ViewPoint

AUGUST 21, 2014

Initially I did not care much for the title, much less the sub-heading, as I suspect the number of people motivated by “screwing their clients” is hardly anything to write home about. So, while I started the book with a lot of skepticism, to my surprise, I actually ended up really liking it.

Sample 120

Sample Process Marketing 120

ViewPoint

AUGUST 14, 2014

On the dust cover, John writes: “Most people already know that the days of knocking on doors and hard selling are over. Recently I read Duct Tape Selling: Think Like a Marketer—Sell Like a Superstar, by John Jantsch, and was impressed with both the quantity AND quality of new information it contained.

B2B Sales 120

B2B Sales Impressions Trust Marketing B2B Marketing 120

ViewPoint

APRIL 18, 2013

Still, companies such as GE and Novartis have used various techniques to improve sales outcomes, write Zoltners, Sinha and Lorimer. Via Harvard Business Review online/HBR Blog Network. Three Ways CRM Integration Creates Alignment and Drives Sales.

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

OCTOBER 16, 2012

I could not write fast enough. Wow, I couldn’t write fast enough. Little did I know that she would launch into a stream-of-consciousness, pre-Christmas/New Year’s/birthday gift list that she had apparently been holding back to regurgitate at just the right moment. It was awesome. But how about you add to this list?

Trade Show 120

Trade Show Sales Qualified Leads Forecasting CRM 120

ViewPoint

APRIL 3, 2012

He concludes one chapter by writing: “… heroes, mensches, and simply likable and trustworthy people are enchanting, and if you want to enchant others, you need to aspire to these attributes, too. Another thing I like about Guy is that he uses as many commas in his writing as I do!

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Conference Impressions Order Personalization 120

ViewPoint

NOVEMBER 16, 2017

Jim is a published author, and enjoys writing, spending time with his daughters and grandchildren, and ballroom dancing with his wife. Jim Hall joined PointClear in 2014 with over 20 years of experience in consulting, sales, and business growth.

Lead Generation 120

Lead Generation PointClear Sales Leads Lead Ranking 120

ViewPoint

MARCH 1, 2016

Revenue projected from the “write content and they will come” mentality is overestimated. Many of the tools are designed to determine how much revenue an organization needs and where that revenue came from. However, that is overly simplistic and lacks critically important metrics. The real potential of lead nurturing is ignored.

ROI 159

ROI Lead Ranking Marketing Qualified Leads MQL 159

ViewPoint

JUNE 7, 2016

In another blog post , SiriusDecisions’ Jay Gaines (vice president and group director, demand) writes that getting sales to accept a lead (thereby terming the lead a sales-accepted lead, or SAL) is the most important (and most overlooked) step in the demand creation process. For various reasons, sales often won’t accept the lead.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

APRIL 2, 2013

Don't confuse this with only pushing your own agenda, but rather contributing a distinct point of view," Mitchell writes. For B2B Marketing, Email Should be Personalized and Targeted.

B2B Marketing 120

B2B Marketing Linkedin PointClear Marketing Automation Services 120

ViewPoint

FEBRUARY 8, 2016

Storytellers must be able to write with the intention of driving results from their target audience. Matt differentiates between copywriters, content creation, and product planners and reminds us that customers are human, and they react very well to messages with emotion.

CMO 168

CMO Planning Storytelling Ad Building 168

ViewPoint

MAY 9, 2013

Mobile-optimized landing pages are essential to taking advantage of the trend toward fewer desktops and more smartphones and tablets, Abraham Nord writes. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Via Marketing Land.

PointClear 120

PointClear B2B Marketing BtoB B2B 120

ViewPoint

APRIL 26, 2013

Marketers can—and should—grow their e-mail lists organically, Mike Hotz writes. Most marketers (60%) report that they are not fully satisfied (neutral or dissatisfied) with their current efforts to differentiate on brand. Via MarketingProfs. 5 Tactics to Grow Your Email List.

