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Social CRM: Curb Your Enthusiasm

Paul Gillin

If you’re a marketer in a medium-to large-sized B2B company, you’re almost certainly using customer relationship management (CRM) software to track your customers and prospects. And if you’re a CRM user, you’re almost certainly hearing about Social CRM, the hottest new craze in that 20-year-old field. Social CRM introduces potentially enormous new complexity to the process.

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Marketing Automation Trends for 2010

LeadSloth

Several new vendors appeared on the market, many existing vendors experienced rapid growth, and Marketing Automation as a term gained popularity among B2B marketers. In this post I want to focus on the trends in Marketing Automation for 2010. have asked many of the vendors, consultants and thought leaders to give their opinion. An attached CRM system can kick the records back into a marketing automation system’s lead nurturing program and alert the assigned sales rep if the leads become active. Erik Bower, Co-founder, Marketbright (No Twitter).

A fascinating “hardcore” B2B social media success

grow - Practical Marketing Solutions

The case exemplifies an integrated approach to CRM, customer research, SEO, web design, content development, and social media marketing that I think you’ll enjoy! They also used the blog as a way to establish conversations in the industry. > Established “scorecard&# through their CRM system to track lead nurturing progress. BACKGROUND. STRATEGY. RESULTS. Website.

2012 #Nifty50 Top Men in Technology on Twitter

Blue Focus Marketing

Last year, my colleague Tom Pick ( @TomPick ) and I introduced the #Nifty50 awards , which honored 50 men and 50 women who were leading the way in social media through their active engagement on Twitter. So, without further ado, here are the 2012 #Nifty50 Men, each of whom has represented the technology world on Twitter with class, dedication and integrity. Chris Adams – @chrishadams.

Sales 2.0: Marketing Automation & Salesforce Chatter

LeadSloth

Many systems send email notifications, special reports in the CRM system or sometimes even instant messages. It’s the Twitter model (choose to follow), instead of the email marketing model (the sender pushes updates). This post is a prediction: Chatter will be rolled out this summer, and it will take Marketing Automation vendors some time to tie into Chatter.

How to Improve Your B2B Sales Workflow with Social Media

Social Media B2B

In this post I will provide three tips for implementing intelligence into your sales workflow (more specifically, directly into your CRM) and will elaborate on the effectiveness and applicability of social selling as an integral part of a business’ Social CRM strategy. Customers have increasing ownership of the conversation, but Social CRM levels the playing field for businesses by empowering engagement with customers within their preferred channels. This in-context intelligence, presented within the CRM workflow, drives sales productivity and accelerates deal velocity.

102 Compelling Social Media and Online Marketing Stats and Facts for 2012 (and 2013)

Webbiquity

B2B buyers are most likely to share useful vendor content via email (79%), followed by LinkedIn (53%), Twitter (39%) and Facebook (18%). Women make up the larger share of users on Facebook (58% to 42%) and are a slightly larger share on Twitter (52% to 48%) while men are the predominate users of LinkedIn (63% to 37%) and Google+ (71% to 29%). Social CRM is still confusing.

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Customers Want Your Sales Efforts to Go Digital

Sales Intelligence View

Your customers hardly have time to talk on the phone, check email and meet with vendors. CRM twitter facebook linkedin Sales Data customer 2.0Your customers are moving. Maybe not physically but their mental focus is, and has been changing for a while. As a sales person you have to adapt or die to the changing environment ahead of you. Sure they make [.]. Prospecting Sales 2.0 socialprise Sales marketing insideview Enterprise 2.0

Tom Pisello: The ROI Guy: Drive Budget Planning with the “IT.

Tom Pisello

Thursday, October 07, 2010 Drive Budget Planning with the “IT Hierarchy of Needs&# For Information Technology, it’s not how much you spend, but what you invest in that matters. For these solutions we see little pricing power for vendors, higher performance / capabilities at a lower cost year over year, and standardization / consolidation. Do White Papers Still Engage?

