ViewPoint

MARCH 19, 2018

Obermayer is the founder of the Sales Lead Management Association, publisher of the Funnel Media Group and live Radio/ Podcast Host for SLMA Radio Today and CRM Radio Today. Does Marketing Own the Pipeline? White Paper Review: Marketo's Marketing Metrics Guide - Must Reading. About the Author.

Marketing Management 197

Marketing Management Analytics Budget Programs Marketing Automation Services 197

ViewPoint

OCTOBER 21, 2017

Read this blog (published by CMO by Adobe) for more information about calibrating and validating marketing automation. The bottom line is that we trashed the entire list, built them a new, accurate list (for a fee) and the campaign results were excellent. Remember: Lists suck. List testing is cheap and a no brainer.

Marketing Automation Services 149

Marketing Automation Services Validation Broadcasting Deliverability 149

ViewPoint

JANUARY 13, 2017

If you fall into this category, and are looking for actionable how-tos, take a look at the account-based marketing primer just published and available now on SlideShare. Many are still trying to figure out how to put ABM principles in place.

Account Based Marketing 120

Account Based Marketing PointClear ABM Cost per Lead 120

ViewPoint

JULY 26, 2016

About the Author: James Obermayer is publisher of Funnel Media Group, LLC, which owns the Sales Lead Management Association, and the Funnel Radio Channel for streaming live internet radio programs and podcast replays. It really is simpler than you think, but you have to think and act to make it happen.

Budget Management 120

Budget Management Spending Marketing Management Budget Programs 120

ViewPoint

JULY 12, 2017

Obermayer is the founder of the Sales Lead Management Association, a four-time author, and publisher for the Funnel Media Group. You may like: How to Tell if Your Sales Pipeline is Failing You. Andy Paul – Zero Time Selling.

Top of Funnel 149

Top of Funnel Forecasting Pricing Price 149

ViewPoint

OCTOBER 30, 2012

As social media expert, Jay Baer says your business is not in the “publishing business” but rather in the “action business.”. Whether you’re a service or product marketer, this is the best content for blogs or any B2B content marketing vehicle you publish. You’ve got to give prospects a compelling reason to ask for more content.

Planning 120

Planning Marketing Plans Top of Funnel Content Marketing 120

ViewPoint

MARCH 29, 2017

Read this blog (published by CMO by Adobe) for more information about calibrating and validating marketing automation. The bottom line is that we trashed the entire list, built them a new, accurate list (for a fee) and the campaign results were excellent. Remember: Lists suck. List testing is cheap and a no brainer.

Marketing Automation Services 120

Marketing Automation Services Validation Broadcasting Deliverability 120

ViewPoint

APRIL 14, 2017

Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. You can read the blog here. In that blog, I wrote: “When the pipeline is weak, desperation and fear take over.

Lead Generation 176

Lead Generation Sales Qualified Leads Sales Leads Generation 176

ViewPoint

DECEMBER 7, 2017

They publish photos of their team (but often don’t show a last name; what’s that about?). I was tempted to ask him to repeat it at least three times. I’d like to think this is unusual but it isn’t; it’s common. So, I ask, why is this happening? Why do companies hide?

Paid Search Agency 168

Paid Search Agency Companies Lock-In Press 168

ViewPoint

NOVEMBER 16, 2017

Jim is a published author, and enjoys writing, spending time with his daughters and grandchildren, and ballroom dancing with his wife. Jim Hall joined PointClear in 2014 with over 20 years of experience in consulting, sales, and business growth.

Lead Generation 120

Lead Generation PointClear Sales Leads Lead Scoring 120

ViewPoint

MARCH 1, 2016

Most ROI calculators I see published are flawed. This is Part One of a two-part blog about how organizations with a complex sales process can improve accuracy in lead/revenue projections. Many of the tools are designed to determine how much revenue an organization needs and where that revenue came from.

ROI 159

ROI Lead Ranking Marketing Qualified Leads MQL 159

ViewPoint

AUGUST 28, 2012

An update will be published after today's sessions. The progarm starts at 7:00 AM and goes until 7:30 PM—a packed day. I am looking forward to hearing more about improving performance on landing pages, push vs. pull marketing, optimizing "social"… and more!

