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PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]

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have no decision making authority, but I get a high lead score because I am on your website a lot and interact with your content, sometimes I even engage in conversation with your sales team. But I have no lead score, and no one contacts me because I don’t have any activity on your website. I ask people who work for me to do the research and report back. I am invisible to you. Part 1.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]

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Of those, 53% were going to invest in account-based advertising, 43% in marketing automation, 32% in website personalization and 26% in predictive analytics moving forward (among other areas). I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. Click here for part 1 , part 2 , part 3 , and part 4 ). It's not a distraction.

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)

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When someone leaves their website, they’ll be able to display relevant content as the prospect reviews other sites. Moving forward, it’s all about real-time response to data—what can be captured from the prospect on the website and what information can be used “in the moment” to optimize the Web experience. This year I've been talking a lot about Nurturing. The impact? Retargeting.

Most Market Share Battles Are Lost, Not Won

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They have tackled and surmounted huge technical hurtles, but they refuse to put any sustained effort into sales and marketing. (A website and postcard mailing don’t count.) Casey Stengel said, “ Most ball games are lost not won ,” and his comment seems appropriate for most marketers’ efforts in B2B companies. The product pays for itself in three years and has a lifespan of ten- plus years.

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Evangelizing a Content Marketing Program

user engagement metrics and quality of your website— how long are people spending on the page, how easy it. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 1: Evangelizing Content and Setting Yourself Up for Success Copyright © 2015 Contently. All rights reserved. contently.com By Joe Lazauskas ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY2 I.

PowerViews with James Obermayer: Sales Managers To Blame For Lost Leads

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You can connect with Jim and learn more about the Sales Lead Management Association via the following resources: Website: www.theslma.com. My longtime friend and colleague James Obermayer has strong feelings about who is responsible for lost leads among salespeople. During our discussion, he pulled no punches about how to plug the leaks in sales leads. What is Effective Follow Up?

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

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Click to start at this point — I know which companies visit my website, and I wondered how closely Matt followed his site’s traffic. You can connect with Matt and learn more about Heinz Marketing via the following resources: Website: www.heinzmarketing.com. Who has control over when a sale is complete? Is it the salesperson? The marketing team? The client? Every situation is unique.

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PowerViews with Dave Stein: Hire the Right Salespeople

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You can connect with Dave and learn more about ES Research Group via the following resources: Website: www.esresearch.com. 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. Here is the full video of our discussion and below are some salient outtakes. Consolidation is Going to Continue.

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

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You can connect with Lori and learn more about Score More Sales via the following resources: Lori''s Website: www.scoremoresales.com. 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. Lori''s Motto - Make Small Daily Improvements. Do Your Soft Skills Need Improvement?

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Content Methodology: A Best Practices Report

sources such as company websites, industry publications, and secondary research. Content. Methodology: A Best. Practices Report Copyright © 2016 Contently. All rights reserved. contently.com by Rebecca Lieb and Joe Lazauskas 2Content Methodology: A Best Practices Report I. Definition II. Why a Content Methodology Is Needed III. Culture of Content: The Foundation. for Content Methodology IV.

Is Anyone Leading Lead Management?

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Website Management. 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. Let’s tackle the subject by looking at the elements involved and our recommendations for solving the problem. Direct Marketing Agency. Digital Agencies.

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

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Think about all you’ve done in 2015 to improve sales and grow revenue: Launched a new website. 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.

PowerViews with Koka Sexton: How to Leverage Social Media

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If a potential customer visits your company website and downloads a white paper, one of the first things your sales team will want to know is who is connected to that potential customer on LinkedIn. Leveraging social media is a familiar tactic for individuals. Have you written a new blog post? Then go on Facebook and let your friends and family know. What is Social Selling? Stay Tuned

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 2 of 2)

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Precise tracking of what email links the prospects click, website pages they visit, how long they stay, and, most importantly, having a system that customizes the nurturing for them based on the criteria just mentioned. It’s 2015. The marketing word of the year is Nurture. Nurturing is one of the most effective, yet underutilized, activities in the sales and marketing process.

