ViewPoint

APRIL 24, 2013

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. Lead Generation — Don''t Just Turn Up the Volume. Click to start video at this point — Higher Revenue Targets Despite Uncertain Economy.

Marketing Management 120

Marketing Management Forecasting Transparency Case Studies 120

ViewPoint

DECEMBER 17, 2013

My colleague Bernice Grossman and I recently conducted a new study indicating that B2B marketers now have the opportunity to target prospects more efficiently than ever before. We conclude from this study that B2B prospecting data is richer and more varied than most marketers would have thought. Today''s guest blogger is Ruth P.

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 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. Podcasts produce so much potential content that each show provides a plethora of content options. At 6-12 episodes, people recognize the company and that you are hosting a regular podcast.

Multi-Channel 159

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

ViewPoint

MAY 23, 2011

To get some answers to questions like these, Bernice Grossman and I have undertaken a series of research studies on the quality and quantity of data available to B-to-B marketers in various industries. This year, we decided to expand the studies beyond compiled databases into the relatively new area of response databases.

Resources 120

Resources B to B Work Management Marketing Management 120

ViewPoint

OCTOBER 15, 2013

This is a result of a new study by Edison Research apparently sponsored by Pandora Media Inc. The study found that 53% of web users listen to internet services. Some hightlights of the study: “TuneIn is a Palo Alto company that aggregates online radio stations and streams to more than 40 million active listeners.”.

PointClear 120

PointClear Marketo Internet Marketing Broadcasting 120

ViewPoint

AUGUST 29, 2011

CSO Insights recently completed our 7 th annual Lead Management Optimization study , gathering data on over 65 metrics from over 600 companies. One trend that the study surfaced was that 70% of the firms surveyed reported that they have increased their total marketing budgets for this year.

Acquisitions 120

Acquisitions Allocation Lead Ranking Lead Scoring 120

ViewPoint

JULY 31, 2012

In the white paper I explain this in detail, and provide a mini-case study to substantiate, the value of this step. Another mini-case study and the following which creates challenges in most organizations: Marketing is paid, in fact rewarded for, lead quantity and not lead quality. What constitutes a good lead? Measure what matters.

Sales Qualified Leads 120

Sales Qualified Leads Sales Leads Lead Ranking Marketing Qualified Leads 120

ViewPoint

JANUARY 23, 2017

I invite you to read our new Account-based Marketing case study where we go over the content above and much more. When sales and marketing work together to drive revenue (and that takes process for sure) everybody benefits—the prospect/client, the team members, and the organization as a whole.

Account Based Marketing 120

Account Based Marketing Sales Qualified Leads Buying Cycle Comparison 120

ViewPoint

JUNE 16, 2015

Here’s an excerpt from one of his recent blogs (May 2015): This past week I was reading HubSpot's study on the state of inbound marketing, and understandably, with HubSpot being in the inbound marketing business, the study showed that the marketing spend on inbound marketing is rising.

Lead Ranking 120

Lead Ranking Lead Scoring Cost per Lead PointClear 120

ViewPoint

MARCH 6, 2012

She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies. The study goes on to say those sales teams that “exceed expectations” in understanding their customer’s buying process can expect their win rate to improve by 38%.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

AUGUST 8, 2011

The 2011 Lenskold Group / Pedowitz Group Lead Generation ROI Study has found that key metrics reported, forecasted, and used to compensate marketing differ for high growth companies as well as for those using integrated marketing automation. Here are select highlights from this study.

Lead Generation 120

Lead Generation Marketing Qualified Leads Lead Ranking Sales Qualified Leads 120

ViewPoint

JANUARY 26, 2012

According to the Direct Marketing Association’s Power of Direct Marketing study, B-to-B marketers spent $14 billion in 2011 on telephone marketing for lead generation in the U.S. That compares to $7 billion spent on direct mail and $4.5 billion on search marketing for the same purpose. Business marketers spend an average of 18.6%

B to B 120

B to B netFactor Media SEM 120

ViewPoint

MAY 2, 2013

The Solution Selling blog highlights CSO Insights ’ 2012 Sales Performance Optimization Study where surveyed companies confess to lackluster hiring efforts. Via OpenView Blog. Performance Optimization: Having the Right People in the Right Roles. Companies can offset these deficiencies with training and performance development.

