ViewPoint

JANUARY 13, 2017

Use Dynamic Engagement, including Triggers. Determine which portion of your market you can reach and close most cost effectively. Zero in on prospects with the most propensity to buy to keep you from incurring marketing/sales costs that don’t deliver return. Map content to audiences of one. Analyze, Analyze, Analyze.

Account Based Marketing 120

Account Based Marketing PointClear ABM Cost per Lead 120

ViewPoint

NOVEMBER 2, 2016

Bare essentials: metrics such as revenue and # of employees, decision makers, decision influencers, operating environment (as it relates to what you sell), trigger events, real and/or likely potential compelling events. Spending hundreds up to thousands of dollars per profiled company is not necessary.

Lead Scoring 120

Lead Scoring Lead Ranking Lead Qualification Validation 120

ViewPoint

DECEMBER 16, 2016

Yes, you can customize your content, triggers and lead registration assets to focus on a particular, designed customer segment. If you’re relying on inbound marketing and leads only today, you will soon reach a point at which you can no longer effectively scale your business.

Account Based Marketing 120

Account Based Marketing Inbound Marketing B2B Sales Tips 120

ViewPoint

MAY 14, 2018

If sales are down, look back a few months and you’ll probably see what triggered the problem. May I suggest that before you make substantial changes in company operations, you consider the momentum consequences for your sales organization. Never forget: The Prime Directive of Sales Management: Enhance Sales Momentum, Never Interrupt It.

Forecasting 149

Forecasting Organic Leads Work Management Trigger Marketing 149

ViewPoint

AUGUST 20, 2015

Nurturing workflows: Are our workflows based on personas and engagement triggers (email and human) that guide buyers on their journey? These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers?

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 120

ViewPoint

MAY 30, 2012

As marketers get more sophisticated and get a better understanding of how their buyers are going through the buying process and learn what their triggers are, then they bring more relevance to reporting. Marketing and Sales Alignment: Beyond the Tipping Point.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

ViewPoint

AUGUST 21, 2012

A cascading failure is a failure in a system of interconnected parts, in which the failure of a part can trigger the failure of successive parts. 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.

Work Management 120

Work Management Marketing Automation Services Marketing Management Wikipedia 120

ViewPoint

DECEMBER 17, 2013

Several fresh and interesting ideas surfaced: A venture capital trigger, from OneSource, indicating that a firm has received fresh funding and thus has budget to spend. Matter of fact, we asked the vendors to tell us the fields that their clients find most valuable for predictive purposes.

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120

ViewPoint

APRIL 4, 2011

Pay-for-performance pricing could be a very useful trigger to drive faster marketing adoption. Could marketing automation be a solution that requires a barrier to entry that might, in fact, call for more aggressive pricing rather than lower pricing? In your article you mention the need to solve key vertical challenges.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Automation Planning 120

ViewPoint

JUNE 10, 2016

Yes, you can customize your content, triggers and lead registration assets to focus on a particular, designed customer segment. If you’re relying on inbound marketing and leads only today, you will soon reach a point at which you can no longer effectively scale your business.

Sales Qualified Leads 120

Sales Qualified Leads Planning Peer-to-peer Work Management 120

ViewPoint

DECEMBER 20, 2011

Ken Murray , President, VanillaSoft Lead Generation and Appointment Setting—Know When to Pull the Trigger and Outsource. Nancy Nardin , Founder and Editor, Smart Selling Tools Low-Hanging Fruit, “Operation Bounty” and the Problem with Having Too Many Orchard Crates.

Blogger 120

Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

NOVEMBER 8, 2012

You need to bring them insights, and those insights come from a deep knowledge and understanding so that you can trigger something in a client’s mind that they have not set as an objective. Given these three modes, she talks about the role of the salesperson: “Really be prepared. How do you bring ideas to a client?

Demand 120

Demand RFP Work Management Buying Cycle 120

ViewPoint

MAY 5, 2015

Too often I see marketing automation systems set up with triggered emails that are irrelevant and downright annoying to the prospect. It’s my fervent hope that companies will increasingly understand the importance—and the intent—of nurturing, and build programs that make sense.

Lead Nurturing 120

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