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

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An effective marketing technologist will be able to explain how certain technologies can impact specific business objectives, like using LinkedIn sponsored posts to expand reach. In a recent interview, I sat down with Matt Heinz to pick his brain.

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

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You can follow her on Twitter @pamhege or find her on LinkedIn. In part one , I provided insight into the why and what of a lead-to-revenue assessment.

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PowerViews with Joanne Black: No Such Thing As “Warm Calling”

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Click to start at this point — I asked Joanne about what goes into a referral, and she said that knowing someone only through LinkedIn—and never having spoken with them over the phone, much less in person—is not the way to get a good referral.

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

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When (notice I said when, not if) you go to LinkedIn for background information, look for recommendations made by your contact’s peers. The term "Hail Mary" has become generalized to refer to any last-ditch effort with little chance of success.

PowerViews with Koka Sexton: How to Leverage Social Media

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That’s quickly changing, says my latest guest on PowerViews, Koka Sexton, LinkedIn’s senior manager of social marketing. Click to start video at this point —Koka told me that when he first signed up for LinkedIn, social selling didn’t even have a name. LinkedIn is more buttoned up.

The Why, What & How of a Lead-to-Revenue Assessment, Part 1 - The Why & What

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You can follow her on Twitter @pamhege or find her on LinkedIn. In today’s B2B companies, marketing and sales alignment is critical to success.

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Lead Generation Lies That are Wreaking Havoc with Your Sales

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When B2B marketers use social channels like LinkedIn and Twitter to showcase thought leadership they create an opportunity to gain credibility with key decision makers and potentially take relationships with prospects and existing customers to another level. 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.

Social media ROI sucks! (Or, you can prove anything if you send out a survey)

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LinkedIn was rated eighth out of 13 channels and YouTube was 10th, followed by Google+, and Twitter. B-to-b marketers have had issues with Facebook for a while, but what accounts for the poor evaluation of LinkedIn, a perennial b-to-b darling?

PowerViews with Chad Burmeister: Sales is More Scientific Nowadays

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Sales Tools to Leverage LinkedIn. He recommended people look into tools like Ecquire, eGrabber, and SalesLoft, all of which are taking LinkedIn information and importing it into sales tools in structured and meaningful ways.

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Power Opinions - Experts Select Top Three Social Media Tools

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Fourteen responders listed twenty total social media tools: I was surprised that only nine listed LinkedIn (though Jonathan Farrington listed it on the top, middle and bottom of his list of three—I only counted it once). My social media tools are Triberr, Buffer and HootSuite.” ( Michael Brenner, SAP — interesting that neither LinkedIn or Twitter made his list ). My list: LinkedIn, Blogs, Google.

PowerViews with Peter Bourke: Sell Less, Win More

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The next PowerViews will be with Koka Sexton of LinkedIn. Sell less, win more. Don’t even try to start selling—and you’ll win more commitments. Sure, this smacks of contrarianism, but Peter Bourke has proven that these iconoclastic approaches work.

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

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But if you’re a rep who sells heavy machinery, spending a lot of time on Twitter and LinkedIn probably isn’t an effective and efficient use of your time, Dave said. 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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PowerViews with Jamie Turner: Mobile Marketing Leads the Way

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Click to start video at this point — Social media and mobile markets are more than just ways of boosting one''s reach within LinkedIn, Twitter, and Facebook, there are real robust tools for utilizing and analyzing these marketing channels, Jamie expressed.

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PowerViews with Michael Brenner: The Battle for Customer Attention

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LinkedIn leads the way as a social marketing platform for business, offering many ways to connect. My guest today is Michael Brenner, Vice President of Marketing and Content Strategy at SAP and Managing Editor for the SAP Business Innovation site.

Is Anyone Leading Lead Management?

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Social Media Department – blog, Twitter, Facebook, LinkedIn, iTunes, YouTube and Pinterest, to name just a few. Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team. Sales lead management is a tough subject to truly get your arms around.

