ViewPoint

APRIL 2, 2013

LinkedIn's network of groups is one of the best tools for business-to-business marketers looking to contribute to conversations related to their industry and establish themselves as thought leaders, according to WSJ’s Kate Mitchell. Among the capabilities Weber Shandwick will market via MediaCo are native advertising and digital media buying.

B2B Marketing 120

B2B Marketing Linkedin PointClear Marketing Automation Services 120

ViewPoint

JULY 10, 2013

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? It is your personal blog. You own the platform. You own the content. I use Google all day.

Social Media 120

Social Media Opinions Tools InsideView 120

ViewPoint

DECEMBER 10, 2013

Sales Tools to Leverage LinkedIn. Click to start video at this point — There are so many sales tools available today. Chad says to be selective in choosing these tools and make sure you identify your top 3-5 objectives before you plug in these sales tools. Make People Want to Work for Your Company.

Buzz 120

Buzz Lead Ranking Linkedin Video Marketing 120

ViewPoint

OCTOBER 27, 2011

The book is broken down into three sections: Tools, Technology, Tactics. Lastly, there are some actions I think any company could take away from this great summary for current social media users and those looking at how to jump in: In the end, people buy from people. “Social media prospecting works best when experts get involved.”

Social Marketing 120

Social Marketing Amazon Business Social Media 120

ViewPoint

MAY 9, 2013

Use tools such as Google Alerts, Social Mention and Topsy to discover your online rep, and work on building a positive online brand for your company. LinkedIn revamps contacts tool to boost relationship management. Via MediaPost Communications/Online Media Daily. Via ClickZ. Do you have a resource from your sphere to share?

PointClear 120

PointClear B2B Marketing BtoB B2B 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. Why is it so difficult to generate actual leads and sales using social media in the B2B world? These Brands are Making Social Media Sell. But not by chance.

Customer Satisfaction 120

Customer Satisfaction Sample Youtube Social Media 120

ViewPoint

AUGUST 16, 2012

Click to start video at this point — Asked about the current debate between outbound marketing vs. inbound marketing, Dave advocates using a variety of tools based on needs and goals. And we need to leverage all those tools appropriately. He notes, “There is a lot of debate which frankly I don’t understand.

Budget Programs 120

Budget Programs Work Management Marketing Management Sales Cycle 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

OCTOBER 31, 2013

For this ‘best of’ edition we revisit the hot topics—social media, mobile marketing, sales lead follow up. The challenge this presents is the ability to justify investing in an expensive comprehensive CRM tool that has been customized, when in fact it’s not reflecting the true data. There are a few topics that come up regularly.

Lead Scoring 120

Lead Scoring Lead Ranking Cross-Selling Best Practices 120

ViewPoint

SEPTEMBER 6, 2012

2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. And I’m not saying that these tools replace good selling, but they certainly augment it. She says the use of sales intelligence tools is good examples of technology that is critical to sales success today.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

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

MAY 10, 2012

Social Media’s Maturing: In-House Resources & Social Advertising. Click to start video at this point — Christopher notes the importance of the maturing of social media marketing in the last year by saying, “It’s no longer a hobby. ” Convergence: Technology, CRM & Social Media.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 10, 2012

Social Media’s Maturing: In-House Resources & Social Advertising. Click to start video at this point —Chris notes the importance of the maturing of social media marketing in the last year by saying, “It’s no longer a hobby. ” Convergence: Technology, CRM & Social Media.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

JUNE 8, 2012

Today’s PowerViews guest is Ginger Conlon, Editorial Director of 1to1 Media. Click to start video at this point — Commenting on how to prioritize investments in social media, mobile and marketing automation, Ginger encourages companies to, again, understand their customers first. 1to1 Media Website: www.1to1media.com.

Marketing Automation Services 120

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

ViewPoint

MAY 30, 2012

Where there were siloed approaches about marketing initiatives and their data, there are now a number of different technologies, tools and capabilities that—when used together—make for a more intelligent, cohesive approach. Prioritizing New Media: Start with What the Buyer Needs, Wants & Looks Like. Stay Tuned.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

ViewPoint

JANUARY 11, 2011

Companies realize that you need to have an effective process with supporting tools in place and you need to train your reps on that process for them to be effective. Many are toys but some are real tools that increase productivity and yield. Great content will continue to evolve as the tool of choice for ISRs.

Top of Funnel 120

Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 120

ViewPoint

JULY 19, 2012

” Social Media Risk: Hoping the Shiny New Technology Will Transform Us. He comments, “It’s like they’re conforming their process to fit the tool—instead of buying the tools to support their process. There are groups that are driving ROI from social media.

