ViewPoint

AUGUST 30, 2012

My guest today is Craig Rosenberg, Vice President, Sales and Marketing and Co-Founder at Focus. He is also author of a popular sales and marketing blog, Funnelholic , where he shares B2B content with an edge. Craig specializes in lead generation, lead qualification, and B2B marketing and sales. You know I love those guys.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

MARCH 3, 2016

For example, we estimate that inbound marketing efforts will produce about 35% of the gap revenue. So, they might look at marketing automation, for example, to score leads and end up being able to send more, poor-quality leads to sales faster than ever before. The Lead/Revenue Assumptions. of them were actually qualified).

Lead Ranking 180

Lead Ranking Sales Qualified Leads ROI Lead Scoring 180

ViewPoint

MARCH 1, 2012

He correctly notes that neither marketing automation nor any technology is capable of delivering effective demand generation strategies and lead management processes. He adds that it can enable and support these two areas by helping with content marketing, lead nurturing, and lead qualification. Not enough of the right content.

Demand Generation 120

Demand Generation Work Management Marketing Management Lead Management 120

ViewPoint

JULY 12, 2012

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. 2012 Challenge: How to Tell Stories, Create Compelling Content and Drive Interest.

Marketing & Strategy 120

Marketing & Strategy Broadcasting Mobile Advertising Inbound Marketing 120

ViewPoint

SEPTEMBER 22, 2015

When you read about ABM you often read about selling to “markets of one.” Matt Heinz, Heinz Marketing : I see ABM as a response to inbound marketing. Inbound is great, but it’s really like waiting for the phone to ring. As with other technologies, automating a bad process just leads to more bad results.

Account Based Marketing 120

Account Based Marketing Lead Generation ABM Lead Scoring 120

ViewPoint

JUNE 10, 2016

Matt Heinz, president of Heinz Marketing, says in his blog : “Inbound marketing can be both highly effective and highly inefficient. If you’re relying on inbound marketing and leads only today, you will soon reach a point at which you can no longer effectively scale your business.

Sales Qualified Leads 120

Sales Qualified Leads Planning Peer-to-peer Work Management 120

ViewPoint

MARCH 27, 2014

While I did not say this during the podcast, the funniest line I have heard in 2014 was in a blog article last month: “For the past five years in a row marketers state that providing sales with high quality leads is their biggest challenge despite otherwise successful marketing efforts.”. Voicemails work.

Social Media 120

Social Media Work Management Marketing Management Media 120

ViewPoint

SEPTEMBER 20, 2012

Inbound Marketing Risk: Reps Relegated to “Super Closing Machine” Role. Click to start video at this point — In response to a question about the continuing debate on the merits of outbound marketing vs. inbound marketing, Bob says they both serve a role. stage which is focused on marketing and sales.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

AUGUST 14, 2012

Our experience is that companies are killing the golden goose by focusing too much time and money on inbound marketing campaigns (and technology) and not enough time and money on outbound marketing and nurture campaigns. So, he killed the goose—opened her up and—well, you can guess the rest of the story….

Lead Generation 120

Lead Generation Sales Qualified Leads PointClear Generation 120

ViewPoint

APRIL 18, 2012

Click to start video at this point —Asked about what marketing trend he’s found surprising in the last year, Trip immediately mentions the focus on and investment in video-based marketing. He adds that this is part of a larger, content-driven marketing trend that includes rich media. I say, ‘yes.’

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

SEPTEMBER 6, 2012

Using Inbound to Get Online Bumps & Support Sales Initiatives. Click to start video at this point — Asked about the debate around outbound marketing vs. inbound marketing, Jill says she mostly recommends investments in inbound marketing because many companies haven’t done nearly the job they could attracting customers this way.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

OCTOBER 2, 2012

He defines this as getting the right marketing content assets to the right seller at the right time in the right place in the right format to move an opportunity forward. He notes that when they survey sellers on a hundred things marketing produces—like a data sheet, a webcast, a white paper, an event, etc.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

JUNE 8, 2012

High Outbound Presence Drives Inbound at the Right Time. Click to start video at this point — In response to a question about the ongoing outbound marketing vs. inbound marketing debate, Ginger notes that companies need both, and balance is the key.

Marketing Automation Services 120

Marketing Automation Services Top of Funnel Paid Search Agency Mobile Marketing 120

ViewPoint

OCTOBER 11, 2012

Click to start video at this point — In response to my question about what he is seeing in the area of marketing and sales alignment, Carlos says alignment is not the core issue: “I think when we focus on how do we align marketing and sales, we’re focusing on a symptom, and not the core challenge.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

FEBRUARY 23, 2018

Is it the name on a list you bought from a content aggregator for $23? Sometimes our outreach supports inbound marketing (because inbound doesn’t work alone in a complex B2B environment), sometimes we’re qualifying and nurturing leads generated at shows, online presentations or other events, and sometimes we managing response.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

MAY 30, 2012

Click to start video at this point — Commenting on the debate between the right outbound/inbound marketing mix, Andrew notes that the dichotomy is a bit hyped: you still need a balance that delivers multiple touches in multiple media.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

ViewPoint

JULY 19, 2012

The Right Marketing Mix: Blended… and Grounded in Buyer Understanding. ” Collaborate on Content that Gives Sales a Valid Reason to Connect. Click to start video at this point — Brian also recommends looking at existing content to determine how it can be used again and extend value.

Lead Gen 120

Lead Gen Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

JULY 26, 2012

Tony is a sales and marketing thought leader with nearly 20 years of experience. He has led the research function at SiriusDecisions for more than 10 years, overseeing the creation of content including demand creation, product marketing, marketing communications, general strategy, sales training, hiring and client service.

Demand 120

Demand Enterprise Management Work Management Marketing Management 120

ViewPoint

OCTOBER 7, 2017

I can’t mediate those in the world of football, but I can weigh in on three areas of argument in our industry that are dramatically impacting sales and marketing spending and results that I feel are important to understand: There are some who say that Inbound/Content marketing is king and Outbound is dead.

B2B Sales 222

B2B Sales Sales Leads Lead Generation Lead Scoring 222

ViewPoint

JULY 21, 2011

In the most straightforward terms, the risk is that letting high-value prospects progress that far without proactive engagement—and instead relying too heavily on inbound marketing and marketing automation to find, nurture, and convert them—can result in losing deals to the competition. High-investment offers.

Sales Management 120

Sales Management Enterprise Management Work Management Marketing Management 120

ViewPoint

MAY 2, 2012

With content being red hot this year, Paul hears a lot from marketers that they don’t have enough content, and he adds that the point of that post is, “You probably have a lot more content than you realize.” Inbound vs. Outbound Marketing.

Social Media 120

Social Media BtoB Media Inbound Marketing 120

ViewPoint

MAY 1, 2012

Visitors to a website who submit forms to download content are not qualified leads. In a previous blog on the power of the human voice in lead qualification and lead nurturing, I looked at eight characteristics that differentiate one-to-one personal contact from inbound marketing media.

Cost per Lead 120

Cost per Lead Lead Ranking Marketing Qualified Leads Lead Generation 120

ViewPoint

APRIL 13, 2012

In essence, marketing is saying, “Work with us, we’re going to withhold the ones that aren’t ready,” and then—over time—marketing will provide sales with more leads worthy of rep time. The importance of inbound and content marketing early in the buying cycle.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120