PowerViews with Dan Waldschmidt: How Ordinary People Can Achieve Outrageous Success

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You can connect with Dan and learn more about Waldschmidt Partners International via the following resources: Website: www.edgyconversations.com. Everything you think you know about success is wrong, says my latest guest on PowerViews, Dan Waldschmidt, author of the new book Edgy Conversations: How Ordinary People Can Achieve Outrageous Success. This helps prove our value to others.

B2B Marketing Trends for 2016

website traffic, brand. Better targeting, retargeting, and website personalization will replace the omnivore approach. B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. know which half." Look for.

PowerViews with Dan Waldschmidt: Changing the Conversation

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You can connect with Dan and learn more about his work via the following resources: Dan Waldschmidt Website: www.danwaldschmidt.com. Waldschmidt Partners Website: www.waldschmidtpartners.com. Joining me today is Dan Waldschmidt, founder of Waldschmidt Partners International. Dan's privately-owned firm specializes in executive strategy and business strategy. The EDGY Strategy. Tools.

B2B Lead Gen: Can you do it cheaper and better inside?

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Top choices include teleprospecting, direct marketing, search engine marketing, website, and trade shows. As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Even with the growing number of digital routes, outbound phone calling, or teleprospecting, remains a powerful method to engage personally with your prospects. fallacy.

REVENUE: The Golden Opportunity with Big Data and Content Marketing

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Get these segments to your website and look at what they do when they get there. Content marketing is often seen as the key to inbound marketing, luring prospects into your website to begin with. Sentiment analysis considers the behavior of prospects in the social sphere rather than on your website. By Christopher Hosford, editor-in-chief, HosfordGroup. Test it, and prove it!

PowerViews with Jim Dickie: Customer-centric is Key

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You can connect with Jim and learn more about CSO Insights by visiting their website: CSO Insights: www.csoinsights.com. My guest today is Jim Dickie. Jim is Managing Partner at CSO Insights, a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers. Not Enough Leads.

B2B Marketing Trends for 2016

website traffic, brand. Better targeting, retargeting, and website personalization will replace the omnivore approach. B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. know which half." Look for.

PowerViews with Chad Burmeister: Sales is More Scientific Nowadays

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You can connect with Chad and learn more about ConnectAndSell via the following resources: Website: www.connectandsell.com. 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. Here is the full video of our discussions and below are some highlights. Sales is Getting Scientific.

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B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research

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For low value, transactional sales, you should at least have a chat window on your website. I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. In our discussion, Lori shared key insights into the B2B buyer's journey as well as marketing and sales alignment. Does that figure depend on the type of solution? We have some research to indicate that’s true, and that the statement’s directionally correct.

PowerViews with Jamie Turner: Mobile Marketing Leads the Way

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It used to be commonly thought that you couldn’t track social media, but we can now get hard numbers to learn how many visitors a campaign drove to our website and how many of those visitors were converted into customers. Website: www.60secondcommunications.com. Jamie was recently profiled in Advertising and Promotion , the world''s best-selling college-level marketing textbook.

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PowerViews with Peter Bourke: Sell Less, Win More

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You can connect with Peter and learn more about his work via the following resources: The Complex Sale Website: www.complexsale.com. Better Way Strategies Website: www.betterwaystrategies.com. Sell less, win more. Don’t even try to start selling—and you’ll win more commitments. Sure, this smacks of contrarianism, but Peter Bourke has proven that these iconoclastic approaches work.

B2B Marketing Trends for 2016

website traffic, brand. Better targeting, retargeting, and website personalization will replace the omnivore approach. B2B Marketing. processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. through their own research, without talking to sales—until late in the journey. know which half." Look for.

Power Opinions - Experts Select Top Three Social Media Tools

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Other tools listed: HootSuite and Buffer with two mentions and the following with one mention each: content management, AWeber (an email marketing tool), Feedly (thanks Dan Waldschmidt —great replacement for Google Reader), Google, InsideView, LeadRocket, mobile optimized website, SlideShare, social advertising, social listening, Sprout Social, Triberr, WordPress. We have had over 30 PowerViews interviews in the past year and I thought it would be fun to ask our PowerViews alumni a question about social media. Still my favorite!”. Four listed blogs. Not surprisingly, S. Thanks alum

PowerViews with Michael Brenner: The Battle for Customer Attention

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You can connect with Michael and learn more about his work via the following resources: B2B Marketing Insider Website: www.b2bmarketinginsider.com. My guest today is Michael Brenner, Vice President of Marketing and Content Strategy at SAP and Managing Editor for the SAP Business Innovation site. Due to technical difficulties only one side of the video will display.). Stay Tuned

PowerViews with Chris Tratar: Execs Need to Support ‘Sale-First’ Culture

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You can connect with Chris and learn more about SAVO via the following resources: Website: www.savogroup.com. Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). When 80 percent of marketing-qualified leads fail to convert into sales-qualified leads, it’s time for the industry to reconfigure its thinking.

