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Top B2B Marketing Blogs: Key Ingredients

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What makes up the perfect B2B marketing blog? First let’s establish that there are marketing blogs—and then there are B2B marketing blogs. B2B Marketing Guest Blogs

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Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation

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See this blog for more about lists and testing PRIOR to using the list for marketing.). Based on my experience over the past almost 30-years it seems that everyone has been burned by outsourced lead generation. Often multiple times. And, at lot of times executives will say “I tried it and it didn’t work.” Many will acknowledge that the failure(s) were partially their fault. Candidly, when this kind of partnership doesn’t work it is the client’s fault in many situations, but not always.

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Dear CEO: The Era of Accountability Starts in 2017

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This cartoon was sent to me in response to a blog I wrote a couple of weeks ago. (Photo Courtesy of Kenny Madden). I just love the simplicity of it; not to mention that it absolutely captures what is wrong with marketing in many if not most companies today.

To Manage Sales You Must Manage Sales Leads

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Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. “Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”.

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #1: Should you leave a Voicemail?

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For information about what to say, how many voicemails to leave and recommended cadence – reach out to me through this blog. Should you leave a voicemail?

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Is AI impacting Inside Sales Rep Revenue? Mike Plante of InsideSales Says it Is.

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Sales Process B2B Sales Guest BlogsWhy it’s Important: “The companies that lag behind in adopting new ways of selling and marketing are slated for the trash heaps of failed businesses.”. At the Funnel Media Group we believe that AI is the future of sales and marketing operations. Because of this, CRM Radio and the sister program SLMA Radio, have been interviewing executives on the subjects of the marketing and sales uses of Artificial Intelligence.

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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #4: How Much Should Leads Cost?

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While doing research for this blog I found one study that was quoted frequently stating that technology leads cost $51 – $100. He prefers and will soon blog about what he calls “the acceptable acquisition cost”. How much should a lead cost?

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The Quest for Good Leads: Are You Asking the Right Questions?

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Mike Damphousse, founder, CEO and CMO of Green Leads and author of Smashmouth B2B Blog: Sales & Marketing Demand Gen places the focus on value: 1) The value of the inbound versus outbound lead; and 2) how far those leads are in the pipeline against the amount invested.

Expert Panel’s Feedback on Our Lead to Revenue Calculator

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Note from Dan: In this blog I explain why I feel it is important to break out nurture leads as so often the value of nurturing is ignored. Go to this blog to read more. During the last week of December I asked a panel of experts for feedback on our Leads to Revenue Calculator.

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7 Truths About Sales and Marketing (That CEOs Need to Know - Part 1)

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Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series. I’ll cover each of these 7 Truths in subsequent blogs.

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

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Naturally, I followed up to “meet” Mike via email and asked him if I could share his tips with my blog audience. Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. Anthony Iannarino (along with Jeb Blount).

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]

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The remaining four stand-alone blogs will follow. According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months.

Are You Building a Company or Just Laying “Marketing Brick”?

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Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. There’s a quote by Charles M. Schwab that goes like this: Three men were laying brick. The first was asked: "What are you doing?"

When Bad Things Happen to Good Leads - Part 1

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But that’s not what this blog is about. There will be a ton of ink (and cyber ink) dedicated to lead nurturing this year. Most of it will be about using marketing automation to nurture leads. In and of itself, marketing automation is not a bad thing.

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)

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There were some terrific responses and I’ll share them over the course of two blogs. He had written a blog on this very topic and was so gracious as to allow me to pull from it. This year I've been talking a lot about Nurturing.

4 Things a CMO Should Do to Build Their Marketing Dream Team (Part One)

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Stay tuned for part two of this blog where we will talk about Smarketing (marketing’s “12 th man”) and the crucial role culture plays in any successful team. In a recent interview, I sat down with Matt Heinz to pick his brain.

The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click

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Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Matt Heinz, president of Heinz Marketing, says in his blog : “Inbound marketing can be both highly effective and highly inefficient.

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PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]

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So, we compiled the experts' responses and wrote three blogs that summarize what they have to say. In the next blog in this series, you’ll hear from the following experts: Matt Heinz talks about how easy yet dangerous it is to stick with the status quo.

Insights on Outbound Conference in Atlanta

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She gave the example of one blog post that had tens of thousands of readers but produced no business, another post had 17 readers and resulted in revenue for her business.). On April 13, 2017, I attended the #OutBound conference in Atlanta, GA. Remarkably, despite the road destruction in downtown Atlanta, everyone got there on time – about 400 attendees. The event was held at the Hotel Intercontinental in Buckhead and Cirrus Insight did a great job as a sponsor.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]

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There was so much great feedback I’ve divided the responses into a five-part blog series. As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter.

