ViewPoint

MAY 16, 2013

Tap CRM to Give Your Customers a Pleasant Surprise. Christopher Bucholtz says it’s time to use the data in your CRM to help cement your relationships with your customers. Using CRM intelligence about customers’ desires and needs, businesses should create personalized experiences and rewards that match their interests.

B2B Sales 120

B2B Sales PointClear Google Cold Calling 120

ViewPoint

JANUARY 22, 2016

And mangers must stop playing CRM desk jockey and get back to the basics—meeting 1:1 with their people, conducting great sales team meetings, and getting out in the field with reps. All of their efforts will be focused on converting these accounts from contact information to paying customer. Simplified. … go out and buy it.

Top of Funnel 149

Top of Funnel Work Management PointClear B2B Thought Leadership 149

ViewPoint

MARCH 18, 2014

Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). There’s This Whole Piece That Fits in Between Marketing Automation and CRM. CRM is good at forecasting, he said.

Paid Search Agency 120

Paid Search Agency Sales Qualified Leads Marketing Qualified Leads Marketing Automation Services 120

ViewPoint

MARCH 18, 2014

Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). There’s This Whole Piece That Fits in Between Marketing Automation and CRM. CRM is good at forecasting, he said.

Paid Search Agency 120

Paid Search Agency Sales Qualified Leads Marketing Qualified Leads Marketing Automation Services 120

ViewPoint

AUGUST 11, 2015

But we all know that the granddaddy of modern lead management originated with CRM and all other programs and services can be attributed to the CRM family tree. Marketing ROI: The Path to Campaign, Customer, and Corporate Profitability 1st Edition by James D. Podcasts will be available the following week. Bibliography.

Work Management 120

Work Management Marketing Management Wiki ROI 120

ViewPoint

OCTOBER 16, 2012

I wish that salespeople would use the CRM system instead of spreadsheets for a sales forecast.”. That salespeople enter in all of the proper prospect/customer notes within the CRM system.”. That I had a sales manager who insisted the sales reps use the CRM system.”. I could not write fast enough.

Trade Show 120

Trade Show Sales Qualified Leads Forecasting CRM 120

ViewPoint

FEBRUARY 16, 2016

Moreover, by using your CRM to your benefit and recording their company profile, contact history, project budgets and timelines, and any additional noteworthy details, you will see a boost in revenue. Screened for a need in your product or service. Found to have a pain point that your product or service can resolve.

Sales Leads 159

Sales Leads Sales Qualified Leads Leads Lead 159

ViewPoint

OCTOBER 5, 2018

And, answering questions about the environment and whether it’s conducive to your solution is also required before that CRM entry can be deemed a lead. A good example is a buyer worrying about their customers’ experience in dealing with their company. Uncovering the decision process is necessary before you can say this target’s a lead.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

ViewPoint

MAY 5, 2011

The core idea of RPM naturally brings to mind other approaches like CRM and ERP, both bringing strategies, applications, and integration together into unified wholes. CRM unites areas like sales force automation, lead management, customer service, and analytics.

Marketing Management 120

Marketing Management Marketing Automation Services Eloqua Demand Generation Agencies 120

ViewPoint

SEPTEMBER 26, 2012

Last week I had the privilege of taking part in the Bright TALK Customer Insight Summit. It was an online event consisting of 11 webinars discussing best practices in social CRM, email, mobile marketing, SEO and web 2.0 approaches, all with examples on how to best utilize customer insight.

Web 2.0 120

Web 2.0 Leads Lead Marketing Qualified Leads 120

ViewPoint

MAY 12, 2015

It had to do with customers’ expectations for proposal delivery, namely: immediate versus a 3-5 day delay, in-person versus over-the-phone and web, and quantity of sales leads coming in to support the back-end requirements. Using the complete CRM/marketing automation tool set. This was why he should expect more.

Marketing Proposals 120

Marketing Proposals Paid Search Agency Sales Qualified Leads Blogger 120

ViewPoint

FEBRUARY 18, 2014

For this company ‘someplace else’ had been growth, but at low margins, with chaos in the sales ranks, and a poorly installed CRM system…all because of a marketing plan that wasn’t a plan. Get an 800 number for our customer service line. Get new CRM software: Sales doesn’t like the one we have. This is what happened.

