ViewPoint

NOVEMBER 16, 2017

Those of us who use the phone to successfully generate sales leads have picked up an essential trade secret. " The most important thing in communication is hearing what isn't said" –Peter Drucker. While what we do for a living is talk, a more important part of our job is to listen. Think of those annoying robo calls.

Lead Generation 120

Lead Generation PointClear Sales Leads Lead Scoring 120

ViewPoint

AUGUST 5, 2016

I’ve heard more than one sales VP or c-level executive describe marketing as the “arts and crafts” department – the group that does creative and business cards and trade show booths but is acting as a cost center. Talk more about that, how has the perception of marketers changed with a Full Funnel Marketing approach?

Top of Funnel 120

Top of Funnel Marketing Funnels Lead Ranking Marketing Qualified Leads 120

ViewPoint

JUNE 15, 2012

Research indicates that prospects are completing 70% of the decision making process before they want to talk to a salesperson, but information sources for this self-education still needs to include direct mail pieces, emails and trade show participation. But many are going for cold, hard, qualified leads. Use BANT qualifiers.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

FEBRUARY 26, 2016

Outbound marketing involves the use of advertising, trade shows, and other methods of pushing a message “outward” to generate a response. Ideally, the perceived value of the resource should be such that the individual is compelled to submit their contact information in exchange for the offer.

Inbound Marketing 149

Inbound Marketing Enterprise Management Trade Show Lead Nurturing 149

ViewPoint

MAY 9, 2013

It also could be a great way to maintain a relationship with journalists, find guest bloggers and stay in touch with trade show attendees. The LinkedIn Contacts tool that began for some select users could help marketers organize, maintain, and nurture business contacts. Via ComputerWorld. Lead Generation Poses Biggest Challenge for B2Bs.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

FEBRUARY 12, 2013

When there’s a trade show or national sales meeting, it’s another opportunity for face time. Let them see, even bless what you’re doing. Review stats, theirs and yours. Also, industry stats. Let them know that this marketing thing we do works and that it takes two to make it work. It’s all about talking.

Stats 120

Stats Trade Show Webinar Metrics Demand Generation 120

ViewPoint

MAY 14, 2018

If you’re lucky, you’re trading dollars, but not usually without a slowdown in revenue and momentum. You’ve probably heard management say, “Hey they’re in the account anyway, why not add something else for them to talk about and sell?” It seldom works that way. Adding a new product takes time away from another product.

Forecasting 149

Forecasting Organic Leads Work Management Trigger Marketing 149

ViewPoint

JULY 20, 2015

Everybody wanted to get out, hit the lobby bar and trade stories about high prices, the lack of new products, how their new quotas were too high and their territories too small. I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting.

Sales Qualified Leads 120

Sales Qualified Leads Leads Lead Marketing Qualified Leads 120

ViewPoint

NOVEMBER 27, 2017

Especially focus on qualified lead sources such as trade show leads. By increasing the marketing spend to increase leads, especially qualified leads, I turned the dollars loose on: Telemarketing to previous leads who did not buy. Also, older leads that are 6-12 months old who have not bought can add up to 12-15 leads in every group of 100.

Forecasting 149

Forecasting Sales Qualified Leads Telemarketing Marketing Management 149

ViewPoint

FEBRUARY 16, 2012

The formula is incredibly close to the illegal narcotics trade. This design gathers up customers' itches (problems), scratches them (gives answers) yet in incomplete ways. Holding back on providing the full solution is key. You give customers' a sample providing momentary satisfaction, but not enough for the desire to be completely sated.

Customer Satisfaction 120

Customer Satisfaction Sample Youtube Social Media 120

ViewPoint

SEPTEMBER 24, 2015

In person events are fine as giant trade shows with a big booth space. Don’t forget all of the additional channels beyond email, mobile, and social to communicate with your prospects. Direct mail can be strikingly effective here if the perceived value is right.

Account Based Marketing 120

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Leads 120

ViewPoint

JULY 16, 2013

According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows.

Lead Generation 120

Lead Generation Sales Qualified Leads High Quality Lead Budget Programs 120

ViewPoint

DECEMBER 8, 2011

ROI is essentially a modeling exercise with the end goal of advising on relative decisions between the trade-offs we as marketers must make every day—where do we invest, how much, and why?

Merchandising 120

Merchandising Clickthrough Demand Generation Agencies ROI 120

ViewPoint

MAY 23, 2011

Response files , made up of individuals who have taken some kind of action, like subscribe to a trade magazine, attend a conference, or buy a product. So, if you want to sell ovens to pizza shops, you’d go to a compiled data vendor like InfoGroup to get a list of pizza shop owners, compiled from the Yellow Pages.

Resources 120

Resources B to B Work Management Marketing Management 120

ViewPoint

DECEMBER 17, 2013

She is the author of Maximizing Lead Generation: The Complete Guide for B2B Marketers , and Trade Show and Event Marketing. Crain’s BtoB magazine named Ruth one of the 100 Most Influential People in Business Marketing. Ruth serves as a director of Edmund Optics, Inc. , the HIMMS Media Group, and the Business Information Industry Association.

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120

ViewPoint

OCTOBER 3, 2011

Using her signature Line by Line Coaching™ process, Angela and her talented staff have trained business leaders and other professionals to speak with increased skill and confidence in engaging any audience. All salespeople are public speakers, whether they embrace that identity or not.

