ViewPoint

Trending Sources

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

ViewPoint

As such, outbound has been replaced by email marketing and marketing automation programs that SPAM CANNON emails to the masses such as the following (I received this one yesterday): I run business development for XYZ, Inc. - There is no strategy in their market approach. Sales/marketing execs are desperate to do something, but afraid to risk the budget. See this blog for more about lists and testing PRIOR to using the list for marketing.).

Desperate and Fearful: Need Pipeline – Want Sales Lead Generation

ViewPoint

Sales/B2B Marketing execs feel intense need to do something, but are afraid to risk budget. The age-old problem is that: Sales has been conditioned to expect poor quality leads from marketing. Marketing complains that they do not get specific feedback from sales on leads. There’s a reason why there’s no alignment between marketing and sales. CEOs, Marketing and Sales must enter the Era of Accountability.

Insights on Outbound Conference in Atlanta

ViewPoint

Anthony Iannarino – Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges. I have been featured in major publications including featured by Automotive News, Advertising Age and Edmunds.com for my unique social media marketing and self-promotion efforts.” Our dedicated, degreed, and seasoned associates follow a super-targeted account-specific marketing plan.” B2B Sales Outbound Marketing Cold Callin

Dear CEO: The Era of Accountability Starts in 2017

ViewPoint

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. Just 42% of marketing qualified leads are accepted and worked by sales. Which markets to pursue and where we are positioned in those markets.

7 Inspiring B2B Marketing Campaigns

Must-See Examples of Marketing Success That You Can Replicate

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

ViewPoint

Here are a few examples that will help you understand your cost per lead: Example #1 We once worked with the marketing director at a division of one of the world’s largest software companies. Now let’s assume that you are looking for a 10x ROMI (return on marketing investment).

ROMI 79

To Manage Sales You Must Manage Sales Leads

ViewPoint

Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function. With marketing automation it is a growing part of the job.

Why Cost per Lead is a Bad Way to Measure Your Return on Lead Generation Efforts

ViewPoint

While cost-per-lead measurement has been the de facto favorite for evaluating marketing programs, we are seeing radical and positive shifts in how marketing is evaluating qualified leads. Identify the most successful marketing initiatives.

Cost 99

Proof that Account-based Marketing Works

ViewPoint

Companies that spend less on their marketing programs and generate better and bigger deals using a super-targeted approach to marketing are using an approach that you might have heard about—account-based marketing. One healthcare IT solutions company with a complex solution and a finite market learned first-hand just how account-based marketing works. If you have any questions or comments on account-based marketing, please ask it in the comments section below.

B2B Marketing Trends for 2016

B2B Marketing. Pressure to demonstrate ROI: the great recession and subsequent slow recovery have forced B2B marketers to do more with less, and do. Never flush with cash in the first place, B2B marketing groups have been. Marketers need to take the. marketing, revenue.

Expert Panel’s Feedback on Our Lead to Revenue Calculator

ViewPoint

I start with Matt Heinz : If we could get more sales and marketing teams to develop and agree on this model TOGETHER, we’d have a foundation for much better, more efficient and effective sales results well into 2017 and beyond. Marketing should not be working outside the sweet spot.

MQL 74

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

ViewPoint

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series. That’s because in most companies: Marketing measures itself on lead quantity rather than lead quality. Make marketing accountable for sourcing revenue.

Top B2B Marketing Blogs: Key Ingredients

ViewPoint

What makes up the perfect B2B marketing blog? First let’s establish that there are marketing blogs—and then there are B2B marketing blogs. Now that I’ve got you salivating, let’s begin our tasting menu of B2B marketing inspiration.

Spot 133

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]

ViewPoint

There’s no doubt that Account-Based Marketing is on the up-and-up. What are sales and marketing leaders saying about it? Today in part 4, we hear from Scott Vaughan , Chief Marketing Officer at Integrate. Account Based Marketing (ABM) is not a new concept or idea.

B2B Marketing Trends for 2016

B2B Marketing. Pressure to demonstrate ROI: the great recession and subsequent slow recovery have forced B2B marketers to do more with less, and do. Never flush with cash in the first place, B2B marketing groups have been. Marketers need to take the. marketing, revenue.

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

ViewPoint

Are you laying marketing brick at $30-60 bucks an hour or building a business you can be proud of? Early in my marketing career I was just laying marketing brick for a basic wage. I built market share and got an increasing piece of the sales reps’ time. Marketing Strateg

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

ViewPoint

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. ABM aligns marketing and sales. Account-Based Marketing

Bubble in the Funnel

ViewPoint

We generate, qualify and nurture leads using Account-Based Marketing processes. Only 42% of marketing generated leads were accepted and worked in those same years.