Lead Gen 120

Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

FEBRUARY 2, 2011

Social media = Lots of room for improvement. It’s true that B2B marketers are embracing social tools as a way to both connect with customers and grow their businesses. A mere 12% of business executives say their companies are using social media effectively, according to a recent study by Harvard Business Review Analytic Services.

B2B Marketing 120

B2B Marketing Trends Marketing Management Planning 120

ViewPoint

DECEMBER 8, 2011

As a marketer, you almost always know your costs—how much you’re spending on those tools, consultants, services and of course the value of your own and your team’s time that is being applied to the various campaigns and ongoing initiatives you’re running. As I chimed in on a Focus Q&A recently.

Merchandising 120

Merchandising Clickthrough Demand Generation Agencies ROI 120

ViewPoint

DECEMBER 20, 2011

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. B2B marketing and sales strategies and tactics. Outsourcing lead generation. Return on marketing and sales investment. Sales lead management.

Blogger 120

Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

DECEMBER 18, 2012

What About Little Data and Social Media? In addition, he mentioned that Big Data isn’t a cure all for generating new leads, it’s just another tool that used in the wrong way, won’t help the sales effort. Anthony agreed with this wholeheartedly.

Lead Ranking 120

Lead Ranking Work Management Business Marketing Management 120

ViewPoint

OCTOBER 10, 2011

Buyers can now glean a majority of information on potential solutions from the web or through social media. Even when they try to address B2B and the tools and processes required, it’s a 30-minute lecture or 2 paragraphs in a text book (which I recently saw and they had most of it wrong). But all is not lost.

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 120

ViewPoint

JANUARY 2, 2018

Yet, according to CSO Insights , despite the new tools, the mobile devices, the potential of social, and so on, many salespeople are working harder than ever just to achieve the same old results or worse. Agree on your market, media and message; 2. Not 50 things. Three things: 1. Measure what matters; 3.

Lead Scoring 217

Lead Scoring Lead Ranking Sales Qualified Leads Budget Programs 217

ViewPoint

NOVEMBER 8, 2012

I am pleased to have as my guest today Linda Richardson, the founder and chairwoman of Richardson, a global sales performance company that delivers sales process strategies, curricula and tools to help salespeople drive more positive business outcomes. They then they use social media to check what other contacts have done about those issues.

Demand 120

Demand RFP Work Management Buying Cycle 120

ViewPoint

JUNE 10, 2016

Why not use all the tools in your toolbox? 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. If you send leads too soon, Sales will discard them, so you must nurture them until they fit your ULD.”.

Sales Qualified Leads 120

Sales Qualified Leads Planning Peer-to-peer Work Management 120

ViewPoint

MAY 2, 2012

Social Media: What's Hot? Click to start video at this point — Paul notes social media going mainstream is hot. Social media is becoming an integral part of the marketing mix for companies looking to grow their presence with both business and consumer clientele. The Magnification Power of Social Media Comes From Sharing.

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

APRIL 28, 2015

Assuming you’ve done all the research, there are additional tools and tricks that can help you prepare even more thoroughly for your call or meeting. If you find they don’t use social media very much you can be a little more traditional in your approach. 2) Communication.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 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. Social Media Mantra: Listen First. Then Speak. Good things will happen.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

ViewPoint

FEBRUARY 27, 2014

But it’s only a tool. Too often, these days, I am hearing B2B marketers mouth claims like, ”We got this new [fill in the brand] automation tool, so now we can reduce headcount.” But it’s only a tool. But to get the right mix of strategy and tools, we need better integration. It can’t develop value propositions.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Work Management Marketing Management 120

ViewPoint

JUNE 15, 2018

Defined offer and message delivery through appropriate media. Tools like CRM or marketing automation or project management software provide no clear vision for enabling disparate departments in busy companies to work in concert toward the main objectives—being efficient about increasing revenue. What’s it take? Marketing measurement.

Cost 136

Cost Forecasting Work Management Marketing Automation Services 136

ViewPoint

AUGUST 6, 2013

It has been a pleasure to interview each of them and share perspectives on topics ranging from B2B lead generation and inside sales to social media trends and personal branding. Salespeople often forget to follow up or follow through when they lack a tool that reminds them, Dan says. Connections.

Peer-to-peer 120

Peer-to-peer Multi-Channel Forecasting Best Practices 120

ViewPoint

SEPTEMBER 19, 2011

Even with these two great tools the sales person makes a choice every day to support the entire structure of the organization by simply taking this one action: following up on every sales lead. The tools the salesperson has are simply tools that must be picked up and used. The same holds true here.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation CRM Automation 120

ViewPoint

MAY 5, 2015

Give your sales team the tools to make personal connections and intensify relationships on their own. Marketers will use technology and tools to further personalize nurturing emails. Phone, postal letter, and social media add to the mix. For an investment of less than $50,000, within three months the IT company gained $1.2

Lead Nurturing 120

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