ViewPoint

DECEMBER 10, 2013

Here is the full video of our discussions and below are some highlights. Click to start video at this point — Personality used to be the primary attribute of a successful salesperson. Click to start video at this point — There are so many sales tools available today. Sales is Getting Scientific. Sales Tools to Leverage LinkedIn.

Buzz 120

Buzz Lead Ranking Linkedin Video Marketing 120

ViewPoint

MARCH 18, 2014

Click to start video at this point — I asked Chris what key steps companies can take to become a sales-first organization. Click to start video at this point — With 80 percent of marketing leads failing to become sales leads, it’s obvious that we need to re-think things, Chris said. Be sure to check out the complete video!

Paid Search Agency 120

Paid Search Agency Sales Qualified Leads Marketing Qualified Leads Marketing Automation Services 120

ViewPoint

MARCH 18, 2014

Click to start video at this point — I asked Chris what key steps companies can take to become a sales-first organization. Click to start video at this point — With 80 percent of marketing leads failing to become sales leads, it’s obvious that we need to re-think things, Chris said. Be sure to check out the complete video!

Paid Search Agency 120

Paid Search Agency Sales Qualified Leads Marketing Qualified Leads Marketing Automation Services 120

ViewPoint

DECEMBER 3, 2013

Here is the full video of our discussion and below are some salient outtakes. Click to start video at this point — I asked Dave what major changes he’s seen in sales and marketing. Click to start video at this point — Are you a sales rep in the high-tech industry? Consolidation is Going to Continue.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Consulting Video Marketing 120

ViewPoint

FEBRUARY 2, 2017

Watch this brief video to learn how to establish a lead definition. For more, take sixty seconds and watch the video. Before technology came into play things were bad enough. With technology it is now possible to get more poor quality leads to sales faster than ever before. Most of them are a waste or wasted. Comments please!

Sales Qualified Leads 120

Sales Qualified Leads Lead Scoring Lead Ranking Leads 120

ViewPoint

APRIL 7, 2014

Click to start video at this point — I asked Jim who was responsible for lost leads and he said it’s sales managers, not salespeople (which I didn’t wholeheartedly agree with). Click to start video at this point — Jim said he sees statistics that say 45 percent of salespeople give up after one contact with a lead — and that’s counting email.

Lead Scoring 120

Lead Scoring Lead Ranking Leads Lead 120

ViewPoint

FEBRUARY 11, 2014

Here is the full video of our entire chat and below that, some highlights. Click to start video at this point — Ruth recently collaborated on a study of B2B marketing. Click to start video at this point — Ever wonder how much value B2B companies derive from trade shows and events? Inbound marketing is tough to scale.

Trade Show 120

Trade Show Cold Calling Emarketing Sales Qualified Leads 120

ViewPoint

MARCH 13, 2014

Click to start video at this point —The young people entering the sales force are changing the dynamic between managers and their reps. 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.

Lead Ranking 120

Lead Ranking Social Marketing Paid Search Agency Leads 120

ViewPoint

OCTOBER 29, 2013

Click to start video at this point —I kidded Kyle about this comment, which he’d made in a previous article. There’s no silver bullet in sales, he said, but one of the biggest mistakes people make is to create content — a blog, a slideshow, a video interview — and not share it wisely and effectively on social media. Don’t Always Be On.

Ideal Customer Profiles 120

Ideal Customer Profiles Cold Calling Fulfillment Linkedin 120

ViewPoint

JANUARY 10, 2018

This link takes to a blog on the topic that includes a video. There are two charts in that blog that show how much a high quality, sales qualified lead should (or at least probably will) cost, and why. Guess what. Leads cost more than you think, but probably a lot less than you are paying.

Sales Qualified Leads 207

Sales Qualified Leads Cost per Lead Lead Scoring Lead Ranking 207

ViewPoint

OCTOBER 1, 2013

Click to start video at this point — I asked Ardath what changes she has seen in sales and marketing this year. Click to start video at this point — Content marketing has been a hot topic lately, but Ardath said that many sales and marketing businesses are discovering that the content they’re creating isn’t moving the needle on new business.

Content 120

Content Storytelling B2B Sales Linkedin 120

ViewPoint

MAY 14, 2013

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Due to technical difficulties only one side of the video will display.). The Battle for Customer Attention. Sales is Still Important. It’s that personal one-to-one connection that ultimately leads to sales.

Cost per Acquisition 120

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

ViewPoint

DECEMBER 18, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Click to start video at this point — When I asked Anthony about the biggest trends going into the 2013 sales year he had an interesting take that bucked the general consensus. There is no such thing.

Lead Ranking 120

Lead Ranking Work Management Business Marketing Management 120

ViewPoint

AUGUST 14, 2013

Click to start video at this point —Koka told me that when he first signed up for LinkedIn, social selling didn’t even have a name. Click to start video at this point — In some industries, spending all day on social media would be frowned upon by bosses. What is Social Selling? People Still Buy from People, Regardless of Technology.

Social Media 120

Social Media Media Cross-Selling Salesforce.com 120

ViewPoint

AUGUST 28, 2013

Click to start video at this point — When a consumer initially picks up the phone to talk to a vendor, they’re already 60 percent of the way through a buying decision, Nick said. Click to start video at this point — The sales business is going through one of its most interesting and turbulent times, Nick said. What About Gamification?

Enterprise Management 120

Enterprise Management Work Management Salesforce.com Marketing Management 120

ViewPoint

JANUARY 31, 2013

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Click to start video at this point — Millennial talent may have shocked the professional world upon their arrival a few years ago. Click to start video at this point — “Customer 2.0 is Here to Stay.

