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Proof that Account-based Marketing Works

ViewPoint

One healthcare IT solutions company with a complex solution and a finite market learned first-hand just how account-based marketing works. When sales and marketing work together to drive revenue (and that takes process for sure) everybody benefits—the prospect/client, the team members, and the organization as a whole.

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If You Work for a Company that Doesn’t Believe in Marketing, Resign

ViewPoint

If you work for a company that doesn’t believe in marketing, resign.”. There are too many companies that think a great product is all it takes, then they begrudgingly address the other half of the equation, namely marketing, by only selling, and not marketing. “If If the company resents every dollar it spends on marketing, resign.

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How to Turn Sales Leads into Revenue, Not Just Work

ViewPoint

Marketing’s responsibility is to work with sales to identify the challenges or pain points of their target audience and create tailored content to speak to those challenges. Post lead follow-up, sales should give marketing feedback on what content or offers worked, and what didn’t. Find the Pain. Turn Your Lead into a Sale.

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Why Social Media Doesn't Work [PowerViews LIVE Highlights]

ViewPoint

On February 3, 2015, I had the pleasure of having leading marketing expert Jamie Turner on PowerViews LIVE to talk about “Why Social Media Doesn’t Work.” Right off the bat you may be thinking, “Social media doesn’t work? It’s everywhere!” This is true.

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2014 B2B Marketing Trends That Work

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As a B2B company, it’s paramount that you stay on top of trends so you know which to adopt and which to nix. This is a standout year for B2B marketing. The Content Marketing Institute recently released the annual North American report titled B2B Content Marketing: 2014 Benchmarks, Budgets and Trends—and the findings are impressive.

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

ViewPoint

We’ll review each tip one at a time—but first, let''s see what they are: Mike Weinberg’s 4 Tips to Power Up Prospecting in 2015: Part 1: Tip #1 Believe it works. Tip 1: You have to BELIEVE prospecting works. These are the folks who conspire to tell you that prospecting doesn’t work. Part 2: Tip #2 Commit to It.

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Do Standardized Sales Processes Really Work Anymore?

ViewPoint

Standardized sales processes are not working well because they no longer align with where buyers are at today or where they may be in the future. In a recent article I wrote, 5 Ways New Buyer Behaviors Are Impacting B2B Sales , I highlighted buyer behaviors that relate to what buyers are now doing and how expectations are changing.

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