BtoB 120

BtoB Landing Pages Conference Course 120

ViewPoint

OCTOBER 27, 2016

The following is from a SiriusDecisions blog published in March of this year: “In a recent SiriusDecisions Consulting engagement, we asked our client, “Have marketing and sales agreed to the definition of a qualified lead and established an SLA for action by the sales team?” We will talk about the judicial branch below.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Marketing Automation Services Act-On 120

ViewPoint

JANUARY 15, 2013

What is called “Inside Sales”, “Sales Support”, “Telesales” and dozens of other names is growing 15x faster than field sales—in fact, my colleague, Jonathan Farrington, published a blog stating that within three years 80 – 90% of all B2B transactions will be done online—most with some form of sales support but not field sales.

Paid Search Agency 120

Paid Search Agency Lead Generation Work Management Sales Qualified Leads 120

ViewPoint

APRIL 12, 2013

When published, that connection or company would be notified they have been mentioned. LinkedIn Adds Facebook-Style Mentions In Status Updates And Home-Page Comments. LinkedIn is adding a Facebook-like feature that allows users to link to connections or companies in the status-update field.

PointClear 120

PointClear B2B Marketing CMO Marketing Management 120

ViewPoint

JULY 24, 2017

A competitor in the teleprospecting business recently published a list of B2B companies based on how easy or hard they were to work from a lead-generation standpoint. They listed those that they had had success with on top.

Sales Qualified Leads 149

Sales Qualified Leads PointClear Lead Qualification High Quality Lead 149

ViewPoint

APRIL 12, 2011

” SLMA is publishing these cartons every few weeks, and they’re created by Stu Heinecke of CartoonLink. This approach may not help with lead nurturing or ROI, but it’s fun to step back and laugh at some of the things we do in the lead management business.

Lead Management 120

Lead Management Sales Leads PointClear Marketing Management 120

ViewPoint

JANUARY 31, 2011

I recently published The Truth About Leads. Find out why. Click here to view Amazon listing.

Leads 120

Leads Lead Marketing Qualified Leads Amazon 120

ViewPoint

MARCH 27, 2014

Half of all B2B emails are now opened on a mobile device, up from 46% last quarter (according to Yesmail in an article published in FierceCMO). A blog accompanying the podcast provides a link to this data. More information and links in the blog. LinkedIn announced it is expanding its mobile advertising opportunities for B2B marketers.

Social Media 120

Social Media Work Management Marketing Management Media 120

ViewPoint

JANUARY 19, 2011

Might Have Been to What Must Have Been: Counterfactual Thinking Creates Meaning" was published in the Journal of Personality and Social Psychology in January 2010 What differences in marketing and sales management would have occurred if marketing automation with all of its benefits would not be a part of B2B and B2C marketing today?

Marketing Automation 120

Marketing Automation Automation Blogger B2B Sales 120

ViewPoint

AUGUST 14, 2013

Then go on Twitter and post a link to your review, which will likely get picked up by that book’s publishing house. Then go on Facebook and let your friends and family know. Have you reviewed a new book for The New York Times ? Companies have been a bit slower than individuals in realizing the power of social media.

Social Media 120

Social Media Media Cross-Selling Salesforce.com 120

ViewPoint

JULY 10, 2012

We publish this information quarterly and you can view the current Lead/GDP Chart anytime. Understanding this can help you pinpoint your marketing investments and generate better than average results. I am anxious to hear your thoughts.

BtoB 120

BtoB PointClear Lead Generation Terms and Conditions 120

ViewPoint

OCTOBER 31, 2011

Jill originally published this as a one-page whitepaper, and it is republished here with her permission. As a frequent speaker at sales conferences, she helps sellers crack into new accounts, speed up sales cycles and win big contracts. Crazy-busy people read their email with their finger on the delete key.

Tips 120

Tips Work Management Sales Cycle Guidelines 120

ViewPoint

FEBRUARY 21, 2012

I’ll also be authoring an article for the March issue of Top Sales World Magazine expanding on sales best practices from my recently published book, The Truth About Leads. My first audio interview with Jonathan is scheduled for March and will appear on Top Sales World’s blog and our blog here.

PointClear 120

PointClear Work Management Communities B2B Sales 120

ViewPoint

MAY 12, 2011

If you’re interested in more information on market coverage and its impact on new account penetration, I invite you to read a recently published case study that demonstrates how one company was able to achieve 70% to 90% new account penetration through effective market coverage.