Planning 120

Planning Marketing Plans SWOT Work Management 120

ViewPoint

JULY 26, 2018

Because a customer was on this program, she looks for direct quotes that can be used for testimonials. She also sends the testimonials out to salespeople and adds them to the testimonial storage space in the CRM system. The customer discussed installation without a hitch, and that the services were brought in under budget.

Thought Leadership 120

Thought Leadership PointClear Case Studies Budget Programs 120

ViewPoint

NOVEMBER 10, 2011

You lose a prospect, a customer and the sale and your competitor wins. The best marketers count on their competitive counterparts to install a CRM system without rules or discipline, skip a marketing automation process and have no relationship with their sales counterparts. I’m giving away the secret.

Sales Leads 120

Sales Leads Sales Qualified Leads Leads Lead 120

ViewPoint

APRIL 18, 2013

Three Ways CRM Integration Creates Alignment and Drives Sales. Integrating customer relationship management and marketing automation systems can be expensive, complicated and scary, but doing so is necessary for your organization''s optimal performance, writes Justin Gray, CEO of LeadMD. Via Marketo B2B Marketing and Sales Blog.

B2B Sales 120

B2B Sales PointClear B2B Opinions 120

ViewPoint

FEBRUARY 23, 2018

Intimate customer tribes over impersonal mass markets. Of course, these leads—which can be attractive to those who value cost-per-lead above other criteria—will be not be followed up by Sales and will end up in the CRM black hole.). Small experiments, testing and data, intimate customer tribes, engagement and transparency?

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

JULY 30, 2013

Momentum in the marketplace has helped, thanks in part to titles that are also iconoclastic, including The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson, which says in part that the best salespeople don''t just build relationships with customers —t hey challenge customers.

Word of Mouth 120

Word of Mouth Work Management Consulting Transparency 120

ViewPoint

MAY 21, 2013

Some people think marketers serve at the demand of potential customers. Managing the whole process requires systems thinking, with a system customized for each company. CRM is a part. The result is crocodile tears from Marketing when programs and people are chopped because nobody can answer the question. Of course they do.

Work Management 120

Work Management Marketing Management Planning Forecasting 120

ViewPoint

MAY 30, 2012

Merger & Acquisition Activity in CRM & Marketing Automation Expected to Increase. While some of these spaces are still being defined where marketing automation plays with CRM, he believes we’ll see M&A activity in 2012. Look for Greater Process Integration and Alignment in 2012.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

ViewPoint

OCTOBER 1, 2015

Simply, marketing is much more involved in revenue and customer generation, and the marketing tools and available data now allow marketers to contribute in tangible ways to delivering customers within a defined set of companies. 4) Customer data standardization is critical for ABM.

Account Based Marketing 120

Account Based Marketing Lead Generation Sales Qualified Leads Marketing Automation Services 120

ViewPoint

JUNE 7, 2016

Sales management and/or executive review lead (PDF and/or CRM and audio file) prior to reaching out to the prospect. Sales executive re-reviews PDF and/or CRM and audio file (where/when available). Send lead details and audio to sales management and the sales executive. Gain sales acceptance. SAL lead distributed. The day of the call.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

ViewPoint

MARCH 8, 2011

While marketing automation, like CRM during its gold rush days, promises huge returns across the board, I shared with Bob my concerns about relying too heavily on marketing automation when engaging target prospects who look like your strategic accounts—the 20% of your customers who deliver 80% of your revenue.

Marketing Automation 120

Marketing Automation Automation Lead Qualification Leads 120

ViewPoint

DECEMBER 20, 2011

Customer acquisition. Jim Dickie , Managing Partner, CSO Insights Dealing with the New Customer Acquisition Challenge. Paul Gillin , social media strategist, speaker, and co-author of Social Marketing to the Business Customer Five Ways B2B Marketers Can Get the Most from Facebook. What if CRM had not been invented?

Blogger 120

Blogger B2B Thought Leadership Work Management Marketing Management 120

ViewPoint

APRIL 16, 2013

how collaboration can promote productivity and enhance the customer experience. A clear takeaway for me was that big bets are being placed on companies that provide solutions that leverage data from multiple platforms (such as CRM, LinkedIn…). The Sales 2.0 ways to leverage technology to empower your team.

