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Looking to enhance sales lead performance? Put process before technology.

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a scripted "blast them all" approach) let you truly interact with prospects - and progress the funnel. When it comes time to exploring how you can increase lead generation ROI, that is, produce better leads more cost effectively, move "technology" to the bottom your to-do list. Technology is great at automating best practices, but you have to have them in place first. So start by engineering your processes to focus on lead quality not quantity.

To Manage Sales You Must Manage Sales Leads

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These programs also provide intelligence based on millions of sales leads and billions of sales interactions to help the sales rep know early on if the person is a likely buyer. “Why,” I was asked, “must you manage sales leads in order to manage sales?

Trending Sources

PowerOpinions: Making Lead Scoring a Success Part 1 [Expert Advice]

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I have no decision making authority, but I get a high lead score because I am on your website a lot and interact with your content, sometimes I even engage in conversation with your sales team. Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales.

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

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Ardath Albee, Marketing Interactions : I think it will take a while for marketers to develop the skills they need to pull it [ABM] off.

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

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I am hopeful the recent buyer interaction findings from SiriusDecisions’ 2015 B2B Buyer Study give marketing and sales leadership a legitimate reason to step back and assess their entire lead-to-revenue process.

Three “Lies” That Plague B2B Businesses Today (Part One of Three)

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The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their answers. Dave Brock, Partners in EXCELLENCE , President. Deb Calvert, People First Productivity Solutions , President.

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

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When a buyer interacts with marketing, they are generally at a less evolved stage.

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #6: Nurturing Triples Marketing’s Return

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In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages. Lead nurturing triples marketing's ROI, but only if done properly. I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal.

How the CEO Can Enhance Sales, Marketing, and the Executive Branch

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In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages. Someone once told me that CEOs don’t care about leads. They only care about revenue.

4 Revenue Sources Most ROI Calculators Miss (Part 1 of 2)

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In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages. This is Part One of a two-part blog about how organizations with a complex sales process can improve accuracy in lead/revenue projections.

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Lead Generation Lies That are Wreaking Havoc with Your Sales

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Here’s what they had to say: Ardath Albee | Marketing Interactions. Wouldn’t it make more sense to respect the interaction? Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. 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. Write it and they will come.

Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts

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Today''s digitally raised generation are quickly becoming the customers and sales reps we interact with every day. Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space.

Power Opinions - Experts Select Top Three Social Media Tools

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There is nothing so engaging on social as having a brand—in the form of an actual person—interact with you as a customer.” ( Ginger Conlon, DMNews ). "It''s We have had over 30 PowerViews interviews in the past year and I thought it would be fun to ask our PowerViews alumni a question about social media. The question was: What are the top three social media tools (ranked in order) and why?

Lead Nurturing: Triple Your Marketing Return

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In fact, buyers perceive value in interacting with sales at every stage of the buying process—even the early stages. Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results.

PowerViews with Michael Brenner: The Battle for Customer Attention

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The next PowerViews will be with Ardath Albee of Marketing Interactions, Inc. My guest today is Michael Brenner, Vice President of Marketing and Content Strategy at SAP and Managing Editor for the SAP Business Innovation site.

BANT is Bunk, BS and Irrelevant - per Ardath Albee

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Company: “Even if your contact is interactive, interested and highly engaged, if the company isn’t a good fit and won’t likely buy from you then you’re wasting your time, no matter how great the lead score is.”. I really liked Ardath Albee’s blog on July 9, 2013— Why BANT is Bunk for Today’s B2B Buyer and not just because I agree with most of what she says. The blog is painfully honest, insightful and substantiated by facts.

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PowerViews with Ardath Albee: Sales Reps Need to Get ‘Content CliffsNotes’

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In recent years, many sales reps have focused on getting new business, overlooking the importance of retaining the clients you already have, says my latest guest on PowerViews, Ardath Albee, a B2B marketing strategist and chief executive officer of Marketing Interactions Inc.

Marketing and Sales: Done Well (2015) Do Better (2016) - Part 3 of 3

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The panelists include: Ardath Albee – Marketing Interactions. Every interaction with them will be well thought out and deliver value. This is the third in a series of three blogs about what experts feel companies did well in 2015 and what they would do better in 2016.

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

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It is expected that 85% of buyer-seller interactions will happen online through social media and video. Virtual interactions will replace face-to-face field visits. 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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B2B Lead Gen: Can you do it cheaper and better inside?

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Because a phone conversation efficiently replicates face-to-face sales activities, these one-on-one flowing and probing interactions are the most effective method to validate the quality of a lead.

Good Reads for B2B Marketing - Protect Your Online Reputation

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That means showing some appreciation and acknowledgement of past interactions, and not straying away from the customer''s area of interest. Online content in the sales and marketing industries is dynamic and constantly changing.

PowerViews with Nick Stein: The Role of Games in the Sales Office

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Buyers are increasingly savvy and willing to shop around, and salespeople have to recognize how the landscape has changed and how the interaction with potential customers continues to evolve. Mobile and social technologies have radically changed the way people buy.

