ViewPoint

JUNE 28, 2018

Within three years the client, which had superior products, had blown the money and was absorbed in a fire sale by their largest competitor. Are we a niche vendor, consultants, or service aggregator? So, what happened? Do we provide staffing, or are we a HR services firm? They said the quality sucked.

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

JULY 11, 2011

Could the reasons why point to similar expense paths for the marketing automation vendors looking at going public? Significant market competition from established packaged and on-demand vendors. Extensive pricing pressure from competing services/products at lower prices. Frequent and rapid new competitor product introductions.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

MAY 12, 2011

Surprising fact, research shows that 70% of B2B buyers find their vendors, their vendors don’t find them.). 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).

Advertising Channels 120

Advertising Channels Buying Cycle Vendors Case Study 120

ViewPoint

JUNE 2, 2015

While it’s ultimately the vendor’s responsibility to execute the program, clients—whether they realize it or not—also play an integral role in the process. A collaborative vendor-client relationship equals a win-win! We need sales, product and marketing expertise. War stories. Insight into the buyers’ mentality.

Lead Generation 120

Lead Generation Generation Work Management Leads 120

ViewPoint

JUNE 6, 2013

According to a study from the Chief Marketing Officer Council, 9 out of 10 B2B buyers ranked online content as having at least a moderate effect on their choice of vendors. The most sought after content are research reports, white papers, case studies and product reviews. Via BtoBMagazine.

B2B Marketing 120

B2B Marketing PointClear B2B Trade Show 120

ViewPoint

OCTOBER 20, 2011

A good read I discovered recently is a post by Lauren Carlson, What Do You Wish You Had Asked Your MA Vendor? , Lauren’s article is based on her survey of marketing automation users that sought—knowing what they know now—the questions they would ask vendors if they were going back and buying their software all over again.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation PointClear Automation 120

ViewPoint

MARCH 22, 2011

buying experience post, I searched for solutions, interacted with various web sites and engaged with some of the vendor reps, by email or phone. To most of the vendors that I engaged with, I was just another not-very-valuable small business buyer. Such as: User Persona: The actual user of the product or service.

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

APRIL 16, 2013

how collaboration can promote productivity and enhance the customer experience. It did not surprise me that attendees enjoyed hands-on advice and were impatient with “commercials” from vendors and speakers. Conference – Technology vs. Productivity.' The Sales 2.0 ways to leverage technology to empower your team.

Conference 120

Conference Paid Search Agency Rules Lead Scoring 120

ViewPoint

MAY 23, 2011

Over the last two years, we published reports on the data coming from compiled data vendors. So, if you want to sell ovens to pizza shops, you’d go to a compiled data vendor like InfoGroup to get a list of pizza shop owners, compiled from the Yellow Pages. Have a look at the reports here: 2009 and 2010.

Resources 120

Resources B to B Work Management Marketing Management 120

ViewPoint

JANUARY 11, 2011

No longer will companies buy data from one vendor but rather they will create a network of data providers to deliver to them the specific information in their target markets. There are many vendors competing in the Inside Sales arena for the same technology dollars. Messaging will continue to evolve from sales centric to buyer centric.

Top of Funnel 120

Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 120

ViewPoint

MARCH 2, 2011

And conversing in ways that generate questions that you have answers to—and connect to your products/services. Publishing useful, relevant tools that get customers to ask questions that you can answer (and connect to products). The answer to selling more with social media is found: Starting conversations that are worth having.

Sales Management 120

Sales Management Social Media Work Management Process 120

ViewPoint

SEPTEMBER 24, 2013

In other words, what environment is the purchaser in and how can a sales person leverage that context to make a compelling case for their product or service?". My final note: Demanding BANT qualified leads ensures that you are going to be competing against an entrenched vendor that has probably already won the business.

Opinions 120

Opinions Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

OCTOBER 10, 2011

They cut their teeth on product-price-placement-promotion—the 4 Ps of marketing. Industry: The vendors in the marketing automation space provide training and education, but it is very focused on how to use the systems they sell. So how can today’s CMO gain these new skills?

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 120

ViewPoint

MAY 2, 2011

Nancy is Founder and CEO of Smart Selling Tools , a leading online marketplace that helps connect Sales professionals with the right Sales Software vendors. With a better system—you might have doubled, tripled, even quadrupled your production. You call another meeting with Marketing.

Work Management 120

Work Management Marketing Management Copyright Blogger 120

ViewPoint

DECEMBER 18, 2012

Click to start video at this point — The fantasy that drives pay for performance pricing is that if they switch vendors they will get a better price and will have to put in less effort and will still get better results. So if your product over performs you get a bonus. The Big Lie That Drives Pay Per Performance Pricing Requests.

Lead Ranking 120

Lead Ranking Work Management Business Marketing Management 120

ViewPoint

JANUARY 26, 2012

prospective business buyers in just about every category can be found through the mail, even for obscure products or highly targeted niches. Supplement your registration efforts with technology from vendors like NetFactor and Demandbase. With 18,500 business lists available for rent in the U.S.,

B to B 120

B to B netFactor Media SEM 120

ViewPoint

MARCH 6, 2012

In this age of the empowered buyer, successful organizations are the ones that shift from being product and company focused to organizing around prospect and buyer concerns and perspectives. Joe Pulizzi, co-author of Get Content. Get Customers. David Meerman Scott, author of The New Rules of Marketing & PR. Champion Content Marketing.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

OCTOBER 11, 2012

Would you like to set aside 30 minutes to see our product?’ He identifies how we should be approaching buyers given their access to information with or without us: “I think the core point is the buyer is not as reliant on the organization or the vendor to collect the information any more. And I think marketers recognize it.”.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

JUNE 15, 2016

There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making. There may be a half-dozen outside vendors managing some aspects of lead management: Sales Lead Management and Fulfillment Firm. Inside Sales.

Lead Management 120

Lead Management Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

JULY 9, 2015

They create a single workflow using a top of the funnel product that combines and processes their emails, calls, social touch points, and even includes accountability. Three Reasons Why This is the Case: Marketing automation vendors have over-simplified lead scoring. Align sales and marketing objectives.

Lead Ranking 120

Lead Ranking Lead Scoring Sales Qualified Leads Marketing Automation Services 120

ViewPoint

MAY 30, 2013

Successful sales reps of the future will need more knowledge than just product knowledge, says Jonathan Farrington. Vendors are looking for business partners, who are willing and able to share risks and who are able to properly manage the entire sales process, he concludes. Via Solution Selling blog.

B2B Sales 120

B2B Sales PointClear Work Management B2B 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

NOVEMBER 20, 2012

2013 Changes: Social Media, Mobile, Analytics & Productivity. More emphasis on productivity. On the other hand, they’re looking for high value-added strategic relationships—very solution-focused relationships—often with the very same vendors.”. and another 10% in Canada. More use of mobile technology.

Process 120

Process Allocation Marketing Management Peer-to-peer 120