B2B Sales 120

B2B Sales PointClear Business B2B 120

ViewPoint

AUGUST 21, 2013

In fact, according to a recent ITSMA study 71 percent of technology buyers want sales involved in early stages of the sales cycle. This does sound logical, but it is only true for commoditized services solutions or products or for relatively low-ticket offerings.

Cold Calling 120

Cold Calling Sales Qualified Leads ROMI Lead Qualification 120

ViewPoint

APRIL 26, 2013

Additionally most respondents prefer building their own lists, the study found, as opposed to using lists rented or bought from third parties. More than half of B2B marketers say they are improving e-mail by adding segmented content. Via BtoB Magazine. B2Bs Struggling with Online Marketing Mix; Sales Cycle Gets Longer.

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BtoB PointClear B2B Marketing Lead Ranking 120

ViewPoint

FEBRUARY 16, 2016

Studies suggest that about 50% of leads that have been qualified will result in a sale within one year. Timing : Once a raw lead has been developed into a sales lead, turning it over to the sales team is the next step. Sales should then further the relationship and work strategically to close the deal.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

JUNE 24, 2016

The book includes in-depth case studies that delve into the experiences that industry-leading companies have with their own customers. We also discuss the importance of growing the relationship after the sale, delivering on promises, measuring the value provided, and adapting to meet the customer’s evolving needs.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

OCTOBER 6, 2015

In a recent SiriusDecisions study, 92% of B2B organizations said ABM is “extremely” or “very” important to their marketing efforts. We have dozens of case studies to illustrate it. ABM is “RAD” (helps with Retention, Acquisition and Development)! I do know ABM works— when done right.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

MAY 21, 2013

They’re hired as gunslingers to bring in results, not readership studies and golden statues from associations that award creativity and imagination, but avoid results. One of Marketing’s responsibilities is to create sufficient demand so salespeople can make forecast, the company can pay everyone’s wages, and the stockholders are pleased.

Work Management 120

Work Management Marketing Management Planning Forecasting 120

ViewPoint

MARCH 27, 2014

A survey of B2B buyers revealed what they want to see on vendor websites: detailed contact information, case studies, white papers and articles. A survey Of 175 B2B buyers reveals what they want to see on vendor websites.

Social Media 120

Social Media Work Management Marketing Management Media 120

ViewPoint

NOVEMBER 12, 2013

In a recent study, it was determined that of 9,000 leads, only 1.28 Click to start at this point —Matt said the biggest problem is that marketers are not taking responsibility for what happens after leads are generated. The quality of leads being generated nowadays is abysmal. percent were quality. Aligning Sales and Marketing.

Paid Search Agency 120

Paid Search Agency Marketing Leads Leads Lead 120

ViewPoint

MAY 12, 2011

If you’re interested in more information on market coverage and its impact on new account penetration, I invite you to read a recently published case study that demonstrates how one company was able to achieve 70% to 90% new account penetration through effective market coverage.

Advertising Channels 120

Advertising Channels Buying Cycle Vendors Case Study 120

ViewPoint

MARCH 13, 2014

In a recent study, it was determined that of 9,000 leads, only 1.28 Click to start video at this point —Matt said the biggest problem is that marketers are not taking responsibility for what happens after leads are generated. The quality of leads being generated nowadays is abysmal. percent were quality.

Lead Ranking 120

Lead Ranking Social Marketing Paid Search Agency Leads 120

ViewPoint

JANUARY 21, 2014

If you don’t sell direct, call prospects and ask if they bought your product (this is a ‘Did You Buy Study’). If you don’t know where to start, start with the CRM system. It might surprise you to see what’s in there already. Get 100 prospect answers and be amazed at what you will learn.

