ViewPoint

MARCH 27, 2014

A survey Of 175 B2B buyers reveals what they want to see on vendor websites. A survey of B2B buyers revealed what they want to see on vendor websites: detailed contact information, case studies, white papers and articles. Use voicemails and emails with compelling content to generate and follow-up on leads. Voicemails work.

Social Media 120

Social Media Work Management Marketing Management Media 120

ViewPoint

JUNE 23, 2015

The founders are not “sales” people but “product” people. They have tackled and surmounted huge technical hurtles, but they refuse to put any sustained effort into sales and marketing. (A A website and postcard mailing don’t count.) (A website and postcard mailing don’t count.) That is, if anyone knew about the product.

Work Management 120

Work Management Blogger Paid Search Agency B2B Sales 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 7, 2014

My longtime friend and colleague James Obermayer has strong feelings about who is responsible for lost leads among salespeople. Jim is also head of the Sales Lead Management Association, which regularly names the 50 most influential people in lead generation. Sales Managers Are to Blame for Lost Leads.

Lead Scoring 120

Lead Scoring Lead Ranking Leads Lead 120

ViewPoint

JUNE 24, 2014

In the distant past (30 years ago) We figured out through research that 45%f of all inquiries turn into a sale for someone. Marketing can assume that responsibility through nurturing, and increased sales are the result—not by just a few percent—but 200-300% more sales are the result of successful nurturing programs.

Lead Scoring 120

Lead Scoring Lead Ranking B2B Sales B2B Marketing 120

ViewPoint

MARCH 18, 2014

Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). When 80 percent of marketing-qualified leads fail to convert into sales-qualified leads, it’s time for the industry to reconfigure its thinking. CRM is good at forecasting, he said.

Paid Search Agency 120

Paid Search Agency Sales Qualified Leads Marketing Qualified Leads Marketing Automation Services 120

ViewPoint

MARCH 18, 2014

Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). When 80 percent of marketing-qualified leads fail to convert into sales-qualified leads, it’s time for the industry to reconfigure its thinking. CRM is good at forecasting, he said.

Paid Search Agency 120

Paid Search Agency Sales Qualified Leads Marketing Qualified Leads Marketing Automation Services 120

ViewPoint

JULY 14, 2015

This is the final installment of a three-part series in response to the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Because we care about quality leads. Lead scoring models are: Based on assumptions.

Lead Ranking 120

Lead Ranking Lead Scoring Top of Funnel Leads 120

ViewPoint

JULY 26, 2018

She extracts them and moves them to places on the company website for testimonials and adds the attribution: as heard on ‘HerCompanyRadioPodcast.com.’. While the customer did not state anything about a lack of sales before the services were implemented, he did state that sales increased 15% within six months of the installation.

Thought Leadership 120

Thought Leadership PointClear Case Studies Budget Programs 120

ViewPoint

JUNE 15, 2012

Jim is the founder of the Sales Lead Management Association. SLMA is the sponsor of the yearly Sales Lead Management week and initiatives to identify both the Top 50 Most Influential People in Sales Lead Management and 20 Women to Watch in Sales Lead Management.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

SEPTEMBER 28, 2018

This multi-use content is used in testimonial quotes, blogs, nurture messages, ebooks, hard cover books, guest websites, white papers or case studies. 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

OCTOBER 9, 2013

We’re nearing the last quarter of 2013, and another year of sales will soon be behind us. An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. Jim is also the President of Sales Leakage Consulting, Inc.

Sales Qualified Leads 120

Sales Qualified Leads Marketing Automation Services Work Management Marketing Management 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

AUGUST 27, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. We’re in the hurt locker, we’re down, and I have no money to try to boost sales in the last quarter. Leads with a title. Man we are hurting.

Telemarketing 120

Telemarketing Work Management Marketing Management Leads 120

ViewPoint

APRIL 19, 2017

One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0 These false pronouncements are having a severe negative impact on sales performance,” he said. Prospecting sets you up for everything else in sales.”. Mike Weinberg – Mike stated, “I’m on a mission to simplify sales.

Conference 149

Conference PointClear Cold Calling Work Management 149

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. Sales reps should be thankful in that regard, Chris said.

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. Sales reps should be thankful in that regard, Chris said.

Linkedin 120

Linkedin Twitter Video Marketing Education 120

ViewPoint

DECEMBER 10, 2013

Field sales is flat while inside sales is up 20 percent in the last few years. Knowing the new science of sales is what will help a salesperson to consistently meet expectations, says my latest guest on PowerViews, Chad Burmeister, vice president of corporate sales at ConnectandSell. Sales is Getting Scientific.

Buzz 120

Buzz Lead Ranking Linkedin Video Marketing 120

ViewPoint

APRIL 24, 2013

Jim has over 29 years of sales and marketing management experience. Jim is also an author and often-requested keynote speaker at sales management, CRM and E-Business conferences. Many elements must come together to create quality leads, and among these should be departmental transparency and communication. Not Enough Leads.

