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Real examples of how account-based marketing & selling is driving higher revenues on LinkedIn

Biznology

Many social media and social selling experts say “volume” is the key to success on social media platforms like LinkedIn. And, the same thing happens when you do not take a rifle approach and focus on targeted audiences on LinkedIn. LinkedIn study shows that social selling professionals that are taking an account-based marketing and selling approach gains 45% more opportunities.

Should Salespeople Prospect Anymore?

Your Sales Management Guru

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. In this format there maybe a series of marketing campaigns, tele-sales people and a well-designed CRM reporting system.

What Microsoft's Acquisition Of LinkedIn Could Mean For B2B Marketers

bizible

Microsoft’s acquisition of LinkedIn holds enormous potential for helping B2B marketers reach their audiences and improve revenue generation. Announcing the reinvention of productivity and business processes, Satya Nadella, CEO of Microsoft, explains : As these experiences get more intelligent and delightful, the LinkedIn and Office 365 engagement will grow. But what about Outlook?

Everyone is Talking about Social CRM. Few are Doing It.

It's All About Revenue

by Jesse Noyes | Tweet this If your organization hasn’t adopted social CRM , don’t feel so bad. Social CRM may seem like the topic du jour, but in reality most of the market isn’t adopting the principles or technology needed to truly make it work. This is the current state of social CRM adoption – at least according to Awareness Inc., It never pulled the whole thing off.

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How to Get Started with Social CRM

It's All About Revenue

by Jesse Noyes | Tweet this Today’s post is adapted from the Grande Guide to Social CRM , written by the well-known social CRM thinker, Paul Greenberg. There’s a lot of talk about social CRM these days, but precious little action. This is at least partly, if not wholly, due to a misunderstanding of what social CRM is. Want more advice on social CRM?

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B2B: Involve Your Sales People in Social Media Marketing and CRM Now

Conversionation

In many B2B companies, especially those with a longer sales cycle (or buying cycle if you will), there is at least one division where employees meet customers and prospects without sitting behind their computers and campaign or CRM dashboards all the time: sales. All these people-to-people interactions lead to a perception of your company and brand by your clients and prospects.

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How to Tie Your LinkedIn Ads to Revenue

bizible

LinkedIn is clearly one of the top platforms for B2B marketers to target prospects. According to the LinkedIn Ads Benchmark Report 2016 , over 35% of marketers on LinkedIn are unsure if they consider their efforts a success. LinkedIn, to their credit, has also taken measures to help marketers understand the performance of their campaigns. Not ready to run?

Finding The Path To The Perfect World Of Prospecting

Sales Prospecting Perspectives

Resourcefulness while prospecting and making smarter dials and emails is crucial to inside sales success. Pressing 0# can be useful, but more and more organizations are only providing their operators with a list of names without departments or titles. quick search within your company’s CRM or even a search engine can frequently get you the contacts you need.

Mega-List of Features in Marketing Automation (That You Won’t Find in CRM)

Modern B2B Marketing

by Jon Miller A common question I hear from marketers is “I already have a CRM system (e.g. salesforce.com, Microsoft Dynamics CRM), so why do I need marketing automation ”? Many CRM systems have a module for marketing. Architecture of Marketing Automation versus CRM. Features and Capabilities of Marketing Automation versus CRM. Common features of a CRM system.

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The Past And Future Of sCRM In Prospecting And Selling

Sales Prospecting Perspectives

Sales Prospecting Perspective is pleased to bring you a guest post from Jon Ferrara, CEO of Nimble , a social CRM solution. Five years ago, few people thought social networks or social channels like Twitter and Facebook and LinkedIn should be on their business radar screens, and now “Social” is the business buzzword of the day. In particular, I think one area that is not getting enough attention is using social CRM for lead qualification. The places your prospects hang out in the social stream are opportunities to lay the groundwork for a relationship of trust.

The Key Marketing Automation Players On Your Team

ANNUITAS

every organization, regardless of how big or how small, there are team members that must be available and sufficiently trained to make the most of your marketing automation implementation. Without these key players, you risk being able to execute programs and campaigns that support the business and integrate the system with your CRM to effectively to maximize opportunities and track revenue.

