| | | ViewPoint | |  Sales | 194 articles |
| Page 1 of 2 | Previous | Next | VIEWPOINT MAY 1, 2013 Make Marketing More Efficient by Embedding Analytics on Top KPIs 'Frank Donny is founder and CEO of Marseli , a marketing and sales analytics and performance software company. Frank''s remarkable 25-year career of driving marketing and sales operations divisions within Fortune 500 and start-up organizations is highlighted by his passion for business development and empowering others to succeed. For marketing and sales leaders, your work stream is your CRM system. Increased Pipeline Integrity Integrated performance reporting increases the integrity of your sales pipeline, and will help you deliver the right leads to your sales team. | VIEWPOINT APRIL 24, 2012  The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 1 of 3) As much as marketing and sales best practices—not to mention just plain common sense—dictate that cost-per-lead not play a prominent role in managing and measuring B2B lead generation investments, the metric continues to prevail. But evaluating B2B lead generation success via cost-per-lead only serves to incent high volumes of low quality sales leads. | | | | | |
| VIEWPOINT MAY 29, 2012 SiriusDecisions Summit 2012 Recap: Alignment Key to Revenue & Profit Growth Rich Eldh kicked off the general sessions at 1:00 on Tuesday, May 22 stating that marketing and sales aligned companies enjoy 5.3 This year's SiriusDecisions Summit was attended by over 1,100 executives and had to be their most successful event yet. While there, I heard that they plan for 1,500 attendees next year. times more revenue and 6.2 times the profit of average firms. Here are some key takeaways from the summit: The role of teleprospecting is more important than ever. True demand generation health is all about balance (it is not all inbound and not all outbound). Food was great! | VIEWPOINT OCTOBER 9, 2012 The Dangers of Using Cost per Lead as a Metric to Measure Marketing As a foundation, I published three blogs in 2012 in which I outlined three critical elements that impact B2B lead generation costs in the complex sale: 1. B2B sale complexity impacts cost-per-lead —to recap, I have heard marketers (even senior ones) state that cost per lead for anything from life insurance to a $100,000 plus software solution “should be about $300”. Lead definition and sales funnel stage impact cost-per-lead — there is a lot of lip service going around these days about the lead definition issue, but a Sr. don’t. But, let’s look under the hood. | VIEWPOINT NOVEMBER 29, 2012  A Salesperson's Wishes from Marketing 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. I keep hearing that I have to increase sales activity to increase sales. How about the marketing department putting a little skin in the game to help us increase sales activity? What gives? | VIEWPOINT FEBRUARY 21, 2013  PowerViews with Bob Perkins: Inside Sales is Here to Stay My guest today is Bob Perkins, Founder of AA-ISP and Vice President of Inside Sales at Merrill Datasite. Bob shared his perspective on how inside sales strategies have grown in popularity as companies strive to improve customer service and boost sales as efficiently as possible. Customer Demands Blur the Line Between Inside Sales and Field Sales. isp.org. | | | | | | | |
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VIEWPOINT | THURSDAY, JANUARY 31, 2013  PowerViews with Josiane Feigon: Survival of the Fittest Sales Reps
