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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?

What Is CRM? [FAQs]


Today’s question of the day: What is CRM? If you run a small business or work in sales, you''ve probably heard of CRM. The annoying thing about CRM is that even when you find out what the letters stand for, you might still have no idea what this stuff is. What Is CRM? Some systems also incorporate feeds from social media such as Facebook, Twitter, LinkedIn, and others.

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Exciting new tools for B2B prospecting


Early examples of this exciting new trend in prospecting were Jigsaw, a business-card swapping tool that allowed sales people to trade contacts, and ZoomInfo, which scrapes corporate websites for information about business people and merges the information into a vast pool of data for analysis and lead generation campaigns.  Are they growing?  Near an airport?  Unionized?  Minority owned? 

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., Everyone is Talking about Social CRM.

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I put my Sales money where my CRM mouth is


No matter what I did, I couldn’t cotton to the universally-adored  customer relationship management (CRM) and ended up just giving them money. When I bought into this most-respected CRM I thought I bought myself a  Millennium Falcon to play with; instead, I bought a big box full of Legos. The post I put my Sales money where my CRM mouth is appeared first on Biznology.

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Social Selling: 10 Actionable Tips From LinkedIn’s Koka Sexton

It's All About Revenue

This assessment comes from “the source” — or LinkedIn’s Senior Manager of Social Marketing, Koka Sexton , who shared some serious scoop about the effectiveness of social selling during a webinar hosted by Demand Gen Report this week. The The webinar titled  “Adding Social Fuel To Demand Generation Programs” underscored the fact that, because buyers like to access content and information from their peers, there is a huge opportunity to cultivate more meaningful roles on channels where information exchange thrives (like LinkedIn and Twitter). They know it’s effective. SocialDG.

Video: How to Use LinkedIn’s Advanced Search Feature to Find Prospects


LinkedIn is an amazing social media platform to help marketers and salespeople alike find and engage with prospects.  There are many books, blogs, and guides that discuss how to use LinkedIn. The benefits for using LinkedIn for prospecting are many: Using search tools for identifying those prospects. How do you use LinkedIn for prospecting for leads?

LinkedIn and Salesloft: Your Ultimate Tools for Sales Prospecting

Sales Prospecting Perspectives

This is a sales blog, so if you are reading this, you’re most likely already a Linkedin pro. If not, you should check out our guide to resourcefulness , which includes basic information about how to get started on LinkedIn. LinkedIn is widely used for many different reasons, but no matter what, you should always try to maximize your return. For me, it is almost always Linkedin.

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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5 Ways to Boost B2B Sales Through LinkedIn Social Selling

Modern B2B Marketing

In this blog, I’ll cover five strategies  to use LinkedIn to drive significant revenue for your company: 1. Add Prospective Customers and Share Their Content with Your Network. This is especially important to do if your lead is publishing original content on LinkedIn. Remember though, when you invite your prospect, always send them a tailored request to connect.

Tips for Choosing a CRM System that Will Please the Entire Firm


As a B2B marketing consultant, I know that a well-maintained client and prospect database (or lack thereof) can make or break a marketing campaign. More importantly, the right CRM system allows marketers to measure the ROI of a series of "touches" via long-term client development strategy. Be careful to cover all of these when choosing a CRM system.

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Microsoft Buys LinkedIn for $26.2 Billion: Get Ready for Software Vendors as Data Owners

Customer Experience Matrix

billion acquisition of LinkedIn. This is fascinating since Microsoft intersects with LinkedIn in several areas: Dynamics CRM software, Office productivity software, and Bing online advertising. LinkedIn is primarily a social network with revenue from subscriptions, recruiting services, and advertising. But Microsoft’s announcement suggests it is primarily interested in using LinkedIn’s data for other purposes, such as enhancing the effectiveness of Office and CRM users by showing information about their contacts and potential contacts.

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. quick search within your company’s CRM or even a search engine can frequently get you the contacts you need. Once you’ve been prospecting for awhile, you should accumulate quite a few contacts within your internal database. Don’t worry; you’re only just getting started.

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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How to Increase Open Rates and Better Engage Prospects


Wouldn’t it be nice if we could all instantly increase our effectiveness at engaging sales prospects or even better, our dream customers? Ways to Increase Open Rates and Better Engage Prospects  . 1. Even better, this subject line was very personalized, referencing that specific prospect’s alma mater and football team. Here are a few examples that our SDRs have come up with: “Would you rather: CRM metrics or Beef Jerky?”. “My mom will NOT get off my back about productivity.”. Look for any recent news about your prospect or their company. Intrigue. Humor.

