ViewPoint

APRIL 20, 2010

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Lead Generation 120

Lead Generation Sales Leads Generation Leads 120

ViewPoint

MAY 7, 2010

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B to B 120

B to B Top of Funnel 120

ViewPoint

SEPTEMBER 11, 2009

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Marketing & Strategy 120

Marketing & Strategy Marketing Strategy Marketing 120

ViewPoint

FEBRUARY 26, 2016

While its popularity isn’t without merit, this marketing strategy is not the end-all for lead generation. When used as a solo strategy, inbound marketing has a tendency produce more lesser-quality leads, it can be detrimental to your marketing and sales collaboration, and it can be harmful to the overall company.

Inbound Marketing 149

Inbound Marketing Enterprise Management Trade Show Lead Nurturing 149

ViewPoint

MAY 5, 2017

Mike Plante joined InsideSales.com in 2014, with more than 30 years of experience in technology marketing, strategy, product management and sales. Prior to Citrix, Mike spent nine years at Symantec, where he was the vice president of product marketing and marketing strategy. About InsideSales.com.

Marketing AI 136

Marketing AI Marketing Analytics Tools Top of Funnel Enterprise Management 136

ViewPoint

OCTOBER 1, 2015

While ABM is full of promise, there is still much to be proven and done before marketers can adopt and declare this a winning strategy for their business. Using email and nurture through your ole “reliable” marketing automation system to nurture within an account is not an ABM strategy. I could not agree more!].

Account Based Marketing 120

Account Based Marketing Lead Generation Sales Qualified Leads Marketing Automation Services 120

ViewPoint

NOVEMBER 17, 2016

Bob Apollo from Inflexion-Point Strategy Partners recently sent me three whitepapers to review and comment on. I thought all three were excellent, but due to my background in, and passion about, lead qualification, that was the one topic that really stood out.

Lead Qualification 120

Lead Qualification Sales Qualified Leads High Quality Lead B2B Sales 120

ViewPoint

FEBRUARY 3, 2015

Marketing Strategy PowerViews' I''ll highlight some of the key points from the webinar here, but trust me, you don''t want to miss the wealth of information he has to share in the full show (below).

Psychographics 120

Psychographics Process Buy Webinar Metrics 120

ViewPoint

NOVEMBER 6, 2014

Lead Generation Marketing Strategy Lead Qualification' We blame the products, the salespeople, and then we blame the salespeople again. But what if the salespeople are right—they don’t get enough qualified leads?

Lead Qualification 120

Lead Qualification Sales Qualified Leads Marketing & Strategy Lead Generation 120

ViewPoint

SEPTEMBER 23, 2014

” B2B Marketing Marketing Strategy' Do you like shiny objects or results? Can you do the real job you were hired to do, and market your company’s products while creating revenue?”

B2B Marketing 120

B2B Marketing B2B Marketing Strategy Marketing & Strategy 120

ViewPoint

SEPTEMBER 22, 2015

It's a sales AND marketing strategy supported by a process managed by people and enabled by technology. You also can’t afford to wait until those Named Account targets happen to find your contact information and download something… Strategy first, technology second. The tech simply enables the right strategy, not the other way around.

Account Based Marketing 120

Account Based Marketing Lead Generation ABM Lead Ranking 120

ViewPoint

FEBRUARY 8, 2016

Execution of the strategy can be incredibly hard to manage. To generate short-term success, CMOs can purchase an expensive list of leads, but Matt warns against that strategy. Matt Heinz. All CMOs need to work towards making the company sustainable from a marketing standpoint. This largely translates into long-term failure.

CMO 168

CMO Planning Storytelling Ad Building 168

ViewPoint

SEPTEMBER 9, 2014

B2B Marketing Marketing Strategy' I once heard a company president, during a company tour, say to his guests, “And here we have our overhead departments.” ” I think it is shockingly true that companies get the market share they deserve.

Marketing & Strategy 120

Marketing & Strategy Paid Search Agency B2B Marketing Efficiency 120

ViewPoint

MAY 28, 2014

B2B Marketing B2B Sales B2B Growth Strategy' A key takeaway from this report is that there is a lot of room for services and solution providers to gain share in this highly fragmented market.