TeleSmart is a leader in providing inside sales coaching and consulting to Fortune 1000 companies. As publisher of TeleSmart’s “Trend Report,” Josiane has spent most of the last decade tracking the biggest challenges that sales leaders face each year. Not only must sales leaders now think about how to manage Millennials, they have to develop strategies to sell to Millennials. While Josiane admits that “gamification is the new black” among sales consultants, many inside sales professionals respond to systems that track performance like a video game or a sporting event. MORE >> -
VIEWPOINT | TUESDAY, MARCH 12, 2013 B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research
Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. In our discussion, Lori shared key insights into the B2B buyer's journey as well as marketing and sales alignment. 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. MORE >> -
VIEWPOINT | WEDNESDAY, APRIL 24, 2013  PowerViews with Jim Dickie: Customer-centric is Key
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. In this interview, Jim highlights the problems between sales and marketing departments and necessary changes to improve communication and increase close rates. After completing his company''s 19th annual Sales Performance Optimization Study , Jim said it revealed that 94 percent of the companies surveyed increased their revenue target for 2013. organization generating leads for a sales 2.0 MORE >> -
VIEWPOINT | TUESDAY, MAY 14, 2013  PowerViews with Michael Brenner: The Battle for Customer Attention
Michael is also the author of B2BMarketingInsider.com , where he discusses content marketing, demand generation, mobile strategy, and sales alignment to name a few. With the amount of information on the web it’s a real challenge to reach consumers, get their attention, and hopefully get them into your funnel, whether you’re in marketing or sales. Sales is Still Important. It’s the aim of marketing to assist salespeople and the aim of sales is to enable buyers to buy. It’s that personal one-to-one connection that ultimately leads to sales. Stay Tuned MORE >> -
VIEWPOINT | THURSDAY, JANUARY 12, 2012 Sales Leads: Why Your Reps Need Fewer, Rather Than More
Contrary to popular belief, reps don’t need more sales leads. Best sales lead management practices continually show that reps need qualified leads that have been carefully vetted, properly and consistently nurtured and appropriately developed, increasing the likelihood of a completed sale. Good sales reps are by nature hunters, eager to close in on highly qualified leads for the kill. In his rookie year, he wasted enormous amounts of time following up on so-called “A+" sales leads from marketing. Take Steve, for example. Not a senior executive? MORE >>
- The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 3 of 3) VIEWPOINT | THURSDAY, MAY 3, 2012
- PowerViews with Jamie Turner: Mobile Marketing Leads the Way VIEWPOINT | TUESDAY, APRIL 30, 2013
- PowerViews with Rich Vancil: Marketing Ops, Sales Ops & Mashups VIEWPOINT | THURSDAY, JUNE 28, 2012
- Marketing’s Wish List to the Sales Department VIEWPOINT | TUESDAY, OCTOBER 16, 2012
- 10 Inside Sales Predictions for 2011 VIEWPOINT | TUESDAY, JANUARY 11, 2011
- The Real Reason Sales People Struggle to Close Opportunities VIEWPOINT | WEDNESDAY, MAY 15, 2013
- PowerViews with Dan Waldschmidt: Changing the Conversation VIEWPOINT | TUESDAY, MARCH 19, 2013
- Five Reasons Your Lead Generation Campaigns May Not Be Working VIEWPOINT | TUESDAY, JUNE 7, 2011
- Sales Qualification Isn’t an Event - It’s a Process VIEWPOINT | TUESDAY, APRIL 23, 2013
- Outbound vs. Inbound: The Risk Management Issue in the Complex Sale VIEWPOINT | THURSDAY, JULY 21, 2011
- 5 Critical Things to Consider When Evaluating Lead Generation Companies VIEWPOINT | TUESDAY, JANUARY 15, 2013
- Do Standardized Sales Processes Really Work Anymore? VIEWPOINT | TUESDAY, JANUARY 31, 2012
- Should Marketing Be Held to the Same Quota Standards as Sales? VIEWPOINT | WEDNESDAY, MAY 8, 2013