Marketing Management 120

Marketing Management Forecasting Transparency Case Studies 120

ViewPoint

JUNE 11, 2013

At a recent high school track meet I cheered on our team in several heats of the 4 x 100 and 4 x 400 relays and mused that we can look to track and field athletics for inspiration and tactics for marketing and sales alignment. As prospects convert to qualified leads, the handoff to sales should be smooth and accurate.

B2B Sales 120

B2B Sales B2B Marketing Sales Qualified Leads B2B 120

ViewPoint

OCTOBER 6, 2015

I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before?

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

JULY 16, 2013

Top performing B2B sales organizations rarely employ just one lead generation tactic. 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. Build it and they will come.”

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

MAY 14, 2013

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. It’s the aim of marketing to assist salespeople and the aim of sales is to enable buyers to buy.

Cost per Acquisition 120

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

ViewPoint

FEBRUARY 4, 2014

Get these segments to your website and look at what they do when they get there. Hurrah, it’s a warm lead! This is simple behavioral analysis, to better engage with prospects and work toward an eventual sale. Content marketing is often seen as the key to inbound marketing, luring prospects into your website to begin with.

Multivariate analysis 120

Multivariate analysis Top of Funnel Content Marketing BtoB 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 s20c @ nathankievman 80% of my prospects never looked at my website; they look at my #linkedin profile instead. Upcoming 2013 Sales 2.0

Conference 120

Conference Features PR Linkedin 120

ViewPoint

APRIL 26, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. Staple Yourself to a Lead. This practice will return detailed insight into ways to improve the company''s processes and additionally help lessen the number of leads that could be dropped in the hand-off from marketing to sales.

BtoB 120

BtoB PointClear B2B Marketing Lead Scoring 120

ViewPoint

FEBRUARY 21, 2011

Sponsoring SLMA’s Top Twenty Women in sales lead management got me to thinking about the top 20 women of all time. I bet you use some of these very traits to describe a woman you know doing extraordinary work in sales and marketing today. The judging panel’s results will be announced on the SLMA website March 31.

PointClear 120

PointClear PR Lead Management Work Management 120

ViewPoint

JULY 30, 2013

Peter, senior principal and vice president at The Complex Sale, a premier sales and methodology company, spoke with me about the wild success of his outside-the-box thinking. As I often say, “Technology has allowed marketers to get more poor quality leads — faster — to sales than ever before.”.

Word of Mouth 120

Word of Mouth Work Management Consulting Transparency 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. Inbound Leads Suck and Cold-Calling is Dead.

Ideal Customer Profiles 120

Ideal Customer Profiles Cold Calling Fulfillment Linkedin 120

ViewPoint

AUGUST 28, 2013

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. Youth Meets Experience in Sales Force. That has pros and cons, Nick said.

Enterprise Management 120

Enterprise Management Work Management Salesforce.com Marketing Management 120

ViewPoint

OCTOBER 15, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. The shows fall into 33 categories covering a wide spectrum of marketing and sales topics. Dan Perry of Sales Benchmark Index. with Daniel Perry.

PointClear 120

PointClear Marketo Internet Marketing Broadcasting 120

ViewPoint

SEPTEMBER 6, 2012

Jill is an internationally recognized expert who is known for her fresh sales strategies and game changing approaches. She is also a frequent speaker at annual sales meetings, kick-off events, and professional conferences. 2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. Don’t come in here. Absolutely.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

JULY 9, 2013

Joining me today is Lori Richardson, Founder and CEO of Score More Sales. Lori is a thought leader on the sales growth front and works with technology brands worldwide. She has worked with known companies such as Apple, IBM, and Siemens and has become a well-known sales leader. Are You Tenacious About Sales Follow Up?

Lead Scoring 120

Lead Scoring Lead Ranking Thought Leadership Sales Qualified Leads 120

ViewPoint

JANUARY 26, 2012

Ruth is also author of Maximizing Lead Generation: The Complete Guide for B2B Marketers. Let me go out on a limb and propose the top five media for your lead generation toolkit. Let me go out on a limb and propose the top five media for your lead generation toolkit. Every business needs new customers.

B to B 120

B to B netFactor Media SEM 120

ViewPoint

APRIL 12, 2011

There’s now a virtual destination for a good sales and marketing laugh in the form of the Sales Lead Management Association’s new cartoon series. PointClear is proud to be a sponsor of the first cartoon shown here, a lighthearted look at the “bigger box” solution for handling leads.

Lead Management 120

Lead Management Sales Leads PointClear Marketing Management 120

ViewPoint

OCTOBER 1, 2013

In recent years, many sales reps have focused on getting new business, overlooking the importance of retaining the clients you already have, says my latest guest on PowerViews, Ardath Albee, a B2B marketing strategist and chief executive officer of Marketing Interactions Inc. A Move Toward Customer Retention. Twitter: @ardath421. Stay Tuned.

Content 120

Content Storytelling B2B Sales Linkedin 120

ViewPoint

JUNE 8, 2012

Mobile —Every company may not need a mobile app, but they need a mobile optimized website. Marketing & Sales Alignment—More Important than Ever. A handful said sales and marketing do different things, and they should just do their own thing.” On the sales side, really embrace social and listen in.

Marketing Automation Services 120

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