LeadSloth

MAY 5, 2010

Today I’m a panelist at the Silverpop Client Summit and we’re talking about Social CRM, Inbound Marketing and Marketing Automation, moderated by Adam Needles. Social CRM. CRM is very broad, it’s not just about sales, but about pretty much anything that involves communicating with your customers.

Inbound Marketing 100

Inbound Marketing Marketing Automation CRM Social Marketing 100

LeadSloth

SEPTEMBER 8, 2010

Forrester recently released a vendor evaluation for midmarket CRM vendors. If you look at Marketing Automation systems, the best supported CRM system is Salesforce.com. However, Forrester states that Microsoft Dynamics CRM may actually be a better CRM product. What if you’re choosing a CRM system today?

Salesforce.com 100

Salesforce.com Marketing Automation Services Marketing Automation CRM 100

LeadSloth

MAY 25, 2010

The result: not enough new customers. A Marketing Automation system either needs to have great connection to the CRM system, or it should all be integrated. Other CRM vendors claim to do Marketing Automation, but I believe those claims are unsubstantiated. Small Installed Base / Few Customers Affected.

Market2Lead 100

Market2Lead Enterprise Management Acquisitions Work Management 100

LeadSloth

FEBRUARY 10, 2010

You need to link marketing automation to CRM so you can link campaigns to sales opportunities. Part of the data you need comes from your website and partly it is from your CRM system. In reality, you may still have to do some customization to be totally closed-loop. Revenue Metrics. Step 2 is to tie campaigns to revenue.

Analytics 100

Analytics Lead Ranking B2B Marketing Sales Qualified Leads 100

LeadSloth

FEBRUARY 17, 2010

Use your Marketing Automation and CRM systems to see if this traffic converts to qualified leads and sales opportunities. Marketing is starting to see sales as a customer who demands high-quality leads. Customer Support. Often, Customer Support is in a separate department, and it’s seen as a cost center. Conclusion.

Marketing Automation Services 100

Marketing Automation Services Social Media Marketing Automation Social Marketing 100

LeadSloth

NOVEMBER 16, 2010

Another company was pulling revenue information from their billing system into the CRM system. Several people had worked with the sales team to better understand the buying process, and one company even started a user experience group to better understand the customers. Segmentation on Lead Source and Search Keywords.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Automation Marketing Management 100

LeadSloth

AUGUST 24, 2009

An exception is when you have a lot of customers, and want to use the Marketing Automation system to cross-sell and up-sell. But I hope we can avoid the same disillusionment phase that CRM went through. A Marketing Automation system does not generate inquiries (or “raw leads&# ). It develops inquiries into sales opportunities.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Automation Marketing Management 100