ViewPoint

MAY 23, 2013

Product managers and marketers are inherently competitive, but there’s a difference between being a brand champion and being blind to the market, customer needs and perceptions.Jeff Lash of Sirius Decisions says successful product managers and marketers walk a fine line between being completely objective and being a die-hard super-fan supporter.

B2B Marketing 120

B2B Marketing BtoB PointClear B2B 120

ViewPoint

NOVEMBER 7, 2011

So how could it make sense to use outside resources to engage with target companies this valuable? The line of thinking goes something like this: “Outside resources cannot possibly understand what our sales reps and account managers know about our company, our solutions and our culture.

Work Management 120

Work Management Marketing Management Sales Qualified Leads Lead Nurturing 120

ViewPoint

JUNE 6, 2013

The most sought after content are research reports, white papers, case studies and product reviews. Do you have a resource from your sphere to share? Half of those buyers trust professional associations, online communities and industry organizations as important sources for content. Via BtoBMagazine. Via ClickZ.

B2B Marketing 120

B2B Marketing PointClear B2B Trade Show 120

ViewPoint

OCTOBER 24, 2011

Derek notes that Salesforce’s Chatter is used to communicate both externally (customers, suppliers and distributors) and internally (production, engineering, and purchasing). In a sense, Kenandy and PointClear function in similar ways to move strategic business processes out to more efficient and cost-effective resources.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Generation 120

ViewPoint

DECEMBER 12, 2013

TV networks are just like the marketing resources and sales support at your company: they provide you with sales content, such as presentations and data – and do so with the best of intentions – but don’t offer the framework necessary to be valuable for meeting your sales goals.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Cable 120

ViewPoint

OCTOBER 20, 2011

Lauren notes that many people, if given the chance, would go back and do things differently, and their top ten most popular responses have been nicely aligned in four categories: integration, support, product roadmap and maintenance.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation PointClear Automation 120

ViewPoint

AUGUST 16, 2012

Dave's firm works with clients in many verticals including technology industries, industrial products, financial and professional services, consumer products, retail, not-for-profit and other sectors. People are trying to explore how do we get together and how do we more appropriately coordinate our really precious resources.”.

Budget Programs 120

Budget Programs Work Management Marketing Management Sales Cycle 120

ViewPoint

SEPTEMBER 29, 2016

Current product environment (as it relates to the potential solution). They can predict the likely success of B2B database marketing programs, helping eliminate wasted dollars, time and resources. Correct decision making team and buying process. Plans for short- or mid-term purchases.

Lead Ranking 120

Lead Ranking Lead Scoring Database Marketing Budget Programs 120

ViewPoint

APRIL 18, 2013

Sales teams are expensive, complex and powerful, so they should be made as productive as possible. Do you have a resource from your sphere to share? Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Are You Paying Enough Attention To Your Sales Teams? You need to learn to be tough.

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

MARCH 18, 2014

But perhaps the most overlooked step, he said, is having a highly placed executive within the company who is driving a focus on sales enablement and productivity. You can connect with Chris and learn more about SAVO via the following resources: Website: www.savogroup.com. These generate sales leads at a 20-25 percent rate, Chris said.

Paid Search Agency 120

Paid Search Agency Sales Qualified Leads Marketing Qualified Leads Marketing Automation Services 120

ViewPoint

MARCH 18, 2014

But perhaps the most overlooked step, he said, is having a highly placed executive within the company who is driving a focus on sales enablement and productivity. You can connect with Chris and learn more about SAVO via the following resources: Website: www.savogroup.com. These generate sales leads at a 20-25 percent rate, Chris said.

Paid Search Agency 120

Paid Search Agency Sales Qualified Leads Marketing Qualified Leads Marketing Automation Services 120

ViewPoint

JANUARY 17, 2012

Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? A lead is a general classification of an individual with an actionable need for a product or service. The answer is clear, and may surprise you. Who should process leads?

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Leads 120

ViewPoint

JANUARY 17, 2012

Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? A lead is a general classification of an individual with an actionable need for a product or service. The answer is clear, and may surprise you. Who should process leads?

Lead Qualification 120

Lead Qualification Lead Nurturing Sales Qualified Leads Leads 120

ViewPoint

APRIL 24, 2012

And developing the ability to measure by outcome-based marketing KPIs requires a significant investment in resources, processes and technology. To be fair to marketing, sales hasn’t been the most forthcoming when it comes to sharing sales funnel updates, or credit as sales leads get closer to wins.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Generation Cost 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. ” Moving from Inbound vs. Outbound to Continuous Digital & Social Dialog.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

ViewPoint

MARCH 22, 2011

The point of lead scoring is to assess the value of the prospect to you—the seller—so you can make the best use of your resources. 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). Additional Resources: Is Sales 2.0

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

MAY 10, 2012

Social Media’s Maturing: In-House Resources & Social Advertising. But they’re finding colleagues super enthused and thankful for the added opportunity to talk about their company and about their products. All of this is occurring in the context of the “grand effort toward revenue production. Stay Tuned.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 10, 2012

Social Media’s Maturing: In-House Resources & Social Advertising. But they’re finding colleagues super enthused and thankful for the added opportunity to talk about their company and about their products. All of this is occurring in the context of the “grand effort toward revenue production. Stay Tuned.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 12, 2011

Few companies have the sales and marketing resources to adequately cover their markets. While at any given time only 3% to 5% of your target market is in a buying mode for your products and services, those targets change (how fast depends on your buying cycle). Probably more often than you’d like.

Advertising Channels 120

Advertising Channels Buying Cycle Vendors Case Study 120

ViewPoint

JUNE 26, 2012

So I attended this event expecting to find out more about how and when resources would be flowing to inside sales teams. After all, these teams often offer a superior return on investment (relative to field sales), particularly as communication technology enables us to engage buyers in ever more rich and productive ways.