Service 120

Service Studies Brand Identity Branding 120

ViewPoint

JUNE 12, 2014

B2B Growth Strategy' .” Bob sets the stage by providing a brief history of Customer Relationship Management (CRM) and Customer Experience Management (CEM). While CRM and CEM have traditionally focused efforts on efficiency and cost, Bob highlights companies that chose instead to take the customer-centric route.

Work Management 120

Work Management CRM Efficiency Cost 120

ViewPoint

JUNE 10, 2014

” Marketing Strategy' .” Using speech analytics, McDonald was able to validate that excessive calls were the result of a recent system change. The data gave him “ammunition that the problem really needed fixing.”

Analytics 120

Analytics Contacts Validation Marketing Strategy 120

ViewPoint

JULY 8, 2014

B2B Marketing Marketing Strategy' The film offers eight exposures per roll, and it’s cheap to buy, develop, and print. But it isn’t “free.” ” My digital Canon “costs” me exactly nothing per shot.

Opt-in 120

Opt-in Marketing & Strategy B2B Marketing Marketing 120

ViewPoint

FEBRUARY 27, 2014

In other words, marketing automation doesn’t work without strategy. Even the marketing automation software vendors themselves recognize the importance of strategy, for their own success, as well as that of their clients. But to get the right mix of strategy and tools, we need better integration. Clean up your database.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Work Management Marketing Management 120

ViewPoint

MAY 20, 2014

B2B Marketing Marketing Strategy Guest Blogs' In many respects—no, in all respects—the marketing operations manager is more powerful and informed than the sales operations manager. Sales Ops looks backward in most instances (at historical sales results), with an eye to the future for hiring, expansion and reporting.

Work Management 120

Work Management CMO Marketing & Strategy Paid Search Agency 120

ViewPoint

NOVEMBER 8, 2017

ESTABLISH CADENCE: Do you have a multi-touch, multi-media, multi-cycle strategy in place to multiply your lead-generation efforts? (One client has retained PointClear at three different companies because our relationship jelled when I mentioned I had researched his passion for a medical condition he’d survived).

Lead Generation 378

Lead Generation Work Management Sales Qualified Leads Marketing Management 378

ViewPoint

MARCH 1, 2016

Over-confidence in the impact of inbound-only strategies on revenue, including percent of new revenue that will come from inbound sources. Test your estimates for 2016 by going back to the end of 2015 and compare actual retained revenue with your estimates. If you didn’t make an estimate, start doing so now.

ROI 159

ROI Lead Ranking Marketing Qualified Leads MQL 159

ViewPoint

APRIL 6, 2017

Here’s the problem: most fast growing companies hire as many sales people as possible to solve for scale, missing a more efficient strategy—where we come in. There is no strategy in their market approach. We quickly become a major outbound sales channel for our clients so I thought we’d have much to discuss.

Lead Generation 192

Lead Generation B2B Sales Sales Qualified Leads Sales Leads 192

ViewPoint

JULY 28, 2015

But my take on what it really means is that marketing is so important that it should be an integral part of the fabric of a company’s mindset, culture and strategy. And, as a marketer, I love laughing at myself and those who do what I do. One cannot exist without the other.

Work Management 120

Work Management Marketing Management Lead Ranking Deliverability 120

ViewPoint

FEBRUARY 18, 2014

What about objectives, strategies and tactics, and a budget for marketing?” Strategies are plans to accomplish the objectives, and the tactics are the specific action items to accomplish the strategies and objectives.”. “Do Nope,” he answered. I inquired. Nope, we only have 10 salespeople and a marketing manager.”

Planning 120

Planning Marketing Plans SWOT Work Management 120

ViewPoint

MAY 10, 2016

Mike writes: “Where I’m from it’s the chief executive’s job to determine and articulate the company’s strategy. The level of the team rarely, if ever, exceeds the level of its leader.”. In his book New Sales. Simplified.