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

ViewPoint

Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. The No Marketing Strategy Approach. Here’s why: Most companies don’t have a documented content marketing strategy. Marketing Automation Sales & Marketing Management

B2B Marketing Trends for 2016

B2B Marketing. Pressure to demonstrate ROI: the great recession and subsequent slow recovery have forced B2B marketers to do more with less, and do. Never flush with cash in the first place, B2B marketing groups have been. Marketers need to take the. marketing, revenue.

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

ViewPoint

Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. Make marketing accountable.

Click 89

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

ViewPoint

I pitched him the question, “What makes a dream marketing team and how should a CMO build one?” All CMOs need to work towards making the company sustainable from a marketing standpoint. B2B Marketing Sales & Marketing Management

Marketers: Are You Preparing to Take the Summer Off?

ViewPoint

Over the past couple of weeks, I met with several marketers who are already talking about ramping down for the summer. That is approximately 15% (2 weeks out of 13) of your market out on vacation at any given point in time. So, 85% of the market is on the job, doing business as usual. An embolism is a blockage caused by one or more bubbles of air in the circulatory system.

7 Steps to Gain the Market Share You Deserve (& Sometimes Don't!)

ViewPoint

Similar to De Tocqueville’s famous comment, “People get the government they deserve,” I think companies get the market share they deserve based on their ability to market. ” I think it is shockingly true that companies get the market share they deserve.

5 Pillars of Marketing Automation Success

Ensure Your B2B Marketing Clients Get the Best Results

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 5]

ViewPoint

I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. Here's the thing: Account-Based Marketing is not really about lead generation at all. It's a marketing strategy dictated by the sales go-to-market model.

5 Steps to Account-based Marketing Success

ViewPoint

Most marketing and sales folks I talk to agree … in theory. If you fall into this category, and are looking for actionable how-tos, take a look at the account-based marketing primer just published and available now on SlideShare. To avoid a scattershot approach to marketing (the antithesis of ABM) figure out the ideal prospect/client profile. Determine which portion of your market you can reach and close most cost effectively. Account-Based Marketing

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

ViewPoint

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. Today, in part 2, we hear from Adam New-Waterson , Chief Marketing Officer at LeanData. Account-Based Marketing

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

ViewPoint

I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies. Account-Based Marketing, because of technology, is steadily advancing from the B2B big dollar, small prospect list marketplace, into mid-market B2B sales arena.

The B2B Demand Gen Marketing Playbook

To build integrated, data-driven programs, demand gen marketers need diverse, compelling content at every stage of the buyer's journey

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

ViewPoint

Throughout the presentation, he debunks the argument of inbound marketing “experts” and social selling gurus who preach that outbound is out, and inbound is … well, in. For one thing, inbound marketing alone can never generate enough leads to work and fill a pipeline.

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

ViewPoint

That said, for several years the elephant in the room has been inbound marketing and inbound marketing lead rates. Many of today’s inbound pundits suffer from an over-reliance on inbound marketing (what I like to call “ inbounditis ”). What’s a good lead rate?

Digital Relevance: Developing Marketing Content and Strategies that Drive Results

ViewPoint

Ardath Albee’s new book Digital Relevance: Developing Market ing Content and Strategies that Drive Results was published by Palgrave Macmillan (January 6, 2015). Developing Marketing Content. Marketing Strategy Content Marketing

Time to Stop Making Sales & Marketing Excuses in 2015

ViewPoint

From my perspective, having interviewed hundreds of managers on SLMA Radio, and managed 20+ sales and marketing teams (interim management) through the years, it’s the excuses that drag down organizations. Lead Generation Sales & Marketing Management “If only I had a qualified lead!”. “I

CRM 116

Flip My Funnel - Guide To B2B Account Based Marketing

As modern B2B marketers, we have been lucky enough to witness some of the most dramatic shifts in marketing strategies and technologies

Is Your Lead Generation Strategy Broken?

ViewPoint

A broken lead generation strategy could mean trouble for your sales and marketing team, but not just because of the fundamental misalignment between the two departments. Have marketing and sales decided on a shared definition for a qualified sales lead?

B2B Mobile Marketing: 15 Ideas You Can Use Today.

ViewPoint

Are you interested in learning more about B2B mobile marketing? If you’re like many people, you can think of a lot of ways B2C companies use mobile marketing. But if you work in the B2B world, then you might be stuck trying to come up with B2B mobile marketing ideas.

Mobile 123

Marketing Automation is Not Marketing Strategy

ViewPoint

We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation. In the opening paragraph she states: “Marketers sometimes see automation as a silver bullet.

Your Marketing Team Isn't As Good As They Think - Just Ask Sales

ViewPoint

How often do we think we are good enough, or better than our competitors, and yet our market share isn’t growing, or the competitors are gaining on us? Lead Generation Marketing Strategy Lead Qualification

How to Leverage Content Marketing to Power Your B2B Marketing Automation Funnel

Engage customers, increase upsells, boost revenue and save precious time -- these are the benefits of marketing automation. Generate more leads. Better leads. And content fuels it all