ViewPoint

DECEMBER 18, 2012

The client who you can do the best work for and create the most value. Why Marketing and Sales Need to Work as a Team. In this new marketplace, marketing needs to work hand in hand with sales to create a personalized experience for each prospect. The secret is to decide who has what role. There is no such thing.

Lead Ranking 120

Lead Ranking Work Management Business Marketing Management 120

ViewPoint

MARCH 27, 2014

A survey of B2B buyers revealed what they want to see on vendor websites: detailed contact information, case studies, white papers and articles. Voicemails work. A survey Of 175 B2B buyers reveals what they want to see on vendor websites. Don’t give up after one or two voicemails.

Social Media 120

Social Media Work Management Marketing Management Media 120

ViewPoint

AUGUST 14, 2013

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. The more people you’re connected to, the bigger your sales pipeline.

Social Media 120

Social Media Media Cross-Selling Salesforce.com 120

ViewPoint

FEBRUARY 4, 2014

But are they perusing your homepage, or downloading a white paper? This is simple behavioral analysis, to better engage with prospects and work toward an eventual sale. Lesson learned: Don’t depend on your chief writer to tell you which piece of content works best. Hurrah, it’s a warm lead! Test it, and prove it!

Multivariate analysis 120

Multivariate analysis Top of Funnel Content Marketing BtoB 120

ViewPoint

AUGUST 11, 2015

Since the 2007 recession there have many articles, white papers, e-books, blog entries and traditional books written on Marketing ROI (see the bibliography at the end). If begging and pleading doesn’t work, look at sales results to see if there is a match between the lead and a recent purchase.

Work Management 120

Work Management Marketing Management Wiki ROI 120

ViewPoint

MAY 30, 2012

Working with a wide variety of clients from tech firms to sports properties and lifestyle brands, Andrew has crafted successful campaigns built around white papers, event-based advertising and sales training materials for clients such as Major League Baseball, Canon, DuPont, SAP, Business Objects, Oracle and many others.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

ViewPoint

DECEMBER 9, 2010

Money is wasted on sales lead generation programs that don’t work. For an in-depth look at the concept that sales benefits from receiving fewer, more highly-qualified leads, I encourage you to download the PointClear white paper, Why Your Sales Force Needs Fewer Marketing Leads.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

JUNE 28, 2018

Here’s a story that drives home the point: Some years ago, I worked with a client that had $100 million in venture capital and an experienced management team. In a white paper called How Much Should a Lead Cost (available for the asking), I ask and answer the question as follows: “So, how much should a lead cost?

Enterprise Management 136

Enterprise Management Work Management Marketing Management Sales Qualified Leads 136

ViewPoint

JUNE 4, 2013

Last year I released a business development strategy white paper expecting most people to download it in October or November planning for the new year, but in fact found people downloading it in April, so they were planning their business development strategy for the new year, with almost a third of the year behind them.

Ideal Customer Profiles 120

Ideal Customer Profiles Training Thought Leadership Bandwidth 120

ViewPoint

JANUARY 26, 2012

The standard elements of a consumer direct-mail package (outer envelope, letter, brochure, reply form, business reply envelope) work solidly for lead generation. On your home page—and elsewhere throughout your site—add a compelling offer, such as a downloadable case study or white paper, linked to a registration form.

B to B 120

B to B netFactor Media SEM 120

ViewPoint

MARCH 6, 2012

She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies. But once CEOs mandate this shift, work needs to be done to turn the vision into reality. This is where CMOs can make a noticeable impact.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

JULY 12, 2012

” She notes that the success of inbound doesn’t mean that marketers should turn away from outbound channels: “I do think that inbound is important, but that doesn’t mean you need to abandon all the things that you’re already doing that you know work.” It’s a clear outbound tactic.

Marketing & Strategy 120

Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 120

ViewPoint

SEPTEMBER 20, 2012

They understand about how all the different parts of their organizations work together. He notes that sales professionals who have been working in large accounts for 20 years or in an industry for a long time have seen lots of problems and solutions. To me, it’s just that the economic malaise and volatility are a bit surprising.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

JUNE 28, 2012

More frequently, both report to the same person and work on common process issues. He notes that when they survey sellers on a hundred things marketing produces—like a data sheet, a webcast, a white paper, an event, etc.—sellers Advice to CMO for 2012: Focus on Sales Enablement Efficiencies.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

ViewPoint

AUGUST 23, 2012

He sees alignment work still needing to be done in the area of enabling salespeople or work “that’s more focused on the conversations and presentations they have. You can connect with Tim and learn more about his work at Corporate Visions via the following resources: Corporate Visions Website: www.corporatevisions.com.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

ViewPoint

AUGUST 15, 2017

I think the issue lies with the accounting department, which dislikes doing this work. These are four of 56 reasons sales could be failing as outlined in a white paper written by James Obermayer. If a salesperson doesn't know where they stand on quota achievement for the month, how will they know if they are ahead or behind?

Forecasting 136

Forecasting Consulting Work Management Paid Search Agency 136

ViewPoint

FEBRUARY 19, 2016

Even the best sales rep has a hard time following up with cold leads, so an understanding of what works and what doesn’t is essential to perfecting the overall company’s lead generation. Did the new white paper designed by marketing address the prospect’s challenges?

Lead Generation 174

Lead Generation Sales Qualified Leads Lead Scoring Lead Ranking 174

ViewPoint

MARCH 4, 2014

This happens when a company is using a variety of inbound methods—white papers, webinars, blogs, etc. — It’s a massive opportunity for anyone willing to put in the work to ensure prompt response to leads, however they come in. but doesn’t have a strong qualification process in place.

Inbound Marketing 120

Inbound Marketing Top of Funnel Lead Qualification Sales Qualified Leads 120

ViewPoint

JULY 21, 2011

Executive work styles and late adopters. His was not a self-educating work style, and there was no way he was going to search blogs or websites to download white papers. Many agree that inbound marketing and marketing automation work best when time is not an issue. SQLs and closed deals) at risk.

Sales Management 120

Sales Management Enterprise Management Work Management Marketing Management 120

ViewPoint

MAY 5, 2015

For example, a leading analytics firm I worked with tailored their nurturing program to 4 different verticals and multiple scenarios within each vertical. I also see phone scripts that open with ridiculous lines like, “Did you receive our white paper?” Coming down the pike will be more tailored understanding referenced above.

Lead Nurturing 120

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

ViewPoint

AUGUST 22, 2018

Which style works best for qualified lead generation and provides a lower cost per lead? For more insights into the B2B sales and cost per lead read our white paper: How Much Should a Sales Lead Cost? A shotgun blast impacts a widely affected and less targeted area, while a laser beam is precise and accurate to its aim.

Sales Qualified Leads 136

Sales Qualified Leads High Quality Lead Lead Generation Cost per Lead 136

ViewPoint

MAY 7, 2015

For example, if I’m interested in the underlying technology of your product, not the user interface, I’ll most likely be “better-nurtured” if you serve me up emails, white papers, and landing pages focused on technology. It’s making certain you’re leveraging what has been proven to work. It’s not the next new “trick.”

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120