ViewPoint | The Truth About Lead Generation

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint.

How can marketing communications managers know how much interest to generate if they don’t know their salespeople’s quotas?

Ask any group of marketing communications managers, exhibits managers or even marketing managers and less than 40%, overall, know the quotas for the sales channel they represent. What world are they living in?

How can these people create demand, create a marketing plan, and create demand generation programs in a vacuum?

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear's online B2B sales circles.

This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog.

As CEO of UK-based Inflexion-Point Strategy Partners, Bob works with the leadership teams of technology-based B2B-focused companies, enabling them to make the critical connections between their marketing messages, their sales conversations, their true differentiators, and their customer's priorities.

Alec Baldwin has got a lot to answer for. And, no, I’m not talking about his appearance in “Dr. Seuss' The Cat in the Hat”. I am, of course referring to his role as Blake, the alpha dog motivational salesman in the film “Glengarry Glen Ross”.

My guest today is Michael Brenner, Vice President of Marketing and Content Strategy at SAP and Managing Editor for the SAP Business Innovation site. At SAP, Michael’s challenge is to transform social business and content marketing to reduce cost-per-acquisition of new customers. Michael is also the author of B2BMarketingInsider.com, where he discusses content marketing, demand generation, mobile strategy, and sales alignment to name a few.

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation.

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues.

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. You can connect with Andy on LinkedIn or via email.

My guest today is Tony Zambito. In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. This innovation helps leading companies gain better understanding of their buyers, leading to improved lead generation and revenue performance. His "Buyer Foresight" approach helps organizations gain predictability by understanding the behavior of their buyers in a changing market.

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation.

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear's online B2B sales circles.

 Motivate Your Sales Team with These 13 Ideas That Work

Frank Donny is founder and CEO of Marseli, a marketing and sales analytics and performance software company. Frank is responsible for the firm’s capabilities, software vision and services. Frank's remarkable 25-year career of driving marketing and sales operations divisions within Fortune 500 and start-up organizations is highlighted by his passion for business development and empowering others to succeed.

Although it seems as though everyone is talking about big data and the need to overcome the challenges of managing data, the key is to not focus on all of the data, just the right data.