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Insights on Outbound Conference in Atlanta

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Laura Madison – Laura explained: “As a conversion & social selling specialist, I have educated thousands of dealerships, and salespeople on how to get REAL results converting business from the telephone, internet, and social media to the showroom. Over the past six years, I have developed a fierce social media presence rooted in generating sales, and have created an online instructional course on the topic of social selling.

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

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Companies score leads via marketing automation (MA) based on interactions that are driven by email; however, MA does not recognize offline behaviors or social if not integrated into the system. Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales.

Why Social Media Doesn't Work [PowerViews LIVE Highlights]

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On February 3, 2015, I had the pleasure of having leading marketing expert Jamie Turner on PowerViews LIVE to talk about “Why Social Media Doesn’t Work.” Right off the bat you may be thinking, “Social media doesn’t work? Marketing ROI PowerViews Social Media

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

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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. Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S.

B2B Marketing Trends for 2016

social advertising on LinkedIn, programmatic networks like Choozle) that. Paul Gillin, B2B Social Media Strategist, Senior Trainer, Profitecture www.[link] Another good example is Top Rank’s Social Media Marketing Management. E – Engage Meaningfully via Social Media.

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

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Phone, postal letter, and social media add to the mix. This year I've been talking a lot about Nurturing. It's a critical component in the sales and marketing process; yet, most companies aren't implementing it effectively—that is, if they are at all.

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

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They create a single workflow using a top of the funnel product that combines and processes their emails, calls, social touch points, and even includes accountability.

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

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Don’t forget all of the additional channels beyond email, mobile, and social to communicate with your prospects. 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.

PowerViews with Koka Sexton: How to Leverage Social Media

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Leveraging social media is a familiar tactic for individuals. Companies have been a bit slower than individuals in realizing the power of social media. That’s quickly changing, says my latest guest on PowerViews, Koka Sexton, LinkedIn’s senior manager of social marketing.

B2B Marketing Trends for 2016

social advertising on LinkedIn, programmatic networks like Choozle) that. Paul Gillin, B2B Social Media Strategist, Senior Trainer, Profitecture www.[link] Another good example is Top Rank’s Social Media Marketing Management. E – Engage Meaningfully via Social Media.

Follow the Money: The Primary Responsibility for CMOs

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Social Media ROI: Managing and Measuring Social Media Efforts in Your Organization by Olivier Blanchard. Measure What Matters: Online Tools for Understanding Customers, Social Media, Engagement, and Key Relationships by Katie Delahaye Paine.

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

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Mike Weinberg: “As far as this bogus straw man statistic (that buyers go 57% or 67% or 80% through the process before engaging with a salesperson) being propagated by the Kool-Aid pushers trying to sell you their inbound product or social selling course, forget about it. 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?

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

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I will admit that there are now other channels to get to customers, the most notable being any number of well-constructed, funded, staffed, and executed social programs. 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.

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

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If you find they don’t use social media very much you can be a little more traditional in your approach. The term "Hail Mary" has become generalized to refer to any last-ditch effort with little chance of success.

B2B Marketing Trends for 2016

social advertising on LinkedIn, programmatic networks like Choozle) that. Paul Gillin, B2B Social Media Strategist, Senior Trainer, Profitecture www.[link] Another good example is Top Rank’s Social Media Marketing Management. E – Engage Meaningfully via Social Media.

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

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Social media marketing is now precariously ensconced as a more-or-less mainstream marketing channel. Companies try to dutifully engage with customers and prospects on all the main social channels, plus as many of the secondary ones as possible.

Power Opinions - Experts Select Top Three Social Media Tools

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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? 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).

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

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Dave Stein, ES Research Group, How Much Social Selling Should Sales Reps be Doing? If so, you should probably be doing a lot of social selling. Social media and inbound sales are like the icing on the cake, she 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 Dave Stein: Hire the Right Salespeople

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How Much Social Selling Should Sales Reps be Doing? If so, you should probably be doing a lot of social selling. More than one in five salespeople don’t have the qualities to succeed in the field.

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Tweet Less and Talk More

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Email, texting, social networking—these certainly have their place in business today, but none of them replaces the power of an in-person connection. Toss the technology. Relationships rule in sales. The Internet is the most powerful, life- and business-changing tool created in generations.