Marketing Automation for the Inbound Challenged-Part 4: Vendors II

B2B Ideas @ Work

still have a lot to learn, and there are definitely more vendors out there that I haven't touched on, but I think I've finally gotten my head around the basics. OneView also answers the industry's need for a system that's easy to use; Loop Fuse can have it up and running for you in minutes, with set-up and CRM integration at no charge.

100 Social Media & Content Marketing Predictions for 2010

Junta 42

Here are some of the key trends I found while reading through our expert predictions: Video will be big in 2010. Don't say it - more offline content in 2010??? The Question What is your prediction for how brand marketers will create and distribute their own content in 2010? 2010 will be about figuring out how to use it well.    Online video will emerge as the most important tool for marketers in 2010.       Steve Beyer 2010 will be the year of the listening to the customers needs.   No kidding! 

Making Sense of the Chaos: Social CRM with Bill Odell

Modern B2B Marketing

This next B2B Marketing Thought Leader Interview is with Bill Odell, vice president of marketing at Helpstream , a Social CRM solutions company. What is social CRM? There are many definitions floating around to describe Social CRM, but the one I like the best is one provided by Paul Greenberg, author of CRM at the Speed of Light and arguably the most highly regarded expert on CRM. Paul Paul describes Social CRM as “what we do when the customer controls the conversation.” Many Social CRM enables that type of relationship. What do you think?

B2B Hubs Or PPC? Are All Leads Created Equal?

delicious b2bmarketing

Mar 17, 2010 at 11:34am ET by Andy Komack B2B companies crave leads. Both Pay Per Click Advertising (PPC) and Buyer Hubs/Lead Generation sites offer opportunities to cap the Cost Per Lead and gain some control (which is not as easy in other media, save Direct Response.) In this case, when I am referring to “Buyer Hubs&# , I am not talking about B2B Directory listings (even enhanced listings), but rather sites where buyers go to submit a Request for Quote from multiple vendors. TODAY ON SEARCH ENGINE LAND TOP STORIES Google’s 2010 Holiday Logo: From St.

Executive Summary: A CEO's Guide to Online Marketing

Hubspot

It is about business prospects using networks like LinkedIn, Twitter and Facebook to research new vendors, learn, connect with potential partners and much more. However, they also need to understand how to connect this content with business objectives and leverage data from web analytics and customer relationship management (CRM) software to iterate and make continued improvements.

Genoo and Act-On Software Add Social Marketing Features

Customer Experience Matrix

Summary: Two low-cost demand generation systems, Genoo and Act-On Software, have added unusually advanced social marketing features. A few weeks back, I wrote about social marketing features from consumer marketing automation vendors. However, the value is so obvious that I expect many other vendors will soon follow. To the current topic, it has also added a “Twitter Prospector” to reduce the labor required to mine Twitter for leads. It does add the Twitter ID of known visitors to their lead profile when possible.

Top 35 B2B Marketing Posts for May 2010

B2B Marketing Zone Posts

May 2010. Social Listening & Tracking Tools - Marketing Genius Blog , May 7, 2010 Here is a list of 9 social media tracking and monitoring tools. 11 Myths of Social Media Marketing - Webbiquity , May 24, 2010 Though social media marketing is rapidly advancing in terms of adoption and sophistication, many marketers and business executives still struggle with it. 100 Tips for Trade Show Lead Generation - B2B Lead Generation Blog , May 11, 2010 Lead generation remains the top reason most companies exhibit at events and tradeshows. Twitter (146). Enjoy. WRONG!

More New Systems Challenge the Marketing Automation Status Quo

Customer Experience Matrix

MindFire Studio grew out of MindFire’s original Look Who’s Clicking software, which is used by more than 1,100 printers and other graphics arts vendors to add personalized URLs to print promotions. The system supports email, print, SMS, Twitter, and voice messages, typically delivered via integration with third party systems. Integration with other CRM systems is due soon.

