ViewPoint

JUNE 23, 2015

They have four salespeople (implied overhead) and a fledgling distributor network. That is, if anyone knew about the product. The founders are not “sales” people but “product” people. They are not marketers either. They have tackled and surmounted huge technical hurtles, but they refuse to put any sustained effort into sales and marketing. (A

Work Management 120

Work Management Blogger Paid Search Agency B2B Sales 120

ViewPoint

JUNE 6, 2013

Buyers have embraced collaboration with the advent of social and digital technologies, so marketers must consider internal as well as external members of collaborative networks which impact buying desisions. Via iMedia Connection. CMO Council study: Content has significant impact on buying process.

B2B Marketing 120

B2B Marketing PointClear B2B Trade Show 120

ViewPoint

APRIL 6, 2017

We work at scale delivering strong ROI by handling the grunt work of prospecting, qualifying, networking, and outreach. We’re not a lead gen or appointment setting firm, but rather a revenue focused extension (not a replacement) of your sales team. Any interest in a short chat?

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

ViewPoint

NOVEMBER 27, 2012

They’ve never worked—have never been good ways to network, collaborate or sell. Most people have poor networking skills and don’t know how to sell very well. Yet we’re not sure what to do. So we mimic what we see. And the cycle continues. Yet there ARE a few Groups out there that are remarkable. The Bottom Line.

Linkedin 120

Linkedin Work Management Peer-to-peer Marketing Management 120

ViewPoint

JUNE 7, 2011

Today's guest blogger, Craig Rosenberg, is Vice President, Focus Expert Network at Focus , a company whose mission is to make business expertise available to everyone. Craig works with business and industry experts to cultivate the Focus.com network.

Lead Generation 120

Lead Generation Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

SEPTEMBER 26, 2011

They prefer LinkedIn, a professional network that's all about getting business done. The world's largest social network is all about creating conversation, and sometimes the simplest questions provoke the greatest response. After all, 750 million people can't be all wrong. Search for pages of companies you admire for other ideas.

Facebook 120

Facebook B2B Marketing Planning B2B 120

ViewPoint

APRIL 3, 2014

Email, texting, social networking—these certainly have their place in business today, but none of them replaces the power of an in-person connection. Technology provides us with many great tools, but it is the person behind the LinkedIn profile , all the fancy gadgets, and high-tech presentations who actually makes the sale.

Cold Calling 120

Cold Calling Ideal Customer Profiles Cross-Selling Rules 120

ViewPoint

APRIL 18, 2013

Via Harvard Business Review online/HBR Blog Network. Still, companies such as GE and Novartis have used various techniques to improve sales outcomes, write Zoltners, Sinha and Lorimer. Three Ways CRM Integration Creates Alignment and Drives Sales.

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

AUGUST 14, 2013

This cross pollination fosters relationships and widens your network. But if you can get to know people on both levels — personally and professionally — you gain a different insight as a salesperson. Leverage Your Social Proximity.

Social Media 120

Social Media Media Cross-Selling Salesforce.com 120

ViewPoint

JANUARY 22, 2016

Jeffrey Hayzlett – The C-Suite Network. This is the third in a series of three blogs about what experts feel companies did well in 2015 and what they would do better in 2016. The panelists include: Ardath Albee – Marketing Interactions. Miles Austin – Fill the Funnel, Inc. Dave Kurlan – Objective Management Group.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

AUGUST 21, 2012

Such a failure may happen in many types of systems, including power transmission, computer networking, finance, bridges, sales and marketing, (the last two are our words). A cascading failure is a failure in a system of interconnected parts, in which the failure of a part can trigger the failure of successive parts.

Work Management 120

Work Management Marketing Automation Services Marketing Management Wikipedia 120

ViewPoint

SEPTEMBER 24, 2015

But even better are smaller intimate places, like Executive Dinners and Networking Events to form relationships with your buyers. Direct mail can be strikingly effective here if the perceived value is right. In person events are fine as giant trade shows with a big booth space.

Account Based Marketing 120

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Leads 120

ViewPoint

OCTOBER 24, 2011

Chatter essentially provides a private social network that promotes collaboration, connects people quickly and accelerates information sourcing and sharing. Derek notes that Salesforce’s Chatter is used to communicate both externally (customers, suppliers and distributors) and internally (production, engineering, and purchasing).