Peer-to-peer 120

Peer-to-peer Cold Calling Consulting Work Management 120

ViewPoint

SEPTEMBER 17, 2013

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. Click to start video at this point —Some sales reps are only motivated by money, Chris said. Used to be lucky if you had an email to go on”. Meetings can keep reps from their jobs”.

Linkedin 120

Linkedin Twitter Video Marketing Education 120

ViewPoint

SEPTEMBER 17, 2013

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. Click to start video at this point —Some sales reps are only motivated by money, Chris said. Used to be lucky if you had an email to go on”. Meetings can keep reps from their jobs”.

Linkedin 120

Linkedin Twitter Video Marketing Education 120

ViewPoint

JULY 30, 2013

Click to start video at this point — Want to win more? Click to start video at this point — Does this sound like pie in the sky? Click to start video at this point — Peter argues that 85-90 percent of the benefit of coaching happens before the coaching itself. Unselling: The Less You Sell, the More You Win.

Word of Mouth 120

Word of Mouth Work Management Consulting Transparency 120

ViewPoint

APRIL 10, 2012

I’m really pleased to introduce you to PowerViews, a new series of Q&A video interviews that are all about providing solutions to the marketing and sales challenges we face today. Unfortunately, due to connection issues in London we were unable to get Jonathan’s side on video.).

Paid Search Agency 120

Paid Search Agency Work Management Marketing Automation Services Forrester 120

ViewPoint

AUGUST 23, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Click to start video at this point — Tim sees two primary focal points for marketing and sales alignment: the lead generation/demand generation element and the content/sales enablement piece. and “Why Now?”

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

MAY 7, 2013

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Click to start video at this point — Tony explains that If you leave it to chance for the buyer to find you, you miss the bigger picture of the buyer''s network. Understand the Buyer''s Backstory.

Buyer Personas 120

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

ViewPoint

OCTOBER 24, 2013

Click to start video at this point —Jill believes in a social surround strategy. Click to start video at this point — Too many people don’t fully utilize LinkedIn. She spent six years in management consulting and 52 quarters in software sales. At Oracle she heads up social selling evangelism and enablement. She’s Down with OPC.

Eloqua 120

Eloqua Social Networks Linkedin Marketing Management 120

ViewPoint

MAY 30, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Click to start video at this point —Andrew expressed some surprise that last year there weren’t more mergers and acquisitions in the marketing and sales spaces.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

ViewPoint

JULY 9, 2013

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Click to start video at this point — Instead of going in the marketplace with one solution or one methodology to be successful, Lori has found improvements to companies existing methodolgies to be successful.

Lead Scoring 120

Lead Scoring Lead Ranking Thought Leadership Sales Qualified Leads 120

ViewPoint

OCTOBER 9, 2013

Click to start video at this point — We all know about it, and too often we all turn a blind eye to the problem. Click to start video at this point — We both agreed on the fact that, between all the automation and handing off of functions to other departments (and even between sales and marketing themselves), that there is too much leakage.

Sales Qualified Leads 120

Sales Qualified Leads Marketing Automation Services Work Management Marketing Management 120

ViewPoint

OCTOBER 31, 2013

Click to start video at this point —Koka’s “eureka” moment was when he recognized the value in connecting his Twitter and LinkedIn accounts. Click to start video at this point —Want to win more? Click to start video at this point —Lori regularly encounters issues with sales follow up. Then sell less, Peter says.

Lead Scoring 120

Lead Scoring Lead Ranking Cross-Selling Best Practices 120

ViewPoint

APRIL 24, 2013

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Click to start video at this point — Higher Revenue Targets Despite Uncertain Economy. Click to start video at this point — Jim raised the issue of culture. Culture Eats Strategy for Breakfast.

Marketing Management 120

Marketing Management Forecasting Transparency Case Studies 120

ViewPoint

NOVEMBER 8, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Click to start video at this point — I ask Linda about the book she is working on, and she enthusiastically talks about The New Sales Conversation. The New Selling Landscape Calls for a New Sales Map.

Demand 120

Demand RFP Work Management Buying Cycle 120

ViewPoint

JULY 18, 2013

Video] Why Prospects Avoid Making Buying Decisions. In this short video, Jill Konrath, shares her recent experience from the other side of the table—as the buyer. In this article Matt Heinz summarizes the five greatest inhibitors to sales effectiveness shared by John Neeson. Also interesting are new statistics on gaining buyer’s trust.

B2B Sales 120

B2B Sales PointClear Effectiveness BtoB 120

ViewPoint

JULY 19, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Brian is also CEO of InTouch and author of Lead Generation for the Complex Sale. Some Progress On Alignment & Lead Definition—But More Work Is Needed. ” BANT and the Value of Warm Leads.

Lead Gen 120

Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

APRIL 30, 2013

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Click to start video at this point — For those marketing executives looking to move forward, get a head start on your competition with mobile. Mobile Marketing Boom.

Mobile Marketing 120

Mobile Marketing Lead Scoring Lead Ranking Marketing Leads 120

ViewPoint

JUNE 15, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Click to start video at this point — Commenting on the outbound marketing and inbound marketing mix, Jim says we can’t get away from basic integrated marketing.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ViewPoint

JUNE 8, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Click to start video at this point — Commenting on how to prioritize investments in social media, mobile and marketing automation, Ginger encourages companies to, again, understand their customers first.

Marketing Automation Services 120

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

ViewPoint

MAY 10, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Click to start video at this point — Christopher notes the importance of the maturing of social media marketing in the last year by saying, “It’s no longer a hobby. And you can show demos.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 10, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Click to start video at this point —Chris notes the importance of the maturing of social media marketing in the last year by saying, “It’s no longer a hobby. And you can show demos.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

JUNE 28, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Click to start video at this point — Rich discusses the significant impact the new buyer will have on current marketing and sales budget allocations. Social Media Mantra: Listen First. Then Speak.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120