19 New Featured Sources on the B2B Marketing Zone

Webbiquity

Add WordStream’s Advanced Keyword Tools to Your Website for free , June 8, 2010. Pricing Based on Customer Expectations , May 26, 2010. June 7, 2010. Great B2B Marketing Stats (in a GREAT format!) , June 13, 2010. March 18, 2010. June 8, 2010. Slideshow) , February 19, 2010. Content Marketing Results: Landing Pages Rule , July 12, 2010.

2 Mistakes that Cause Content Syndication to Fail

delicious b2bmarketing

In a typical scenario, content syndication leads are received by the media vendor hosting the registration forms, and then shipped weekly to a client in batch form. As a very basic guideline, every content syndication lead should receive immediate, automated e-mail follow-up upon being imported into your CRM system. Twitter Click Here to follow me on Twitter.

Infer Partners with Terminus to Introduce Predictive Ad Targeting that Drives Advertising ROI through Top-of-the-Funnel Engagement

Infer

That’s why we developed an open architecture that intelligently feeds our insights into your stack to make CRM, marketing automation and adtech systems all infinitely smarter.”. It also pulls in valuable buyer intent signals from marketing automation platforms, advertising systems and other data vendors to proactively identify new ‘interested’ accounts to target. About Infer.

5 Steps to achieve Lead Generation ROI

B2B Marketing Insider

ROI” and “Sales” are the 4 th and 5 th most important metric according to Chief Marketer April 1, 2010 study. Call those vendors that have delivered targeted prospects that have converted in the past and negotiate on a pay-for-performance basis. This is where the conversation with sales and the relationship with your vendor partners pay off. Why is this important? Cheers!

B2B Marketing Automation gathers steam

grow - Practical Marketing Solutions

Marketing automation software is arguably the hottest segment of the CRM industry and becoming the centerpiece of many marketing programs. Vendors such as Genius, Eloqua, Marketo, and Pardot are reaping the benefits and growing fast. Increasingly, the first two-thirds of that cycle is spent researching the market and vendors, without regular contact with a sales rep. Digg this!

Social Media & Marketing Automation

LeadSloth

Is it easy for the vendors to implement? Many vendors make it easy to add “share to Twitter/Facebook/LinkedIn/etc.&# On top of that, some vendors offer a built-in URL shortener, such as Genius.com’s gURLs and SalesFusion’s IttyBitty (which isn’t very short by the way: ittybitty.bz). Which vendors do a great job? How useful is this?

Lead Scoring Best Practices

Marketing Finger

Recent advances in marketing automation and sales CRM software have made it easier to streamline the whole process. In a recent episode of the weekly #B2Bchat on Twitter, we dug into questions surrounding lead scoring. Vendors that were mentioned by name in the session included Marketo, Vtrenz, Eloqua, Genius, Marketbright and Silverpop. What is lead scoring?

Tom Pisello: The ROI Guy: SMB IT Spending Recovers: Looking for.

Tom Pisello

Thursday, April 22, 2010 SMB IT Spending Recovers: Looking for ROI and Diagnostic Guidance Microsoft Corp. Canada, Brazil and India indicate that SMBs view virtualization, IT consolidation, software as a service, customer relationship management (CRM), and support of remote workers as their most important technology investments. Gartner reduces IT Spending Outlook for 2010, but.

Marketing Automation Monday is Here!

The Effective Marketer

It was really fun and if you are interested in learning how other marketers are tackling their marketing, CRM, and even sales challenges this is the place to go. Some of the issues discussed were: Who manages and who owns the CRM system in your organization? How do you setup your scoring system for inbound leads? What is the hand-off process with sales? United States License.

