• MADISONLOGIC B2B WHITE PAPERS  |  MONDAY, JANUARY 26, 2015
    [CRM, Process] Improving ROI with Marketing Optimization
    process. The optimization process also considers the element of time,” said Raj. and considers hundreds or thousands of variables – a serious processing task. This kind of processing power delivers more accurate optimization results, because you can analyze against the entire set of customer data, not just a. Market.
  • MADISONLOGIC B2B WHITE PAPERS  |  MONDAY, JANUARY 26, 2015
    [CRM, Process] Start engaging from the first click in the Customer Journey
    Enabled by the Internet, prospects and customers are taking control of the buying process and revealing far. We need better processes for shortening the period of anonymity; for eliminating the marketing blind spot. VP of customer relationship management (CRM) strategy for a global financial. All Rights Reserved. general way.
  • MADISONLOGIC B2B WHITE PAPERS  |  MONDAY, JANUARY 26, 2015
    [CRM, Process] Interactive 24x7 Content: Why Online Presentations Belong in Every Digital Content Strategy
    LMS, CRM, and. other systems Connections to LMS, CRM, and other systems. LMS, CRM, and. before they enter the active sales process. At every level of the sales process, interactive online. salesperson with the final stages of the sales process. Belong In Every Content. The contenders? Each has its own.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JANUARY 26, 2015
    [CRM, Process] 15 Tips to Generate More Leads in 2015 (Part 3, featuring tips 11-15)
    The re-engagement process has to start with a human being. You need an intelligent process to identify the person’s function and role in the company, rather than going by title. With a recent MECLABS partner, we developed a process for determining a contact’s function in the company based on a series of conversations.
  • CUSTOMER EXPERIENCE MATRIX   |  SATURDAY, JANUARY 24, 2015
    [CRM, Process] New Marketing Automation Options for Small Business in the VEST Report
    The system has an impressively broad scope, adding full Web site creation to the usual all-in-one mix of email, lead scoring, landing pages, and CRM. In other words, although GreenRope describes itself as “CRM and marketing automation,” it actually extends beyond those functions to manage activities throughout the business.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JANUARY 22, 2015
    [CRM, Process] The State of Marketing Technology in Asia
    David is a strong advocate for the business value that marketing and communications add at every level of the sales funnel, from building brand awareness, to engaging customers, to driving sales, to CRM. Salesforce.com or other CRM systems should be integrated with outbound messaging. This process is hard, expensive, and takes time.
  • CMO ESSENTIALS  |  THURSDAY, JANUARY 22, 2015
    [CRM, Process] Seven Simple Ways to Screen Marketing Candidates — Just by Looking at Their Resumes
    'Have you ever received a resume from a marketer that you just knew, at a glance, would not proceed in the hiring process? If the writing isn’t concise and straight-forward, chances are the candidate’s thought process isn’t either. Here are seven red flags to watch for when looking at candidate resumes for your marketing team.
  • MARKETING ACTION  |  THURSDAY, JANUARY 22, 2015
    [CRM, Process] Chris Kiersch on Best Practices for Choosing and Implementing a Marketing Automation Solution
    But in many cases we felt that we first needed to implement the marketing automation platform and then move into the CRM integration. CRM integration is really important as well as scalability. CHRIS : We have implemented processes in our own organization that are implemented for companies who are big and small. LEO : I agree.
  • 3D2B  |  TUESDAY, JANUARY 20, 2015
    [CRM, Process] Turn Leads into Qualified Leads - How to Rock Sales Development in 2015
    The sales lead management teams are at their desks with easy access to your customer relationship management (CRM) system. It enables companies to track the flow of leads and conversion rates more precisely, gaining the insights necessary to improve sales processes and optimize conversions. 'How to rock sales lead development?
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JANUARY 19, 2015
    [CRM, Process] The B2B Sales Development Rep's Guide to Data Management
    In order to effectively clean up your data, you have to start small and ensure that the process does not become overwhelming. Create a process and stick with it. If you share a database with others, creating a simple process that works for everyone will improve efficiency throughout your organization. Consistency is key!
  • CMO ESSENTIALS  |  MONDAY, JANUARY 19, 2015
    [CRM, Process] Perfecting the Personalization Puzzle for Mobile Marketing
    It really comes down to measuring the ROI and deciding what a company’s budget will allow from a people, process and technology standpoint, to get farther along this spectrum. Match this new profile to an existing CRM profile in batches or real-time. However, these are tactics, not strategies. didn’t think so. purchase history).
  • HINGE MARKETING  |  WEDNESDAY, JANUARY 14, 2015
    [CRM, Process] The Art of Advanced B2B Email Marketing: Email Rendering
    While you can test HTML email rendering manually by setting up email accounts on all of the email platforms and clients and sending test emails to each one, this process can be very time-consuming. It’s important to keep in mind that using content insertion can have a big impact on the production process. Variable Substitution.
