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Bubble in the Funnel

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Per Healthline Media, an air embolism, also called a gas embolism­, occurs when one or more air bubbles enter a vein or artery and block it. These air bubbles can travel to your brain, heart, or lungs and cause a heart attack, stroke, or respiratory failure. We generate, qualify and nurture leads using Account-Based Marketing processes. Their “reward”? No more support in 2017. The result?

5 Steps to Account-based Marketing Success

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Then deliver it via all media (inbound and outbound), across multiple sales cycles, at just the right frequency. ABM drives bigger, better deals. Most marketing and sales folks I talk to agree … in theory. Many are still trying to figure out how to put ABM principles in place. 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. Segment and Stratify.

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

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Preparation is about spending 15 minutes to understand what the company offers, its market and the competitive situation, and researching the prospect on social media. 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.

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

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Then a media rep for a magazine asked me about responses to programs, return on investment, and sales lead follow-up. I had no answers. This media rep became my mentor. There’s a quote by Charles M. Schwab that goes like this: Three men were laying brick. The first was asked: "What are you doing?" He answered: "Laying some brick." My question is, which are you? Marketing Strategy

B2B Marketing Trends for 2016

Paul Gillin, B2B Social Media Strategist, Senior Trainer, Profitecture www.[link] Another good example is Top Rank’s Social Media Marketing Management. how you can solve their burning problem. • E – Engage Meaningfully via Social Media. more true, apparently, than in social media. social media. He writes about content and social media. B2B Marketing.

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

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Phone, postal letter, and social media add to the mix. This year I've been talking a lot about Nurturing. 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. There were some terrific responses and I’ll share them over the course of two blogs. The impact? The welcome email. Lead Reengagement.

PowerViews with Koka Sexton: How to Leverage Social Media

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Leveraging social media is a familiar tactic for individuals. Companies have been a bit slower than individuals in realizing the power of social media. It’s been an evolution, he says, as companies began recognizing the power of leveraging social media. Sales Managers Didn’t Want Their People on Social Media All Day. Have you written a new blog post? Stay Tuned

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

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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. Lead nurturing triples marketing's ROI, but only if done properly. Nurturing programs increase the overall program leads rate significantly: Standard B2B lead-generation programs produce an average 5% lead rate. Marketing Pipeline. True Nurture Opportunities.

Follow the Money: The Primary Responsibility for CMOs

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Social Media ROI: Managing and Measuring Social Media Efforts in Your Organization by Olivier Blanchard. Measure What Matters: Online Tools for Understanding Customers, Social Media, Engagement, and Key Relationships by Katie Delahaye Paine. Its purpose is to follow the money trail to get to the root cause of an issue. Your duties are: Establish the Brand. Generate Demand.

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B2B Marketing Trends for 2016

Paul Gillin, B2B Social Media Strategist, Senior Trainer, Profitecture www.[link] Another good example is Top Rank’s Social Media Marketing Management. how you can solve their burning problem. • E – Engage Meaningfully via Social Media. more true, apparently, than in social media. social media. He writes about content and social media. B2B Marketing.

Marketing Automation is Not Marketing Strategy

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Ruth serves as a director of Edmund Optics, Inc. , the HIMMS Media Group, and the Business Information Industry Association. 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. But it’s only a tool. Stevens.

3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)

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If you find they don’t use social media very much you can be a little more traditional in your approach. The term "Hail Mary" has become generalized to refer to any last-ditch effort with little chance of success. The origins of the phrase date back to October 28, 1922, during a game between Notre Dame and Georgia Tech. This time the QB ran it in for the touchdown. Exciting when it works.

PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]

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Tactically this can be easier to do within functional groups (inside sales, paid media, etc.). This is the final installment of a three-part series in response to the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Why did we ask? Because we care about quality leads. Part 1.

PowerViews with Matt Heinz: The Quality of Marketing Leads is Abysmal

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They have more than 1,600 original blog posts on their site — a new post seven days a week — and this content drives traffic from Google and from social media. Who has control over when a sale is complete? Is it the salesperson? The marketing team? The client? Every situation is unique. Here is the entirety of our discussion, and below are some highlights. The Quality of Leads is Abysmal.

B2B Marketing Trends for 2016

Paul Gillin, B2B Social Media Strategist, Senior Trainer, Profitecture www.[link] Another good example is Top Rank’s Social Media Marketing Management. how you can solve their burning problem. • E – Engage Meaningfully via Social Media. more true, apparently, than in social media. social media. He writes about content and social media. B2B Marketing.