11 Ways the iPad can be used for B2B Marketing (aka a list of App Store apps all B2B Marketers should be using)

Modern B2B Marketing

For B2B marketers, you can expect the following tools will be useful on an iPad (and Smartphone): Social Media tools: Twitter apps, Facebook’s app, Google Buzz’s app, LinkedIn’s app are all useful to B2B marketers. The difference is that these tools can now become more robust, since on an iPad it will be easier to switch between multiple Twitter accounts and even display multiple keyword searches at once (due to the larger viewing screen).  CRM tools:   An example of these are Oracle ‘ s and Salesforce.com’s mobile apps.  Iphone Apps for B2B Marketing.

CPL 2

5 Ways to Use Social Media in Marketing Automation

LeadSloth

When talking about Social Media, most people immediately think of Twitter or Facebook. Use your Marketing Automation and CRM systems to see if this traffic converts to qualified leads and sales opportunities. 2. It’s not just status information like the employment history from LinkedIn, but also real-time info from sites like Twitter. 4. Social Media. Lead Generation.

Marketing Automation System Trends: What We Found in the Raab Guide

Customer Experience Matrix

Summary: Social media and access for sales people were the two big trends among demand generation vendors last year. Could marketers finally be ready to spend on measurement? I’m pleased to report that the 2010 edition of the Raab Guide to Demand Generation Systems is officially available today, with updated entries on all vendors (alphabetically: Eloqua , Manticore Technology , Market2Lead , Marketbright , Marketo , Neolane and Silverpop Engage B2B ). Even though this is limited to the vendors in the Guide, it's a pretty representative sample of the industry as a whole.

Treehouse Interactive Refines Its Features and Targets Larger Firms

Customer Experience Matrix

This might foreshadow attrition problems at other vendors. Its marketing automation system offers the usual range of functions: email, Web analytics, landing pages, multi-step campaigns, lead scoring, CRM integration, ROI reporting. It can also post form responses using HTTP Send commands, which can send data to GoToWebinar (replacing GoToWebinar’s own registration forms) or to other systems such as product registration, CRM and customer support. It has since added a connector for Oracle CRM On Demand. Here's an update. See my original post for more details.

Secret to B2B Sales Success: Think Like A Customer

Social Media B2B

utilizes social networks with the greatest credibility, including forums like LinkedIn Answers or vendor’s social CRM–powered communities. Follow him on Twitter at @umbertom. B2B organizations that are active on social media are actually pretty similar to many of the customers they attempt to reach. Similar to the strategic measures companies take to socially define and brand themselves , Customer 2.0 is working up a personal brand of his or her own, as well as being more engaged and socially active in the buying process than ever before. Customer 2.0 in the comments below.

Genoo Offers Web Marketing for Small Business

Customer Experience Matrix

For other small business systems, see my list of demand generation vendors from last November.) The commenting system captures a URL, link text and Twitter name in addition to the usual first/last name and email address. Users also specify how far back to look when assigning points and set a score threshold to submit a lead to CRM. This lets Genoo to provide basic contact management for clients without a separate CRM system. Summary: Genoo provides a simple Web site, demand generation and social marketing for $199 per month. Let’s start with the microsites.

Trade Shows Part 4: Good Booth is Good Planning, Not Good Luck

B2B Marketing Unplugged

So we did a basketball theme called Drive the Lane (the company sold CRM tools to car dealers). If you can make friends with the show organizers and let them know you’re interested in moving up should a spot become available, you might find you get a call when another vendor drops out. 3. follow me on Twitter: [link]. It’s not enough to put good people who know what they are doing at your booth. The booth itself requires a lot of thought and planning if you’re going to make the best use of their time. At the other end of the spectrum we have the Pathetic Mininmalist School.

Thought Leadership Interview #9 – Eric Goldman of Gossamar

Fearless Competitor

For example, far too often we find that a company has embarked on automating its Marketing and Sales operations, allocated resources to the project, acquired software tools like a demand generator and CRM, and then find, when they switch them on, that they are not receiving enough visitors to the site because they did not get the Attract portion of the Process operating correctly first.