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


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


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?

Tools and Tips for Outbound Sales Prospecting

Modern B2B Marketing

Author: Ernesto Castillo In my last blog , I explained why account-based marketing is important in outbound prospecting and how it should be used for account profiling and prioritization. In In this blog, I’d like to take it to the next level and touch on the importance of adding outbound prospecting into your sales development structure and processes. Tips for Outbound Prospecting.

6 Email Prospecting Tools Every Inside Sales Rep Should Be Using

Sales Prospecting Perspectives

As an inside sales rep, your call plans most likely include effective email prospecting strategies. You’re inundated daily by messages from clients, prospects, marketing, and more. For many inside sales reps, email is one of the most powerful prospecting tools. Streak - A CRM in Your Inbox. Related Email Prospecting Articles: Top 5 Email Prospecting No-Nos.

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.

How even social media & social selling experts are getting LinkedIn wrong – Part 2


In my last post , I started to show how even the most recognized social media and social selling authors, experts, and consultants are getting LinkedIn wrong. Here is the actual LinkedIn summary for Judy Schramm , CEO of ProResource Inc., You will be proud of the way you look on LinkedIn. Or take advantage of our LinkedIn training and coaching programs. Have a great day.”

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.

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


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


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?

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., 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 HACKIES: How to hack your CRM for ABM, switching from leads to contacts and accounts


You can register your vote in the contest by sharing it on social media, especially LinkedIn, Facebook, and Twitter. When any organization endeavors to implement account-based marketing, there comes a point where their reporting framework must follow suit. Technical “Hacks” when Switching your CRM to ABM. Strategic “Hacks” when Switching your CRM to ABM.

The Key Marketing Automation Players On Your Team


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!


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


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

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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.

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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 social intelligence social media social selling twitter Web 2.0party. customer 2.0

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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.

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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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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.

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

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?


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


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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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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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.

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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.

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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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