Burn Rate 120

Burn Rate Press Training Contacts 120

ViewPoint

MARCH 13, 2012

” “What have we gotten in return for the $200K spent on that trade show? The bottom line is marketing management must make the decision to measure the ROI for marketing before management inconveniently asks uncomfortable questions such as. “ What did we get for that $100K direct mail program?”

Sales Qualified Leads 120

Sales Qualified Leads Trade Show ROI Marketing Automation Services 120

ViewPoint

JANUARY 10, 2012

Need to trade something in? How soon are you going to make a decision? Are you the decision maker? How soon do you need one of those? Are you budgeted? Want more than one? The discount’s good until Friday?

Blogger 120

Blogger Marketing Prospects Act-On Consulting 120

ViewPoint

APRIL 30, 2013

He is a regular guest on CNN and HLN on the subject of marketing and social media and is an internationally-recognized keynote speaker for corporations, events and trade shows around the globe. Jamie was recently profiled in Advertising and Promotion , the world''s best-selling college-level marketing textbook.

Mobile Marketing 120

Mobile Marketing Lead Scoring Lead Ranking Marketing Leads 120

ViewPoint

AUGUST 22, 2011

To learn more about The Annuitas Group and their proprietary methodology, the Lead Management Framework™ , go to [link]. Jay Hidalgo is the President of The Annuitas Group, a firm that specializes in helping B2B companies develop a process-based approach to lead management. Well, we’re in the dog days of August.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Buy Automation 120

ViewPoint

JANUARY 11, 2011

No longer will the Inside Sales Rep be a “jack of all trades” Roles will be clearly defined and measured based on specific desired outcomes. Trish Bertuzzi and Laurie Page start the new year off with some surprising predictions. Roles will continue to segment.

Top of Funnel 120

Top of Funnel Ideal Customer Profiles Lead Scoring Lead Ranking 120

ViewPoint

JANUARY 31, 2012

He is also the originator of the buyer persona research and creation methodology as well as Business Buyergraphics ™ that are widely used to make informed decisions from buyer insights. Tony Zambito is Founder and Principal of the buyer research and strategy firm Buyerology ?.

Process 120

Process Work Management Lead Ranking Enterprise Management 120

ViewPoint

JUNE 28, 2012

Traditional marketing activity—like marketing collecting and turning over trade show business cards to sales—is gone, and organizations are forced to change their processes and integrate marketing automation tools to deal with the data issue.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

ViewPoint

JUNE 12, 2018

Trade shows and exhibits are long-term strategies. (No requalification; it isn’t needed.). One Lead Gen Option. If you review your options for creating qualified leads in a predictable manner, you’ll see the options are few. Direct mail is effective and still works, but takes time to gin up the machine, mail and get results.

Forecasting 136

Forecasting Sales Qualified Leads Budget Programs High Quality Lead 136

ViewPoint

JUNE 15, 2016

Sales lead acquisition devices at trade shows and conferences. Data Entry (includes screening for duplicates and competitors). Fulfillment – electronic and mailed, which includes warehousing. Literature Control – creation, reprinting and inventory management.

Lead Management 120

Lead Management Work Management Marketing Management Sales Qualified Leads 120

ViewPoint

FEBRUARY 27, 2014

She is the author of Maximizing Lead Generation: The Complete Guide for B2B Marketers , and Trade Show and Event Marketing. Crain’s BtoB magazine named Ruth one of the 100 Most Influential People in Business Marketing. Ruth serves as a director of Edmund Optics, Inc. , the HIMMS Media Group, and the Business Information Industry Association.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Work Management Marketing Management 120

ViewPoint

FEBRUARY 21, 2013

With pay and compensation packages rising because of the challenge of recruiting talent, more field sales reps feel comfortable trading their traditional commissions for the relative stability of inside sales positions. work from home options and telecommuting flexibility.

Skype 120

Skype Work Management Lead Ranking Click Rate 120

ViewPoint

AUGUST 6, 2013

With pay and compensation packages rising because of the challenge of recruiting talent, more field sales reps feel comfortable trading their traditional commissions for the relative stability of inside sales positions. work from home options and telecommuting flexibility.

Peer-to-peer 120

Peer-to-peer Multi-Channel Forecasting Best Practices 120

ViewPoint

APRIL 13, 2012

He adds this is the year connections must happen between the webinar and trade show prospects that marketing is generating and the opportunities that sales actively engages. This perspective is forcing marketing to have more interaction with the sales organization. Two reasons why marketing automation will reach a tipping point this year.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120

ViewPoint

MAY 5, 2015

And the message content can be everything from product information and case studies, to a breakfast event invitation at an upcoming trade show, to a peer-to-peer letter from someone in your company who has a similar kind of job or level as the prospect. Phone, postal letter, and social media add to the mix.

Lead Nurturing 120

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

ViewPoint

MAY 16, 2011

There was a base number of inquires by product coming in from assorted sources such as the web, pay for click, PR, direct mail, trade shows, social media, etc., Each sales territory needed about 25 inquiries a month. Made up the short-fall. for each territory.

Demand 120

Demand Outgrow Blast Campaigns Trade Show 120