6 Rookie Mistakes You Might Be Making on LinkedIn


It seems every day there is more evidence to show that LinkedIn is an incredible tool for creating strategic relationships, boosting your reputation, and generating more leads. If you aren’t getting the results out of LinkedIn that you were hoping, consider asking yourself if you are making any of the following mistakes. Why This Makes Your Connections Cringe. What to Do Instead.

Initial Reaction to a LinkedIn CRM Poll

Sales Intelligence View

I responded to a poll on LinkedIn asking “What is your primary Client Relationship Management (CRM) software that you use?&# and then took a peek at the results. I’ve been focusing a bit more on LinkedIn for sales people lately since it is the primary social network for companies and professionals. Social CRM Software Tools Technology B2B b2b sales CRM crm 2.0 linkedin Microsoft Dynamics netsuite oracle oracle crm on demand Sales Sales Data Sales Intelligence sales prospecting Salesforce salesview sCRM

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


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. The Power User knows the ins and outs of your company’s marketing automation infrastructure, the integration with your CRM platform, third party integrations (i.e. The CRM User.

Got Dynamics? Why You Need Act-On, Too


As Matt Heinz, president of Heinz Marketing said: In a nutshell, the only thing CRM systems do is organize your information. They keep track of your sales, but they don’t engage your prospects. If set up and managed well, you can sit back and do nothing and the system will drop interested prospects in your lap … I don’t actually recommend someone choose one or the other.

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.

Contactually is a flawed secret weapon


As you may have read previously in  I put my Sales money where my CRM mouth is  and remember to market to your own influencer network. I As you know, I have been sending out at least 300 love notes to 300 of the 7,800 folks with whom I have connected with on LinkedIn — and most of whom I have never met in real life. Nothing’s perfect. It doesn’t look good at all.

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3 Sales Prospecting Tools You Can’t Live Without

Sales Prospecting Perspectives

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. Aside from the obvious benefits of a CRM system, the most important aspect of a CRM system is that your company’s business objectives and methodologies are aligned with the tool. Linkedin is a great resource, as well as Netprospex. 3.

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. encourage you to restrain your enthusiasm. right. anything.

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March 2011 Release – New Company Profile Design, Prospect List Sorting, and seamless export to Microsoft Dynamics CRM

Sales Intelligence View

Microsoft Dynamics CRM Users – Seamless Export & Sync. We’re also doing a better job of summarizing the number of contacts available at company and how you connect to them (including our Smart Connections, your LinkedIn connections , or your Facebook friends.) Think of it as a dashboard for prospecting, qualifying, and your engaging customers. Enjoy!

Microsoft buys LinkedIn: the largest martech acquisition in history?


Last week, Microsoft announced that it was acquiring LinkedIn for a whopping $26.2 If you skeptically raised one eyebrow with that last statement, you might be thinking, “Umm, LinkedIn isn’t really a marketing technology company.” LinkedIn Sales Navigator is a great example of the company marketing this capability. Acquiring LinkedIn changes that.

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. Want to learn more about social marketing on LinkedIn?

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

Lattice Engines Automates All Steps in Prospect Discovery

Customer Experience Matrix

It uses these patterns to identify the best current prospects for each outcome, and makes the lists available to marketing systems or sales people. The company also monitors Twitter, Facebook company pages, Quora, and LinkedIn profiles of people within each sales person’s network. But the Internet has exponentially grown the amount of data available and made it easily accessible.

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Gamification of the Sales Process

Sales Intelligence View

Prospecting Sales 2.0 Social Media Tips Social Selling achievement B2B b2b sales CRM crm 2.0 facebook gamification jigsaw linkedin Microsoft Dynamics netsuite oracle rainmaker Sales Sales Data Sales Intelligence sales process sales productivity Social CRM social media SugarCRM twitter unlocked winnerWhat is Gamification? 65% of Xbox gamers are male.

A Simple Guide to Setting Up Your First LinkedIn Ad Campaign


Most of us have figured out that LinkedIn is a fantastic tool to network with like-minded professionals. But what about using LinkedIn for marketing ? More and more marketers are turning to LinkedIn to promote their products, services, and content. But you have more power at your disposal with LinkedIn than you might realize. LinkedIn also has a powerful ads platform.

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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.

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.

There is No Magic in Closing More Deals With Sales Intelligence

Sales Intelligence View

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 intelligenceClosing more opportunities is the goal of any B2B sales organization. Fill 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

Marketing Automation, Meet Customer Communication

B2B Marketing Unplugged

We know that as we lure our prospects toward the top of the selling process, there is a fine balance between gentle encouragement to discover more and a smothering desperation to pry money from their fingers. How is it we know our prospects’ first names until they shift from the sales database to the customer database, at which point they become “Dear Valued Customer”?

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

B2B Marketing Unplugged

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. We just aren’t good at it. You call them references; I call them a giant waste of time.

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

Sales Intelligence View

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 2.0Social 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 party. 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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