  • VOICE-BASED MARKETING  |  TUESDAY, JANUARY 13, 2015
    [CRM, Process] Supercharge Your Data Capture by Integrating your Call Data with Your CRM Platform
    'Automation has taken many steps towards reducing the overwhelming amount of data that is usually entered into a CRM system. The more things that can be automatically logged in your CRM, the better your data will be and the more time your sales and support reps can spend working with your customers. So why not automate this process?
  • HINGE MARKETING  |  FRIDAY, JANUARY 9, 2015
    [CRM, Process] Understanding Your B2B Website: 10 Key Terms to Know
    CRM – Customer Relationship Manager. CRM uses technology to organize, automate and synchronize sales, marketing, customer service, and tech support. The process of affecting the visibility of a website in a search engine's "natural" or "organic" search results. Who are your key website audiences? to one’s inbox.
  • ANNUITAS  |  THURSDAY, JANUARY 8, 2015
    [CRM, Process] How to Have a Successful Marketing Automation Implementation
    Marketing automation is not a one size fits all approach and each implementation must be done to align with the current business systems and processes currently in place. Integration with your CRM. Ensure you have the business owners in the room when you are discussing changes to your organization’s CRM platform. Summary.
  • B2B LEAD BLOG  |  WEDNESDAY, JANUARY 7, 2015
    [CRM, Process] Marketing Big Data: Start this Year with a Plan
    After doing thousands of Data Health Assessments we’ve found that on average companies are missing as much as:    70% of the industry data needed for segmentation, nurturing and targeting.    80% of the employee & revenue data needed for routing, targeting & segmentation.    60% of phone to help scale the selling process. Which 25%?
  • CMO ESSENTIALS  |  WEDNESDAY, JANUARY 7, 2015
    [CRM, Process] Why Your Lead Nurturing Program is Always Wrong…
    That’s why when it comes to lead nurturing, research shows that the Best-in-Class are 130% more likely to have a process in place to analyze performance all the way down to specific pieces of marketing content when compared to All Others. 'Let’s say you’re a well-seasoned, sophisticated, data-driven marketer and demand generation maven.
  • MARKETING ACTION  |  MONDAY, JANUARY 5, 2015
    [CRM, Process] 87 New (Really) Marketing Automation Stats
    CRM, social, web, mobile), and (3) ease of use. When comparing the eventual winning vendor to the rest of the considered vendors, 61% of respondents agreed that the winning vendor delivered a better mix of content appropriate for each stage of the purchasing process. use marketing automation in conjunction with CRM. Not at all.
  • BIZNOLOGY  |  WEDNESDAY, DECEMBER 31, 2014
    [CRM, Process] Exciting new tools for B2B prospecting
    Leadspace’s process begins with constructing an ideal buyer persona by analyzing the marketer’s best customers, which can be executed by uploading a few hundred records of names, company names, and email addresses.  'Finding new customers is a lot easier these days, what with innovative, digitally based ways to capture and collect data. 
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, DECEMBER 26, 2014
    [CRM, Process] LeadLiaison Helps Marketing Automation Users Break the Content Bottleneck
    Content can be linked to a social media publishing process that can release it immediately, schedule it for the future, or add it to a “buffer” of materials that are released at predefined intervals. Salespeople can also send through Gmail , Salesforce.com , or Microsoft Dynamics CRM. There is also an integrated phone dialer.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, DECEMBER 23, 2014
    [CRM, Process] 3 Important Sales Trends & Predictions for 2015
    We get maximum leverage in our customer acquisition process when we use technology for what it’s good for, then pair that with humans doing emotion-based jobs, like interacting with qualified leads. 'Here are three trends I see in the sales world, paired with predictions on where those trends will take us. TREND #1: Content Fatigue / Focus.
  • VOICE-BASED MARKETING  |  TUESDAY, DECEMBER 23, 2014
    [CRM, Process] Four Key Questions to Address in Strategizing for 2015 Search Marketing
    Below are the four key questions to address in this process that will help inform your 2015 search marketing budget and plan. 'It’s the time of year when we B2B marketers spend our days diligently planning, strategizing, and budgeting for the New Year. Question one: “Did we see a positive ROI from search marketing in 2014?” What did we miss?
  • WINDMILL NETWORKING  |  MONDAY, DECEMBER 22, 2014
    [CRM, Process] Social CRM: Show Your Human Side For Business Success in 2015
    'As sales and marketing teams clamor to produce reports and end 2014 on a high note, it is also a perfect time to audit processes and look holistically at what took place over the last 12 months. Are your team […] Author information Rachel Miller Rachel Miller contributes a monthly column on Social CRM. Social CRM
  • ANNUITAS  |  THURSDAY, DECEMBER 18, 2014
    [CRM, Process] Nurture Content Failure
    successful MAS instance has a lot of moving parts to consider – from the process-oriented questions of lead management and the handoff to sales, data quality and data management questions associated with new lead records (and old ones), CRM integration, and more – so it not surprising that most Enterprises struggle with marketing automation.