- Which is better in B2B Lead Generation? A $1,000 inbound lead or a $1,000 outbound lead? VIEWPOINT | TUESDAY, JULY 17, 2012
- Andy Rooney on Sales Leads VIEWPOINT | THURSDAY, NOVEMBER 10, 2011
- Marketing Managers Must Know the Sales Quotas VIEWPOINT | WEDNESDAY, MARCH 16, 2011
- Outsourcing Lead Generation: A CMO’s Perspective VIEWPOINT | MONDAY, JUNE 27, 2011
- B2B Marketers, Analyze This: How Do Prospects Score YOU on Their Experience? VIEWPOINT | TUESDAY, MARCH 22, 2011
- Why Engagement Will Not Generate Leads (and what to do about it) VIEWPOINT | TUESDAY, MAY 8, 2012
- Marketing Automation Software that Delivers the Most Data Wins! VIEWPOINT | TUESDAY, MARCH 26, 2013
- eMarketing Expert Ardath Albee on the Limitations of a Lead Gen Mindset VIEWPOINT | MONDAY, APRIL 25, 2011
- The 5 Top Media for Cold Prospecting VIEWPOINT | THURSDAY, JANUARY 26, 2012
- Let the Flamethrowers Throw Flames: Why sales hunters should not be prospecting VIEWPOINT | MONDAY, JULY 25, 2011
- PowerViews with Tony Zambito: Buyer Predictability VIEWPOINT | TUESDAY, MAY 7, 2013
- Rant: It Doesn't Take a Genius to Spot a Goat in a Flock of Sheep VIEWPOINT | WEDNESDAY, APRIL 17, 2013
- Eight Shortcuts to More Successful Sales & Marketing Collaboration VIEWPOINT | TUESDAY, FEBRUARY 14, 2012
- 4 Trends Shaping B2B Marketing in 2011 VIEWPOINT | WEDNESDAY, FEBRUARY 2, 2011
- Create Performance Combustion to Get the Sale VIEWPOINT | MONDAY, OCTOBER 3, 2011
- PowerViews with Anthony Iannarino: Changing Business Models VIEWPOINT | TUESDAY, DECEMBER 18, 2012
- Why You Must Nurture Your Dream Clients VIEWPOINT | MONDAY, JUNE 20, 2011
- Beyond Financials: VC & IPO Due Diligence on Sales & Marketing Metrics VIEWPOINT | MONDAY, JULY 11, 2011
- Sales Prospect vs. Sales Suspect—Always Be Qualifying VIEWPOINT | THURSDAY, JULY 1, 2010
- Good Reads for B2B Sales - Cold Calling Revisited VIEWPOINT | THURSDAY, APRIL 4, 2013
- Who is teaching the CMO how to sell? VIEWPOINT | MONDAY, OCTOBER 10, 2011
- Top Three Takeaways from Sales 2.0 – San Francisco #S20C VIEWPOINT | TUESDAY, APRIL 16, 2013
- Interview with B2B Sales Leader Jill Konrath VIEWPOINT | THURSDAY, NOVEMBER 4, 2010
- Improve Sales Lead Generation via Marketing Analytics Part 1: Four Steps VIEWPOINT | THURSDAY, FEBRUARY 2, 2012
- Confidence is the Feeling You Have Before You Understand the Situation VIEWPOINT | TUESDAY, FEBRUARY 28, 2012
- Buckle Up! Sales Reps Share Perceptions of Marketing-Generated Leads VIEWPOINT | THURSDAY, MARCH 31, 2011
- Why Sales Leads are an Asset With a Declining Value…for Some VIEWPOINT | TUESDAY, JANUARY 22, 2013
- Is It Really B2B, Or Something Different All Together? VIEWPOINT | TUESDAY, JANUARY 24, 2012
- 6 Sales & Marketing Strategy Recommendations for 2012 VIEWPOINT | THURSDAY, FEBRUARY 23, 2012
- Improve Sales Lead Generation via Marketing Analytics Part 3: Seven Findings VIEWPOINT | THURSDAY, FEBRUARY 9, 2012
- Turning Raw B2B Sales Leads Into Real Opportunities: Don’t Give Up Too Soon VIEWPOINT | THURSDAY, JANUARY 19, 2012
- The Rush to Get Inside VIEWPOINT | TUESDAY, OCTOBER 23, 2012
- PowerViews with Craig Rosenberg: Growth Hacks & Consumerized B2B Software VIEWPOINT | THURSDAY, AUGUST 30, 2012
- Metrics to Drive Lead Generation Performance VIEWPOINT | MONDAY, AUGUST 8, 2011
- What I Learned Day 1 of Sales 2.0 2013 in Tweets #S20C VIEWPOINT | TUESDAY, APRIL 9, 2013
- The Power of the Human Voice in Lead Qualification & Lead Nurturing VIEWPOINT | FRIDAY, SEPTEMBER 23, 2011
- The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 2 of 3) VIEWPOINT | TUESDAY, MAY 1, 2012
- PowerViews with Jeff Ernst: Marketing & Sales Must Work Together VIEWPOINT | FRIDAY, APRIL 13, 2012
