data. However, that difficulty does not absolve marketers from making an effort. A recent lawsuit, for instance, values Twitter followers at $2.50

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Merchandising Clickthrough Demand Generation Agencies ROI 120

ViewPoint

MARCH 26, 2015

Twitter: @mike_weinberg. Sales Process Sales & Marketing Management' .: The Essential Handbook for Prospecting and New Business Development became a #1 Amazon Best-Seller and spent a full year as the Top-Rated book in its category. Web: [link].

Tips 120

Tips Work Management Amazon 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

DECEMBER 3, 2013

Click to start video at this point — I asked Dave what major changes he’s seen in sales and marketing. Click to start video at this point — There’s often a disconnect between how sales and marketing people define a lead, and Dave said this misalignment has been around for decades. Consolidation is Going to Continue.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Consulting Video Marketing 120

ViewPoint

MARCH 20, 2014

So, when marketing sent me the new inbound leads, I naturally got excited. What Was Wrong with Marketing''s Inbound Leads. I''m changing the facts of the story slightly to avoid scapegoating the responsible marketing team). Marketing employees and entrepreneurs mostly. Get to know Ian via Twitter and Facebook.'

Marketing Management 120

Marketing Management Leads Lead Marketing Qualified Leads 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. Of course, every program is supported during the interview with quotes from the guest and host on Twitter. Retweets are common from the guest’s marketing staff.

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Thought Leadership PointClear Case Studies Budget Programs 120

ViewPoint

MARCH 6, 2014

Social media marketing is now precariously ensconced as a more-or-less mainstream marketing channel. And even with concerns over social metrics, the rise of content marketing has rushed in to boost social’s street cred. LinkedIn was rated eighth out of 13 channels and YouTube was 10th, followed by Google+, and Twitter.

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Paid Content Social Media Customer Surveys Paid Search Agency 120

ViewPoint

AUGUST 28, 2013

Companies must take the lead and make sure their sales people are familiar with the new paradigm, says my latest guest on PowerViews, Nick Stein, senior director of marketing and communications at Salesforce.com, the enterprise cloud software heavyweight. Twitter: @stein_nick. The next PowerViews will be with Chris Snell of Care.com.

Enterprise Management 120

Enterprise Management Work Management Salesforce.com Marketing Management 120

ViewPoint

MARCH 27, 2015

Twitter: @mike_weinberg. Sales Process Sales & Marketing Management' .: The Essential Handbook for Prospecting and New Business Development became a #1 Amazon Best-Seller and spent a full year as the Top-Rated book in its category. Web: [link].

Tips 120

Tips Work Management Amazon Marketing Prospects 120

ViewPoint

MAY 14, 2013

My guest today is Michael Brenner, Vice President of Marketing and Content Strategy at SAP and Managing Editor for the SAP Business Innovation site. At SAP, Michael’s challenge is to transform social business and content marketing to reduce cost-per-acquisition of new customers. Sales and Marketing Need to Speak a Common Language.

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

ViewPoint

JANUARY 9, 2014

Outbound calling is interruption marketing. Here’s what they had to say: Ardath Albee | Marketing Interactions. Why marketers refuse to acknowledge this reality is beyond me, but it’s also a reason that salespeople continue to ignore the leads sent to them by marketing. Marketing is a variable expense.

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Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

JULY 17, 2013

If your US business isn’t clued into the needs of emerging markets, China (not the US) will be the largest economy. Twitter: @josianefeigon. won’t be so important in 2020. You can follow Josiane via the following resources: Inside Sales Thought Leadership Blog: www.tele-smart.com/blog. YouTube: youtube.com/user/josianefeigon.

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B2B Thought Leadership Skype Work Management Thought Leadership 120

ViewPoint

MAY 7, 2013

In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. His "Buyer Foresight" approach helps organizations gain predictability by understanding the behavior of their buyers in a changing market. Study Lead Behavior. LinkedIn: Tony Zambito. Stay Tuned.'

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

ViewPoint

JANUARY 31, 2013

As more customers deem sales calls intrusive and interruptive, companies will shrink their sales teams to better fit the market demand. Josiane cites one controversial assessment that the nationwide market for sales professionals will shrink from 20 million to just 8 million over the coming years.

Peer-to-peer 120

Peer-to-peer Cold Calling Consulting Work Management 120

ViewPoint

APRIL 10, 2014

On the other hand, a marketing email or campaign piece, though effective and compellingly well-written, is less personal and once mailed, is beyond your control; it may not even be opened and read for days (or never), and even if opened, you may not get a response. Mike Kamo is the VP of marketing for Strideapp.

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Contacts Cold Calling Opt-out Opt-in 120

ViewPoint

JULY 9, 2013

I shared my thoughts with Lori on a “legislative branch” being established for a period of time to monitor leads, so that if there has been agreement between marketing and sales on a lead definition, and leads aren''t being followed up, there is a responsible party in place to look for the reason. Twitter: @scoremoresales.

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Lead Scoring Lead Ranking Thought Leadership Sales Qualified Leads 120

ViewPoint

APRIL 28, 2015

And when you engage with them they certainly expect you to know their company, their market and the competitive landscape. Familiarize yourself with their Twitter presence—specifically the hashtags they use—to get a sense of their interests and beliefs. This will provide insight that goes beyond their work history and education.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

JANUARY 11, 2011

No longer will companies buy data from one vendor but rather they will create a network of data providers to deliver to them the specific information in their target markets. Marketing measurement will become revenue focused as opposed to activity focused. All others will fall by the wayside. Social media has leveled the playing field.

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Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 120

ViewPoint

FEBRUARY 26, 2013

They even connect on LinkedIn and follow each other’s Twitter feeds. And marketers can incorporate suggestions for those personal touches in their email templates. Hat tip to Anja Langbein Park, who spoke at ITSMA’s Annual Conference in 2011 on Marketing Across Cultures: Building Relationships and Improving Performance."

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120

ViewPoint

APRIL 18, 2012

His focus in the Marketing Effectiveness and Strategy practice helps his clients achieve extraordinary results. Video Marketing - A Surprising Trend. He adds that this is part of a larger, content-driven marketing trend that includes rich media. The Marketing Automation Learning Curve. The Impact of Mobile.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

JUNE 8, 2012

She also notes that it costs less to retain current customers than to find new ones, and this points to trustability, great customer service and great customer experiences as being top priorities for marketers. Marketing Automation —Again, how you use marketing automation will depend on how you will be interacting with your customers.

Marketing Automation Services 120

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

ViewPoint

MAY 30, 2012

Merger & Acquisition Activity in CRM & Marketing Automation Expected to Increase. Click to start video at this point —Andrew expressed some surprise that last year there weren’t more mergers and acquisitions in the marketing and sales spaces. Look for Greater Process Integration and Alignment in 2012.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 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. marketers are ahead of salespeople.

Demand 120

Demand Process Work Management Marketing Management 120