ViewPoint

OCTOBER 27, 2011

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 isn’t a task to be delegated to the marketing department.”

Social Marketing 120

Social Marketing Amazon Business Social Media 120

ViewPoint

APRIL 30, 2013

I''m pleased to have as my guest today Jamie Turner, CEO and Founder of The 60 Second Marketer, an organization that provides tools, tips and tutorials on the newest techniques in marketing. He is also the co-author of How to Make Money with Social Media and Go Mobile a best-selling mobile marketing book. Mobile Marketing Boom.

Mobile Marketing 120

Mobile Marketing Lead Scoring Lead Ranking Marketing Leads 120

ViewPoint

SEPTEMBER 6, 2012

Alignment Success: Top-Down Initiative & Merge the Two Organizations. Social Media: Know Where Your Customers Are & Use LinkedIn. Click to start video at this point — Measuring return on social media investment is hard, Jill says, because it’s difficult to know if leads came from YouTube, a blog, a newsletter or a Tweet.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

DECEMBER 16, 2016

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. and to be quite honest I have been a little irritated by these comments.

Account Based Marketing 120

Account Based Marketing Inbound Marketing B2B Sales Tips 120

ViewPoint

MAY 8, 2013

How often do we hear, “what’s the value that you marketing folks provide to the organization?” Yes, the web and social media provide metrics and, that enables marketing to show results, ROI and possibly gain value with regard to the marketing mix that use these media. You can connect with Andy on LinkedIn or via email.

Cost per Lead 120

Cost per Lead Budget Programs Paid Search Agency Stats 120

ViewPoint

FEBRUARY 2, 2011

As an editor and marketer, I spend a lot of time thinking about the “how to”—in other words, how to translate the best and more interesting marketing ideas into truly actionable steps for organizations looking to grow their business. Social media = Lots of room for improvement. Like at the start of a new year.

B2B Marketing 120

B2B Marketing Trends Marketing Management Planning 120

ViewPoint

AUGUST 30, 2012

Social Media: Table Stakes and the Challenges Linking to ROI. Click to start video at this point — Regarding social media, Craig says we should probably be looking at the downside of not doing it instead of looking for ROI right now, and he adds, “It’s table stakes.”. They’re marketing-centric organizations.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

AUGUST 18, 2015

Unfortunately, few B2B organizations focus on creating, implementing and executing a defined marketing and sales process. Hired a social media marketer. Proper alignment is the result of a documented, effective, efficient and measurable process for capturing, engaging, nurturing, managing and converting leads into customers.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Leads 120

ViewPoint

JUNE 24, 2016

ESR), author of How Winners Sell, and a prominent social media force—we made a conscious effort to stay in touch. If you don’t want to be commoditized, or pressured into discounting to win the sale, you need to help your customer understand the unique differentiable value that your organization can offer. Relationships matter.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

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

NOVEMBER 12, 2013

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. Consequently they’ve been spending more time writing about topics that they think will appeal to larger organizations. Target the Bigger Companies.

Paid Search Agency 120

Paid Search Agency Marketing Leads Leads Lead 120

ViewPoint

MAY 7, 2013

His "Buyer Foresight" approach helps organizations gain predictability by understanding the behavior of their buyers in a changing market. Tony feels that, due to social media collaboration, even the standard labels for the players are becoming a bit outdated. Your Organization Needs Buyer Predictability.

Buyer Personas 120

Buyer Personas Peer-to-peer Buying Cycle Sales Qualified Leads 120

ViewPoint

AUGUST 16, 2012

We stop prospecting, or we stop outbound stuff because we have this wonderful thing called social media, and so now all our prayers are going to be answered by social media.”. One of the executives is in a Fortune 50 organization. So the executives are driving that and saying, ‘We need to work together.’

Budget Programs 120

Budget Programs Work Management Marketing Management Sales Cycle 120

ViewPoint

JUNE 28, 2012

As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations. Social Media Mantra: Listen First. The next one to three years is make or break time on this.”

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

ViewPoint

JANUARY 31, 2013

However, as Josiane points out, Millennials have used their complex skill sets to land leadership roles within many organizations. Because prospects and customers see meaningless cold calls as wasteful interruptions, successful sales professionals must use social media research to find reasons to connect with their leads.

