ViewPoint

AUGUST 18, 2015

In today’s B2B companies, marketing and sales alignment is critical to success. Proper alignment is the result of a documented, effective, efficient and measurable process for capturing, engaging, nurturing, managing and converting leads into customers. Increased spending on lead generation. Hired a social media marketer.

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Leads 120

ViewPoint

JANUARY 9, 2014

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Automated systems accurately score (prioritize) leads. More leads are better than fewer leads.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

JUNE 10, 2016

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. Define a lead. Are these truly leads? Both are working toward different, conflicting metrics.

Sales Qualified Leads 120

Sales Qualified Leads Planning Peer-to-peer Work Management 120

ViewPoint

FEBRUARY 12, 2015

On February 3, 2015, I had the pleasure of having leading marketing expert Jamie Turner on PowerViews LIVE to talk about “Why Social Media Doesn’t Work.” Right off the bat you may be thinking, “Social media doesn’t work? Marketing organizations today are using social media for business purposes—more now than ever before.

Social Media 120

Social Media Media ROI Organic Leads 120

ViewPoint

MARCH 27, 2014

Co-hosts Paul and Allan tee up the show by discussing several hot news items relevant to the B2B market - Here’s what they noshed on, on Episode #5: According to the latest CMO Survey, 85% of CMOs either have not shown any impact from social media spending or have only a qualitative sense of its effectiveness. Voicemails work.

Social Media 120

Social Media Work Management Marketing Management Media 120

ViewPoint

MAY 14, 2013

At SAP, Michael’s challenge is to transform social business and content marketing to reduce cost-per-acquisition of new customers. Michael is also the author of B2BMarketingInsider.com , where he discusses content marketing, demand generation, mobile strategy, and sales alignment to name a few. Sales is Still Important.

Cost per Acquisition 120

Cost per Acquisition Peer-to-peer Top of Funnel Barriers 120

ViewPoint

OCTOBER 31, 2013

I continue to enjoy the insightful discussions I have with sales and marketing experts in our PowerViews series. For this ‘best of’ edition we revisit the hot topics—social media, mobile marketing, sales lead follow up. Peter Bourke, The Complex Sale, Unselling: The Less You Sell, the More You Win.

Lead Scoring 120

Lead Scoring Lead Ranking Cross-Selling Best Practices 120

ViewPoint

APRIL 4, 2013

Staying current on the latest innovations and opinions in sales can be daunting, especially in the the digital space. PointClear''s staff and Sales Sphere features relevant blog articles from our digital circles about B2B sales. Sales Coaching - The Use and Abuse of Modeling.

Cold Calling 120

Cold Calling B2B Sales PointClear Work Management 120

ViewPoint

JANUARY 22, 2016

Mike Weinberg – New Sales Coach. plus I pulled some additional comments pulled from Mikogo’s Sales Trends & Challenges in 2016 – 12 Experts Share Their Predictions (I am one of the experts). Author of New Sales Coach is glad to see the return of “reasonable thinking.”. What They Can Do Better in 2016? Simplified. …

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

DECEMBER 16, 2016

On average, inbound leads drive smaller deals with lower level decision makers. If you are selling an enterprise solution with a complex sales process going all in with inbound will drive your average deal size down and you will be missing out on bigger more profitable deals. This is great; this customer just told me what they want.

Account Based Marketing 120

Account Based Marketing Inbound Marketing B2B Sales Tips 120

ViewPoint

DECEMBER 3, 2013

which assists sales trainers in selecting the appropriate providers. Dave, a former sales rep, sales manager, VP of sales, competitive sales strategist, consultant, and sales trainer, has worked in 26 countries—with companies from the Fortune 10 to start-ups. How to Define a Lead.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Consulting Video Marketing 120

ViewPoint

SEPTEMBER 24, 2015

This is the question I posed: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. Is Account-Based Marketing the Holy Grail for lead generation or a black box solution?”

Account Based Marketing 120

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Leads 120

ViewPoint

SEPTEMBER 9, 2016

57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Mike Weinberg, The New Sales Coach , Principal. So with 10% as the operative number, salespeople must get on the phone and make the calls and use the inbound leads to supplement their efforts.

Cold Calling 120

Cold Calling Ideal Customer Profiles Business B2B 120

ViewPoint

AUGUST 15, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Via Sales & Marketing Management. Like great teachers, sales leaders should do the same.

B2B Sales 120

B2B Sales Buyer Need PointClear B2B 120

ViewPoint

DECEMBER 20, 2011

This year, we’re honored to have published posts from twenty-seven guest marketing and sales bloggers here on ViewPoint, and I wanted to say to all of you how much I appreciate your contributions. Inside sales. Lead generation. B2B marketing and sales strategies and tactics. Outsourcing lead generation.

Blogger 120

Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

OCTOBER 30, 2012

Jeff is the authority on making social media sell, adjunct faculty at Loyola University business school, author of, Off The Hook Marketing: How to Make Social Media Sell for You and a social sales training speaker. I’ve been using LinkedIn and blogging to generate B2B leads and sales very effectively lately.

Planning 120

Planning Marketing Plans Top of Funnel Content Marketing 120

ViewPoint

APRIL 28, 2015

The ways sales executives follow up on leads is a little like trying to win games with the Hail Mary. 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.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

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. Social media has to be considered, too, in the context of the buyer’s journey. ” The Role of Social Media. The Impact of Mobile.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

JULY 7, 2015

Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. A key to this trend is lead scoring. According to SiriusDecisions’ Research Brief 1 , the problem with lead scoring at many organizations is as follows: Lead scoring models are based on assumptions or inadequate sales input.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

MAY 10, 2012

He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. Social Media’s Maturing: In-House Resources & Social Advertising. Companies are hiring social media people through their existing marketing budgets or recruiting social mavens in-house.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 10, 2012

He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. Social Media’s Maturing: In-House Resources & Social Advertising. Companies are hiring social media people through their existing marketing budgets or recruiting social mavens in-house.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

OCTOBER 29, 2013

I’m a follower of SalesLoft, where Kyle Porter and his team consistently produce a phenomenal list of targeted leads. Kyle and his team export custom lists of leads directly from LinkedIn, and alert customers when big events happen with their critical clients and prospects. They’re on social media so that you don’t always have to be.