Social media ROI sucks! (Or, you can prove anything if you send out a survey)

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Social media marketing is now precariously ensconced as a more-or-less mainstream marketing channel. After all, content is the “fuel” that drives the social media engine, right? But things can get murky when marketers are asked to rate social media in terms of contributing to business goals. This is hardly a rejection of social media or even Facebook.

Power Opinions - Experts Select Top Three Social Media Tools

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We have had over 30 PowerViews interviews in the past year and I thought it would be fun to ask our PowerViews alumni a question about social media. The question was: What are the top three social media tools (ranked in order) and why? Fourteen responders listed twenty total social media tools: I was surprised that only nine listed LinkedIn (though Jonathan Farrington listed it on the top, middle and bottom of his list of three—I only counted it once). never thought of it as a social media tool until Bob Perkins, AA-ISP listed it, but he is right. Four listed blogs.

Q&A With Dave Stein and Steve Andersen

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ESR), author of How Winners Sell, and a prominent social media force—we made a conscious effort to stay in touch. A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers. The co-authors recently shared some insights with me about their goals for the book and its readers. Q. How did the two of you decide to collaborate on this book? A. We met and worked together at a software company many years ago, and our paths through the continuously evolving world of B2B sales and sales performance have crossed many times.

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Marketing is More than Automation

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Our approach was to build a great database (of 803 hospitals) and use a multi-touch, multi-media and multi-cycle process to have discussions with the specific desired contact and multiply results for our client. Senior executives are much more responsive to a multi-touch, multi-media and multi-cycle approach and a lot less responsive to single media marketing automation campaigns. As she sat between two senior-level marketing executives for global companies Accenture and Unisys, the conversation took a fateful turn. The rest, as they say, is history. Fast forward to 2016.

The Why, What & How of a Lead-to-Revenue Assessment, Part 1 - The Why & What

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Hired a social media marketer. In today’s B2B companies, marketing and sales alignment is critical to success. Proper alignment is the result of a documented, effective, efficient and measurable process for capturing, engaging, nurturing, managing and converting leads into customers. Treating the symptoms of poor revenue performance is not going to make it better. Added an SDR team.

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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #3 Should Marketing Be All In On Inbound?

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Dave Kurlan - “Lately there has been a lot of talk about the ‘power’ of inbound marketing and the importance of being extremely active with social media and this idea that cold calling is dead etc. Should your company be all in on inbound marketing. Short answer: no. Here are three reasons why: Senior executives are 2.5 times more likely to respond to a quality outbound effort than are more junior executives. Don’t wait for them to contact you. Pick up the phone, leave a message , send an email – be persistent AND professional. Read more here. Don’t be all in on inbound marketing.

Lead Generation Lies That are Wreaking Havoc with Your Sales

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Social Media Marketing is an effective lean gen channel for B2C but not as much for B2B. Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Voicemails are a waste of time. Outbound calling is interruption marketing. Write it and they will come. Automated systems accurately score (prioritize) leads. Give up after 1 – 2 calls. You are better off calling someone who actually wants to talk with you. form completion is a lead.

The Problem with Inbound Leads - A Sales Rep's Perspective (& Solution)

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The webinar was called, "The Future of Social Media." Which is relevant when you''re selling social media management software. Think about who uses social media management software? But, who wants to watch a webinar on the "Future of Social Media"? Just about anybody curious in the social media industry. You know when you get excited about new inbound leads. Then when you call them, all you hear is "not interested", "just researching", "not involved", "not a decision maker" etc. And you soon realize you are completely wasting your time. However. Right? Right?

Sales Lead Management Leads to the Most Efficient Media Buy

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Few companies get by on their good looks—although the engineering department would like to think that the pure genius and word of mouth about your product is enough to sell it. In their opinions marketing is not needed. Well, I hate to break it to them, but without marketing the majority of companies will either fail or fail to reach their full potential. Sales Leads Sales & Marketing Management

Lead Nurturing: Triple Your Marketing Return

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Additional contact using multiple touches and multiple media—including phone, voicemail and email—across multiple cycles is well worth the time and expense. 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. In the last blog in this series we discussed how to keep leads from being ignored and going into a black hole by using something I call the judicial branch. True Nurture Opportunities.

PowerViews with Chad Burmeister: Sales is More Scientific Nowadays

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That kind of video can be shared on social media, generating buzz about your company. Field sales is flat while inside sales is up 20 percent in the last few years. That’s part of the new landscape, and so is the ubiquitous use of technology. Here is the full video of our discussions and below are some highlights. Sales is Getting Scientific. Sales Tools to Leverage LinkedIn. By Dan McDade

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Is Anyone Leading Lead Management?