Good Reads for B2B Marketing - Advantages of LinkedIn in B2B Marketing

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Everyone at a company has a role to play in a brand's social media marketing efforts, since you never know whose network will turn out to have a profitable contact in it, executives from Salesforce.com, Cisco Systems and Xerox said at South by Southwest Interactive.

3 Things We've Learned After Years of LinkedIn Group Spam (and what to do now)

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So ask yourself: “What process can I set up to teach people in my LinkedIn Group a better way to interact?”. Reveal answers in ways that create cravings for more of what we have to share (provoke interaction that creates discussion outside of LinkedIn!). Today's guest blogger is Jeff Molander.

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Culture Always Wins: Closing the Cross-Cultural Sale

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Unless both parties approach the interaction with greater awareness—and a willingness to surface their underlying assumptions—the relationship is bound to suffer. Today's guest blogger is Dan Armstrong , Director of Research and Thought Leadership at ITSMA. Your leads may be perfect. They may have the budget and the authority to buy. They may need what you’ve got. They may be ready to purchase. But there’s one problem: They’re on the other side of the world.

Are We Playing Hunger Games? Key Questions Confronting Inside Sales

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But it gets worse: Volume-driven sales behavior may actually prove deeply detrimental in terms of brand image and perception—leading to irritating interruptions at a time when the tools and resources available to us can support increasingly intelligent interactions. Britton Manasco is a principal with Manasco Marketing Partners. His new firm, which specializes in strategic positioning and provocative sales messaging, is called Visible Impact.

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PowerViews with Craig Rosenberg: Growth Hacks & Consumerized B2B Software

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He cites the work of Nick Panayi, Director of Global Brand and Digital Marketing at the large consulting firm, CSC, and how he has created a culture of content marketing: sharing, lead nurturing, and a highly interactive site that’s hugely social and building content on a by-the-second basis.

PowerViews with Bob Kelly: Redesigning Sales Process Basics

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He notes that social media and mobile technology are related and are of particular interest in terms of management practice, adding, “Those are really changing the way managers are interacting with salespeople.”.

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

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They just would not be able to understand our customers’ complex business challenges or handle direct interactions as well as we do.” At first glance, the idea of outsourcing strategic account management may seem absurd.

4 Things to Consider Before You Buy Marketing Automation

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They will spend significant time reviewing the process, analyzing metrics, monitoring technology use, and interacting and communicating with the various stakeholders.

Meaningful Engagement Yields Revenue from Online Lead Generation

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The winners are those who can put themselves in the shoes of their prospects, understand their pains or ambitions and create a compelling, interactive story using a compilation of assets and media to tell that story over the course of the marketing and sales cycle. And, marketing creates a number of other vehicles—the written word, audio, video, social/community interactions, mathematical models, etc.—to

Who is teaching the CMO how to sell?

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New buyer behavior, new ways to digitally interact and a keen quest for revenue ensure this role stays in place and may even expand. 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.

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

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In the future, your website will be a destination providing relevant information that will unlock new marketing opportunities by allowing prospects to self-educate through organic, online sharing and interaction. They go on to say that online interactions that morph into a sales pitch are likely to send all but the latest-stage leads running in the other direction.

PowerViews with Bob Thompson: Evolving from RPM 1.0 to RPM 2.0

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It’s about how do we make the experience that customers have when they interact with our prospecting process in marketing and sales such that even if they don’t buy, they believe it was a good experience. My guest today is Bob Thompson.

PowerViews with Jill Konrath: Changing Buyers Require Retooled Sales Reps

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She notes that most prospects buy based on relationships and interactions they have with salespeople, and questions used to evaluate these relationships include the following: Are they adding value or not adding value? My guest today is Jill Konrath.

PowerViews with Ginger Conlon: Trustability & Your Customer's Voice

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Then develop a strategic approach that is grounded in that understanding and how your customers prefer to interact with you. Taking the time to learn about customers by listening in on their social interactions and understand their web behaviors will help determine where to invest.

PowerViews with Ann Handley: First, Get Your Strategy, Messaging & Story Right

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” She also notes a challenge for marketers is how these interactions are measured and quantified as a step in the process. Today's guest is Ann Handley, Chief Content Officer at MarketingProfs and co-author of Content Rules. She also writes the MarketingProfs "Daily Fix" blog.

PowerViews with Rich Vancil: Marketing Ops, Sales Ops & Mashups

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Click to start video at this point — Asked about recent research reporting 84% of buyers use social media to monitor trends and stay connected, but only 18% use it to interact with vendors and make purchase decisions, Rich comments that he is hearing good B2B use cases based on listening.

PowerViews with Paul Gillin: Social Media – Pick Your Spots & Focus

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” He challenges marketers to move from thinking in terms of one-to-one interactions (like with email) to one-to-many interactions and how they can take content created every day and share it with people on a global basis.

PowerViews with Trip Kucera: Best Practices & Surprising Trends

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What does matter is that content is relevant, valuable and interesting; that it makes sense; and that the interaction is a positive one for all concerned. My guest today for this third PowerViews interview is Trip Kucera, Senior Research Analyst at Aberdeen Group.