Share what you know with millions of people

Focus is the best place to turn what you know into remarkable content

×

Victor Kippes

Follow Following Unfollow

CEO, Validar Incorporated

0 points

Victor Kippes is CEO of Validar Inc., a B2B lead management company that specializes in events. Much of Validar’s value proposition is based upon Victor’s experience as a receiver of leads. He has been in a sales role ...

Victor Kippes is CEO of Validar Inc., a B2B lead management company that specializes in events. Much of Validar’s value proposition is based upon Victor’s experience as a receiver of leads. He has been in a sales role for over 20 years both as a direct contributor and as the leader of a large enterprise sales team. He is a recovering sales leader who understands very well the challenges marketing and sales leaders face specific to demand generation and lead management. If you are a marketing leader interested in understanding and articulating your true value, or a sales leader interested in improved conversions and pipeline growth, Validar and Victor are there for you. You can follow Victor on Twitter at @vkippes.

» read more » read less

WEB: Dontaskdontsell blog

June 8, 2011

Victor Kippes and 4 other people answered this question

Should B2B marketers compensation be tied to revenue?

I did watch the video and agree with its premise. Let's focus on the concept of mastery. My customers marketing dollars are intended to generate demand for products and services. This demand should turn into opportunity. I'm suggesting that these opportunities be tracked in order ... more

Buyer Engagement

May 4, 2011

Victor Kippes is now following Carlos Hidalgo

April 2, 2011

Victor Kippes and 13 other people answered this question

What are the reasons Salesforce.com has not acquired a marketing automation vendor?

I'll take that bet Jeff. I see Salesforce extending it's investment is Social Media and Chatter. more

March 24, 2011

Victor Kippes and 17 other people answered this question

What are the top 3 skills sales people should develop today to be competitive with the new buying?

John is right in that listening, asking and thinking are the skills you need to hone. Brian is correct also in that buyers are smarter today because they have access to more information. Without a genuine curiosity when communicating your essentially throwing mud on the ... more

March 10, 2011

Victor Kippes and 3 other people answered this question

Why should sales care about marketing automation?

Great question Lauren!
Marketing automation is a great tool for sales professionals to utilize when leads have gone dark or non responsive. This happens often especially when you are selling a "nice to have" product or service. It is also an excellent tool to utilize if ... more

Marketing Automation

Feb. 11, 2011

Victor Kippes and 5 other people answered this question

What lead scoring methodology do you use?

I am a big believer in basing your treatment of leads on explicit content provided the content is captured by a means where the lead can control how you treat them. You have a much better chance of delivering relevant content to a CFO, CEO, ... more

Lead Development

Feb. 11, 2011

Victor Kippes and 10 other people answered this question

Sales: What's the best way of getting into good conversations with the right people?

If your selling to this person, you need to first understand what's keeping him or her up at night. If you can address this topic with your product or service they'll listen and engage. Don't throw mud on the wall. more

Revenue Pipeline

Nov. 24, 2010

Victor Kippes and 24 other people answered this question

Sales and Marketing 2.0: Does sales care about sales-marketing alignment?

Peter Johnson,
Regarding the BNet article. The one quote that resonates best with me is;
"The only real and practical alignment is for Marketing to step back, and respectfully ask the Sales team what they should be doing to help. Submission, not alignment."
In reading ... more

Sales and Marketing Alignment

Sales Management

Nov. 10, 2010

Victor Kippes and 15 other people answered this question

Sales and Marketing Alignment: What tactics foster collaboration and cooperation?

As a former Sales VP I have lived this contentious relationship with Marketing. The tactic that got me collaborating was driven from our CMO. He simply asked me what I wanted from a lead definition perspective. I told him and he changed his programs to ... more

Demand Generation

Nov. 10, 2010

Victor Kippes and 23 other people answered this question

Sales and Marketing 2.0: Should marketing be measured by the corporate revenue goal?

I agree. Tracking revenue contribution is the right metric to use to measure marketing and campaign performance. From a marketers perspective, this can be attributed to pipeline contribution. We recommend companies focus on identifying opportunities within campaigns and building a lead management foundation that empowers ... more

Marketing Metrics

Oct. 9, 2010

Victor Kippes and 1 other person answered this question

What lead qualification tools do you use?

We use a scoring method primarily based upon capturing explicit data from all of our marketing touchpoints (tradeshows, landing pages, webinars, etc.)
Many disagree with me on this but I am a firm believer that you should always present an opportunity for a lead or ... more

Information Technology

Oct. 9, 2010

Victor Kippes and 2 other people answered this question

What is the best way to follow up with trade show leads?

Your post tradeshow followup activity should be based upon where that lead is within the buying cycle. The key is capturing relevant propensity to buy demographics at capture. Essentially you are enabling the attendee to control how you treat them post event. If done right ... more

Demand Generation

Event Management

Following 4 Topics

Lead Management

Sales Management

Following 1 Person

Followed by 18 People