3 Sales Prospecting Tools You Can’t Live Without

Sales Prospecting Perspectives

” Obviously I was in shock from this answer to think that inside sales organizations like this still exist, and it really got me thinking about how critical teleprospecting tools are when it comes to the success of inside teams. There’s such a wide array of prospecting tools available for inside sales teams, but I have narrowed down my top three must haves: 1. A CRM System with Standardized Best Practices – By now, most companies have some kind of CRM system in place to manage all accounts, contacts, pipeline, etc.

Use Content Curation to Create Leads on LinkedIn. Really!

NuSpark

That’s why content marketing has taken off; it’s a way to communicate a problem/solution to a prospect. If that prospect, reads, engages, or downloads, he or she has shown interest in a topic.  Which brings us to social media, and, more specifically for this post, LinkedIn.  For an overall picture of LinkedIn usage, I urge you to check out this Marketing Prof Infographic.

How to Win at LinkedIn Sponsored Updates

Modern B2B Marketing

You might want to add LinkedIn Sponsored Updates to your social advertising arsenal. Unlike their predecessor (LinkedIn text ads) these posts appear in your audience’s update feeds, giving them a more organic appearance. Here’s a screenshot of LinkedIn’s targeting options: Check out the “Audience” tab on the top right. Or simply searching for a new tactic to try?

Got Dynamics? Why You Need Act-On, Too

Act-On

John Neeson, cofounder and managing director of SiriusDecisions, cited convincing data from one of the firm’s 2015 research studies: Cross-functional alignment* (which, unlike other growth factors such as market conditions, is wholly within the control of the organization), is responsible for between 5 percent and 36 percent of B2B growth. For each prospect, your sales team will know.

5 Ways AEC Marketing Professionals Can Make an Impact on an Organization’s Bottom Line

Hinge Marketing

Traditional thinking leads even more priority and support placed on an organization’s technical and operations professionals: the ones that traditionally get the acclaim for doing and delivering the work. Look for someone outside of the marketing function within your organization that really “gets” it or that has a particular interest or knack for business development.

Is It Ever Alright to Nag Your Prospects?

Sales Intelligence View

There is a good conversation on the Social Selling University LinkedIn group that is worth sharing. “Is it ever alright to nag or pester your prospects?&# It’s a fine line that I used to walk when managing a territory. Your forecast shows a deal, you have a close date set and then the prospect goes radio silent and falls off the grid. linkedin Sales Sales 2.0

The Best Sales Groups on LinkedIn

Sales Intelligence View

LinkedIn has quickly become one of the most effective and business-savvy social networking sites. Sales professionals are able to take advantage of valuable insight about prospects and peers, in turn developing a strong network that translates into increased productivity through resources, tips, advice and much more. To help those in the sales industry, the following groups and channels are among the most influential and valuable on LinkedIn. Let’s share our experiences: Sales development, marketing, CRM, productivity and trade performance, team management and more.

There is No Magic in Closing More Deals With Sales Intelligence

Sales Intelligence View

Closing more opportunities is the goal of any B2B sales organization. None of this is possible in B2B sales without having conversations with the prospects and other stake holders. Prospecting Sales 2.0 Sales Intelligence B2B b2b sales CRM crm 2.0 linkedin Microsoft Dynamics netsuite oracle crm on demand sales enablement sales productivity sales techniques social intelligenceFill the funnel and work the leads through a cycle that ultimately brings in revenue. The challenge that most sales people are having is that decision [.]. customer 2.0

Microsoft Dynamics CRM and InsideView

Sales Intelligence View

Front row @ #CONV12 CRM keynote. The integration of InsideView with Microsoft Dynamics CRM is the result of the two companies’ focus on reimagining CRM to create a fantastic and productive experience by providing useful, actionable insights about customers and prospects to sales professionals,” said Dennis Michalis, General Manager, Microsoft   Dynamics CRM.

