ViewPoint

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PipeLiner CRM #SalesChats Webinar on Prospecting

ViewPoint

Pipeliner’s John Golden hosted me on #SalesChats recently and the topic was prospecting. John asked two questions: Which stage of the buying process should a salesperson engage with a prospect? What questions should a salesperson ask to uncover need?

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Webinar Leads Demystified: Maximize your webinar results!

ViewPoint

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Top 3 Tips on How to Validate, Calibrate Marketing Automation

ViewPoint

should be pulled out of automated marketing campaigns: If you wait for these targets to raise their hands by downloading a whitepaper or attending a webinar, you are going to lose to more agile competitors. The top 30% of your prospect base (larger organizations, in the right verticals, with the optimal environment, etc.)

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How to Diagnose if Inbounditis is Killing Your Sales Pipeline

ViewPoint

Qualified leads can be generated any number of ways: phone calls email, webinars, direct mail and even marketing automation if done well. Send out a compelling direct mail piece highlighting fast facts based on recent b-to-b research, or host a webinar that speaks directly to the pain points your targeted industry is experiencing now.

B to B 120
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The Problem with Inbound Leads - A Sales Rep's Perspective (& Solution)

ViewPoint

The leads came from a webinar. The webinar was called, "The Future of Social Media." But, who wants to watch a webinar on the "Future of Social Media"? Here''s a better webinar title to attract higher quality inbound leads, "How to Get 3X More Social Reach with Your Brand.". Marketing employees and entrepreneurs mostly.

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We're entering the era of accountability in sales and marketing

ViewPoint

You can listen to the webinar here. I recently chatted with Jonathan Farrington of Top Sales world about the transition from finger pointing to collaboration between sales and marketing. Accountable organizations win bigger deals--and drive a whole lot more revenue.

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Good Reads for B2B Marketing - 5 Buyer Behaviors Reshaping B2B Marketing

ViewPoint

Only 16 Percent of B2B Consumers Prefer Live Webinars. Live webinars have been a staple marketing tactic for B2B since the decline in trade show marketing. Matthew Cleary cites his research as revealing that most B2B buyers prefer recorded webinars. Via BtoBMagazine.