What is the Minimum Acceptable Close Rate on Leads?

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I posted a question on LinkedIn's Sales and Marketing VP's Group and the results have been fascinating. One thing I like about LinkedIn is that there are lots of people who genuinely want to help! First, here is the question as posted: "What is the minimum acceptable close rate for leads provided to sales in a complex selling situation (long sales cycle and multiple decision-makers)?".

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

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The B2B Marketing Advantage of LinkedIn. LinkedIn's network of groups is one of the best tools for business-to-business marketers looking to contribute to conversations related to their industry and establish themselves as thought leaders, according to WSJ’s Kate Mitchell.

PowerViews with Tony Zambito: Buyer Predictability

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LinkedIn: Tony Zambito. My guest today is Tony Zambito. In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales.

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

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Social selling is all about nurturing, because every time you come into contact with a prospect—via Facebook, Twitter, LinkedIn or some other social media — you have to nurture the relationship. LinkedIn: www.linkedin.com/in/ardathalbee.

The Top 8 Takeaways from Social Media Guru Paul Gillin’s FIR B2B

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LinkedIn announced it is expanding its mobile advertising opportunities for B2B marketers. I was delighted to be invited as guest #5 on Paul Gillin and Allan Schoenberg’s FIR B2B podcast. The format of FIR B2B is brilliant.

PowerViews with Kyle Porter: How Can You Sell If You’re Always On?

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Kyle and his team export custom lists of leads directly from LinkedIn, and alert customers when big events happen with their critical clients and prospects. I’m a follower of SalesLoft, where Kyle Porter and his team consistently produce a phenomenal list of targeted leads.

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

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In 2008 LinkedIn introduced Groups and for years now B2B marketers have been tortured by inappropriate, low-value comments and linking—people trying to promote "their thing." Here is a proven system to use LinkedIn for B2B sales leads and prospecting. Also, here's how to create, manage and/or participate in a LinkedIn Group and actually get something out of it…and make sure members do too! A lot of people are coming into LinkedIn Groups armed with what does NOT work.

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PowerViews with Jill Rowley: Social Employees Should Connect and Amplify

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A lot of people don’t know how to use LinkedIn. In a business-to-business world, the main connectors are on LinkedIn, but many people are underutilizing this social media platform, says my latest guest on PowerViews, Jill Rowley, aka the Eloqueen.

Best of PowerViews: Are You Tenacious About Sales Follow Up?

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Koka Sexton, LinkedIn Peter Bourke, The Complex Sale Lori Richardson, Score More Sales Jamie Turner, The 60 Second Marketer. Koka Sexton, LinkedIn, People Still Buy from People, Regardless of Technology. Click to start video at this point —Koka’s “eureka” moment was when he recognized the value in connecting his Twitter and LinkedIn accounts. LinkedIn is more buttoned up.

Good Reads for B2B Sales - Buyer's Need Early-Stage Sales Involvement

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Social selling is quickly becoming a term we are familiar with and with over 300M subscribers to LinkedIn, the number one platform for B2B social selling, it’s something that your sales team should be familiar with also.

B2B Prospecting Data Just Keeps Getting Better

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Links to LinkedIn profiles of company managers (Stirista). The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists.

Good Reads for B2B Marketing - Protect Your Online Reputation

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LinkedIn revamps contacts tool to boost relationship management. The LinkedIn Contacts tool that began for some select users could help marketers organize, maintain, and nurture business contacts. Online content in the sales and marketing industries is dynamic and constantly changing.

Best of PowerViews: Exciting Future for Inside Sales Experts

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LinkedIn leads the way as a social marketing platform for business, offering many ways to connect. Over the last year, I’ve had the privilege of interviewing over 30 influential B2B sales and marketing leaders. It has been a pleasure to interview each of them and share perspectives on topics ranging from B2B lead generation and inside sales to social media trends and personal branding. Each interview is available on our blog and YouTube channel.

