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4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!

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Twitter: @mike_weinberg. Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. Anthony Iannarino (along with Jeb Blount). I was particularly impressed with the first speaker Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development. Part 2: Tip #2 Commit to It.

The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How

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You can follow her on Twitter @pamhege or find her on LinkedIn. In part one , I provided insight into the why and what of a lead-to-revenue assessment. challenged marketing and sales leadership involved in 2016 planning to pause and consider conducting the assessment before making any decisions for next year. Step 1 – Revenue Influencer Feedback. Step 2 – Data Gathering.

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3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)

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Familiarize yourself with their Twitter presence—specifically the hashtags they use—to get a sense of their interests and beliefs. The term "Hail Mary" has become generalized to refer to any last-ditch effort with little chance of success. The origins of the phrase date back to October 28, 1922, during a game between Notre Dame and Georgia Tech. This time the QB ran it in for the touchdown.

PowerViews with Matt Heinz: The Quality of Marketing Leads is Abysmal

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Original Content Attracts Twitter Followers. Click to start at this point — Matt’s company has more than 18,000 Twitter followers. Twitter: @mattheinz. Who has control over when a sale is complete? Is it the salesperson? The marketing team? The client? Every situation is unique. Here is the entirety of our discussion, and below are some highlights. agree. percent were quality.

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B2B Marketing Trends for 2016

and Twitter followers. B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. know which half." Look for.

PowerViews with Dave Stein: Hire the Right Salespeople

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But if you’re a rep who sells heavy machinery, spending a lot of time on Twitter and LinkedIn probably isn’t an effective and efficient use of your time, Dave said. More than one in five salespeople don’t have the qualities to succeed in the field. which assists sales trainers in selecting the appropriate providers. Consolidation is Going to Continue. Many Salespeople Are Not Qualified.

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PowerViews with Koka Sexton: How to Leverage Social Media

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Then go on Twitter and post a link to your review, which will likely get picked up by that book’s publishing house. Click to start video at this point — Koka’s “eureka” moment was when he recognized the value in connecting his Twitter and LinkedIn accounts. Twitter is more of a running conversation, where people relax and divulge more personal information. Twitter: @kokasexton.

4 Tips to Power Up Prospecting in 2015: #4 Use the Telephone!

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Twitter: @mike_weinberg. Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015 , from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. His final tip is a passionate plea calling all sales reps to return to the telephone. Part 1: Tip #1 Believe it Works. Part 2: Tip #2 Commit to It. Part 3: Tip #3 Sharpen Your Story. Expect it.

PowerViews with Lori Richardson: Small Sales Improvements Make a Profound Impact

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Twitter: @scoremoresales. Joining me today is Lori Richardson, Founder and CEO of Score More Sales. Lori is a thought leader on the sales growth front and works with technology brands worldwide. She has worked with known companies such as Apple, IBM, and Siemens and has become a well-known sales leader. Lori''s Motto - Make Small Daily Improvements. Do Your Soft Skills Need Improvement?

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B2B Marketing Trends for 2016

and Twitter followers. B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. know which half." Look for.

4 Tips to Power Up Prospecting in 2015: #3 Sharpen Your Story!

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Twitter: @mike_weinberg. In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development. It was a stellar presentation. This is the third installment of a 4 part series. Part 2: Tip #2 Commit to It.

The Why, What & How of a Lead-to-Revenue Assessment, Part 1 - The Why & What

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You can follow her on Twitter @pamhege or find her on LinkedIn. In today’s B2B companies, marketing and sales alignment is critical to success. Proper alignment is the result of a documented, effective, efficient and measurable process for capturing, engaging, nurturing, managing and converting leads into customers. Increased spending on lead generation. Hired a social media marketer.

Is Anyone Leading Lead Management?

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Social Media Department – blog, Twitter, Facebook, LinkedIn, iTunes, YouTube and Pinterest, to name just a few. Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making. Direct Marketing Agency. Digital Agencies. Telemarketing Inbound.

