ViewPoint

APRIL 26, 2013

B2Bs Struggling with Online Marketing Mix; Sales Cycle Gets Longer. According to a recent survey conducted by BtoB magazine and Bizo, the B2B digital marketing mix is not addressing longer sales cycles. Via BtoB Magazine. Via MarketingProfs. 5 Tactics to Grow Your Email List. Via Mashable.'

BtoB 120

BtoB PointClear B2B Marketing Lead Scoring 120

ViewPoint

JULY 16, 2013

Inbound marketing is based on developing high quality content that attracts qualified buyers, who are in the early stages of the sales cycle. The same inbound marketing experts will tell you that it might take 50 blogs to impact your website visits. Build it and they will come.”

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

AUGUST 23, 2012

So what people have to think about is what’s going wrong in the sales cycle if people who thought they had a problem got to the end of the sales cycle and decided, ‘We’re still OK.’”. September 18 – 20 Conference: The Marketing and Sales Messaging Conference. Tim’s Book: Conversations that Win the Complex Sale.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

MARCH 12, 2013

In that article and elsewhere, you've suggested that many buyers get as far as 70 percent through the sales cycle before they find it useful to engage the sales teams. However, it’s an important belief to take on board because it changes our belief about our need to communicate in the earliest stages of the sales cycle.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120

ViewPoint

JUNE 15, 2012

While everyone wants less expensive leads in the form of prospects who identify themselves via company websites, traditional direct marketing is still needed to educate prospects and drive them to websites. Sales Lead Management Association Website: www.salesleadmgmtassn.com. Stay Tuned.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

MAY 15, 2013

By the way, you can blame the IMDb website for the “alpha dog motivational salesperson” tag. If you are in this position, there are no miracle cures, and there is no substitute for effective qualification, not just upfront, but throughout the sales cycle. Seuss'' The Cat in the Hat”. It’s a laughable description.

Top of Funnel 120

Top of Funnel Urgency Marketing Work Management High Quality Lead 120

ViewPoint

NOVEMBER 8, 2012

Click to start video at this point — I comment on the welcome sense of transparency her blog and website display, and Linda discusses her approach to sharing ideas and content: “When I do a blog, I don’t look at it in any way, shape or form as an avenue to pitch. Richardson Website: www.richardson.com. Stay Tuned.

Demand 120

Demand RFP Work Management Buying Cycle 120