PowerViews with Josiane Feigon: Survival of the Fittest Sales Reps

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When prospects post about their passions and their activities on LinkedIn, Twitter, and Facebook, savvy sales people can learn how to shape compelling conversations that don’t resemble traditional sales calls. Joining me today is Josiane Feigon, President of TeleSmart.

PowerViews with Chris Snell: Suit Up, Stand Up, Sign Up: A Sales Mantra

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Click to start video at this point —Nowadays there’s a huge push for social selling, with sales reps turning to Facebook, Twitter, and LinkedIn for leads. LinkedIn: www.linkedin.com/in/snellchris.

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Suit Up, Stand Up, Sign Up: A Sales Mantra

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Click to start video at this point —Nowadays there’s a huge push for social selling, with sales reps turning to Facebook, Twitter, and LinkedIn for leads. LinkedIn: www.linkedin.com/in/snellchris.

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Culture Always Wins: Closing the Cross-Cultural Sale

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They even connect on LinkedIn and follow each other’s Twitter feeds. 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.

Successful Content Marketing Plans Do 1 Thing Really Well

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I’ve been using LinkedIn and blogging to generate B2B leads and sales very effectively lately. Contrary to what “the experts” say, knowing how to be engaging within LinkedIn groups or telling compelling stories on your blog is not the key to generating leads and sales. You can hunt them down inside LinkedIn Groups (as I did) or blog in ways that attract search engine traffic based on questions (keywords) your prospects are asking. Today's guest blogger is Jeff Molander.

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Good Reads for B2B Sales - Are You Drowning in Sales Quota?

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With the tap of a button a prospective buyer can quickly research competitor’s prices or on the flipside a salesperson can quickly search the LinkedIn account for a prospect and have immediate research in hand.

Top Three Takeaways from Sales 2.0 – San Francisco #S20C

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A clear takeaway for me was that big bets are being placed on companies that provide solutions that leverage data from multiple platforms (such as CRM, LinkedIn…). The Sales 2.0 Conference billed itself as “the number one industry event devoted to excellence in leveraging SaaS technologies.” Attendees were promised they would learn: how to create a sales process ruled by metrics and measurement. how collaboration can promote productivity and enhance the customer experience.

PowerViews with Carlos Hidalgo: A Holistic Approach to Driving the Demand Process

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He talks about how buyers have more access to more information than ever before, adding, “The buyer has access to your customer base, to my customer base, to my client’s customer base online, through LinkedIn, through Quora, and through social groups.

Sales 2.0 2013 Conference - My Featured Tweets #S20C

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s20c LinkedStrategies: LinkedIn is not all about PR. s20c @ nathankievman 80% of my prospects never looked at my website; they look at my #linkedin profile instead. Day two of Sales 2.0 Conference featured outstanding presentations by Jeff Hayzlett and Nathan Kievman.

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Should Marketing Be Held to the Same Quota Standards as Sales?

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You can connect with Andy on LinkedIn or via email. Andy Gray is a senior marketing professional with proven expertise in directing, centralizing, and strengthening how customers are acquired and retained as well as how companies are positioned through marketing strategies, demand generation, sales support and enablement programs, market research and product development. How often do we hear, “what’s the value that you marketing folks provide to the organization?”

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Is It Really B2B, Or Something Different All Together?

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And that person has a name, a face and probably a LinkedIn account. Who wins if you connect with a prospect in a noticeable, meaningful way using social channels like LinkedIn or Facebook before they do Jason Falls is an author, speaker and CEO of Social Media Explorer.

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KISS for Sales

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You can connect with Andy on LinkedIn or via email. Andy Gray is a senior marketing professional with proven expertise in directing, centralizing, and strengthening how customers are acquired and retained as well as how companies are positioned through marketing strategies, demand generation, sales support and enablement programs, market research and product development. I keep hearing, we all keep hearing, “Marketing doesn’t give us enough good leads.”.

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