Advertising Channels 120

Advertising Channels Buying Cycle Vendors Case Study 120

ViewPoint

NOVEMBER 29, 2011

Published by CRM Buyer, the article made it into the round of finalists by winning a monthly “best article” competition this year. Now in its second printing, The Truth About Leads , is available at Amazon in paperback and Kindle editions, at Barnes & Noble for NOOK, and at iTunes for iBooks. target="_blank">.

Peer-to-peer 120

Peer-to-peer Lead Ranking Paid Search Agency Sales Qualified Leads 120

ViewPoint

MAY 30, 2012

Andrew is currently Editorial Director at G3 Communications, as well as Editor and Publisher of DemandGen Report. He has served as an Editor and Publisher of This Week In Consumer Electronics, Sporting Goods Business, Consumer Goods Technology, Retail Info Systems, Hospitality Technology and Mobile Enterprise.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

ViewPoint

APRIL 17, 2014

In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report. In the article I assert: "A healthy, driven inbound marketing department is great, but over-reliance on inbound marketing (what I call ''inbounditis'') negatively affects the revenue backbone of any company.

Inbound Marketing 120

Inbound Marketing Top of Funnel High Quality Lead Sales Qualified Leads 120

ViewPoint

MARCH 19, 2015

Rather than the obliteration of all things print, Ginger explains that as publishing companies have become more targeted and extended to multiple channels (such as digital), the resulting revenue shift has changed the business model accordingly. 3) Email: There’s a notable resurgence in email marketing.

Television marketing 120

Television marketing Paid Search Agency Mobile Advertising Work Management 120

ViewPoint

OCTOBER 9, 2012

As a foundation, I published three blogs in 2012 in which I outlined three critical elements that impact B2B lead generation costs in the complex sale: 1. Twice over the past two years I blogged about the dangers of using cost per lead as a metric to measure marketing.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Cost Lead Scoring 120

ViewPoint

FEBRUARY 16, 2011

Might Have Been to What Must Have Been: Counterfactual Thinking Creates Meaning" was published in the Journal of Personality and Social Psychology in January 2010. What about your career; your company? i Footnote: Professor Laura Kray, Professor Philip Tetlock.

CRM 120

CRM Wikipedia Marketing Automation Services Marketing Management 120

ViewPoint

MARCH 22, 2011

an independent research and publishing firm focused on customer-centric business management, and Founder/Editor-in-Chief of CustomerThink.com , the world's largest community dedicated to customer-centric business. Or that I have friends in the publishing business that are also potential buyers.

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

MARCH 6, 2012

Andrew Briney, Senior VP and Group Publisher at TechTarget. According to the 2012 B2B Content Marketing Benchmarks, Budgets and Trends report published by the Content Marketing Institute and MarketingProfs: 9 out of 10 organizations market with content marketing. Brian Halligan, CEO and Founder of HubSpot. Get Customers.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

AUGUST 8, 2011

Jim has published articles and presented internationally on the topics of marketing ROI, marketing strategies and business growth strategies. Jim Lenskold is President of Lenskold Group and author of Marketing ROI, The Path to Campaign, Customer and Corporate Profitability (McGraw Hill, 2003).

Lead Generation 120

Lead Generation Marketing Qualified Leads Lead Ranking Sales Qualified Leads 120

ViewPoint

JULY 12, 2012

” Referencing content published on MarketingProfs, she says, “We ran a whole series on marketing through radio, for example. It’s a clear outbound tactic. I’m a huge listener and supporter of NPR. She says, “Good enough isn’t good enough any more.

Marketing & Strategy 120

Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 120

ViewPoint

SEPTEMBER 24, 2013

I summarized Ardath’s thoughts, and mine, in a blog published on July 11, 2013. I have written articles and blogs against BANT (as a lead qualifying criterion) for years. A couple of months ago I read a blog by Ardath Albee entitled “BANT is Bunk, BS and Irrelevant”. I think you will enjoy their comments: Jill Konrath (author, consultant).

Opinions 120

Opinions Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

MARCH 17, 2015

It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg, author of the book published by AMA entitled New Sales. Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. Anthony Iannarino and Jeb Blount. Simplified.:

Cold Calling 120

Cold Calling B2B Sales Inbound Marketing Marketing Prospects 120