| | | ViewPoint | |  Product | 73 articles |
| Page 1 of 1 | Previous | Next | | | VIEWPOINT NOVEMBER 29, 2012  A Salesperson's Wishes from Marketing How about some leads on products I have a quota on?”. James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. So, what do you want from Marketing?” I asked the gathered salespeople. Don’t hold back; tell me like it is. Don’t be shy; open up and let me have it.” What gives? | | | | | |
| VIEWPOINT SEPTEMBER 26, 2011  Five Ways B2B Marketers Can Get the Most from Facebook Facebook Markup Language, which is very similar to HTML, enables you to build colorful and interactive pages to promote your company, products and events. T oday we're pleased to have Paul Gillin as our guest blogger. 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. Here are five tips. | VIEWPOINT APRIL 24, 2013  PowerViews with Jim Dickie: Customer-centric is Key Companies must analyze customers'' behavior as well as background to determine what types of customers are more likely to buy their products or purchase their service. This way the company spends more money marketing to people more likely to purchase a product or service, which means generating more quality leads. 'My guest today is Jim Dickie. Better communication and transparency. | VIEWPOINT JANUARY 31, 2013  PowerViews with Josiane Feigon: Survival of the Fittest Sales Reps As Josiane asks sales leaders to say “bye, bye to meaningless cold calls,” she notes that succeeding in this new environment requires a different approach to measuring productivity. Joining me today is Josiane Feigon, President of TeleSmart. TeleSmart is a leader in providing inside sales coaching and consulting to Fortune 1000 companies. Millennial Talent 2.0 is Here to Stay. Passion. | VIEWPOINT MARCH 12, 2013 B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research Marketing needs to do a better job of communicating on a one-to-one level and connecting what our products and services can do to make people happy. They know they have to engage customers on the basis of their outcomes, their needs, and their challenges, not on the product capabilities. I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. Does that figure depend on the type of solution? | | | | | | | |
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VIEWPOINT | THURSDAY, JANUARY 12, 2012 Sales Leads: Why Your Reps Need Fewer, Rather Than More
For example, a recent sales lead management study found that for technology products and services, line-of-business managers and functional titles are much better sources for sales leads than senior executives. Contrary to popular belief, reps don’t need more sales leads. They need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads. Good sales reps are by nature hunters, eager to close in on highly qualified leads for the kill. Take Steve, for example. Not a senior executive? Budget undefined? Goodbye. Next-year decision? No way. MORE >> -
VIEWPOINT | THURSDAY, JUNE 28, 2012  PowerViews with Rich Vancil: Marketing Ops, Sales Ops & Mashups
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. ” A lot of organizational changes are characterized by new interactions between marketing and sales as the COO and the CFO are trying to make them more productive: “Typically marketing and sales have not been cooperatively productive, so we’re seeing more mashups between marketing and sales.” Then Speak. MORE >> -
VIEWPOINT | TUESDAY, JANUARY 11, 2011 10 Inside Sales Predictions for 2011
Many are toys but some are real tools that increase productivity and yield. It is increasingly less important for Inside Sales Reps to understand every nuance of their product and market and increasingly more important for them to understand a day in the life of their buyers. Comment on The Bridge Group's ten predictions for inside sales in 2011. Trish Bertuzzi and Laurie Page start the new year off with some surprising predictions. Roles will continue to segment. Hunters will go after new business while farmers will cultivate the customer base. MORE >> -
VIEWPOINT | TUESDAY, MARCH 22, 2011  B2B Marketers, Analyze This: How Do Prospects Score YOU on Their Experience?