BtoB 120

BtoB PointClear B2B Marketing Lead Ranking 120

ViewPoint

JUNE 24, 2016

He proposed we join forces to write a book that revealed what we’ve learned through our own experiences, and through the wisdom, insights, and concerns of the customers we’ve consulted with and interviewed over the course of our careers. When Dave closed the doors of ESR, Steve saw an opportunity and seized it.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

ViewPoint

OCTOBER 29, 2013

If you write a column that purports to contain the Rosetta Stone of 21 st century marketing, you can’t just sit back and wait for the traffic to flow into your site. You need to steer people to it.

Ideal Customer Profiles 120

Ideal Customer Profiles Cold Calling Fulfillment Linkedin 120

ViewPoint

OCTOBER 1, 2013

Ardath, who has more than 28 years of marketing and sales experience, discussed how important writing and storytelling has been to her success. Below are some salient takeouts from our conversation, which can be viewed in its entirety here. A Move Toward Customer Retention.

Content 120

Content Storytelling B2B Sales Linkedin 120

ViewPoint

NOVEMBER 12, 2013

Consequently they’ve been spending more time writing about topics that they think will appeal to larger organizations. By looking at their incoming traffic reports, Matt and his team know which big companies are visiting their site and downloading their content. It’s about knowing your audience and adapting to their needs.

Paid Search Agency 120

Paid Search Agency Marketing Leads Leads Lead 120

ViewPoint

FEBRUARY 4, 2014

Then go back to the drawing (writing?) I like this approach, because it tests various types of content for effectiveness. Lesson learned: Don’t depend on your chief writer to tell you which piece of content works best. Test it, and prove it! board and start again. Don’t worry about buzz words, like “Big Data.”

Multivariate analysis 120

Multivariate analysis Top of Funnel Content Marketing BtoB 120

ViewPoint

NOVEMBER 29, 2011

As much as I enjoyed writing the book, it’s been even more rewarding to see and hear about its impact. The book discusses both best practice strategic approaches and specific tactics to correctly target markets, qualify sales-ready opportunities and nurture long-term leads.

Peer-to-peer 120

Peer-to-peer Lead Ranking Paid Search Agency Sales Qualified Leads 120

ViewPoint

JULY 26, 2018

Jane and George know that the deep multi-use reach of podcasting will establish the thought leadership they desire without spending hundreds of thousands of dollars on research or years on writing a book. Instead, podcasting can create a position of thought-leadership in months. Testimonials.

Thought Leadership 120

Thought Leadership PointClear Case Studies Budget Programs 120

ViewPoint

APRIL 19, 2017

Mark Hunter – Mark said: “After 10+ years of working with companies and salespeople through my consulting work, I felt it was time to write my first book, " High-Profit Selling: Win the Sale Without Compromising on Price ", which released in 2012,” he shared with the group. Now my second book, " High-Profit Prospecting ", is available.

Conference 149

Conference PointClear Cold Calling Work Management 149

ViewPoint

NOVEMBER 10, 2011

We’ll miss you Andy, but your writing, questions and grumblings brightened our days. The formula for winning is easy. Just don’t pass up an opportunity when it presents itself. It’s amazing how Andy hit the mark for us and so many others. And for those who make the effort his many books read as fresh as when he wrote them.

Sales Leads 120

Sales Leads Sales Qualified Leads Leads Lead 120

ViewPoint

OCTOBER 9, 2012

In this whitepaper (eight pages, three steps to fixing wasted lead generation in your company, no form) I write about a client that buys “leads” for $23.15. Sending marketing leads to sales without pre-qualification and expecting them to follow-up on them is like me wanting to look like George Clooney — it ain’t going to happen.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Cost Lead Ranking 120

ViewPoint

APRIL 25, 2011

Maybe over time, using a combination of in-house and outsourced writers, or learning how to improve their own writing capabilities. Let’s talk about why it’s important to develop writing skills. The need for content is not going to wane.

Lead Gen 120

Lead Gen Emarketing Lead Ranking Lead Scoring 120

ViewPoint

JANUARY 9, 2014

Write it and they will come. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Voicemails are a waste of time. Outbound calling is interruption marketing. Automated systems accurately score (prioritize) leads. Give up after 1 – 2 calls.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

MARCH 1, 2012

As I was writing this post, I came across a blog with a painful recounting of an implementation that went awry for reasons that included exactly what Carlos discusses. This way that Carlos puts marketing automation in perspective—as an enabler rather than a Holy Grail technology solution—is a critically important takeaway.

