ViewPoint

DECEMBER 3, 2013

Selling is hard enough for people with the DNA to succeed; it’s nearly impossible for people who lack those qualities, said my latest guest on PowerViews, Dave Stein, CEO and founder of ES Research Group Inc., You can connect with Dave and learn more about ES Research Group via the following resources: Website: www.esresearch.com.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Consulting Video Marketing 120

ViewPoint

NOVEMBER 12, 2013

Click to start at this point — I know which companies visit my website, and I wondered how closely Matt followed his site’s traffic. You can connect with Matt and learn more about Heinz Marketing via the following resources: Website: www.heinzmarketing.com. The next PowerViews will be with Dave Stein of ES Research Group.

Paid Search Agency 120

Paid Search Agency Marketing Leads Leads Lead 120

ViewPoint

JULY 16, 2013

According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. The same inbound marketing experts will tell you that it might take 50 blogs to impact your website visits.

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

APRIL 28, 2011

He works with large and small companies such as, Asentus , Maximizer , Sophos , Microsoft Canada , and Research in Motion. 62% of business buyers now spend more time researching product and services online than they did prior to the recession. 44% conducted anonymous research of a select group of vendors. source: Marketo ).

Work Management 120

Work Management Marketing Management Sales Leads Sales Qualified Leads 120

ViewPoint

APRIL 26, 2013

Adding relevant content and extracting data can revitalize the tried-and-true tactic of e-mail marketing campaigns, according to a BtoB email research report “Email Marketing: An Established Channel Evolves.” Report: Data, content drive email marketing. More than half of B2B marketers say they are improving e-mail by adding segmented content.

BtoB 120

BtoB PointClear B2B Marketing Lead Scoring 120

ViewPoint

DECEMBER 10, 2013

With the plethora of scientific data available, salespeople can research potential clients and arm themselves with valuable information. You can connect with Chad and learn more about ConnectAndSell via the following resources: Website: www.connectandsell.com. Sales Tools to Leverage LinkedIn. Twitter: @velocity_sales.

Buzz 120

Buzz Lead Ranking Linkedin Video Marketing 120

ViewPoint

AUGUST 14, 2013

Click to start video at this point — As customers become more technologically savvy and do more research, salespeople are going to have to be reactive, Koka says. Leverage Your Social Proximity.

Social Media 120

Social Media Media Cross-Selling Salesforce.com 120

ViewPoint

DECEMBER 17, 2013

But new research indicates that B2B prospecting data is much more detailed these days, and includes a plethora of variables to choose from, for refining your targeting, or for building predictive models, to pick your targets even more effectively. Self-identifying keywords used on the company website (ALC).

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120

ViewPoint

SEPTEMBER 17, 2013

Time is vitally important to the success of a salesperson—time to research prospects, time to hone the sales pitch, and time to communicate with potential clients. The website helps people find babysitters, nannies, childcare and senior home caregivers.

Linkedin 120

Linkedin Twitter Video Marketing Education 120

ViewPoint

SEPTEMBER 17, 2013

Time is vitally important to the success of a salesperson—time to research prospects, time to hone the sales pitch, and time to communicate with potential clients. The website helps people find babysitters, nannies, childcare and senior home caregivers.

Linkedin 120

Linkedin Twitter Video Marketing Education 120

ViewPoint

OCTOBER 15, 2013

This is a result of a new study by Edison Research apparently sponsored by Pandora Media Inc. Because the shows are recorded (all of those above do it), the shows have a long life and can be posted on the interviewees website. Spotify and TuneIn which surveyed more than 3,000 people age 12 and up about their online music consumption.

PointClear 120

PointClear Marketo Internet Marketing Broadcasting 120

ViewPoint

SEPTEMBER 27, 2012

Prior to joining ITSMA in 1995, Dave held field marketing and sales positions with Oracle and Apple and started his career in 1984 as a market research analyst at The Ledgeway Group, now part of Gartner Group. ITSMA Website: www.itsma.com. 2012 Trending: Significant Transformation for Marketing Groups. ITSMA on Twitter: @ITSMA_B2B.

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Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

JANUARY 26, 2012

Search engine marketing (SEM) Business buyers today use the Internet as their primary research tool to solve business problems, so search engine marketing (SEM) has become the hottest of the hot. Your website The source of your cheapest and most qualified sales leads is right at your fingertips: your company website.

B to B 120

B to B netFactor Media SEM 120

ViewPoint

OCTOBER 6, 2015

The responses I received were from Megan Heuer, Vice President & Group Director, and Matt Senatore, Research Director. Of those, 53% were going to invest in account-based advertising, 43% in marketing automation, 32% in website personalization and 26% in predictive analytics moving forward (among other areas).

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

JANUARY 31, 2013

Because prospects and customers see meaningless cold calls as wasteful interruptions, successful sales professionals must use social media research to find reasons to connect with their leads. You can connect with Josiane and learn more about her work by visiting TeleSmart's website: TeleSmart: www.tele-smart.com. Stay Tuned.