- Thank You to Our 27 Guest Marketing and Sales Bloggers in 2011! VIEWPOINT | TUESDAY, DECEMBER 20, 2011
- If You Follow the Lead Cow, You Will Step in the Mess That’s Left Behind VIEWPOINT | WEDNESDAY, DECEMBER 19, 2012
- Good Reads for B2B Sales - Selling at Every Level VIEWPOINT | THURSDAY, APRIL 18, 2013
- Are You Planning for Lead Generation for 2013? VIEWPOINT | TUESDAY, SEPTEMBER 25, 2012
- PowerViews with Bob Kelly: Redesigning Sales Process Basics VIEWPOINT | TUESDAY, NOVEMBER 20, 2012
- Jeff Pedowitz on The State of Marketing Automation VIEWPOINT | MONDAY, APRIL 4, 2011
- PowerViews with Dave Munn: The Transformed Marketing Organization VIEWPOINT | THURSDAY, SEPTEMBER 27, 2012
- Good Reads for B2B Marketing - Advantages of LinkedIn in B2B Marketing VIEWPOINT | TUESDAY, APRIL 2, 2013
- Culture Always Wins: Closing the Cross-Cultural Sale VIEWPOINT | TUESDAY, FEBRUARY 26, 2013
- Is Lead Generation Slipping Away From Marketing? VIEWPOINT | TUESDAY, APRIL 17, 2012
- Marketing Communications Managers Must Know the Sales Quotas! VIEWPOINT | TUESDAY, MAY 21, 2013
- 7 Hot Email Prospecting Tips VIEWPOINT | MONDAY, OCTOBER 31, 2011
- 2011 Top Sales & Marketing Awards Nominations VIEWPOINT | TUESDAY, NOVEMBER 29, 2011
- PowerViews with Carlos Hidalgo: A Holistic Approach to Driving the Demand Process VIEWPOINT | THURSDAY, OCTOBER 11, 2012
- PowerViews with Jonathan Farrington: Stay Focused VIEWPOINT | TUESDAY, APRIL 10, 2012
- Lead Qualification & Lead Nurturing: Who's Job Is It? VIEWPOINT | TUESDAY, JANUARY 17, 2012
- Are We Playing Hunger Games? Key Questions Confronting Inside Sales VIEWPOINT | TUESDAY, JUNE 26, 2012
- Lead Generation Best Practices: Summarizing the 7-Part Series VIEWPOINT | THURSDAY, DECEMBER 16, 2010
- A 3 Step Process to Make Social Media Produce Sales VIEWPOINT | WEDNESDAY, MARCH 2, 2011
- Good Reads for B2B Sales - Busy People Don't Mean to be Rude VIEWPOINT | THURSDAY, MAY 2, 2013
- Do Your Sales Prospects Have Their Own Poker “Tells”? VIEWPOINT | TUESDAY, JANUARY 10, 2012
- Lead Generation Best Practices Part 5: Multiply Touches/Media/Cycles VIEWPOINT | TUESDAY, DECEMBER 7, 2010
- The “Keystone” of B2B Corporations isn’t CRM or Marketing Automation VIEWPOINT | MONDAY, SEPTEMBER 19, 2011
- B2B Lead Generation: Are You Killing the Golden Goose? VIEWPOINT | TUESDAY, AUGUST 14, 2012
- What if Marketing Automation had not been invented? VIEWPOINT | WEDNESDAY, JANUARY 19, 2011
- A Wink's as Good as a Nod to a Blind Mule VIEWPOINT | MONDAY, JULY 18, 2011
- Good Reads for B2B Sales - Sales Intelligence with Google VIEWPOINT | THURSDAY, MAY 16, 2013
- Is Your Web-based Content Driving Away Sales Leads VIEWPOINT | THURSDAY, APRIL 28, 2011
- How the Irreplaceable Past Affects Sales and Marketing Performance! VIEWPOINT | TUESDAY, FEBRUARY 19, 2013
- Successful Content Marketing Plans Do 1 Thing Really Well VIEWPOINT | TUESDAY, OCTOBER 30, 2012
- Improve Sales Lead Generation via Marketing Analytics Part 2: Two Examples VIEWPOINT | TUESDAY, FEBRUARY 7, 2012
- The 11th Question to Ask Before Buying a Marketing Automation Solution VIEWPOINT | THURSDAY, OCTOBER 20, 2011
- Outsourcing Strategic Account Management – What, are you crazy?! VIEWPOINT | MONDAY, NOVEMBER 7, 2011
- How to Make Social Sell: From Thought Leader to Thought Provoker VIEWPOINT | THURSDAY, FEBRUARY 16, 2012
- Sales 2.0 Wrap-up - Live from The Four Seasons, San Francisco VIEWPOINT | WEDNESDAY, NOVEMBER 10, 2010
- PowerViews with Paul Gillin: Social Media – Pick Your Spots & Focus VIEWPOINT | WEDNESDAY, MAY 2, 2012
- Good Reads for B2B Marketing - Staple Yourself to a Lead VIEWPOINT | FRIDAY, APRIL 26, 2013
- How many inquires does it take to make quota? VIEWPOINT | TUESDAY, MAY 15, 2012
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