Work Management 120

Work Management Marketing Management Sales Qualified Leads CRM 120

ViewPoint

MAY 7, 2013

Study Lead Behavior. The "approver," the "influencer" and the "decision-maker" are all sharing software and creating the story together. Interestingly, in recent years even vendors and suppliers have increased in importance in the buying cycle because of the way buyers are now networked.

Buyer Personas 120

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

ViewPoint

JULY 16, 2013

According to the research study, “Connecting the Dots between Content and Sales”, by IDG Enterprise Research, content quality and integrity is very important to decision-makers. Does your firm have the capacity and expertise to develop targeted content for different buyer personas at different stages of the sales funnel?

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

OCTOBER 24, 2011

These points are well illustrated in a PointClear case study that describes our outsourced B2B lead generation and market coverage partnership with a Southeast manufacturer of industrial equipment.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Generation 120

ViewPoint

JULY 19, 2012

” He was surprised to find in a recent benchmark study of 1,900 companies that 65% of responding companies still don’t have agreement on that meaning.

Lead Gen 120

Lead Gen Sales Qualified Leads Lead Ranking Lead Scoring 120

ViewPoint

MAY 10, 2012

Click to start video at this point — Christopher notes that inbound marketing is the current rage and shares a recent BtoB Magazine study that reveals 74% of marketers plan to increase their online marketing efforts this year. ” Inbound Marketing: Search Spending Up—Mobile Search Even More So.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 10, 2012

Click to start video at this point — Chris notes that inbound marketing is the current rage and shares a recent BtoB Magazine study that reveals 74% of marketers plan to increase their online marketing efforts this year. ” Inbound Marketing: Search Spending Up—Mobile Search Even More So.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

APRIL 23, 2013

It’s no wonder that the latest studies of sales forecast accuracy have concluded that at an individual deal level, and measured in terms of “did the deal close when expected, at the value expected”, your odds of getting it right are no better than tossing a coin. If they don’t have to change, they probably won’t. No Better than a Coin Toss.

Process 120

Process Work Management Marketing Management B2B Thought Leadership 120

ViewPoint

JUNE 7, 2016

Sales executive sends prospect email confirming the upcoming call and reviewing their understanding of expressed pain points, specific interest areas, or case studies from the lead documentation and refers to prior conversation with their colleague (the business development or inside sales rep). The day of the call.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

JANUARY 12, 2012

For example, a recent sales lead management study found that for technology products and services, line-of-business managers and functional titles are much better sources for sales leads than senior executives. Not a senior executive? Budget undefined? Next-year decision? Steve is obviously making some poor decisions.

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Ranking Lead Scoring 120

ViewPoint

JUNE 26, 2012

You can't spend the time to study your prospects and engage them in truly relevant and compelling ways when you are pressured to just smile and dial. The reason is that they are getting measured on call efficiency or other factors that may not be correlated with maximum performance.

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Conference Enterprise Management Correlation Barriers 120

ViewPoint

OCTOBER 2, 2012

In fact, when we studied the conversion rate for one company recently, what we found is that most of their lead conversion was happening from nurtured leads that were warm that the salespeople had ignored.”.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

FEBRUARY 2, 2011

A mere 12% of business executives say their companies are using social media effectively, according to a recent study by Harvard Business Review Analytic Services. Still, most B2B marketers have yet to truly embrace the full social toolset for their business. Why is that?

B2B Marketing 120

B2B Marketing Trends Marketing Management Planning 120

ViewPoint

DECEMBER 2, 2010

You can prove it via a marketing automation program, CRM or just plain phone calls to prospects (Did You Buy Studies). In order to contribute the most to your team, I suggest you take a leap of faith. Believe me, YOU are a builder of wealth. Believe in yourself enough to prove that your marketing efforts are helping the company win.

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CRM Eye-Tracking ROI Blogger 120