ViewPoint

FEBRUARY 4, 2014

Never before have marketers had so much information about prospects, customers, the competition, and the markets they hope to reach. But say “Big Data” instead of “information,” and marketer smiles will turn upside down in a hurry. Marketers just need fishing hooks to find it and fish it out of the river.

Multivariate analysis 120

Multivariate analysis Top of Funnel Content Marketing BtoB 120

ViewPoint

DECEMBER 1, 2016

I once worked with the then SVP, Marketing of a large public company who was frustrated with sales. 4,319 contacts who downloaded a white paper but may or may not be in targeted companies or have any need or authority to buy (email addresses, many bogus and no company firmographics and no telephone numbers). Big surprise.

Sales Qualified Leads 120

Sales Qualified Leads Marketing Qualified Leads Lead Ranking PointClear 120

ViewPoint

MARCH 1, 2016

Nonetheless, senior marketing and sales leaders stumble forward only to wake up and find themselves behind before they get to the end of the month or quarter. Moreover, waiting for the market to come to you can end up hurting your results. Read this white paper to learn more. It doesn’t have to be that way.

ROI 159

ROI Lead Ranking Marketing Qualified Leads MQL 159

ViewPoint

JULY 31, 2012

The reason is that marketing and sales are part of a Granfalloon. ” The functions Mr. Rackham spoke about are marketing and sales. You can read more about this in the white paper Point C: From Chaos to Kickass. Basically, you have to answer these three questions: How do we define our market?

Sales Qualified Leads 120

Sales Qualified Leads Sales Leads Lead Ranking Marketing Qualified Leads 120

ViewPoint

MAY 24, 2016

Document the cost per lead is the fourth 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. In the last blog in this series we discussed the need for marketing to be more accountable for driving revenue.

Sales Qualified Leads 174

Sales Qualified Leads Cost Lead Ranking Marketing Qualified Leads 174

ViewPoint

MAY 13, 2016

How to define a lead and gain agreement is the first 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. Spell out the responsibilities and accountabilities of Sales and Marketing.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

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

AUGUST 11, 2015

It happens also to be one of the four primary duties for Chief Marketing Officers. However, if you have ‘Marketing’ in your title, regardless of what it’s attached to, these are your ultimate responsibilities, and ‘following the money’ is the subsequent proof of your existence. Does Marketing wanna follow the money?

Work Management 120

Work Management Marketing Management Wiki ROI 120

ViewPoint

DECEMBER 18, 2012

Click to start video at this point — Marketing may define anyone who shows interest as a lead, but when sales gets their hands on it, the lead isn't at all qualified. Sales and marketing alignment starts by defining your "dream client". Marketing may try to handle lead nurturing, but this should be handled by sales.

Lead Ranking 120

Lead Ranking Work Management Business Marketing Management 120

ViewPoint

AUGUST 14, 2013

That’s quickly changing, says my latest guest on PowerViews, Koka Sexton, LinkedIn’s senior manager of social marketing. If a potential customer visits your company website and downloads a white paper, one of the first things your sales team will want to know is who is connected to that potential customer on LinkedIn.

Social Media 120

Social Media Media Cross-Selling Salesforce.com 120

ViewPoint

MAY 30, 2012

Working with a wide variety of clients from tech firms to sports properties and lifestyle brands, Andrew has crafted successful campaigns built around white papers, event-based advertising and sales training materials for clients such as Major League Baseball, Canon, DuPont, SAP, Business Objects, Oracle and many others.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

ViewPoint

FEBRUARY 16, 2012

Jeff Molander is a professional speaker, author of Off the Hook Marketing: How to Make Social Media Sell for You and adjunct faculty at Loyola University Business School. Engagement must invite customers' questions and respond to it in a deliberate way, as part of a social media-driven direct response marketing plan. But not by chance.

Customer Satisfaction 120

Customer Satisfaction Sample Youtube Social Media 120

ViewPoint

DECEMBER 9, 2010

Qualifying criteria are rarely met due to lack of marketing resources. Sales reps actually need fewer sales leads—or more accurately, fewer raw, unfiltered, unqualified marketing leads. Sales reps’ calendars are cluttered with unqualified meetings. Money is wasted on sales lead generation programs that don’t work.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 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.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 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.