Lead Generation Lies That are Wreaking Havoc with Your Sales

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When B2B marketers use social channels like LinkedIn and Twitter to showcase thought leadership they create an opportunity to gain credibility with key decision makers and potentially take relationships with prospects and existing customers to another level. Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Voicemails are a waste of time. Outbound calling is interruption marketing. Write it and they will come. Hogwash!

Social media ROI sucks! (Or, you can prove anything if you send out a survey)

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LinkedIn was rated eighth out of 13 channels and YouTube was 10th, followed by Google+, and Twitter. By Christopher Hosford, editor-in-chief, HosfordGroup LLC. Social media marketing is now precariously ensconced as a more-or-less mainstream marketing channel. And even with concerns over social metrics, the rise of content marketing has rushed in to boost social’s street cred.

B2B Marketing Trends for 2016

and Twitter followers. B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. know which half." Look for.

The Problem with Inbound Leads - A Sales Rep's Perspective (& Solution)

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Get to know Ian via Twitter and Facebook You know when you get excited about new inbound leads. Then when you call them, all you hear is "not interested", "just researching", "not involved", "not a decision maker" etc. And you soon realize you are completely wasting your time. Well, I called 185 inbound leads like that, in one week. Not only was it a waste of my time, but the repeated failure really started to get inside my head. After making that many calls, you start to recognize behavioral patterns in the leads. You start to see unique trends based on the specific source of the leads.

PowerViews with Chad Burmeister: Sales is More Scientific Nowadays

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Twitter: @velocity_sales. Field sales is flat while inside sales is up 20 percent in the last few years. That’s part of the new landscape, and so is the ubiquitous use of technology. Knowing the new science of sales is what will help a salesperson to consistently meet expectations, says my latest guest on PowerViews, Chad Burmeister, vice president of corporate sales at ConnectandSell.

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Power Opinions - Experts Select Top Three Social Media Tools

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But that’s the point—increasingly, it’s the place where business gets done.”. I was more surprised that only six of the alum mentioned Twitter. Some additional comments of note: “The social media tools are less important than the quality and relevance of your content (and your content experts).” ( Dave Munn, ITSMA ). “My social media tools are Triberr, Buffer and HootSuite.” ( Michael Brenner, SAP — interesting that neither LinkedIn or Twitter made his list ). The question was: What are the top three social media tools (ranked in order) and why? Still my favorite!”. Thanks alum

PowerViews with Jamie Turner: Mobile Marketing Leads the Way

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Click to start video at this point — Social media and mobile markets are more than just ways of boosting one''s reach within LinkedIn, Twitter, and Facebook, there are real robust tools for utilizing and analyzing these marketing channels, Jamie expressed. Jamie was recently profiled in Advertising and Promotion , the world''s best-selling college-level marketing textbook. Stay Tuned

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Youth, Lead Quality, Social Selling, Inside Sales and Outbound Marketing

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But if you’re a rep who sells heavy machinery, spending a lot of time on Twitter and LinkedIn probably isn’t an effective and efficient use of your time, Dave said. Each quarter I review my recent PowerViews shows and select one outstanding talking point from each expert (five this past quarter) who joined me. Their comments will surprise and enlighten you. The interviews are available on our blog and YouTube channel. In the blogs each interview is broken down into smaller segments that allow you to watch brief clips around a specific topic. That has pros and cons, Nick said. agree.

