ViewPoint

DECEMBER 27, 2016

The premise is that there is so much information available online that salespeople are thought to be unnecessary in the early stages. ITSMA’s data says that for high consideration technology solutions, this is a myth.

Top of Funnel 189

Top of Funnel B2B Sales Account Based Marketing B2B Thought Leadership 189

ViewPoint

JULY 17, 2013

Josiane Feigon is President of TeleSmart Communications and author of the business bestseller, Smart Selling on the Phone and Online. It is expected that 85% of buyer-seller interactions will happen online through social media and video. To read an excerpt from her latest book, Smart Sales Manager , click here.

B2B Thought Leadership 120

B2B Thought Leadership Skype Work Management Thought Leadership 120

ViewPoint

APRIL 24, 2018

Marketers must continue conversations online and through integration and coordination with additional outbound tactics (e.g. It should come as no surprise that I recommend against email as the exclusive channel to reach prospects: Automating the right process is smart. Using automation exclusively is not.

Validation 168

Validation Marketing Automation Lead Scoring Lead Ranking 168

ViewPoint

APRIL 26, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. B2Bs Struggling with Online Marketing Mix; Sales Cycle Gets Longer. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Staple Yourself to a Lead. Via BtoB Magazine.

BtoB 120

BtoB PointClear B2B Marketing Lead Scoring 120

ViewPoint

APRIL 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Via Harvard Business Review online/HBR Blog Network. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Are You Paying Enough Attention To Your Sales Teams?

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

MAY 23, 2018

The premise is that there is so much information available online that salespeople are thought to be unnecessary in the early stages. ITSMA’s data says that for high-consideration technology solutions, this is a myth.

Sales Qualified Leads 149

Sales Qualified Leads ROI Lead Scoring Lead Ranking 149

ViewPoint

OCTOBER 23, 2012

To begin with, I think it is important we accept that virtually anything that can be purchased online with a credit card does not require the input from a salesman/saleswoman — these are the new “commodity sales”. What impact is all of this going to have on the 10% of external sales positions that survive?

Bandwidth 120

Bandwidth Consulting B2B Sales Opinions 120

ViewPoint

MAY 21, 2015

Understand the characteristics of the new empowered buyer: Conduct their online research. Buyers have changed and so must sellers. What’s a salesperson to do? Here are some key points and quotes from my conversation with Linda. They’ve already advanced far into the buying cycle by the time they engage with sales.

Conversion 120

Conversion Buying Cycle Forrester Consulting 120

ViewPoint

OCTOBER 27, 2011

In the future, your website will be a destination providing relevant information that will unlock new marketing opportunities by allowing prospects to self-educate through organic, online sharing and interaction. Blogging is not about pushing out information. It is about responding to the interests of your market. Social marketing is pull.

Social Marketing 120

Social Marketing Amazon Business Social Media 120

ViewPoint

MARCH 1, 2016

The premise is that there is so much information available online that salespeople are thought to be unnecessary in the early stages. In January, 2016 Julie Schwartz of ITSMA stated: “It’s widely believed that 60-70% of the buying process is over before prospects want to engage with a salesperson.

ROI 159

ROI Lead Ranking Marketing Qualified Leads MQL 159

ViewPoint

SEPTEMBER 26, 2012

It was an online event consisting of 11 webinars discussing best practices in social CRM, email, mobile marketing, SEO and web 2.0 Last week I had the privilege of taking part in the Bright TALK Customer Insight Summit. approaches, all with examples on how to best utilize customer insight. the sessions are still available on demand).

Web 2.0 120

Web 2.0 Leads Lead Marketing Qualified Leads 120

ViewPoint

JUNE 2, 2016

The premise is that there is so much information available online that salespeople are thought to be unnecessary in the early stages. ITSMA’s data says that for high consideration technology solutions, this is a myth.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 120

ViewPoint

JULY 25, 2013

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. Running A Successful Business Blog: Why It Pays to Post.

PointClear 120

PointClear B2B Marketing Trends B2B 120

ViewPoint

AUGUST 15, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. The Death of Salesmen is Overstated. Are salespeople relegated to the last one-third of the buying process?

B2B Sales 120

B2B Sales Buyer Need PointClear B2B 120

ViewPoint

MAY 16, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Tap CRM to Give Your Customers a Pleasant Surprise.

B2B Sales 120

B2B Sales PointClear Google Cold Calling 120

ViewPoint

AUGUST 29, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. The Rise Of Inside Sales Is Shaking Up The Sales Pipeline.

B2B Sales 120

B2B Sales PointClear Tips B2B 120

ViewPoint

AUGUST 22, 2013

Online content in the sales and marketing industries is constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. High Performance Marketing: It’s Not What You Think. Every CMO wants a high-performance marketing team.

PointClear 120

PointClear B2B Marketing Webcast Advertising Agencies 120

ViewPoint

APRIL 2, 2013

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. The B2B Marketing Advantage of LinkedIn.

B2B Marketing 120

B2B Marketing Linkedin PointClear Marketing Automation Services 120

ViewPoint

JULY 18, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Can Fewer Leads Mean More Sales? Does this sound familiar?

B2B Sales 120

B2B Sales PointClear Effectiveness BtoB 120

ViewPoint

JUNE 20, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Will Google Glass Revolutionize Buying and Selling?