Sales Qualified Leads 212

Sales Qualified Leads Cost per Lead Lead Ranking Paid Search Agency 212

ViewPoint

OCTOBER 6, 2015

It's a marketing strategy dictated by the sales go-to-market model. Many of our clients are beginning to build centers of excellence and seeking people that have strategy and execution backgrounds, marketing and sales backgrounds, and are great leaders and communicators. It's not a distraction. I do know ABM works— when done right.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

OCTOBER 1, 2013

"There has to be a strategy that helps content do its job.". Part of this stems from a lack of strategy. Without a strategy, that’s not going to happen. She says it’s not just about creating content and putting it out there; it’s about creating content that helps people do business.

Content 120

Content Storytelling B2B Sales Linkedin 120

ViewPoint

FEBRUARY 16, 2016

This collaboration is essential for companies that want to perfect their lead generation strategies. Regardless, make sure you have a lead generation strategy in place, and that you strictly adhere to it. Post lead follow-up, sales should give marketing feedback on what content or offers worked, and what didn’t. Find the Pain.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

JUNE 24, 2016

Beyond the Sales Process leaves little to chance; readers will not only learn the rationale behind the Engage/Win/Grow approach, but also how to put each strategy to use. A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

AUGUST 22, 2013

Content Marketing Strategy: Lessons from Good (and Bad) Comedy. Practice the tactics outlined in this article to create a solid content strategy. In a recent blog post on the Harvard Business Review blog, Google’s CIO, Ben Fried, talked about how he tackles the challenges of the constantly changing IT industry. Via Chiefmartec.com.

PointClear 120

PointClear B2B Marketing Webcast Advertising Agencies 120

ViewPoint

MARCH 18, 2014

He named several, including the need for unity between a company’s go-to-market strategy and its sales strategy. Click to start video at this point — I asked Chris what key steps companies can take to become a sales-first organization.

Paid Search Agency 120

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

ViewPoint

MARCH 18, 2014

He named several, including the need for unity between a company’s go-to-market strategy and its sales strategy. Click to start video at this point — I asked Chris what key steps companies can take to become a sales-first organization.

Paid Search Agency 120

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

ViewPoint

OCTOBER 10, 2016

According to Terry Flaherty, Senior Research Director, Demand Creation Strategies at SiriusDecisions in this blog, “Measuring the Impact of Successful Sales Handoffs” : “Organizations with a formal SAL stage in their lead management process generate 9.3 You can read more about the judicial branch here. closed/won deals per 1,000 inquiries.

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking Sales Qualified Leads Top of Funnel 120

ViewPoint

JANUARY 13, 2017

It is a strategy. -It The goal is not to just close deals, but to create relationships with targets, prospects and clients that last a long time. This slide presentation also outlines exactly what ABM is—and what it isn’t. -It It isn’t a technology. -It It is about all data sources. -It It isn’t just IP-address based. -It

Account Based Marketing 120

Account Based Marketing PointClear ABM Cost per Lead 120

ViewPoint

MAY 5, 2011

The core idea of RPM naturally brings to mind other approaches like CRM and ERP, both bringing strategies, applications, and integration together into unified wholes. CRM unites areas like sales force automation, lead management, customer service, and analytics.

Marketing Management 120

Marketing Management Marketing Automation Services Eloqua Demand Generation Agencies 120

ViewPoint

AUGUST 20, 2015

Use it to construct a detailed picture of your current lead-to-revenue strategy, infrastructure, processes, and performance. Step 3 – Data Analysis. You’ve collected the feedback from revenue influencers and data from your systems. I like to use specific criteria for each component and then grade my findings against that.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads MQL 120

ViewPoint

JUNE 4, 2013

They don’t have a business development strategy. The perfect business strategy is that each year if you can reduce costs and increase profit then it’s a success. JF: I’m surprised by how many companies, even large ones, don’t have a detailed plan. Don’t just leave it to the men in finance. JF: Leadership.

Ideal Customer Profiles 120

Ideal Customer Profiles Training Thought Leadership Bandwidth 120