Such as: User Persona: The actual user of the product or service. Buyer Persona: The actual buyer of the product or service (not necessarily the user). Website Persona: Someone (other than buyer or user) given the task of researching products and services. Brands matter because companies act just like people when it comes to evaluating what products or services to buy. Today's guest blogger, Bob Thompson, is CEO of CustomerThink Corp. Imagine going into bank to open up a checking account with a few dollars you've managed to scrape together. Improved? Social? MORE >> -
VIEWPOINT | TUESDAY, MAY 8, 2012 Why Engagement Will Not Generate Leads (and what to do about it)
They are all about branding, brand image, brand awareness—use whatever word you want—and their success has made Coca-Cola and many other consumer products into household names. The best way to sell on Facebook is to solve customers’ problems (yes “for free”) in ways that earn trust and ultimately help them navigate their way toward your paid products and services. Today's guest blogger is Jeff Molander. Produce engaging content. But in reality even the most engaging blogs, videos and other forms of online publication fail to produce leads and sales. MORE >>
- Should Marketing Be Held to the Same Quota Standards as Sales? VIEWPOINT | WEDNESDAY, MAY 8, 2013
- The 5 Top Media for Cold Prospecting VIEWPOINT | THURSDAY, JANUARY 26, 2012
- Do Standardized Sales Processes Really Work Anymore? VIEWPOINT | TUESDAY, JANUARY 31, 2012
- 4 Trends Shaping B2B Marketing in 2011 VIEWPOINT | WEDNESDAY, FEBRUARY 2, 2011
- PowerViews with Anthony Iannarino: Changing Business Models VIEWPOINT | TUESDAY, DECEMBER 18, 2012
- Marketing Managers Must Know the Sales Quotas VIEWPOINT | WEDNESDAY, MARCH 16, 2011
- Who is teaching the CMO how to sell? VIEWPOINT | MONDAY, OCTOBER 10, 2011
- Is It Really B2B, Or Something Different All Together? VIEWPOINT | TUESDAY, JANUARY 24, 2012
- The Rush to Get Inside VIEWPOINT | TUESDAY, OCTOBER 23, 2012
- PowerViews with Craig Rosenberg: Growth Hacks & Consumerized B2B Software VIEWPOINT | THURSDAY, AUGUST 30, 2012
- The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 2 of 3) VIEWPOINT | TUESDAY, MAY 1, 2012
- Improve Sales Lead Generation via Marketing Analytics Part 1: Four Steps VIEWPOINT | THURSDAY, FEBRUARY 2, 2012
- Beyond Financials: VC & IPO Due Diligence on Sales & Marketing Metrics VIEWPOINT | MONDAY, JULY 11, 2011
- Are You Planning for Lead Generation for 2013? VIEWPOINT | TUESDAY, SEPTEMBER 25, 2012
- Top Three Takeaways from Sales 2.0 – San Francisco #S20C VIEWPOINT | TUESDAY, APRIL 16, 2013
- Why Sales Leads are an Asset With a Declining Value…for Some VIEWPOINT | TUESDAY, JANUARY 22, 2013
- Good Reads for B2B Sales - Cold Calling Revisited VIEWPOINT | THURSDAY, APRIL 4, 2013
- PowerViews with Dave Munn: The Transformed Marketing Organization VIEWPOINT | THURSDAY, SEPTEMBER 27, 2012
- 7 Hot Email Prospecting Tips VIEWPOINT | MONDAY, OCTOBER 31, 2011
- PowerViews with Carlos Hidalgo: A Holistic Approach to Driving the Demand Process VIEWPOINT | THURSDAY, OCTOBER 11, 2012
- Lead Qualification & Lead Nurturing: Who's Job Is It? VIEWPOINT | TUESDAY, JANUARY 17, 2012
- A Wink's as Good as a Nod to a Blind Mule VIEWPOINT | MONDAY, JULY 18, 2011
- PowerViews with Jeff Ernst: Marketing & Sales Must Work Together VIEWPOINT | FRIDAY, APRIL 13, 2012
- The “Keystone” of B2B Corporations isn’t CRM or Marketing Automation VIEWPOINT | MONDAY, SEPTEMBER 19, 2011
- PowerViews with Bob Kelly: Redesigning Sales Process Basics VIEWPOINT | TUESDAY, NOVEMBER 20, 2012
- Good Reads for B2B Sales - Selling at Every Level VIEWPOINT | THURSDAY, APRIL 18, 2013
