2011

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The Power of the Human Voice in Lead Qualification & Lead Nurturing

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In a recent conversation on marketing approaches, friend and colleague Elizabeth Fairleigh, thE Connection , shared an interesting comment: “I was thinking about outbound telephone calls and why they are relevant today.

Andy Rooney on Sales Leads

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James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Andy Rooney, probably the best known commentator of his time, who at 92 years passed too soon on November 4 th , said, “I've learned. that opportunities are never lost; someone will take the ones you miss.” ” How did Andy know so much about sales, marketing and sales leads?

Trending Sources

Metrics to Drive Lead Generation Performance

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Jim Lenskold is President of Lenskold Group and author of Marketing ROI, The Path to Campaign, Customer and Corporate Profitability (McGraw Hill, 2003). Jim has published articles and presented internationally on the topics of marketing ROI, marketing strategies and business growth strategies. Most B2B lead generation marketers are reporting performance metrics to senior executives but the portion also reporting financial contribution metrics are more likely to be outgrowing their competitors.

The R and the I – What’s Engagement Worth?

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Chris Selland is CMO at Terametric , a company focused on maximizing marketing ROI by helping marketers capture and measure all their channel marketing data. Chris is an experienced technology business development & marketing executive, with deep domain expertise in the areas of online and inbound marketing, strategic alliances, demand generation, and corporate development/M&A. Chris originally published this post on November 14, 2011, and it is republished here with his permission.

The Content Marketing Pyramid

The Ultimate Framework To Develop & Execute Your Content Marketing Strategy

Outsourcing Strategic Account Management – What, are you crazy?!

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At first glance, the idea of outsourcing strategic account management may seem absurd. After all, B2B companies usually define strategic accounts as their best customers and prospects based on criteria like potential for revenue, profit and growth.

What I learned at Dreamforce 2011

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Jason Kort is one of the forces behind Marketing Automation Times , a blog dedicated to providing the latest news and information on the world of marketing automation.

4 Things to Consider Before You Buy Marketing Automation

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Jay Hidalgo is the President of The Annuitas Group, a firm that specializes in helping B2B companies develop a process-based approach to lead management. To learn more about The Annuitas Group and their proprietary methodology, the Lead Management Framework™ , go to [link].

Generating Qualified Leads is Number One Issue for New Members of the SLMA

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James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint.

Best Practices for a Marketing Database Cleanse

A framework comprising of best practices to consider and red flags to avoid.

Buckle Up! Sales Reps Share Perceptions of Marketing-Generated Leads

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A new eBook reports on sales rep perceptions of marketing-generated leads, and the findings run from surprising to shocking to downright scary.

Spot 11

7 Hot Email Prospecting Tips

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Jill Konrath is the author of SNAP Selling (#1 Amazon sales book) and Selling to Big Companies , a Fortune "must read" selection. As a frequent speaker at sales conferences, she helps sellers crack into new accounts, speed up sales cycles and win big contracts. For more fresh sales strategies that work actually with today's crazy-busy prospects, visit www.jillkonrath.com. Jill originally published this as a one-page whitepaper, and it is republished here with her permission.

Who is teaching the CMO how to sell?

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Debbie Qaqish is Principal Partner and Chief Revenue Marketing Officer for demand generation agency, The Pedowitz Group. A nationally recognized thought leader and innovator in revenue generation, Qaqish has over 30 years of experience helping organizations connect marketing to revenue. She is a pioneer in marketing automation—first as a beneficiary of the technology and now as an advocate and expert. Her first book, " The Rise of the Revenue Marketer ® ," will be published in 2012.

Meaningful Engagement Yields Revenue from Online Lead Generation

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Rachel Spasser is Vice President of Marketing at Ariba ; the leading provider of collaborative business commerce solutions. Rachel is a global marketing and business development executive with experience growing venture-backed, PE-backed and public companies in the Internet and technology sector. Online lead generation has become a bit like the California Gold Rush.

4 Trends Shaping B2B Marketing in 2011

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Today's guest blogger, Ann Handley, is the Chief Content Officer of MarketingProfs and the co-author of the brand-new book, Content Rules: How to Create Killer Blogs, Podcasts, Videos, Ebooks, Webinars (and More) That Engage Customers and Ignite Your Business. Wiley, 2011). Follwer her on Twitter @marketingprofs.

The AdRoll Guide to Account-Based Marketing

Personalize your marketing to convert your highest-value accounts.

The Top Ten Actions to take from the book: "Social Marketing to the Business Customer"

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I recently read Paul Gillin and Eric Schwartzman’s book: “Social Marketing to the Business Customer” I liked the book (so much so that I wrote an Amazon recommendation) for a number of reasons. First, I like the format. The book is broken down into three sections: Tools, Technology, Tactics. I also liked that it is a very readable book (about 240 pages, lots of statistics, pictures…).

Want to Improve Your Sales? Start Reading.

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Anthony Iannarino is an expert in B2B Sales and Marketing and an Executive Sales Coach and Consultant. Anthony is President and CSO of SOLUTIONS Staffing , Director of B2B Sales Coach & Consultancy , and author of The Sales Blog.