Status quo, you know, is Latin for 'the mess we're in.'

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Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. This title is a quote from Ronald Reagan.

The sales rep said, “I never got a lead yet that turned into a sale.”

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Today's blog was submitted by James Obermayer. I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. Forty salespeople were in the room; I was last on the program.

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Does Your Sales Team Know How to Follow-Up on a Lead?

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In the last blog in this series we discussed lead nurturing , and how an advanced lead generation program that includes nurturing can triple your sales. My friend Matt Heinz authored an excellent blog entitled Six Rules for More Effective Sales Lead Follow-up that can be found here.

The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How

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Today's blog was submitted by Pam Hege. In part one , I provided insight into the why and what of a lead-to-revenue assessment. I challenged marketing and sales leadership involved in 2016 planning to pause and consider conducting the assessment before making any decisions for next year.

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Marketing Automation is Not Marketing Strategy

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We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation. Today''s blog was written by Ruth P.

Dead is Dead! (At Least in Sales and Marketing)

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I wrote another blog about this concept that you can find in Top Sales World’s magazine here. Have you noticed how many things are dead these days? Cold calling is dead. Outbound marketing is dead. Many say that even marketing as a whole is dead.

How Much Do Your Leads Cost?

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In the last blog in this series we discussed the need for marketing to be more accountable for driving revenue. The next blog in this series introduces the Judicial Branch—the best way to eliminate finger pointing between marketing and sales, and keep leads from being ignored by the field.

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Follow the Money: The Primary Responsibility for CMOs

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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).

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Most Market Share Battles Are Lost, Not Won

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Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting.

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Seven Ideas to Increase Sales (Reading time: Five minutes or Less)

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Go to this blog to see why this is happening and what to do about it. There isn't a senior executive at any company across the globe that doesn't want more sales. The trouble is, not every company truly understands what it takes to generate that additional revenue. Here are some best practices involved with increasing sales: Lead generation, lead qualification, lead nurturing: For every dollar you have closed, you have left two dollars on the table.

5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing

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In January I wrote the blog: How to Diagnose if Inbounditis is Killing Your Sales Pipeline , which was published by DemandGen Report.

3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)

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In this blog we'll tackle #3: How to appropriately follow up on a lead. The term "Hail Mary" has become generalized to refer to any last-ditch effort with little chance of success. The origins of the phrase date back to October 28, 1922, during a game between Notre Dame and Georgia Tech.

True Marketing Operations: It’s time.

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B2B Marketing Marketing Strategy Guest Blogs My best right hand man in a large sales organization was the sales operations manager.

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What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer

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A couple of years ago I wrote a blog for Salesforce.com about lead definition. Brian’s blog continues: “ULD doesn’t need to be complex. The next blog in this series covers how to drive revenue from all sources: inbound, nurture and proactive outbound. How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know.

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What Percentage of Marketing Leads Should Be Accepted by Sales?

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According to Terry Flaherty, Senior Research Director, Demand Creation Strategies at SiriusDecisions in this blog, “Measuring the Impact of Successful Sales Handoffs” : “Organizations with a formal SAL stage in their lead management process generate 9.3 The biggest disconnect between marketing and sales is the hand-off of marketing qualified leads (MQL’s) to sales and the acceptance of those leads (SAL’s) by sales.

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PowerViews with Matt Heinz: The Quality of Marketing Leads is Abysmal

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They have more than 1,600 original blog posts on their site — a new post seven days a week — and this content drives traffic from Google and from social media. Who has control over when a sale is complete? Is it the salesperson? The marketing team? The client? Every situation is unique.

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PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]

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We asked this to top industry experts, then compiled their responses and wrote three blogs summarizing what they have to say.

4 Revenue Sources Most ROI Calculators Miss (Part 2 of 2)

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Run the numbers for your company using the downloadable calculator (note that it is the same as the model in this blog but it will calculate based on your input.)

My Favorite 'John Wayne' Thoughts for Marketers and Salespeople

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Today''s blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. I’m sure each of you has your favorite John Wayne movie quote.

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PowerViews with Dave Stein: Hire the Right Salespeople

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Blog: www.esresearch.com/blog. More than one in five salespeople don’t have the qualities to succeed in the field.

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