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Social Media Department – blog, Twitter, Facebook, LinkedIn, iTunes, YouTube and Pinterest, to name just a few. Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making. Direct Marketing Agency. Digital Agencies. Telemarketing Inbound.

Youth, Lead Quality, Social Selling, Inside Sales and Outbound Marketing

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Social media and inbound sales are like the icing on the cake, she said. The cake still consists of the tried and true standby media channels. Each quarter I review my recent PowerViews shows and select one outstanding talking point from each expert (five this past quarter) who joined me. Their comments will surprise and enlighten you. The interviews are available on our blog and YouTube channel. In the blogs each interview is broken down into smaller segments that allow you to watch brief clips around a specific topic. They especially want to know about their job performance.

A Multi-Touch, Multi-Media, Multi-Cycle Strategy Multiplies Results

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I field a lot of questions about what I call our multi-touch, multi-media, and multi-cycle strategy. You should experiment with touch cycles and media mix for your solution or service. Many of the questions I field have to do with number of touches and the types of touches we recommend to effectively nurture a prospect. Nurturing Prospects is Not Easy, Otherwise Everyone Would Do It.

PowerViews with Jamie Turner: Mobile Marketing Leads the Way

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He is a regular guest on CNN and HLN on the subject of marketing and social media and is an internationally-recognized keynote speaker for corporations, events and trade shows around the globe. He is also the co-author of How to Make Money with Social Media and Go Mobile a best-selling mobile marketing book. In his experience sales and marketing typically leads the economy.

PowerViews with Ruth Stevens: The Science (not the art) of Marketing

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Social media and inbound sales are like the icing on the cake, she said. The cake still consists of the tried and true standby media channels. The amount of data available to marketers today can be overwhelming. Ruth has held high level marketing positions at Time Warner, IBM and Ziff Davis. Here is the full video of our entire chat and below that, some highlights. Stay Tuned.

How to Leave Voicemails that Generate Results

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Multi-touch, multi-media and multi-cycle processes multiply results. Have you ever scheduled a meal for you, your significant other and close friends? Did it take more than one or two phone calls, emails and texts to settle on a date, time and venue? Of course! Done right, you can expect that 20 – 40% of the leads you generate to be the result of a call back or email reply. wise person once asked: How many return calls do you get when you don’t leave a voicemail? Watch the video and note the advice below regarding how to leave a voicemail: A quality voicemail will never hurt you.

The Top 8 Takeaways from Social Media Guru Paul Gillin’s FIR B2B

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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. About the hosts: Paul Gillin is a veteran technology journalist and a thought leader in new media. He is the author or co-author of five books, including Social Marketing to the Business Customer(2011), the first book devoted entirely to B2B social media marketing.

PowerViews with Tony Zambito: Buyer Predictability

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Tony feels that, due to social media collaboration, even the standard labels for the players are becoming a bit outdated. My guest today is Tony Zambito. In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. Understand the Buyer''s Backstory. Study Lead Behavior. You''ll be far more successful in generating leads.

PowerViews with Ardath Albee: Sales Reps Need to Get ‘Content CliffsNotes’

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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. Once you have established a relationship with a client, you must maintain the relationship. Move Toward Customer Retention. Twitter: @ardath421.

Our AE’s Would NEVER Have Been Persistent Enough to Uncover This Opportunity

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Multi-touch, multi-media and multi-cycle processes (using Account-Based Marketing) are critical to driving bigger deals with senior level executives. Want help on setting up an ABM based multi-touch/media/cycle process? We recently turned over a huge opportunity to one of our clients. When we explained the number and type of touches this lead required, the president of that company said: “our AE’s would never have been persistent enough to get this opportunity.”. Here are the facts: We worked the lead from August – December of 2016. You are my conscience. B2B Sales

PowerViews with Kyle Porter: How Can You Sell If You’re Always On?

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They’re on social media so that you don’t always have to be. There’s no silver bullet in sales, he said, but one of the biggest mistakes people make is to create content — a blog, a slideshow, a video interview — and not share it wisely and effectively on social media. I’m a follower of SalesLoft, where Kyle Porter and his team consistently produce a phenomenal list of targeted leads.

10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015

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It is expected that 85% of buyer-seller interactions will happen online through social media and video. Josiane Feigon is President of TeleSmart Communications and author of the business bestseller, Smart Selling on the Phone and Online. To read an excerpt from her latest book, Smart Sales Manager , click here. To listen to a webinar on this topic, click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. Should they keep their expensive sales duo: inside sales AND field sales?

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Good Reads for B2B Marketing - 6 Marketing Trends to Watch in 2013

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Do you know how media fragmentation works and how to engage consumers across multiple channels and devices? Via Social Media Examiner. Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Via OpenView Labs. Enjoy!