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PowerViews with Michael Brenner: The Battle for Customer Attention

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Twitter: @BrennerMichael. My guest today is Michael Brenner, Vice President of Marketing and Content Strategy at SAP and Managing Editor for the SAP Business Innovation site. At SAP, Michael’s challenge is to transform social business and content marketing to reduce cost-per-acquisition of new customers. Due to technical difficulties only one side of the video will display.). Stay Tuned

3 Ways Inbound Marketing Is Hurting Your Business (#3 Is the Most Surprising)

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They can be found on Twitter and Facebook Inbound marketing is all the rage. Marketers are falling all over themselves to jump on the bandwagon, convinced that inbound is the path to more leads, less cost, and better business results across the board. But there are problems with inbound marketing. It’s a strategy that can be tremendously successful, but only if done correctly. Here are three ways inbound marketing might actually be hurting your business, and how to fix each problem. Inbound Marketing Problem #1: Too Many Leads. What good are unqualified leads to your sales staff?

PowerViews with Tony Zambito: Buyer Predictability

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You can connect with Tony Zambito and learn more about his work via the following resources: Twitter: @TonyZambito. My guest today is Tony Zambito. In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. Understand the Buyer''s Backstory. You need to understand the bigger picture of how buyers today are networked," Tony says.

PowerViews with Ardath Albee: Sales Reps Need to Get ‘Content CliffsNotes’

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Social selling is all about nurturing, because every time you come into contact with a prospect—via Facebook, Twitter, LinkedIn or some other social media — you have to nurture the relationship. Twitter: @ardath421. It doesn’t develop naturally; it takes work. Once you have established a relationship with a client, you must maintain the relationship. Move Toward Customer Retention.

The Top 8 Takeaways from Social Media Guru Paul Gillin’s FIR B2B

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Connect with Paul on Twitter: @pgillin. Connect with Allan on Twitter: @allanschoenberg By Dan McDade I was delighted to be invited as guest #5 on Paul Gillin and Allan Schoenberg’s FIR B2B podcast. The format of FIR B2B is brilliant. Co-hosts Paul and Allan tee up the show by discussing several hot news items relevant to the B2B market - Here’s what they noshed on, on Episode #5: According to the latest CMO Survey, 85% of CMOs either have not shown any impact from social media spending or have only a qualitative sense of its effectiveness. More information and links in the blog.

PowerViews with Kyle Porter: How Can You Sell If You’re Always On?

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Click to start video at this point — It’s easy to imagine that Twitter and LinkedIn are the best places to sell yourself, but you should offer to serve others first, Kyle says. People who are interested in sales want concrete leads, so demonstrate to them via your LinkedIn and Twitter profiles that you’re someone worth connecting to. Has one of your prospects changed jobs? Stay Tuned.

PowerViews with Jill Rowley: Social Employees Should Connect and Amplify

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Using social networks to listen and engage with buyers, then surrounding yourself with the influencers and experts that your buyers trust on LinkedIn and Twitter. You can connect with Jill and learn more about Oracle via the following resources: Twitter: @jill_rowley. A lot of people don’t know how to use LinkedIn. At Oracle she heads up social selling evangelism and enablement.

Best of PowerViews: Are You Tenacious About Sales Follow Up?

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Click to start video at this point —Koka’s “eureka” moment was when he recognized the value in connecting his Twitter and LinkedIn accounts. Twitter is more of a running conversation, where people relax and divulge more personal information. I continue to enjoy the insightful discussions I have with sales and marketing experts in our PowerViews series. There are a few topics that come up regularly. For this ‘best of’ edition we revisit the hot topics—social media, mobile marketing, sales lead follow up. Enjoy! Each interview is available on our blog and YouTube channel. Probably.

PowerViews with Nick Stein: The Role of Games in the Sales Office

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Twitter: @stein_nick. Mobile and social technologies have radically changed the way people buy. Buyers are increasingly savvy and willing to shop around, and salespeople have to recognize how the landscape has changed and how the interaction with potential customers continues to evolve. Here are some highlights from our discussion, which can be viewed in its entirety below. Stay Tuned.

10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015

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Twitter: @josianefeigon. Josiane Feigon is President of TeleSmart Communications and author of the business bestseller, Smart Selling on the Phone and Online. To read an excerpt from her latest book, Smart Sales Manager , click here. To listen to a webinar on this topic, click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. Should they keep their expensive sales duo: inside sales AND field sales? Or just go with inside sales? Good question. Step into my time machine.