Merchandising 120

Merchandising Clickthrough Demand Generation Agencies ROI 120

ViewPoint

JUNE 28, 2018

Companies with optimized sales and marketing organization achieve results by doing three things well. Just three: Agree on your market, media and message. Here is what you must do to fix it: Agree on market, lead definition, message. Are we marketing to IT decision makers in the Fortune 100? Not 50 things.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

OCTOBER 2, 2012

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management. sellers invariable say they use 15% to 20% of those things.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

JANUARY 26, 2012

Ruth is also author of Maximizing Lead Generation: The Complete Guide for B2B Marketers. But what are the most effective outbound marketing channels for kicking off a business relationship? billion on search marketing for the same purpose. billion on search marketing for the same purpose.

B to B 120

B to B netFactor Media SEM 120

ViewPoint

JUNE 4, 2013

But let’s also remember that we still have the Top 50 Sales & Marketing Influencers list to announce in June plus of course the Top 50 Sales Blogs and the annual Top Sales Awards. Later in the year we will be creating the most rigorous survey the sales space has ever witnessed, and in 2014 we launch the Top Sales Conferences.

Ideal Customer Profiles 120

Ideal Customer Profiles Training Thought Leadership Bandwidth 120

ViewPoint

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 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

AUGUST 23, 2012

Tim has more than 20 years experience in marketing and sales. Tim is also co-author of Conversations that Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate your Solution, and Close More Deals and Customer Message Management: Increasing Marketing's Impact on Selling.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

SEPTEMBER 20, 2012

Click to start video at this point — Asked about what has happened in marketing and sales that has or hasn’t surprised him in 2012, Bob talks about interconnectedness: “It’s sobering about how interconnected we are with other economies. The Role of Revenue Performance Management in Marketing and Sales Alignment.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

MARCH 4, 2014

Inbound marketing is all the rage. Marketers are falling all over themselves to jump on the bandwagon, convinced that inbound is the path to more leads, less cost, and better business results across the board. But there are problems with inbound marketing. Inbound Marketing Problem #1: Too Many Leads.

Inbound Marketing 120

Inbound Marketing Top of Funnel Lead Qualification Sales Qualified Leads 120

ViewPoint

AUGUST 15, 2017

To understand the revenue failure issue, as a consultant I had to start with the people closest to the issue and then spread out to policies, procedures, tool use, and marketing lead generation. These are four of 56 reasons sales could be failing as outlined in a white paper written by James Obermayer. Go here for.

Forecasting 136

Forecasting Consulting Work Management Paid Search Agency 136

ViewPoint

FEBRUARY 19, 2016

Wouldn’t you like to know how much marketing and sales is squandering on leads that are going nowhere? Aligning Marketing and Sales, Once And For All Since attracting qualified enterprise sales leads means building a certain level of trust with your prospect, there are a lot of opportunities for failure.

Lead Generation 174

Lead Generation Sales Qualified Leads Lead Scoring Lead Ranking 174

ViewPoint

MAY 5, 2015

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. According to MarketingSherpa research, 64% of B2C and 48% of B2B marketers send out some automated version of this. It’s good to think outside of marketing automation.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Peer-to-peer 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. SQLs and closed deals) at risk.

Sales Management 120

Sales Management Enterprise Management Work Management Marketing Management 120

ViewPoint

AUGUST 22, 2018

Both have their place in sales and marketing. The most effective sales people, appropriately nicknamed hunters, are laser-focused on results and seek the most qualified leads from their marketing team. They often bypass the shotgun blasted leads generated by broadly targeted campaigns, like webinars and direct marketing campaigns.

Sales Qualified Leads 136

Sales Qualified Leads High Quality Lead Lead Generation Cost per Lead 136

ViewPoint

MAY 7, 2015

The marketing word of the year is Nurture. Nurturing is one of the most effective, yet underutilized, activities in the sales and marketing process. Marketing became further educated when they asked sales about the customer buying process and the sales selling process. It’s not the next new “trick.”

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120