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A Complete Strategic and Tactical Sales Guide

HG Data

You can contact and learn more about Mike via his LinkedIn profile. . Sales & Marketing Uncategorized CRM HG Data inside sales inside sales rep lead gen lead generation lead generation program leads Marketing Mike Grossman outside sales prospect qualified opportunity Rules of Engagement sales sales cycles sales management sales organization sales process SDR SDR Leader SDR team Startup target accountsTechnology and data are great, but good selling techniques and good sales management cannot be overlooked.

It’s Time to Kill Off Your Dreary Customer Reference Program

B2B Marketing Unplugged

The average B2B organization spends $250,000 on their retention program each year. The prospect who has asked to speak to a real user is similarly not stupid enough to suppose that you are going to put a Detractor on the other end of the phone. They are sending emails to buddies, they are asking about you in LinkedIn groups, they are seeing what the buzz is at industry events.

Have No Fear: Why Sales Teams SHOULD Be On Social Media

Sales Intelligence View

Social media has become a defacto marketing tool for any organization, but it’s incredible how scared sales managers and teams still are of letting their sales reps join the sales 2.0 Prospecting Sales 2.0 Sales Intelligence Social CRM Social Media Tips Social Selling B2B b2b sales crm 2.0 facebook Inbound Marketing jigsaw linkedin Microsoft Dynamics netsuite oracle oracle crm on demand Sales Sales Data sales productivity Salesforce salesforce.com social intelligence social media social selling twitter Web 2.0party. customer 2.0

InsideView Brings Added Sales Intelligence to Users of SAP CRM

Sales Intelligence View

Business Insights, Contacts and News Immediately at Fingertips of Users of SAP CRM 7.0. InsideView, a sales intelligence leader, today announced its InsideView CRM Sales Intelligence 2.0 solution is now SAP-certified for integration with the SAP® Customer Relationship Management (SAP CRM) application 7.0, for SAP CRM 7.0. customer 2.0 Enterprise 2.0 Sales 2.0

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CRM+ When Regular CRM is No Longer Enough

Sales Intelligence View

Adds Intelligence to the Social Enterprise with Launch of CRM+. For example, it’s a no-brainer to have current contact information on a prospect, but what about a holistic view of how you’re connected through former reference customers? InsideView CRM+ does this within workers’ process flow within their existing CRM platform. said Umberto Milletti, CEO of InsideView.

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10 Ways B2B Salespeople Should Be Leveraging Social CRM

WindMill Networking

Are you leveraging your social CRM? have been a CRM user since the late 80’s having started with a DOS based product called TeleMagic. Back then they were called Contact Managers so let’s call them CM’s for short. I’m really not sure when somebody came up with the brilliant idea to change that moniker to CRM or, Customer Relationship Management. It puts the “R” back into CRM.

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Increase the Efficiency of Prospecting with New B2B Cross-Channel Marketing Sales Tools

It's All About Revenue

The evolution of the buying process that has created a shift of control to the consumer has forever changed the way sales and marketing approach and engage their prospects. To mend this challenge of sales and marketing alignment, sales people need real time data on their buyers and easy, anytime access to relevant content that can be seamlessly sent to prospects. Product News

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Microsoft Dynamics CRM and InsideView

Sales Intelligence View

Front row @ #CONV12 CRM keynote. “The integration of InsideView with Microsoft Dynamics CRM is the result of the two companies’ focus on reimagining CRM to create a fantastic and productive experience by providing useful, actionable insights about customers and prospects to sales professionals,” said Dennis Michalis, General Manager, Microsoft Dynamics CRM.

Increasing Customer Engagement …Do You Matter to Your Prospects and Customers?

LEADership

We see “leads”, “prospects”, “customers”, “lists”, “data”—do we see people somewhere in all this? No matter how advanced your CRM system, sales automation software, email marketing engine and whatever other technology/tools you use for lead generation may be, there are some simple ways in which you can start counting real, valuable relationships. It’s all good, I enjoy the adventures.

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Your Top Questions on "Social Selling" Answered by LinkedIn, Evernote, and HubSpot

Hubspot

It''s a crucial part of how successful sales teams communicate with their prospects. That''s why last week, HubSpot, LinkedIn, and Evernote hosted a webinar to discuss how organizations can align their sales and marketing teams to develop the tools that make social selling work through context, content, and collaboration. Koka Sexton, LinkedIn. Koka Sexton, LinkedIn.