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

MAY 2, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Motivate Your Sales Team with These 13 Ideas That Work.

B2B Sales 120

B2B Sales PointClear Business B2B 120

ViewPoint

APRIL 12, 2013

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. The 7 Biggest Misconceptions of Successful B2B Marketing.

PointClear 120

PointClear B2B Marketing CMO Marketing Management 120

ViewPoint

OCTOBER 29, 2013

Kyle recommends that you go online just a few times a day. Click to start video at this point — It’s tempting to open LinkedIn and Twitter and be on them all day long, but how much work can you hope to accomplish if you’re always chasing leads? In the meantime, allow the information you’ll want to peruse to condense.

Ideal Customer Profiles 120

Ideal Customer Profiles Cold Calling Fulfillment Linkedin 120

ViewPoint

OCTOBER 6, 2015

There are great technologies that allow us to serve relevant ads, content and other online interaction opportunities to the accounts and contacts we care about. Every company can benefit from the use of analytics to make data-driven decisions about who and how to engage. That’s just part of being a smart marketer today.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

MAY 23, 2013

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. Michael Chassen''s Rules for Authentic B2B Communications. billion two years ago.

B2B Marketing 120

B2B Marketing BtoB PointClear B2B 120

ViewPoint

MARCH 2, 2011

They're all a necessary component of being online. Social media marketing is a necessary component of being online. This is how to generate customer inquiries using social media. Blogging, engaging, listening to customers on Facebook or Twitter. Here's a 3 step process that will. Step 1: Question your consultants. Good luck!

Sales Management 120

Sales Management Social Media Work Management Process 120

ViewPoint

AUGUST 11, 2015

Measure What Matters: Online Tools for Understanding Customers, Social Media, Engagement, and Key Relationships by Katie Delahaye Paine. Profitable Marketing Communications: A Guide to Marketing Return on Investment by Antony Young , Lucy Aitken. Managing Sales Leads: Turning Cold Prospects into Hot Customers by James Obermayer.

Work Management 120

Work Management Marketing Management Wiki ROI 120

ViewPoint

JUNE 8, 2012

She is responsible for the direction and day-to-day editorial operations of award-winning publications including the executive journal, Customer Strategist; online business publication, 1to1 Magazine; its e-newsletter, Weekly Digest; and Think Customers: The 1to1 Blog. Buying cycles are changing.

Marketing Automation Services 120

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

ViewPoint

SEPTEMBER 6, 2012

Why would you want to meet with a salesperson today when everything’s online, too?”. Using Inbound to Get Online Bumps & Support Sales Initiatives. They’re not getting the online bump they could be getting by having excellent content on their site that people will come to see.”. I’m overwhelmed, I don’t answer my phone.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

FEBRUARY 21, 2012

to be selected a Top Sales Expert at Top Sales World , the international online community dedicated exclusively to sharing sales best practices. I’m honored, thrilled and humbled (all at the same time!)

PointClear 120

PointClear Work Management Communities B2B Sales 120

ViewPoint

NOVEMBER 29, 2011

Winners will be recognized at an online awards ceremony on Tuesday, December 15, at 12 noon ET. Voting is now open at TopSalesAwards.com and runs until December 9. Everyone is eligible to vote daily, and one-time registration takes just a few seconds. If you have just a minute, I’d like to ask you to click on the link above to vote.

Peer-to-peer 120

Peer-to-peer Lead Ranking Paid Search Agency Sales Qualified Leads 120

ViewPoint

APRIL 19, 2017

Over the past six years, I have developed a fierce social media presence rooted in generating sales, and have created an online instructional course on the topic of social selling.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

OCTOBER 10, 2011

While the buyer is now going online and choosing not to speak to sales early in the buy cycle, tools like marketing automation allow marketers to see this online behavior and respond to it so that marketing can now create an intimate, digital relationship with the buyer. But all is not lost.

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 120

ViewPoint

MARCH 19, 2015

45% of consumers use telephones to research before buying, but when they buy online they go home to their desktop or laptop computer more frequently than buying on the telephone. If they’re purchasing a movie ticket, then sure, the phone works; however, that’s usually not the case with bigger or higher end purchases.

Television marketing 120

Television marketing Paid Search Agency Mobile Advertising Work Management 120

ViewPoint

APRIL 28, 2011

62% of business buyers now spend more time researching product and services online than they did prior to the recession. Search is now the dominant buyer behaviour: 93% of B2B buyers use search to begin the buying process. source: Marketo ). source: Google ). 65% of C-Suite executives conduct six or more work-related searches daily.

Work Management 120

Work Management Marketing Management Sales Leads Sales Qualified Leads 120

ViewPoint

FEBRUARY 16, 2012

My research revealed how people like Laura Messerschmitt of Intuit are convincing more and more customers to sign up for their Online Payroll product. The secret sauce is now revealed: Selling with social media requires shifting the paradigm away from being thought leaders and toward being thought provokers.

Customer Satisfaction 120

Customer Satisfaction Sample Youtube Social Media 120

ViewPoint

SEPTEMBER 13, 2016

The premise is that there is so much information available online that salespeople are thought to be unnecessary in the early stages. ITSMA’s data says that for high consideration technology solutions, this is a myth.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120