ViewPoint Blog

Exploring issues related to B2B sales, marketing & lead generation.

Posted by Dan McDade on Feb 8, 2016 2:27:13 PM

Tags: B2B Marketing, Sales & Marketing Management

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

In a recent interview, I sat down with Matt Heinz to pick his brain. I pitched him the question, “What makes a dream marketing team and how should a CMO build one?” Matt was one of SLMA’s 40 Most Inspiring Leaders in..

Posted by Dan McDade on Jan 22, 2016 10:00:00 AM

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

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. The panelists include:

 

Ardath Albee – Marketing Interactions

Miles Austin –..

Posted by Dan McDade on Jan 18, 2016 9:00:00 AM

Tags: B2B Marketing

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Marketing and Sales: Done Well (2015) Do Better (2016) - Part 2 of 3

This is the second in a series of three blogs about what experts feel companies did well in 2015 and what they would do better in 2016. The panelists include:

 

Ardath Albee – Marketing Interactions

Miles Austin –..

Posted by Dan McDade on Jan 15, 2016 11:00:00 AM

Tags: Guest Blogs

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There is Little Social in Social Selling

As part of our most recent PowerOpinions series, I asked Anthony Iannarino to look back at 2015 and look forward at 2016. As usual, he had a lot to say and I agree with all of it so I decided to share his thoughts in..

Posted by Dan McDade on Jan 8, 2016 11:30:00 AM

Tags: B2B Marketing

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Marketing and Sales: Done Well (2015) Do Better (2016) - Part 1 of 3

This is the first in a series of three blogs about what experts feel companies did well in 2015 and what they would do better in 2016. In all there have been ten editions of PowerOpinions over the past couple of..

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8 Ways to Motivate Salespeople to Follow Up Inquiries

Corporate growth, good and bad, can be traced to sales lead follow-upi

Marketers keep thinking it is common sense for sales..

Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?

In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation..

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

Josiane Feigon is President of TeleSmart Communications and author of the business bestseller, Smart Selling on the Phone and..

The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 3 of 3)

The introductory post in this series addressed the problems and costs of applying the cost-per-lead metric to measure the..

What is the Minimum Acceptable Close Rate on Leads Provided to Sales?

I posted a question on LinkedIn's Sales and Marketing VP's Group and the results have been fascinating. First, here is the..

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