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How do your successful salespeople leverage social media for selling? Part 1

Sales Intelligence View

Use your existing connections and networks to actively pursue new introductions. “It’s so easy, on sites from LinkedIn to Facebook and more, to see who your existing ‘friends’ and connections already know. On LinkedIn, for example, you can quickly search for contacts you want to meet based on which of them are already connected to people in your existing network. Successful salespeople are also using social media to identify the relationships that their prospective clients have to other people they already know. Recently, I called on a major prospective client.

Microsoft Dynamics CRM and InsideView

Sales Intelligence View

Front row @ #CONV12 CRM keynote. The integration of InsideView with Microsoft Dynamics CRM is the result of the two companies’ focus on reimagining CRM to create a fantastic and productive experience by providing useful, actionable insights about customers and prospects to sales professionals,” said Dennis Michalis, General Manager, Microsoft   Dynamics CRM.

The Death of Cold Calling – Ending the Debate

Sales Intelligence View

Cold calling is the process of approaching prospective customers or clients, typically via telephone, who were not expecting such an interaction. Ken Rouge wrote in Predictive Sales Intelligence Will Redefine CRM and the Sales Process that “ InsideView proves that the value of social media increases exponentially when it can be applied directly to the sales/buying cycle.

How Social Selling Changes Everything for Marketing

It's All About Revenue

by Jesse Noyes | Tweet this Today’s guest post comes from Ralf VonSosen, who currently leads marketing for LinkedIn’s Sales Solutions business.  He has been a leader in the world of CRM and Sales Solutions for over 15 years.  He is passionate about the ability of technology to create more meaningful professional relationships that result in higher performance. Ralf VonSosen.

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How Much is Your Address Book Worth?

B2B Lead Generation Blog

” Fast forward 25 years and now we carry our cell phones, which have instant access to our address book, CRM, LinkedIn and other network applications and can easily connect you with millions of people around the world instantly. There are free digital groups you can join such as LinkedIn Groups and Twitter that allow you to get really close to your targeted prospects.  . believe in the law or principle of reciprocity when prospecting. MEx : What are some unique tools you use to connect with build relationships  (other than phone, email, and LinkedIn)?  .

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Increase the Efficiency of Prospecting with B2B Cross-Channel Marketing Sales Tools

It's All About Revenue

The evolution of the buying process that has created a shift of control to the consumer has forever changed the way sales and marketing approach and engage their prospects. Not only do B2B salespeople struggle to tailor the customer journey to prospect needs, but they also can spend up to 30% of their time looking for the right content to serve their customers. Product News

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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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Pssst. Trade Shows Suck at Lead Generation. Pass it on.

B2B Marketing Unplugged

Oh, and let’s back out the other vendors, students, speakers, organizers and those Shriners who showed up a week early for their own event. If you were organized enough to set up a quiet lunch or dinner, good for you. So trade shows are not the best ways to move prospects through the Funnel of Love. Sales squirrels ignoring you? ” “The quarter is doomed!”

The Age of the Buyer – How do you prepare?

Sales Intelligence View

What is going to happen when a prospect asks a question about YOUR market or a complaint about YOUR company on Twitter or LinkedIn? lead today can be a complaint on Twitter, a question on LinkedIn, or a discussion on a Facebook page.” Platforms such as Twitter, LinkedIn, and Facebook are groups of business professionals asking questions about YOUR business. customer 2.0

Is Sales Training a Component of Sales Enablement?

Sales Intelligence View

This post originally appeared on the Focus.com Group, where InsideView regularly contributes articles about leveraging social media and technology for sales organizations. Prospecting Sales 2.0 Sales Intelligence B2B b2b sales CRM crm 2.0 Inbound Marketing insideview jigsaw linkedin marketing Sales Sales Data sales productivity salesview social selling Web 2.0Companies of all sizes that focus on their sales teams have to put effort in building them into superstars. If the sales people are going to be unleashed into the world to follow [.]. customer 2.0

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