Q&A With Dave Stein and Steve Andersen

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ESR), author of How Winners Sell, and a prominent social media force—we made a conscious effort to stay in touch. A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers.

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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #3 Should Marketing Be All In On Inbound?

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Dave Kurlan - “Lately there has been a lot of talk about the ‘power’ of inbound marketing and the importance of being extremely active with social media and this idea that cold calling is dead etc. Should your company be all in on inbound marketing. Short answer: no. Here are three reasons why: Senior executives are 2.5 times more likely to respond to a quality outbound effort than are more junior executives. Don’t wait for them to contact you.

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

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Hired a social media marketer. In today’s B2B companies, marketing and sales alignment is critical to success. Proper alignment is the result of a documented, effective, efficient and measurable process for capturing, engaging, nurturing, managing and converting leads into customers.

Lead Generation Lies That are Wreaking Havoc with Your Sales

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Social Media Marketing is an effective lean gen channel for B2C but not as much for B2B. 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. Social is a huge door opener and a great way to participate in conversations that would otherwise never exist.

The Problem with Inbound Leads - A Sales Rep's Perspective (& Solution)

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The webinar was called, "The Future of Social Media." Which is relevant when you''re selling social media management software. Think about who uses social media management software? But, who wants to watch a webinar on the "Future of Social Media"? Just about anybody curious in the social media industry. Here''s a better webinar title to attract higher quality inbound leads, "How to Get 3X More Social Reach with Your Brand.".

REVENUE: The Golden Opportunity with Big Data and Content Marketing

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Sentiment analysis considers the behavior of prospects in the social sphere rather than on your website. By Christopher Hosford, editor-in-chief, HosfordGroup. Never before have marketers had so much information about prospects, customers, the competition, and the markets they hope to reach.

PowerViews with Chad Burmeister: Sales is More Scientific Nowadays

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That kind of video can be shared on social media, generating buzz about your company. Field sales is flat while inside sales is up 20 percent in the last few years. That’s part of the new landscape, and so is the ubiquitous use of technology.

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PowerViews with Jamie Turner: Mobile Marketing Leads the Way

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He is a regular guest on CNN and HLN on the subject of marketing and social media and is an internationally-recognized keynote speaker for corporations, events and trade shows around the globe. Social is a great way to get instant feedback from your customers about their likes and dislikes.

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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.

PowerViews with Michael Brenner: The Battle for Customer Attention

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At SAP, Michael’s challenge is to transform social business and content marketing to reduce cost-per-acquisition of new customers. Social Selling & Personal Branding. LinkedIn leads the way as a social marketing platform for business, offering many ways to connect.

PowerViews with Ruth Stevens: The Science (not the art) of Marketing

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Social media and inbound sales are like the icing on the cake, she said. The amount of data available to marketers today can be overwhelming.

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

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Co-hosts Paul and Allan tee up the show by discussing several hot news items relevant to the B2B market - Here’s what they noshed on, on Episode #5: According to the latest CMO Survey, 85% of CMOs either have not shown any impact from social media spending or have only a qualitative sense of its effectiveness. He is the author or co-author of five books, including Social Marketing to the Business Customer(2011), the first book devoted entirely to B2B social media marketing.

PowerViews with Jill Rowley: Social Employees Should Connect and Amplify

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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. At Oracle she heads up social selling evangelism and enablement.

PowerViews with Tony Zambito: Buyer Predictability

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Tony feels that, due to social media collaboration, even the standard labels for the players are becoming a bit outdated. 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.

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

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One the things I was most pleased to see with many B2B companies (and in the sales blogosphere) in 2015 is a return “reasonable” thinking when it came to inbound marketing and social selling regarding their place in a sales effort.

Where is Marketing Going. and Growing. in 2015? [PowerViews LIVE Highlights]

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5) Mobile and Social Targeting: Most people are using their phones to shop, but not necessarily purchasing on them. On March 3, 2015, Direct Marketing Magazine’s Editor-in-Chief, Ginger Conlon, joined me on PowerViews LIVE to talk about “Where Marketing is Going … and Growing … in 2015.”

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

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They’re on social media so that you don’t always have to be. There’s no silver bullet in sales, he said, but one of the biggest mistakes people make is to create content — a blog, a slideshow, a video interview — and not share it wisely and effectively on social media.