Ideal Customer Profiles 120

Ideal Customer Profiles Cold Calling Fulfillment Linkedin 120

ViewPoint

AUGUST 28, 2013

Mobile and social technologies have radically changed the way people buy. Companies must take the lead and make sure their sales people are familiar with the new paradigm, says my latest guest on PowerViews, Nick Stein, senior director of marketing and communications at Salesforce.com, the enterprise cloud software heavyweight.

Enterprise Management 120

Enterprise Management Work Management Salesforce.com Marketing Management 120

ViewPoint

JUNE 8, 2012

Social Megaphones, Trustability and Great Customer Experiences. Use Customer Voices to Prioritize Social, Mobile & Automation Investments. Taking the time to learn about customers by listening in on their social interactions and understand their web behaviors will help determine where to invest. Who can help me solve it?

Marketing Automation Services 120

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

ViewPoint

SEPTEMBER 26, 2012

It was an online event consisting of 11 webinars discussing best practices in social CRM, email, mobile marketing, SEO and web 2.0 My session, “The Truth About Leads”, addressed the fact that lead generation is a basic business process that is broken in most companies. the sessions are still available on demand).

Web 2.0 120

Web 2.0 Leads Lead Marketing Qualified Leads 120

ViewPoint

SEPTEMBER 28, 2018

Today’s mobile listeners want business entertainment and training without the pitch of so many social media outlets. About the author: James Obermayer is the founder of the Sales Lead Management Association and the publisher of the Funnel Media Group which produces programming for the Funnel Radio Channel.

Multi-Channel 159

Multi-Channel B2B Thought Leadership Top of Funnel Thought Leadership 159

ViewPoint

FEBRUARY 16, 2012

Jeff Molander is a professional speaker, author of Off the Hook Marketing: How to Make Social Media Sell for You and adjunct faculty at Loyola University Business School. Why is it so difficult to generate actual leads and sales using social media in the B2B world? These Brands are Making Social Media Sell.

Customer Satisfaction 120

Customer Satisfaction Sample Youtube Social Media 120

ViewPoint

AUGUST 30, 2012

My guest today is Craig Rosenberg, Vice President, Sales and Marketing and Co-Founder at Focus. He is also author of a popular sales and marketing blog, Funnelholic , where he shares B2B content with an edge. Craig specializes in lead generation, lead qualification, and B2B marketing and sales.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

NOVEMBER 12, 2013

Who has control over when a sale is complete? But for a strategy to be consistently successful, a company’s sales and marketing teams need to be operating with shared goals — which is easier said than done, says my latest guest and longtime friend, Matt Heinz, president of Heinz Marketing. (Due The Quality of Leads is Abysmal.

Paid Search Agency 120

Paid Search Agency Marketing Leads Leads Lead 120

ViewPoint

APRIL 10, 2013

Day two of Sales 2.0 Rules to lead: ask employees, involve everyone, chart progress, reward good/confront bad, fire people, mood is everything @ jeffreyhayzlett. — Day two Sales 2.0 Social selling is about response. s20c Social selling requires understanding time, trust, credibility and minimizing risk. —

Conference 120

Conference Features PR Linkedin 120

ViewPoint

APRIL 9, 2013

Day 1 of Sales 2.0 Matt Heinz #s20c Matt''s social tips: "deliver it", "Contactually", "Tweetadder"- our prospects are telling us what interests them. — Abundance of information leads to a paucity of insight. Social, mobile, cloud and big data are the trends that matter #w20c. — s20c Sunguard $4 million in Sales 2.0

Training 120

Training Lead Scoring Lead Ranking Trends 120

ViewPoint

OCTOBER 2, 2012

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

APRIL 30, 2013

He is a regular guest on CNN and HLN on the subject of marketing and social media and is an internationally-recognized keynote speaker for corporations, events and trade shows around the globe. He is also the co-author of How to Make Money with Social Media and Go Mobile a best-selling mobile marketing book. Mobile Marketing Boom.

Mobile Marketing 120

Mobile Marketing Lead Scoring Lead Ranking Marketing Leads 120

ViewPoint

MARCH 24, 2015

Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. I was particularly impressed with the first speaker Mike Weinberg—sales coach, consultant, and author of the book New Sales. For one thing, inbound marketing alone can never generate enough leads to work and fill a pipeline. Simplified.:

Peer-to-peer 120

Peer-to-peer Work Management Tips Inbound Marketing 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. Chris, who previously worked for Green Leads LLC, AG Salesworks, and MEDITECH, talks about the challenges of generating leads in his niche business.

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. Chris, who previously worked for Green Leads LLC, AG Salesworks, and MEDITECH, talks about the challenges of generating leads in his niche business.

Linkedin 120

Linkedin Twitter Video Marketing Education 120

ViewPoint

SEPTEMBER 27, 2012

My guest today is Dave Munn who has been President and CEO of ITSMA since 2000, having led ITSMA's global expansion to become the leading B2B marketing association for technology, professional services, and telecom companies. Social media integration. Marketing Sales Alignment: The Benefits of a More Active Role for Marketing.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120