ViewPoint

OCTOBER 29, 2013

They’re on social media so that you don’t always have to be. Click to start video at this point —I kidded Kyle about this comment, which he’d made in a previous article. More than 9,000 professionals are using SalesLoft today. Here are some highlights from my talk with Kyle, who incidentally grows tangerines in his spare time.

Ideal Customer Profiles 120

Ideal Customer Profiles Cold Calling Fulfillment Linkedin 120

ViewPoint

OCTOBER 1, 2013

Social selling is all about nurturing, because every time you come into contact with a prospect—via Facebook, Twitter, LinkedIn or some other social media — you have to nurture the relationship. Click to start video at this point — I asked Ardath what changes she has seen in sales and marketing this year.

Content 120

Content Storytelling B2B Sales Linkedin 120

ViewPoint

DECEMBER 10, 2013

Here is the full video of our discussions and below are some highlights. Click to start video at this point — Personality used to be the primary attribute of a successful salesperson. Click to start video at this point — There are so many sales tools available today. Sales is Getting Scientific. Sales Tools to Leverage LinkedIn.

Buzz 120

Buzz Lead Ranking Linkedin Video Marketing 120

ViewPoint

AUGUST 28, 2013

Mobile and social technologies have radically changed the way people buy. Click to start video at this point — When a consumer initially picks up the phone to talk to a vendor, they’re already 60 percent of the way through a buying decision, Nick said. Consumers are Better Equipped. Turnover of Account Executives Can Cripple Companies.

Enterprise Management 120

Enterprise Management Work Management Salesforce.com Marketing Management 120

ViewPoint

SEPTEMBER 27, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Social media integration. Click to start video at this point — Dave discusses the recent ITSMA report—“Marketing Transformation: Are We There Yet?”—and New marketing channels.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

JUNE 8, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Social Megaphones, Trustability and Great Customer Experiences. Use Customer Voices to Prioritize Social, Mobile & Automation Investments. High Outbound Presence Drives Inbound at the Right Time.

Marketing Automation Services 120

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

ViewPoint

OCTOBER 31, 2013

For this ‘best of’ edition we revisit the hot topics—social media, mobile marketing, sales lead follow up. Click to start video at this point —Koka’s “eureka” moment was when he recognized the value in connecting his Twitter and LinkedIn accounts. Click to start video at this point —Want to win more? Then sell less, Peter says.

Lead Ranking 120

Lead Ranking Lead Scoring Cross-Selling Best Practices 120

ViewPoint

APRIL 18, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Video Marketing - A Surprising Trend. 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.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

JULY 12, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Click to start video at this point — In response to a question about outbound marketing vs. inbound marketing, Ann talks about the right mix being a blend of both. That’s pure lead generation.

Marketing & Strategy 120

Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 120

ViewPoint

FEBRUARY 11, 2014

Here is the full video of our entire chat and below that, some highlights. Click to start video at this point — Ruth recently collaborated on a study of B2B marketing. Social media and inbound sales are like the icing on the cake, she said. Social media and inbound sales are like the icing on the cake, she said.

Trade Show 120

Trade Show Cold Calling Emarketing Sales Qualified Leads 120

ViewPoint

MAY 10, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. 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

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. 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

JANUARY 31, 2013

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Click to start video at this point — Millennial talent may have shocked the professional world upon their arrival a few years ago. They’re social. Click to start video at this point — “Customer 2.0

Peer-to-peer 120

Peer-to-peer Cold Calling Consulting Work Management 120

ViewPoint

APRIL 10, 2012

I’m really pleased to introduce you to PowerViews, a new series of Q&A video interviews that are all about providing solutions to the marketing and sales challenges we face today. Unfortunately, due to connection issues in London we were unable to get Jonathan’s side on video.).

Paid Search Agency 120

Paid Search Agency Work Management Marketing Automation Services Forrester 120

ViewPoint

APRIL 19, 2017

I’m able to reach many more companies and salespeople through my video streaming programs. Laura Madison – Laura explained: “As a conversion & social selling specialist, I have educated thousands of dealerships, and salespeople on how to get REAL results converting business from the telephone, internet, and social media to the showroom.

Conference 149

Conference PointClear Cold Calling Work Management 149

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. Pick an itch your customer has and scratch it with blog, video or some other form of content.

Planning 120

Planning Marketing Plans Top of Funnel Content Marketing 120

ViewPoint

JUNE 28, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. He adds that the major factor is the new buyer—empowered and smarter, in ways, than IT vendors—coming into provider organizations through a variety of digital and social pathways. Then Speak.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

ViewPoint

DECEMBER 18, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Click to start video at this point — When I asked Anthony about the biggest trends going into the 2013 sales year he had an interesting take that bucked the general consensus. There is no such thing.

Lead Ranking 120

Lead Ranking Work Management Business Marketing Management 120

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. But not by chance.

Customer Satisfaction 120

Customer Satisfaction Sample Youtube Social Media 120

ViewPoint

SEPTEMBER 17, 2013

Click to start video at this point —Nowadays there’s a huge push for social selling, with sales reps turning to Facebook, Twitter, and LinkedIn for leads. Click to start video at this point —Some sales reps are only motivated by money, Chris said. Used to be lucky if you had an email to go on”. Suit up, stand up, sign up”.

