ViewPoint

APRIL 18, 2012

Social Media is Becoming a Lead Gen Vehicle. Click to start video at this point —Trip sees social media marketing starting to turn a corner. Along with this trend, media integration is becoming more prominent. Social media has to be considered, too, in the context of the buyer’s journey.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

AUGUST 16, 2012

We see things like sales cycle times compressed dramatically. We stop prospecting, or we stop outbound stuff because we have this wonderful thing called social media, and so now all our prayers are going to be answered by social media.”. And we see things like win rates skyrocket.

Budget Programs 120

Budget Programs Work Management Marketing Management Sales Cycle 120

ViewPoint

JULY 17, 2013

It is expected that 85% of buyer-seller interactions will happen online through social media and video. Mainly because the customer won’t need to engage early in the sales cycle: 57% of the buying process is completed before connecting with a salesperson. Today, we have 20 million salespeople.

B2B Thought Leadership 120

B2B Thought Leadership Skype Work Management Thought Leadership 120

ViewPoint

APRIL 28, 2015

There are three main reasons why sales rep follow-up on leads is relatively ineffective: The leads suck. If you are sending raw, unfiltered and mostly unqualified leads to sales they will never follow-up on them. If you find they don’t use social media very much you can be a little more traditional in your approach.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

JULY 19, 2012

” Social Media Risk: Hoping the Shiny New Technology Will Transform Us. There are groups that are driving ROI from social media. He comments, “It’s like they’re conforming their process to fit the tool—instead of buying the tools to support their process.

Lead Gen 120

Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

OCTOBER 10, 2011

The drivers for a shared revenue funnel and the revenue team comprised of both sales and marketing are: Buyer behavior has changed. Buyers can now glean a majority of information on potential solutions from the web or through social media. But all is not lost.

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 120

ViewPoint

NOVEMBER 8, 2012

They then they use social media to check what other contacts have done about those issues. Everyone seems to be struggling to come up with a new way to sell and succeed in this new sales map which is truly challenging. She adds, “Many of the old models that have been based on how salespeople go out and sell are irrelevant now.

Demand 120

Demand RFP Work Management Buying Cycle 120