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Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 3]

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I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies.

PowerViews with Chad Burmeister: Sales is More Scientific Nowadays

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Chad was voted Top 25 Most Influential Inside Sales Professionals by the American Association of Inside Sales Professionals 4 years in a row—2010, 2011, 2012, and 2013. Field sales is flat while inside sales is up 20 percent in the last few years.

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Youth, Lead Quality, Social Selling, Inside Sales and Outbound Marketing

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Chad Burmeister, Vice President of Corporate Sales at ConnectandSell Chad was voted Top 25 Most Influential Inside Sales Professionals by the American Association of Inside Sales Professionals 4 years in a row—2010, 2011, 2012, and 2013. Each quarter I review my recent PowerViews shows and select one outstanding talking point from each expert (five this past quarter) who joined me. Their comments will surprise and enlighten you. The interviews are available on our blog and YouTube channel.

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10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015

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A whopping 40% of the companies that were at the top of the Fortune 500 list in 2000 were no longer even on that list as of 2010. Josiane Feigon is President of TeleSmart Communications and author of the business bestseller, Smart Selling on the Phone and Online. To read an excerpt from her latest book, Smart Sales Manager , click here. To listen to a webinar on this topic, click here.

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Internet Radio - Its Time Arrived Several Years Ago!

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SLMA Radio - Since 2010. That brings us to what the Sales Lead Management Association started 28 months ago in August of 2010 with its first interviews of Dan McDade of PointClear and Phil Fernandez of Marketo. 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.

Are You A Player?

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We're pleased to have a new guest blogger with this post. James Obermayer is Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. He can be reached at JObermayer@salesleadmgmtassn.com. The coach gave his pep talk and the team was ready to take the track. One of the players hung back and was quiet. The coach asked, ‘What’s wrong Jim? Why are you down?”

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PowerViews with Dave Munn: The Transformed Marketing Organization

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and notes how transformation has been driven by marketing budgets reaching new lows in 2009 and 2010: “Marketing, rather than just trying to do more with less, had to do something differently and had to transform.”.

Sales & Marketing Unaligned? The CEO Owns the Fix

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Outsourcing Lead Generation: A CMO’s Perspective

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In 2010, Karen was one of CRN’s "Power 100: The Most Powerful Women of the Channel," and CenterBeam was recognized in 2009 as one of five finalists for the Marketing Department of the Year award by the American Business Awards.

Two Encouraging Lead Generation Trends in July 2010 Report

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Highlights from Day One—SiriusDecisions Summit 2010 (Scottsdale, AZ)

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The 5 Top Media for Cold Prospecting

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The DMA’s 2010 Response Rate Report reported a healthy 1.68% response rate to B-to-B prospecting letter mail and 2.18% to its cheaper cousin, postcard mail.

Lead Generation Best Practices: Summarizing the 7-Part Series

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Just for a moment, let’s revisit the GAO’s definition of best practices described in the introduction to the series: “Best practices are the processes, practices, and systems identified in public and private organizations that performed exceptionally well and are widely recognized as improving an organization's performance and efficiency in specific areas.”

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Lead Generation Best Practices Part 7: Measure Beyond Cost-Per-Lead

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Conventional wisdom—that something called a “lead” can and should be had at consistently lower price points where it will still deliver value—is at the root of a host of sales and marketing problems and deserves a closer look. The value of a lower cost-per-lead approach may have merit early in the funnel where inbound marketing and marketing automation can be helpful in moving large numbers of sales prospects to raise their hands and express interest.

Lead Generation Best Practices Part 6: Fewer Leads Are Better

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There is a counter-intuitive relationship between lead volume and sales performance. With sales organizations facing lower numbers, it seems logical to turn to volume lead generation to fill their pipelines with more and more sales leads in hopes that some will turn into sales. After all, shouldn't more leads deliver more opportunities? In reality, just the opposite often turns out to be true.

Lead Generation Best Practices Part 5: Multiply Touches/Media/Cycles

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Results multiply when lead nurturing strategies multiply. Successfully engaging prospects depends on a mix of tactics to maintain positive awareness of your offering until it’s time to buy. The resources and methodologies needed to address these requirements include a smart mix of three core processes : Multi-touch : Frequency matters. From initial engagement to lead qualification and through long-term nurturing, frequent and systematic touches are essential.

Lead Generation Best Practices Part 4: Dedicate Qualifying Resources

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Tailwinds for Marketing Automation Software

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Lead Generation Best Practices Part 3: When to Use Outbound vs Inbound

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Sales 2.0 Wrap-up - Live from The Four Seasons, San Francisco

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Lead Generation Best Practices Part 2: Segment & Test Your Market

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Interview with B2B Sales Leader Jill Konrath

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Lead Generation Best Practices Part 1: Agree on Lead Definition

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Lead Generation Best Practices: Introducing the 7-Part Series

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Sales Lead Management Week Oct 10-16: Educating on Best Practices

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Day #2 Pardot User's Conference—Multiplying Results at Every.

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Day #1: Pardot Users Conference—Lead Management Live from the ATL

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Sales & Marketing Unaligned? One Party Owns the Fix—But Not The CEO

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Sales & Marketing Unaligned? Sales & Marketing Own the Fix Together

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Sales and Marketing Unite! Really.

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90% of B2C Brand Conversations Happen Offline. True for B2B, Too?

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Don't Thwart Your Lead Generation Efforts—Ask the Next Best Question

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There's Gold In Them Thar Databases!

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Sales & Marketing Still Not Aligned? Who Owns the Fix?

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Two Sales Best Practices: Prospecting Plans & Customer Is King

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Translating Marketing's Idea of a Lead Into Sales' Idea of a Lead

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Uncovering Revenue Opportunities Hidden in Lead Management Processes

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