ViewPoint

article thumbnail

Digital Relevance: Developing Marketing Content and Strategies that Drive Results

ViewPoint

Ardath Albee’s new book Digital Relevance: Developing Market ing Content and Strategies that Drive Results was published by Palgrave Macmillan (January 6, 2015). There is a great example in the book about an inside sales rep pushing content that is not relevant to the buyer—simply because the campaign says so.

Relevance 120
article thumbnail

3 Tips to Turn Noise Into Value

ViewPoint

Prospects have too many voices leveraging multitudes of content vying for their attention (and still have all the decision-making power), while salespeople have too much content and data to know which piece of content is relevant to which data point, (and still it’s up to them to make their message stick ? to sell the solution).

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Marketing and Sales: Done Well (2015) Do Better (2016) - Part 3 of 3

ViewPoint

Kyle Porter – Sales Loft : Account-based approach will have prospectors, inside sales reps, AE’s and top of the funnel demand generation professionals focused on a set of very relevant and highly targeted accounts. All of their efforts will be focused on converting these accounts from contact information to paying customer.

article thumbnail

Expert Panel’s Feedback on Our Lead to Revenue Calculator

ViewPoint

Are their communications not relevant or in context? I think we need to stop thinking numbers and start thinking about how to increase the quality of our conversations on both sides to engage with fewer opportunities but win more business because those conversations are more relevant and useful/strategic. Do they drop the ball?

article thumbnail

Is Your Web-based Content Driving Away Sales Leads

ViewPoint

It gets worse, since even if the buyer finds you, IDG Communications says: IT buyers found relevant content on a vendor’s website only 42 percent of the time. The lack of relevancy for the prospect reduced the vendor's chance of closing a sale by 45 percent. way less than half).

article thumbnail

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #3 Should Marketing Be All In On Inbound?

ViewPoint

ITSMA - 78% of executives are willing to respond to unsolicited outreach from companies, if it contains ideas that are strategically relevant. I still adhere to the fact that most of the people making them are not able to sell themselves and have for years been looking for an excuse and an easier approach and now they have it!”.

article thumbnail

PowerViews with Dave Munn: The Transformed Marketing Organization

ViewPoint

New Buyers & the Need for More Relevant, Specific & Targeted Communications. This means direct marketing and direct sales need to be more relevant, more specific, and more targeted to the people they are trying to contact. This speaks to the critical need for relevant and highly-targeted messages.