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Generation 120

ViewPoint

APRIL 4, 2011

Manufacturer's dealing with OEM and distributors—trying to develop marketing and lead programs for a distributed partner network. In your article you mention the need to solve key vertical challenges. Can you provide a couple of examples? Sports and Entertainment delivering personalized messages to drive more ticket sales.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Automation Planning 120

ViewPoint

OCTOBER 31, 2013

This cross pollination fosters relationships and widens your network. But if you can get to know people on both levels—personally and professionally—you gain a different insight as a salesperson. Peter Bourke, The Complex Sale, Unselling: The Less You Sell, the More You Win. Click to start video at this point —Want to win more?

Lead Scoring 120

Lead Scoring Lead Ranking Cross-Selling Best Practices 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. Data will become an integral component for predicting the likelihood of Inside Sales success.

Top of Funnel 120

Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 120

ViewPoint

DECEMBER 20, 2011

Craig Rosenberg , Vice President, Focus Expert Network, Focus.com Five Reasons Your Lead Generation Campaigns May Not Be Working. Jeff Pedowitz , President and Chief Executive Officer, The Pedowitz Group Jeff Pedowitz on The State of Marketing Automation.

Blogger 120

Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

JULY 11, 2011

Competitors may have extensive networks of partner integrators and resellers. Significant market competition from established packaged and on-demand vendors. Competitors may have greater name recognition, larger budgets and more offerings. Extensive pricing pressure from competing services/products at lower prices.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

APRIL 25, 2011

On the flip side, if you produce great content, your network will serve as a traffic generator for you. What drives social media engagement? Sharing great content. If some of it isn’t yours, you’re serving as a traffic generator for others. Crafting your own thought leadership content sets your company up as an expert.

Lead Gen 120

Lead Gen Emarketing Lead Scoring Lead Ranking 120

ViewPoint

JANUARY 31, 2012

Such as: Buyers have more expansive networks that participate in decision-making. In a recent article I wrote, 5 Ways New Buyer Behaviors Are Impacting B2B Sales , I highlighted buyer behaviors that relate to what buyers are now doing and how expectations are changing.

Process 120

Process Work Management Lead Ranking Enterprise Management 120

ViewPoint

MARCH 12, 2013

For instance, people might think they know how to evaluate something like network optimization software. They’re less likely and more reluctant to talk to a new vendor, because they expect that vendor’s going to try to close them. Second, behavior changes depending on whether customers think they know how to buy.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120

ViewPoint

SEPTEMBER 12, 2011

Creation of an employee social network. Creation of a customer social network and product social network. Chatter Service will also connect to public social networks, such as Facebook, extending the community far beyond the boundaries of a traditional self-service portal. This launches in Winter 12.

Jigsaw 120

Jigsaw Marketing Automation Services Salesforce.com Bandwidth 120

ViewPoint

APRIL 13, 2012

He’s also been featured by Forbes, CMO Network, Mashable, Huffington Post, NPR, Financial Times, Adweek, and Reuters. He notes they are on social networks looking for that information, talking to peers, and just trying to figure out how to solve their problem.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120

ViewPoint

MAY 1, 2012

Contrasted with a lower-value, more transactional product, complex sale lead generation requires greater levels of personal engagement to do the following: Identify and navigate the decision maker/influencer network. Qualify prospects around required criteria. Begin to build trusted relationships. Confirm willingness to take action.

Cost per Lead 120

Cost per Lead Lead Ranking Marketing Qualified Leads Lead Generation 120

ViewPoint

MAY 2, 2012

He likes both Cisco’s The Network and Intel’s Free Press for reinventing their press rooms as media organizations. how networks are transforming education or how television is becoming an interactive experience.

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

JULY 11, 2013

According to a recent report by Custora, customer acquisitions from email marketing have quadrupled since 2009, exceeding that of leading social networks. Study: Email Lands More Customers Than Facebook or Twitter, but Still Fewer than Organic Search. Via Marketing Land. Do you have a resource from your sphere to share?

PointClear 120

PointClear B2B Marketing Advertising Agencies B2B 120

ViewPoint

NOVEMBER 20, 2012

SMA promotes professional development, peer networking, best-practice research and thought leadership among professionals who manage, coach and support sales organizations. I am pleased to have as my guest today Bob Kelly, the Chairman of The Sales Management Association.

Process 120

Process Allocation Marketing Management Peer-to-peer 120