ViewPoint

JUNE 2, 2016

In fact, I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal. Why do you think most organizations don’t see the value of nurturing? Additional contact using multiple touches and multiple media—including phone, voicemail and email—across multiple cycles is well worth the time and expense.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 120

ViewPoint

JUNE 24, 2016

He proposed we join forces to write a book that revealed what we’ve learned through our own experiences, and through the wisdom, insights, and concerns of the customers we’ve consulted with and interviewed over the course of our careers. When Dave closed the doors of ESR, Steve saw an opportunity and seized it. Relationships matter.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

MAY 1, 2013

Frank''s remarkable 25-year career of driving marketing and sales operations divisions within Fortune 500 and start-up organizations is highlighted by his passion for business development and empowering others to succeed. Frank is responsible for the firm’s capabilities, software vision and services.

Efficiency 120

Efficiency Analytics Work Management Marketing Management 120

ViewPoint

MARCH 6, 2012

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. As CMOs across industries continue to fight for a seat at the executive table, they should seize the opportunity to do so by helping their organizations become customer centric.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

FEBRUARY 14, 2012

Matt Heinz has more than 12 years of marketing, business development and sales experience from a variety of organizations, vertical industries and company sizes; including Microsoft, Weber Shandwick, Boeing, The Seattle Mariners, Market Leader and Verdiem. The fact is, there’s no secret to making the two teams work as one.

Planning 120

Planning Deliverability Customer Satisfaction Microsite 120

ViewPoint

FEBRUARY 21, 2013

In fact, Bob adds, inside sales “is probably the first priority that an organization will consider when developing its deployment and sales model.”. Today’s sales professionals must excel at all aspects of the solution selling cycle, from proposing to closing. Customer Demands Blur the Line Between Inside Sales and Field Sales.

Skype 120

Skype Work Management Lead Ranking Click Rate 120