Conference 120

Conference Paid Search Agency Rules Lead Scoring 120

ViewPoint

MARCH 22, 2011

an independent research and publishing firm focused on customer-centric business management, and Founder/Editor-in-Chief of CustomerThink.com , the world's largest community dedicated to customer-centric business. But based on your grungy attire it doesn't seem likely (to the banker) that you'll be a valuable customer.

Lead Scoring 120

Lead Scoring Lead Ranking Work Management Marketing Management 120

ViewPoint

AUGUST 20, 2015

Data quality: How clean and current is our database of prospective buyers and customers? You’ll also want to pull engagement reporting out of your marketing automation platform and CRM. These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers?

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 120

ViewPoint

AUGUST 8, 2011

Jim Lenskold is President of Lenskold Group and author of Marketing ROI, The Path to Campaign, Customer and Corporate Profitability (McGraw Hill, 2003). The ability to report and forecast metrics improves when full-featured marketing automation integrated with CRM or sales automation is in place.

Lead Generation 120

Lead Generation Marketing Qualified Leads Lead Ranking Sales Qualified Leads 120

ViewPoint

JULY 9, 2013

Lori helps her customers to dissect the sales process and find small improvements. The challenge this presents is the ability to justify investing in an expensive comprehensive CRM tool that has been customized, when in fact it’s not reflecting the true data.

Lead Scoring 120

Lead Scoring Lead Ranking Thought Leadership Sales Qualified Leads 120

ViewPoint

OCTOBER 2, 2012

Ask yourself, “What is the data needed to support business goals and get a better understanding of our customers?”. When you have the right data about your customers that your competitors don’t have, you can communicate with them in a more relevant way. A couple of efforts, and then it just goes by the boards.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

APRIL 10, 2014

In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation is still the most engaging way to contact a prospect and convert him into a customer. If your sales are down, perhaps you should reconsider your timing and preparation for making contacts. Why Cold Calling Still Works.

Contacts 120

Contacts Cold Calling Opt-out Opt-in 120

ViewPoint

APRIL 4, 2011

This is a problem that has plagued every major software category—CRM, ERP, Accounting, etc. Customers assume the software will solve the problem. Could this be a problem? Saying that they need consultants would be a little self-serving.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Automation Planning 120

ViewPoint

OCTOBER 31, 2013

The challenge this presents is the ability to justify investing in an expensive comprehensive CRM tool that has been customized, when in fact it’s not reflecting the true data. She regularly sees leads being hidden until a rep knows there is a solid opportunity.

Lead Scoring 120

Lead Scoring Lead Ranking Cross-Selling Best Practices 120

ViewPoint

FEBRUARY 24, 2016

They go into a black hole (sometimes called CRM). New business and existing customers. Unfortunately, as a result of this thinking, marketing spends a ton of money generating leads for sales that are never followed-up. It doesn’t have to be that way. Account -centric data model. Drives pipeline creation. Supports pipeline creation.

Lead Ranking 149

Lead Ranking Demand Generation Agencies Account Based Marketing Paid Search Agency 149

ViewPoint

SEPTEMBER 20, 2012

Bob's goal with CustomerThink is to help business leaders develop mutually beneficial customer relationships. release of the idea which is really a derivative of CRM. Ultimately it’s customers that are driving change. It’s customers who are breaking down these silos and forcing companies to take a fresh look.

Work Management 120

Work Management Paid Search Agency Marketing Management B2B Sales 120

ViewPoint

SEPTEMBER 6, 2012

Many of these challenges can be traced to a root cause: “Companies haven’t realized how significantly their prospects or target customers have changed, and they haven’t retooled their salespeople to deal with this. Social Media: Know Where Your Customers Are & Use LinkedIn. It’s not about pitching your stuff.”.

Paid Search Agency 120

Paid Search Agency Ideal Customer Profiles Training Inbound Marketing 120

ViewPoint

SEPTEMBER 19, 2011

Is it the CRM system, without which so much important information would be lost? Without a CRM the ability to manage large pipelines, prospects, and customers would be difficult. True, the CRM helps reduce the failure rate of follow-up sales activity that every salesperson must perform. The same holds true here.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation CRM Automation 120

ViewPoint

MARCH 12, 2013

But that’s much more likely to happen when a vendor has an existing relationship with a customer. If they have that experience with a vendor, the customer has more trust that they’re not going to get “sold to.” Second, behavior changes depending on whether customers think they know how to buy.

Forrester 120

Forrester Work Management Marketing Management B2B Sales 120