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PowerViews with Ruth Stevens: The Science (not the art) of Marketing

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You can connect with Ruth and learn more about eMarketing Strategy via the following resources: Website: www.ruthstevens.com. The amount of data available to marketers today can be overwhelming. Ruth has held high level marketing positions at Time Warner, IBM and Ziff Davis. Here is the full video of our entire chat and below that, some highlights. Inbound marketing is tough to scale.

The Real Reason Sales People Struggle to Close Opportunities

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By the way, you can blame the IMDb website for the “alpha dog motivational salesperson” tag. This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog. As CEO of UK-based Inflexion-Point Strategy Partners , Bob works with the leadership teams of technology-based B2B-focused companies, enabling them to make the critical connections between their marketing messages, their sales conversations, their true differentiators, and their customer''s priorities. Alec Baldwin has got a lot to answer for. It’s a laughable description.

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

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You can connect with Ardath and learn more about Marketing Interactions via the following resources: Website: www.marketinginteractions.com. 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. It doesn’t develop naturally; it takes work. Stay Tuned.

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

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survey Of 175 B2B buyers reveals what they want to see on vendor websites. survey of B2B buyers revealed what they want to see on vendor websites: detailed contact information, case studies, white papers and articles. 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. blog accompanying the podcast provides a link to this data. Half of all B2B emails are now opened on a mobile device, up from 46% last quarter (according to Yesmail in an article published in FierceCMO). Voicemails work.

PowerViews with Bob Perkins: Inside Sales is Here to Stay

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You can connect with Bob and learn more about AA-ISP by visiting their website: AA-ISP: www.aa-isp.org. My guest today is Bob Perkins, Founder of AA-ISP and Vice President of Inside Sales at Merrill Datasite. Bob shared his perspective on how inside sales strategies have grown in popularity as companies strive to improve customer service and boost sales as efficiently as possible. isp.org.

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PowerViews with James Obermayer: Why Don’t Sales Reps Follow Up On Leads? The Real Issue

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You can connect with Jim and learn more about the Sales Lead Management Association via the following resources: Website: www.theslma.com. We’re nearing the last quarter of 2013, and another year of sales will soon be behind us. An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. Stay Tuned.

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

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You can connect with Kyle and learn more about SalesLoft via the following resources: Website: www.salesloft.com. I’m a follower of SalesLoft, where Kyle Porter and his team consistently produce a phenomenal list of targeted leads. So.how do they help people generate a higher response from clients and customers than many other companies? Has one of your prospects changed jobs? Stay Tuned.

How B2B Marketing and Sales Alignment is Like a Relay Race

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In marketing, teammates must ensure that website visitors and inquisitors can access the right content to assist and propel the buyers’ route. At a recent high school track meet I cheered on our team in several heats of the 4 x 100 and 4 x 400 relays and mused that we can look to track and field athletics for inspiration and tactics for marketing and sales alignment. Practice. Celebration.

B2B Prospecting Data Just Keeps Getting Better

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Self-identifying keywords used on the company website (ALC). The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. In fact, you might say that business marketers now have access to prospecting data as rich and varied as that available in consumer markets.

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PowerViews with Chris Tratar: Execs Need to Support ‘Sales-First’ Culture

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You can connect with Chris and learn more about SAVO via the following resources: Website: www.savogroup.com. Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). When 80 percent of marketing-qualified leads fail to convert into sales-qualified leads, it’s time for the industry to reconfigure its thinking.

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Successful Lead Generation - One Size Does Not Fit All

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The same inbound marketing experts will tell you that it might take 50 blogs to impact your website visits. Top performing B2B sales organizations rarely employ just one lead generation tactic. 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. Why then are so many consultants and companies out there actively promoting inbound marketing as the dominant lead generation strategy of our time? Build it and they will come.”