Peer-to-peer 120

Peer-to-peer Cold Calling Consulting Work Management 120

ViewPoint

SEPTEMBER 6, 2012

Click to start video at this point — Asked about reasons why recent research is showing fewer sales reps made quota last year than in 2006, Jill says there are a lot of factors at work. Quite frankly, they don’t have a website to support it either. These websites “do not support the sales organization in their initiatives.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

APRIL 24, 2013

Jim is Managing Partner at CSO Insights, a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers. You can connect with Jim and learn more about CSO Insights by visiting their website: CSO Insights: www.csoinsights.com.

Marketing Management 120

Marketing Management Forecasting Transparency Case Studies 120

ViewPoint

JUNE 8, 2012

Mobile —Every company may not need a mobile app, but they need a mobile optimized website. Purchasers are doing a lot of research before they engage with your company. 1to1 Media Website: www.1to1media.com. If your customers aren’t on Facebook, do you really need to be there? Understand why you are where you are.

Marketing Automation Services 120

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

ViewPoint

JULY 9, 2013

Work toward remaining focused and doing things in chunks of time instead of losing time stopping to research calls and emails which is extremely wasteful and contributes to loss of focus. You can connect with Lori and learn more about Score More Sales via the following resources: Lori''s Website: www.scoremoresales.com. Stay Tuned.'

Lead Scoring 120

Lead Scoring Lead Ranking Thought Leadership Sales Qualified Leads 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. Website Persona: Someone (other than buyer or user) given the task of researching products and services.

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

SEPTEMBER 20, 2012

Bob has three decades of experience in sales, technical support, consulting, research, and online community development. That’s something I’ve found in my research about how top performing businesses do their thing so well. CustomerThink Website: [link]. My guest today is Bob Thompson. Follow Bob on Twitter: [link].

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

APRIL 10, 2012

He recommends marketing's focus should be on creating new opportunities for the sales team with secondary emphasis on areas like company image and website. The next PowerViews will be with Jeff Ernst of Forrester Research. He adds that a game plan should span more than just the current year. Top Sales World. Stay Tuned.

Paid Search Agency 120

Paid Search Agency Work Management Marketing Automation Services Forrester 120

ViewPoint

JULY 12, 2012

Click to start video at this point — Asked about what is happening or not happening in marketing and sales that is surprising this year, Ann references research that MarketingProfs did with the Content Marketing Institute last year. Ann’s Website: www.annhandley.com. Ann on Twitter: @MarketingProfs. Stay Tuned.

Marketing & Strategy 120

Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 120

ViewPoint

AUGUST 30, 2012

You go to their website, and there is a button that says, ‘Download this now.’” Craig is researching this and will be posting content on his blog as he wants to understand how these companies in the Valley are building their install base without sales teams. He notes Zendesk got 6,000 customers without a sales guy.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

OCTOBER 11, 2012

Click to start video at this point — In response to my question about how he views research that reports 70% of the buying process is complete before a sales rep gets involved, Carlos notes that Gartner predicts this figure will be 85% by 2015. Annuitas Group Website: www.annuitasgroup.com. Carlos on Twitter: @cahidalgo. Stay Tuned.

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Demand Process Work Management Marketing Management 120

ViewPoint

AUGUST 23, 2012

Click to start video at this point — Asked for his suggestions given recent research that shows only 40% of sales leads end in a decision to go with a new solution or provider, he comments, “I think the most painful part of that stat is that it’s not 40% of all sales leads—it’s actually 40% of qualified pipeline. and “Why Now?” Discussions.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

MAY 5, 2015

According to MarketingSherpa research, 64% of B2C and 48% of B2B marketers send out some automated version of this. When someone leaves their website, they’ll be able to display relevant content as the prospect reviews other sites. The welcome email. Retargeting. Increased use of video. Not everyone wants to read a long article.

Lead Nurturing 120

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

ViewPoint

MAY 2, 2012

He notes, “I've been impressed by the amount of research that I've seen lately on both B2B and B2C marketers talking about the commitments they're making to social media—very large increases in spending and planning for this year. Do your research. The Challenges in Measuring Social Media ROI. Pick Your Spots and Focus.

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

FEBRUARY 21, 2013

Bob’s research indicates that most sales professionals cite career advancement as their biggest concerns. You can connect with Bob and learn more about AA-ISP by visiting their website: AA-ISP: www.aa-isp.org. Challenging inside sales jobs offer experienced representatives an alternative career path to management. Stay Tuned.

Skype 120

Skype Work Management Lead Ranking Click Rate 120

ViewPoint

MAY 7, 2015

At each step of the improved process, research showed that when attention was given to the prospects and they were contacted, sales improved. Email surfaced with the internet and the mixture of mail, calling and email became a standard for nurture models. People tried various combinations of email, mail, and calling.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120

ViewPoint

APRIL 2, 2014

For his book, Dan researched more than 1,000 high performers in business, sports, politics and other fields, searching for commonalities that set them apart. Click to start video at this point — In his research, Dan didn’t look at the success of silver spooners such as Donald Trump or the accomplishments of Ivy League graduates.

Barriers 120

Barriers Advertising Agencies Lead Scoring Lead Ranking 120

ViewPoint

NOVEMBER 20, 2012

SMA promotes professional development, peer networking, best-practice research and thought leadership among professionals who manage, coach and support sales organizations. They want to in many ways self-provision their requirements and be self-served through automated websites.

Process 120

Process Allocation Marketing Management Peer-to-peer 120