Linkedin 120

Linkedin Twitter Video Marketing Education 120

ViewPoint

SEPTEMBER 17, 2013

Click to start video at this point —Nowadays there’s a huge push for social selling, with sales reps turning to Facebook, Twitter, and LinkedIn for leads. Click to start video at this point —Some sales reps are only motivated by money, Chris said. Used to be lucky if you had an email to go on”. Suit up, stand up, sign up”.

Linkedin 120

Linkedin Twitter Video Marketing Education 120

ViewPoint

JULY 17, 2013

The hybrid salesperson will emerge, and they will be technically, culturally, socially, and skillfully diverse and astute. It is expected that 85% of buyer-seller interactions will happen online through social media and video. The average cost of an outside B2B sales call is $215-$400 per call.

B2B Thought Leadership 120

B2B Thought Leadership Skype Work Management Thought Leadership 120

ViewPoint

AUGUST 30, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. 2012 Trends: Social Marketing Gaining Real Traction & Growth Hacks. Social Media: Table Stakes and the Challenges Linking to ROI. There are all these things we’ve got to do.’ It’s hard.”.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

MARCH 6, 2014

Social media marketing is now precariously ensconced as a more-or-less mainstream marketing channel. Companies try to dutifully engage with customers and prospects on all the main social channels, plus as many of the secondary ones as possible. After all, content is the “fuel” that drives the social media engine, right?

Paid Content 120

Paid Content Social Media Customer Surveys Paid Search Agency 120

ViewPoint

MAY 30, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Click to start video at this point —Andrew expressed some surprise that last year there weren’t more mergers and acquisitions in the marketing and sales spaces.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

ViewPoint

SEPTEMBER 6, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Click to start video at this point — Asked about reasons why recent research is showing fewer sales reps made quota last year than in 2006, Jill says there are a lot of factors at work.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

MAY 7, 2013

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Click to start video at this point — Tony explains that If you leave it to chance for the buyer to find you, you miss the bigger picture of the buyer''s network. Understand the Buyer''s Backstory.

Buyer Personas 120

Buyer Personas Peer-to-peer Buying Cycle Sales Qualified Leads 120

ViewPoint

JULY 19, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. ” Social Media Risk: Hoping the Shiny New Technology Will Transform Us. There are groups that are driving ROI from social media. ” BANT and the Value of Warm Leads.

Lead Gen 120

Lead Gen Sales Qualified Leads Lead Ranking Lead Scoring 120

ViewPoint

OCTOBER 2, 2012

Rich Vancil, IDC, talked about the need to focus on sales enablement as his advice to CMO’s for 2012: Click to start video at this point —In response to a CMO asking him for one area to focus on for the balance of 2012, Rich recommends sales enablement. On the sales side, really embrace social and listen in. Buying cycles are changing.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

AUGUST 16, 2012

Due to technical difficulties we were unable to capture live video of this interview. Click to start video at this point — Asked about one of his recent articles in which he talks about how a tendency to be on autopilot impacts results, Dave notes, “What we find is we’re in the rush of day-to-day. It’s thoughtfulness.

Budget Programs 120

Budget Programs Work Management Marketing Management Sales Cycle 120

ViewPoint

JANUARY 24, 2012

Jason Falls is an author, speaker and CEO of Social Media Explorer. He is also co-author of the book No Bullshit Social Media: The All-Business, No-Hype Guide To Social Media Marketing , available on Amazon and in bookstores everywhere. Social media is a different marketing channel than all those that came before it.

P2P 120

P2P B2B Youtube Social Media 120

ViewPoint

JUNE 6, 2013

Buyers have embraced collaboration with the advent of social and digital technologies, so marketers must consider internal as well as external members of collaborative networks which impact buying desisions. A teaser video followed by a gated series offer that launches a marketing automation solution can result in building quality leads.

B2B Marketing 120

B2B Marketing PointClear B2B Trade Show 120

ViewPoint

NOVEMBER 8, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. They then they use social media to check what other contacts have done about those issues. The New Selling Landscape Calls for a New Sales Map. They need people to help them connect the dots.

Demand 120

Demand RFP Work Management Buying Cycle 120

ViewPoint

FEBRUARY 12, 2013

Not after work if hanging out socially. Review lead scripts, web content in development, webinars in development, videos in development, best practice documents in development, talk about marketing automation in their terms not marketing terms, make them part of your team, your process. That’s time to get to know them as people.

Stats 120

Stats Trade Show Webinar Metrics Demand Generation 120

ViewPoint

NOVEMBER 12, 2013

Due to technical difficulties only Matt''s video will display during this interview.). They have more than 1,600 original blog posts on their site — a new post seven days a week — and this content drives traffic from Google and from social media. Here is the entirety of our discussion, and below are some highlights.

Paid Search Agency 120

Paid Search Agency Marketing Leads Leads Lead 120

ViewPoint

OCTOBER 11, 2012

Click to start video at this point — Asked about changes in the marketing and sales landscape he sees happening and needing to happen, Carlos talks about marketing’s forward motion and continuing challenges: “Marketers are at a place where they understand what they need to do, and they understand where they need to go.”.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

SEPTEMBER 26, 2011

Paul is a speaker, writer and B2B social media strategist. His latest book is Social Marketing to the Business Customer , co-authored with Eric Schwartzman. You can embed videos and forms to capture leads. Intel uses Facebook as an alternative homepage to guide visitors to its website and other social outlets.

Facebook 120

Facebook B2B Marketing Planning B2B 120