Conference 120

Conference Enterprise Management Correlation Barriers 120

ViewPoint

SEPTEMBER 27, 2012

People are investing in data analytics skills, and they are bringing people from outside organizations—whether it’s from product companies or directly from consulting companies.”. Vertical Marketing Resources Dave adds, “We also see people bringing in vertical marketing expertise and account-based marketing expertise.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

AUGUST 29, 2011

But we did identify over 20 firms that got solid ratings from their users, so the resources to improve prospect data quality are out there. The study uncovered 39 Sales Intelligence solution providers, which got varying ratings for value. Formalize Lead Scoring: Only 29% of the firms surveyed have implemented a formal lead scoring process.

Acquisitions 120

Acquisitions Allocation Lead Scoring Lead Ranking 120

ViewPoint

JANUARY 31, 2012

Shift Resources from Sales Training to Buyer Training : sales training has usually been about training on specific off-the-shelf, perhaps customized to some degree, sales processes and methodologies. All of these product groups sharing in the corporate function of sales to drive revenue—through a standardized sales process and system.

Process 120

Process Work Management Lead Ranking Enterprise Management 120

ViewPoint

AUGUST 30, 2012

A simple example is a lot of the sites are these consumerized IT products that are being built in the Valley today. Or in some cases—like the Boxes of the world—there are 30 different people in an organization with their product. You go to their website, and there is a button that says, ‘Download this now.’” Then we get to sell them.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

JULY 11, 2011

Demand for customization and integration from large customers may increase time and cost to complete sales and divert sales and professional resources. Extensive pricing pressure from competing services/products at lower prices. Extensive pricing pressure from competing services/products at lower prices.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

AUGUST 23, 2012

Tim is responsible for strategic direction at Corporate Visions including thought leadership, positioning, and product development. He continues, “That means that all this activity, all these engagements, all these resources applied—and six out of ten times, the majority of times, people say, ‘I think I’m still OK.’

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

JANUARY 26, 2012

Outbound telemarketing The telephone is the Swiss Army knife in the B-to-B marketer’s backpack: a flexible, personal, dependable resource with infinite applications. prospective business buyers in just about every category can be found through the mail, even for obscure products or highly targeted niches.

B to B 120

B to B netFactor Media SEM 120

ViewPoint

JUNE 8, 2012

You’ll also be able to present them with unique products, services, customer support, or experiences. You can connect with Ginger and learn more about her work at 1to1 Media by visiting the following resources: Ginger’s Email Address: ginger dot conlon at 1to1media dot com. Ginger on Twitter: @customeralchemy.

Marketing Automation Services 120

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

ViewPoint

JULY 26, 2012

He has led the research function at SiriusDecisions for more than 10 years, overseeing the creation of content including demand creation, product marketing, marketing communications, general strategy, sales training, hiring and client service. Tony is a sales and marketing thought leader with nearly 20 years of experience.

Demand 120

Demand Enterprise Management Work Management Marketing Management 120

ViewPoint

NOVEMBER 8, 2012

Today’s customers are self-educating, and she notes that the first thing they do when they think they have identified a need is go to the Internet to get product information for themselves. You can connect with Linda and learn more about her work via the following resources: Linda’s Email Address: linda (at) lindarichardson (dot) com.

Demand 120

Demand RFP Work Management Buying Cycle 120

ViewPoint

OCTOBER 11, 2012

Would you like to set aside 30 minutes to see our product?’ You can connect with Carlos and learn more about his work at the Annuitas Group via the following resources: Carlos’ Email Address: chidalgo at annuitas group dot com. And I think marketers recognize it.”. Annuitas Group Website: www.annuitasgroup.com.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

APRIL 18, 2012

He describes the argument in the following way: “If social media is becoming more and more an important part in the way that buyers educate themselves about products and services they are exploring, then, frankly, a lot of companies are going to be a little flat-footed right now in terms of being able to really take full advantage of that.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

APRIL 13, 2012

Companies are realizing they have already squeezed all the productivity gains they are going to get out of sales force automation, and they are asking, “What comes next?” In this context, marketers are treating it as just another outbound channel to push out their same old company and product messages.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120

ViewPoint

FEBRUARY 2, 2012

They also optimize sales lead quality, lead rates, lead velocity and resource productivity. We have invested in or internally developed applications that address functionality related to CRM, database management, call center productivity and marketing automation.

Lead Generation 120

Lead Generation Sales Leads Sales Qualified Leads Analytics 120

ViewPoint

SEPTEMBER 5, 2013

In this article, Eric Holtzclaw, author of Laddering, shares the three most common mistakes he encounters when clients approach him for help with a failing product or marketing campaign. Do you have a resource from your sphere to share? Via Chief Marketer. 3 Marketing Mistakes Most Companies Make. Via CMO.com.

PointClear 120

PointClear B2B Marketing Eloqua Multi-Channel 120

ViewPoint

MAY 5, 2015

The conversation was based on their last engagement, and we concluded the call by asking the prospect if the IT provider could serve as a resource. We reviewed each one to identify what motivated them and then phoned them. The best programs vary up the messaging, but using multiple channels (not only email!) and a variety of message types.

Lead Nurturing 120

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

ViewPoint

JULY 11, 2013

B2B buyers look for unbiased confirmation about products or services before buying, just like B2C buyers do. The best place for them to get this confirmation is from product or service reviews from satisfied customers. Do you have a resource from your sphere to share? Via MarketingProfs. Via Fusion Marketing Partners.

PointClear 120

PointClear B2B Marketing Advertising Agencies B2B 120