ViewPoint

AUGUST 29, 2011

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. Only 9% of the firms surveyed said that the accuracy of their prospect data was >90%, while another 20% said it was in the 76% - 90% range.

Acquisitions 120

Acquisitions Allocation Lead Scoring Lead Ranking 120

ViewPoint

OCTOBER 15, 2013

Spotify and TuneIn which surveyed more than 3,000 people age 12 and up about their online music consumption. Slightly more than two-thirds of those surveyed said they listen to more online radio than they did a year ago as they access content on more Internet connected devices.”.

PointClear 120

PointClear Marketo Internet Marketing Broadcasting 120

ViewPoint

JUNE 30, 2015

Survey the sales reps. What are the qualifying questions? Inside sales? Listen in on the phone calls. Listen to presentations at trade shows. Listen and take notes. Ask the reps. Listen and take notes. Do the numbers. 75% of the qualification questions will be the same. The other 25% of the questions are product related.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Trade Show High Quality Lead 120

ViewPoint

MARCH 31, 2011

Sales Speaks: Perceptions & Ponderings on Marketing Leads from The Bridge Group and Vorsight is based on survey responses from 1,150 sales representatives asked to share their perceptions on lead accuracy, lead scoring, pipeline, and sales and marketing SLAs.

Marketing Qualified Leads 120

Marketing Qualified Leads Ideal Customer Profiles Lead Ranking Lead Scoring 120

ViewPoint

MAY 9, 2013

Generating more leads still tops the list of B2B marketing challenges, but reaching a target audience is on the rise, according to a BtoB survey. Lead Generation Poses Biggest Challenge for B2Bs. E-mail, search engine optimization and content marketing were the most popular B2B tactics. Via eMarketer. The Most Effective E-mails Are Personal.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

FEBRUARY 26, 2013

He developed thought leadership content based on surveys and qualitative research for Deloitte Growth Enterprises Services, Forbes Insights, and Ernst & Young, and did research projects on behalf of the Gates Foundation and the Nuclear Threat Initiative.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120

ViewPoint

APRIL 26, 2013

According to a recent survey conducted by BtoB magazine and Bizo, the B2B digital marketing mix is not addressing longer sales cycles. Additionally most respondents prefer building their own lists, the study found, as opposed to using lists rented or bought from third parties. Via BtoB Magazine.

BtoB 120

BtoB PointClear B2B Marketing Lead Scoring 120

ViewPoint

MAY 29, 2012

Surveys generate a tremendous amount of content that can be repurposed inexpensively. Don’t use the word “Submit” on forms. Try “Download this Guide” or “View Webinar” but NEVER “Submit Form”… (I have heard this before but it is worth repeating). Well worth the fee. Food was great!

Multi-Channel 120

Multi-Channel Demand Generation Agencies Class Webinar Metrics 120

ViewPoint

JUNE 4, 2013

Later in the year we will be creating the most rigorous survey the sales space has ever witnessed, and in 2014 we launch the Top Sales Conferences. 70% of companies who completed a survey about why they switched suppliers answered that it was because they felt ignored.

Ideal Customer Profiles 120

Ideal Customer Profiles Training Thought Leadership Bandwidth 120

ViewPoint

AUGUST 20, 2015

I also suggest creating an in-house survey that is sent to marketing, sales, and operations team members to gain their feedback on the current processes and areas for improvement. Where does the water level get so low that I have to get out and carry the tube? Where is the water running so fast that I lose control? Step 2 – Data Gathering.

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 120

ViewPoint

AUGUST 15, 2011

From a recent survey of new members to the Sales Lead Management Association, we found that generating qualified leads is the biggest issue facing the new members. 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.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Generation Leads 120

ViewPoint

OCTOBER 20, 2011

Lauren’s article is based on her survey of marketing automation users that sought—knowing what they know now—the questions they would ask vendors if they were going back and buying their software all over again. A good read I discovered recently is a post by Lauren Carlson, What Do You Wish You Had Asked Your MA Vendor? ,

Marketing Automation Services 120

Marketing Automation Services Marketing Automation PointClear Automation 120

ViewPoint

MARCH 6, 2012

According to a recent CSOinsights 2012 Sales Performance Optimization survey, a mere 11% of sales people have a strong understanding of their customers’ buying process. Overall, it requires an understanding of the purchase process from the buyer's point of view. A turnaround in this area can boost the top line.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

MAY 14, 2013

Click to start video at this point — The alignment of marketing and sales is at the top of almost every survey Michael has seen about senior marketing leaders regarding their greatest challenges. It’s that personal one-to-one connection that ultimately leads to sales. Sales and Marketing Need to Speak a Common Language.