Parallels: Social Manufacturing & Outsourcing Manufacturing Lead Generation

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An interesting post by SoftwareAdvice.com’s Derek Singleton— What Does Social Manufacturing Look Like? —noted the Dreamforce announcement of Salesforce.com’s support for Kenandy , a cloud-based manufacturing solution that incorporates the social tool, Chatter.

The 11th Question to Ask Before Buying a Marketing Automation Solution

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A good read I discovered recently is a post by Lauren Carlson, What Do You Wish You Had Asked Your MA Vendor? , on the Marketing Automation Software Guide blog.

Effective B2B Marketing Content That Will Lead to Sales Growth

Effective marketing content leads to increased sales productivity, more revenue, greater marketing effectiveness and stronger alignment between marketing and sales.

Lead Generation and Appointment Setting—Know When to Pull the Trigger and Outsource

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Ken Murray is a 30 year veteran of the Inside Sales space. He has designed and built inside sales campaigns for numerous Fortune 500 companies. His sales teams have sold over 168,000 products annually and produced north of 700 million dollars in annual sales.

Five Ways B2B Marketers Can Get the Most from Facebook

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T oday we're pleased to have Paul Gillin as our guest blogger. Paul is a speaker, writer and B2B social media strategist. His latest book is Social Marketing to the Business Customer , co-authored with Eric Schwartzman.

The “Keystone” of B2B Corporations isn’t CRM or Marketing Automation

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James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint.

Lead Management: Let’s Formalize this Relationship

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Today's guest blogger, Tony Jaros, is Senior Vice President of Research at SiriusDecisions. As a sales and marketing thought leader with nearly 20 years experience, Tony has led the overall research function at SiriusDecisions since the company's founding in 2001.

Stop Killing Your Content: 3 Reasons Your Content Falls Flat

Each year B2B organizations spend more than $5.2 billion on content creation.

Let the Flamethrowers Throw Flames: Why sales hunters should not be prospecting

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This week's guest blog is co-written by Greg Alexander, Sales CEO of Sales Benchmark Index and John Kearney a Consultant with Sales Benchmark Index focusing on sales force effectiveness and inbound marketing. Hunters are sales people with an instinct for closing deals and acquiring new customers.

Outbound vs. Inbound: The Risk Management Issue in the Complex Sale

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Companies providing complex, high-investment solutions are facing a significant risk management issue in light of Sirius Decisions and others finding that B2B buyers are self-educating and moving through as much as 70% of the sales funnel before connecting with sales.

You’ll never break a horse if you stay sittin on the fence!

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James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint.

New Response Databases - Valuable Resource for B2B Marketers?

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Today we're honored to have guest blogger Ruth Stevens share her thoughts on database marketing. Ruth is Founder of eMarketing Strategy , a consulting practice that assists companies build their customer acquisition and retention strategies.

Customer Success and Marketing Alignment: The Key to Unlocking Customer Advocacy

Most B2B companies say the customer experience is a priority, but their teams are not prepared or coordinated enough to make this a reality.

The Science of Creating Demand, Upon Demand, When Demand is Needed

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James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Not everyone can do it. Not everyone has the talent to do it. But when they do it, they do it exceedingly well.

Prospect Development Program Jumpstarts Manufacturer’s Channel Sales

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How many times have you lost a piece of business because the buyer didn’t know who you were? Probably more often than you’d like. Few companies have the sales and marketing resources to adequately cover their markets.

Revenue Performance Management: Doing For Revenue What ERP Does For Ops?

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In a recent article on Revenue Performance Management in Marketing Automation Software Guide, Lauren Carlson does a nice job of providing a context for the RPM discussion by differentiating it from marketing automation, reviewing the factors motivating its advancement, and raising good questions.

Low-Hanging Fruit, “Operation Bounty” and the Problem with Having Too Many Orchard Crates

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Today we're honored to have guest blogger Nancy Nardin share her thoughts on delivering the 'right' leads to sales. Nancy is Founder and CEO of Smart Selling Tools , a leading online marketplace that helps connect Sales professionals with the right Sales Software vendors.

5 Pillars of Marketing Automation Success

Ensure Your B2B Marketing Clients Get the Best Results

Is Your Web-based Content Driving Away Sales Leads

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Today's guest blogger, Reg Nordman, is the Managing Partner for Rocket Builders , a Vancouver based sales and marketing consultancy for high growth companies. He works with large and small companies such as, Asentus , Maximizer , Sophos , Microsoft Canada , and Research in Motion.

He was in grave danger; there was only one way out

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James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. The farmer trudged across the farm yard late one night and entered the barn.

A Good Laugh from a New Sales Lead Management Cartoon Series

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At your desk and can’t make that physical change in latitude to get a change in attitude? There’s now a virtual destination for a good sales and marketing laugh in the form of the Sales Lead Management Association’s new cartoon series.

B2B Marketers, Analyze This: How Do Prospects Score YOU on Their Experience?

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Today's guest blogger, Bob Thompson, is CEO of CustomerThink Corp. , an independent research and publishing firm focused on customer-centric business management, and Founder/Editor-in-Chief of CustomerThink.com , the world's largest community dedicated to customer-centric business.

Flip My Funnel - Guide To B2B Account Based Marketing

As modern B2B marketers, we have been lucky enough to witness some of the most dramatic shifts in marketing strategies and technologies.