- Successful Content Marketing Plans Do 1 Thing Really Well VIEWPOINT | TUESDAY, OCTOBER 30, 2012
- How to Make Social Sell: From Thought Leader to Thought Provoker VIEWPOINT | THURSDAY, FEBRUARY 16, 2012
- The 11th Question to Ask Before Buying a Marketing Automation Solution VIEWPOINT | THURSDAY, OCTOBER 20, 2011
- Good Reads for B2B Marketing - Staple Yourself to a Lead VIEWPOINT | FRIDAY, APRIL 26, 2013
- 3 Things We've Learned After Years of LinkedIn Group Spam (and what to do now) VIEWPOINT | TUESDAY, NOVEMBER 27, 2012
- Are We Playing Hunger Games? Key Questions Confronting Inside Sales VIEWPOINT | TUESDAY, JUNE 26, 2012
- A 3 Step Process to Make Social Media Produce Sales VIEWPOINT | WEDNESDAY, MARCH 2, 2011
- Parallels: Social Manufacturing & Outsourcing Manufacturing Lead Generation VIEWPOINT | MONDAY, OCTOBER 24, 2011
- Is Your Web-based Content Driving Away Sales Leads VIEWPOINT | THURSDAY, APRIL 28, 2011
- Dealing with the New Customer Acquisition Challenge VIEWPOINT | MONDAY, AUGUST 29, 2011
- CMOs: Wield Powers of Influence to Gain a Seat at the Executive Table VIEWPOINT | TUESDAY, MARCH 6, 2012
- B2B Lead Generation: The Best of PowerViews VIEWPOINT | TUESDAY, OCTOBER 2, 2012
- PowerViews with Linda Richardson: Responding To vs Shaping vs Creating Demand VIEWPOINT | THURSDAY, NOVEMBER 8, 2012
- Lead Generation and Appointment Setting—Know When to Pull the Trigger and Outsource VIEWPOINT | THURSDAY, OCTOBER 13, 2011
- Generating Qualified Leads is Number One Issue for New Members of the SLMA VIEWPOINT | MONDAY, AUGUST 15, 2011
- New Response Databases - Valuable Resource for B2B Marketers? VIEWPOINT | MONDAY, MAY 23, 2011
- #B2BSummit Day One from Orlando – Five Marketing Truths from Flint McGlaughlin VIEWPOINT | WEDNESDAY, AUGUST 29, 2012
- What I Learned From Steve Jobs VIEWPOINT | FRIDAY, OCTOBER 14, 2011
- PowerViews with Trip Kucera: Best Practices & Surprising Trends VIEWPOINT | WEDNESDAY, APRIL 18, 2012
- Avoiding Cascading Zipper Failures between Marketing and Sales VIEWPOINT | TUESDAY, AUGUST 21, 2012
- KISS for Sales VIEWPOINT | TUESDAY, FEBRUARY 12, 2013
- PowerViews with David Brock: Thoughtfulness, Sharp Focus & Sharp Execution VIEWPOINT | THURSDAY, AUGUST 16, 2012
- Takeaways from BtoB's NetMarketing Breakfast in Boston VIEWPOINT | FRIDAY, OCTOBER 14, 2011
- PowerViews with Christopher Hosford – CRM/Marketing Automation/Social Convergence VIEWPOINT | THURSDAY, MAY 10, 2012
- Predicting Sales Results from a Group of Inquiries VIEWPOINT | TUESDAY, JUNE 19, 2012
- “Tell Me Who Your Friends Are and I'll Tell You Who You Are." VIEWPOINT | TUESDAY, JULY 24, 2012
- The Science of Creating Demand, Upon Demand, When Demand is Needed VIEWPOINT | MONDAY, MAY 16, 2011
- What I learned at Dreamforce 2011 VIEWPOINT | MONDAY, SEPTEMBER 12, 2011
- Low-Hanging Fruit, “Operation Bounty” and the Problem with Having Too Many Orchard Crates VIEWPOINT | MONDAY, MAY 2, 2011
- PowerViews with Tony Jaros: The New Demand Waterfall, Alignment & SLAs VIEWPOINT | THURSDAY, JULY 26, 2012
- PowerViews with Ginger Conlon: Trustability & Your Customer's Voice VIEWPOINT | FRIDAY, JUNE 8, 2012
- Prospect Development Program Jumpstarts Manufacturer’s Channel Sales VIEWPOINT | THURSDAY, MAY 12, 2011
- Don't Worry About Biting Off More Than You Can Chew. Your Mouth is Probably a Whole Lot Bigger Than You Think. VIEWPOINT | TUESDAY, MARCH 13, 2012
- PowerViews with Chris Hosford – CRM/Marketing Automation/Social Convergence VIEWPOINT | THURSDAY, MAY 10, 2012
- Lead Qualification & Lead Nurturing: Whose Job Is It? VIEWPOINT | TUESDAY, JANUARY 17, 2012
- PowerViews with Tim Riesterer: Targeting Prospects via Status Quo Clusters VIEWPOINT | THURSDAY, AUGUST 23, 2012
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