Peer-to-peer 120

Peer-to-peer Cold Calling Consulting Work Management 120

ViewPoint

JUNE 10, 2016

The two organizations don’t understand each other, and often point fingers: Sales says marketing delivers bad leads; and marketing says sales doesn’t follow up. In many organizations, the answer is nothing, which means that incorrect disqualification will almost never be exposed, causing good leads to fall through the cracks.”.

Sales Qualified Leads 120

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

ViewPoint

SEPTEMBER 26, 2011

Paul is a speaker, writer and B2B social media strategist. His latest book is Social Marketing to the Business Customer , co-authored with Eric Schwartzman. But it is a good outlet to show the human side of your organization. Graphic credits: Ignite Social Media

Facebook 120

Facebook B2B Marketing Planning B2B 120

ViewPoint

JULY 19, 2012

” Social Media Risk: Hoping the Shiny New Technology Will Transform Us. There are groups that are driving ROI from social media. But it’s very difficult to do unless, again, you have the strategy and alignment in the organization to support a process.”

Lead Gen 120

Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

JULY 17, 2013

Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. It is expected that 85% of buyer-seller interactions will happen online through social media and video. To listen to a webinar on this topic, click here. Good question.

B2B Thought Leadership 120

B2B Thought Leadership Skype Work Management Thought Leadership 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

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? Not surprisingly, S. It is your personal blog. You own the platform. Thanks alum!'

Social Media 120

Social Media Opinions Tools InsideView 120

ViewPoint

OCTOBER 10, 2011

A nationally recognized thought leader and innovator in revenue generation, Qaqish has over 30 years of experience helping organizations connect marketing to revenue. How the B2B organization “sells” is being re-written as we speak and the newest key player in this scenario is marketing. But all is not lost.

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 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. It's got to be a solid budget item".

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

DECEMBER 8, 2011

“Metrics such as clickthroughs, conversions, ReTweets, Likes, etc… are more easily measured on social media than similar metrics for more traditional media, plus measurement and analytics platforms have improved significantly (and continue to).” As I chimed in on a Focus Q&A recently.

Merchandising 120

Merchandising Clickthrough Demand Generation Agencies ROI 120

ViewPoint

JANUARY 11, 2011

Social media has leveled the playing field. No longer are the only thought leaders to be found at the top of the organization, they can be found throughout. They want content that is interesting, available in a variety of mediums and moves the qualification and sales process forward.

Top of Funnel 120

Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 120

ViewPoint

APRIL 28, 2015

If you find they don’t use social media very much you can be a little more traditional in your approach. The problem is that most companies’ marketing departments start and stop at Step #1 (finding a pain or need), and most sales organizations start and stop at Step #5 (agreeing on a customized solution). 2) Communication.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

NOVEMBER 8, 2012

They then they use social media to check what other contacts have done about those issues. Click to start video at this point — Linda shares an optimistic assessment of 2013: “My outlook is that I’m seeing sales organizations realizing that it’s important to really retool the salespeople on their teams.

Demand 120

Demand RFP Work Management Buying Cycle 120

ViewPoint

APRIL 13, 2012

This perspective is forcing marketing to have more interaction with the sales organization. Marketing: Be provocative and make social media systematic. He encourages them to take a stand on the important issues and be provocative, especially with social media and the newer digital channels.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120

ViewPoint

MAY 5, 2015

In this excerpt, Carlos discusses the importance of nurturing even though it’s not being done in most companies: While much is made of lead nurturing and the value of it, the truth is that very few organizations are nurturing their buyers and even fewer are doing it effectively. Consider a global IT leader that approached my organization.

Lead Nurturing 120

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

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. Organizations that embrace strategies, processes, and tools enable their sales professionals to use more of their brain power to do their jobs better.

Peer-to-peer 120

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

ViewPoint

SEPTEMBER 12, 2011

Here are some big ideas that I took away from the show… The Social Enterprise The central focus of the show was leveraging the power of social media to reach and help more customers. As Marc Benioff said, “Salesforce was born cloud but reborn social.”

Jigsaw 120

Jigsaw Marketing Automation Services Salesforce.com Bandwidth 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 salesperson must pick up the phone, email or knock on the door and make contact.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation CRM Automation 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. 2013 Changes: Social Media, Mobile, Analytics & Productivity. Among the trends he sees in sales organizations in 2013: Greater adoption of social media.

Process 120

Process Allocation Marketing Management Peer-to-peer 120