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PowerViews with Chris Snell: Suit Up, Stand Up, Sign Up: A Sales Mantra

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Click to start video at this point —Nowadays there’s a huge push for social selling, with sales reps turning to Facebook, Twitter, and LinkedIn for leads. Twitter: @chris_snell. Time is vitally important to the success of a salesperson—time to research prospects, time to hone the sales pitch, and time to communicate with potential clients. Meetings can keep reps from their jobs”.

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Suit Up, Stand Up, Sign Up: A Sales Mantra

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Click to start video at this point —Nowadays there’s a huge push for social selling, with sales reps turning to Facebook, Twitter, and LinkedIn for leads. Twitter: @chris_snell. Time is vitally important to the success of a salesperson—time to research prospects, time to hone the sales pitch, and time to communicate with potential clients. Meetings can keep reps from their jobs”.

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PowerViews with Josiane Feigon: Survival of the Fittest Sales Reps

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When prospects post about their passions and their activities on LinkedIn, Twitter, and Facebook, savvy sales people can learn how to shape compelling conversations that don’t resemble traditional sales calls. Joining me today is Josiane Feigon, President of TeleSmart. TeleSmart is a leader in providing inside sales coaching and consulting to Fortune 1000 companies. Passion. They’re social.

Culture Always Wins: Closing the Cross-Cultural Sale

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They even connect on LinkedIn and follow each other’s Twitter feeds. Today's guest blogger is Dan Armstrong , Director of Research and Thought Leadership at ITSMA. Your leads may be perfect. They may have the budget and the authority to buy. They may need what you’ve got. They may be ready to purchase. But there’s one problem: They’re on the other side of the world. And for all the talk of globalization, the potential for misunderstandings and mistrust is exponentially higher when salespeople are forced to reach across the cultural chasm. ITSMA’s member companies see this every day.

PowerViews with Linda Richardson: Responding To vs Shaping vs Creating Demand

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Richardson on Twitter: @RichardsonSales. I am pleased to have as my guest today Linda Richardson, the founder and chairwoman of Richardson, a global sales performance company that delivers sales process strategies, curricula and tools to help salespeople drive more positive business outcomes. The New Selling Landscape Calls for a New Sales Map. They need people to help them connect the dots.

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PowerViews with Carlos Hidalgo: A Holistic Approach to Driving the Demand Process

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Carlos on Twitter: @cahidalgo. I am pleased to have as my guest today Carlos Hidalgo of the Annuitas Group. Carlos is a recognized thought leader in B2B marketing and known for his keen insights on the development and implementation of lead management processes, as well as marketing automation. He is a frequent speaker, blogger and contributor to many B2B marketing publications. Stay Tuned

Good Reads for B2B Marketing - 8 Changes that Will Improve Your Marketing

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Study: Email Lands More Customers Than Facebook or Twitter, but Still Fewer than Organic Search. Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2B Buyers: Traits by Generation [Infographic]. Via MarketingProfs.

PowerViews with Craig Rosenberg: Growth Hacks & Consumerized B2B Software

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You can connect with Craig and learn more about his work via the following resources: Craig on Twitter: @funnelholic. My guest today is Craig Rosenberg, Vice President, Sales and Marketing and Co-Founder at Focus. He is also author of a popular sales and marketing blog, Funnelholic , where he shares B2B content with an edge. There are all these things we’ve got to do.’ It’s funny.

Is It Really B2B, Or Something Different All Together?

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Then consider the world of social media with its Twitter accounts, Facebook pages and YouTube videos. Logistics companies aren't on Twitter. Logistics companies aren't on Twitter. Jason Falls is an author, speaker and CEO of Social Media Explorer. Marketing to the business consumer takes a special pedigree. What is a business-to-business marketer to do with all that? Sales.

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