Demand Generation 120

Demand Generation Work Management Marketing Management Lead Management 120

ViewPoint

JUNE 20, 2011

Over at The Sales Blog, I write about dream clients. We are honored to have Anthony Iannarino as a guest blogger this month. Anthony is President and CSO of SOLUTIONS Staffing , Director of B2B Sales Coach & Consultancy , and author of The Sales Blog.

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Blogger B2B Sales Consulting Positioning 120

ViewPoint

MARCH 17, 2015

In it he writes: “Trust me. I like Mike’s sales story advice a lot. He quotes Charles Revson, founder of Revlon, who said: “We don’t sell cosmetics, we sell hope.”. My favorite chapter is Chapter 9: Your Friend the Phone. But it isn’t….

Cold Calling 120

Cold Calling B2B Sales Inbound Marketing Marketing Prospects 120

ViewPoint

APRIL 1, 2015

Really, who writes this stuff? You''ve been working on your own communication skills, and frankly, it’s about damn time everyone else did too. Virgo (August 22 - September 23): Like a butterfly, in the first half of the year you break the cocoon and in the second half you emerge from it.

Cold Calling 120

Cold Calling Lead Ranking Lead Scoring Sales Qualified Leads 120

ViewPoint

SEPTEMBER 20, 2012

Not everybody can write, but there are ways to provide content to other people who are writing like input into articles and white papers. He also suggests that more sales reps blog, adding, “I know that’s a controversial idea. It takes time, and it’s not for everybody.

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Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

FEBRUARY 26, 2013

At the very least, salespeople can write that extra sentence—the personal one—in their emails. Although webcams and smartphone apps that show your face to the caller may seem clunky and embarrassing, they do bring us a step closer to face-to-face communication. Cross-cultural leads are harder to close.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120

ViewPoint

JANUARY 12, 2012

“We’re on track for a great quarter in lead generation,” she writes. (“That’s not our role,” said the marketing manager.). Meanwhile, in the marketing department, Jennifer is completing her monthly report. And in spite of higher ad rates, we continue to keep our cost-per-lead under $100!

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Ranking Lead Scoring 120

ViewPoint

DECEMBER 18, 2012

In addition, he is author of The Sales Blog , where he writes about sales and selling, sales management, the sales process, and what it takes to succeed. Anthony is also the Managing Director of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting company.

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Lead Ranking Work Management Business Marketing Management 120

ViewPoint

MARCH 22, 2011

According to Kevin Randall, writing in It's a Fact: Strong Brands Drive B2B Markets , brands matter (in part) because they "tap into emotional drivers.". But time and time again, studies find that industry leaders and the truly great brands balance inside-out ("what's in it for me?") with outside-in ("how can I serve you better").

Lead Ranking 120

Lead Ranking Lead Scoring Work Management Marketing Management 120

ViewPoint

JULY 12, 2012

She also writes the MarketingProfs "Daily Fix" blog. Today's guest is Ann Handley, Chief Content Officer at MarketingProfs and co-author of Content Rules. Her focus is on the conceptualization, development, and management of content for both B2B and consumer publications, particularly for the Web.

Marketing & Strategy 120

Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 120

ViewPoint

SEPTEMBER 27, 2012

The significant shift is that it is no longer just marketing writers writing marketing copy. Social Media Resources Dave says they are also seeing companies investing in professionals with social media skills—specifically, community managers who manage customer communities and customer forums that can be both online and offline.

Organization 120

Organization Work Management Marketing Management Marketing Budget 120

ViewPoint

MAY 10, 2012

Click to start video at this point — Asked about advice for marketers, Christopher encourages learning and participation: “I would advise marketers to get involved more—to blog more, to attend conferences, and to write columns for BtoB Magazine.” Another great benefit: “You get feedback from your colleagues.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 10, 2012

Click to start video at this point — Asked about advice for marketers, Chris encourages learning and participation: “I would advise marketers to get involved more—to blog more, to attend conferences, and to write columns for BtoB Magazine.” Another great benefit: “You get feedback from your colleagues.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120