Cost per Acquisition 120

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

ViewPoint

SEPTEMBER 27, 2012

The report is based on surveys of close to 200 marketing leaders to determine how they are transforming and what they are doing to efficiently deliver results. Participants were asked a variety of questions like these: Have you begun transformation?

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

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. Click to start video at this point — Higher Revenue Targets Despite Uncertain Economy. He found this metric amazing because of the uncertain economy.

Marketing Management 120

Marketing Management Forecasting Transparency Case Studies 120

ViewPoint

JUNE 28, 2012

We survey annually and ask marketers and sellers separately about their alignment sentiment. He notes that when they survey sellers on a hundred things marketing produces—like a data sheet, a webcast, a white paper, an event, etc.—sellers ” Alignment: C-Level Stepping In & Operations Mashups.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

ViewPoint

OCTOBER 2, 2012

He notes that when they survey sellers on a hundred things marketing produces—like a data sheet, a webcast, a white paper, an event, etc.—sellers He defines this as getting the right marketing content assets to the right seller at the right time in the right place in the right format to move an opportunity forward.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

JANUARY 26, 2012

However, trade show marketing is expensive, costing an average of $276 per contact, according to Exhibit Surveys, Inc. Business marketers spend an average of 18.6% of their budgets on trade shows, according to a study from the Business Marketing Association, and most of that is targeted to sales lead generation and finding new customers.

B to B 120

B to B netFactor Media SEM 120

ViewPoint

JUNE 8, 2012

Click to start video at this point — Referencing a survey they did on alignment, Ginger says it was interesting to see the disparity of opinion: “Some said, yes, sales and marketing absolutely have to work together. Who can help me solve it? Marketing & Sales Alignment—More Important than Ever.

Marketing Automation Services 120

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

ViewPoint

JULY 26, 2012

He notes, “Right now, of the companies that we surveyed, nearly four in ten have not woven mobile marketing into any of their marketing activities which is shocking. It’s almost like we put our heads in the sand when you think about the way we behave as business people vs. mobile in our personal lives.

Demand 120

Demand Enterprise Management Work Management Marketing Management 120

ViewPoint

MARCH 12, 2013

When we survey marketeers, we ask what percent of their pipeline was the result of a marketing program. We’ve got to firmly understand the leaks and the mistrust between marketing and sales over leads. Marketeers don’t always have the greatest track record for delivery. The number came up quite a bit, but it’s still pretty low.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120

ViewPoint

FEBRUARY 21, 2013

Referencing a nationwide survey of over 300,000 sales leaders and front-line representatives, Bob notes that companies have set a tall order for their talent: Many companies have moved from using sales teams to assigning a single professional to manage the entire life cycle of a client account.

Skype 120

Skype Work Management Lead Ranking Click Rate 120

ViewPoint

MAY 5, 2015

In the same blog he goes on to quote Forrester’s Laura Ramos: In earlier studies, Forrester found that at least half of B2B marketers surveyed did not have well defined L2RM processes or failed to follow the ones they did have in place for activities like lead scoring, nurturing and recycling and management. The impact?

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Peer-to-peer 120

ViewPoint

MAY 2, 2012

A survey I saw just last week—a MarketingSherpa survey—listed social media marketing as a very low ROI generator.” We have seen some recent research that says the ROI of social media marketing is actually among the lowest of all the different tools that are available to B2B marketers.

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

JULY 11, 2013

Here are some reasons “why BANT needs a bit of renovation”: Budget: According to DemandGen Report, “48% of buyers surveyed say their purchase of complex B2B product/solution was initially unbudgeted.”. BANT hasn’t. ".SOME SOME OF THE BANT CRITERIA FOR YOUR HOTTEST LEADS WILL LIKELY BE MISSING.".

Urgency Marketing 120

Urgency Marketing Lead Scoring Lead Ranking Validation 120

ViewPoint

AUGUST 1, 2013

Watch this TED talk and then take the Grit Survey Lori shares in her blog to see how you score. The intangible quality that drives some salespeople to continue to succeed, to stay upbeat in the face of obstacles, and to move forward. Grit—a trait that enables you to remain passionate and persevere to attain very long-term goals.

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

APRIL 13, 2012

Click to start video at this point — Sharing survey findings that 20% of companies are planning marketing automation implementations and another 17% are planning expansions, Jeff sees marketing automation hitting a tipping point with marketing and sales in 2012. Two reasons why marketing automation will reach a tipping point this year.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120