  • MARKETING ACTION  |  THURSDAY, DECEMBER 18, 2014
    [CRM, Process] Global Software Provider Mikogo Uses Marketing Automation to Drive Results
    He turned to Act-On Software because he was looking for a budget-friendly solution that would integrate seamlessly with their Salesforce customer relationship management (CRM) system. 'Rapid growth, lots of leads, and a busy sales team. Sounds great, doesn’t it? Too Many Leads, Not Enough Time. Results that Lead to Revenue.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, DECEMBER 17, 2014
    [CRM, Process] 5 Steps to Successfully Build Your Company's Sales Development Efforts
    Whether they''re Sales Development Representatives (SDRs), Market Development Representatives (MDRs), or simply inside sales, their role is a critical and strategic part of an efficient, scalable sales process. Build a process. And they’ll need all of this enabled and embedded in your CRM system. Do the math. How often?
  • MARKETING ACTION  |  TUESDAY, DECEMBER 16, 2014
    [CRM, Process] Sales and Marketing Alignment vs. Integration, Part 3: Accountability
    So we had a lot of dialogue, a lot of interaction, a lot of – there were some sales reports, marketing reports, both systems were accessed, the marketing automation as well as the CRM. This blog post is an edited transcript of the third part, accountability. Read part 1 and part 2 , and be sure to watch the webinar  to get the whole story.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, DECEMBER 15, 2014
    [CRM, Process] Share Your Marketing Flair! Call for Nominations - 2015 Markie Awards
    Did you accelerate the process of identifying true prospects in a pool of suspects by capturing information along the customer journey, mapping digital touch points, and developing triggers? Then you need to instrument a process and activate the data. We are honoring excellence in modern marketing across 20 categories. Go for it!
  • HUBSPOT  |  MONDAY, DECEMBER 15, 2014
    [CRM, Process] 10 Inbound Marketing Myths It's Time to Leave Behind
    There is research, SEO strategy, creative thinking, careful analysis of writing and content, lead scoring, CRM integration, sales process engineering, workflow analysis, design and usability decisions, a variety of content formats, social media placement, testing and metrics, and a whole slew of other things. Hold on there, sport.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, DECEMBER 14, 2014
    [CRM, Process] Data Management: Essential Best Practices For Getting Started
    It’s the data that you have collected from the actions or behaviors of visitors to your website combined with data in your customer relationship management (CRM) systems, social media data, subscription data, or multi-channel data gleaned from mobile sites or apps. 'Data is the fuel of all our marketing activities. Reality Check.
  • MARKETING ACTION  |  THURSDAY, DECEMBER 11, 2014
    [CRM, Process] Get it in Writing: The Benefits of a Sales and Marketing SLA
    The end goal is better alignment between sales and marketing and an optimized process that accelerates your revenue cycle. Sam Boush: SLAs can apply in almost all business areas, but between sales and marketing there are a few key processes that SLAs should cover. Both sides must have a voice in the process. Qualifying leads.
  • TRADESMEN INSIGHTS  |  WEDNESDAY, DECEMBER 10, 2014
    [CRM, Process] 8 Tips on Generating High Quality B-to-B Leads
    Here are some tips on how you can improve your process: Create a plan  - that will include message, method of delivery, when to hand lead to sales and measuring ROI. This should be documented in a CRM system so we know why you’re gaining or losing sales. Define your USP  - What is your unique selling proposition? If not, why?
  • CMO ESSENTIALS  |  WEDNESDAY, DECEMBER 10, 2014
    [CRM, Process] Grab the Low-Hanging Fruit: How Best-in-Class Companies Leverage a 360-Degree Customer View
    For starters, the Best-in-Class are 66% more likely than All Others (63% vs. 38%) to integrate all their customer-facing CRM, marketing automation, contact center, help desk) with the vital back-office processes and platforms such as order management and ERP. Figure 1: Best Practices for High-Performing Customer Relationship Managers.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, DECEMBER 9, 2014
    [CRM, Process] NON STOP SALES BOOM
    That chapter alone will begin to reset your view of the sales process. As NonStop Sales Boom continues she explores the “new sales process”, while others have discussed this topic, I really enjoyed how Colleen took the time to explain how the various roles of the buyer and the salesperson must change and why they must change. Books
  • MARKETING ACTION  |  MONDAY, DECEMBER 8, 2014
    [CRM, Process] Sales and Marketing Alignment vs. Integration, Part 2: Driving Change
    Ask for sales to help in things like developing the process. Put a process and a system and a strategy in place that’s going to give them qualified opportunities, so they’re not wasting their time chasing tire-kickers. This blog post is an edited transcript of the second part, driving change. I’m a big sports fan.
  • MARKETING ACTION  |  SATURDAY, DECEMBER 6, 2014
    [CRM, Process] Which Marketing Software Applications Matter to B2B Marketers?
    Software for email marketing, customer relationship management, and web analytics can improve overall results by reducing manual processes, improving productivity, and providing much-needed insight into what works – and what doesn’t. Nor is it surprising to see CRM and marketing automation rounding out the top three. ” he says.
  • HUBSPOT  |  MONDAY, DECEMBER 1, 2014
    [CRM, Process] The 9 Best and Worst Questions to Ask in a Marketing Automation RFP
    'Recently, I came across a really depressing statistic about the marketing automation buying process: According to a study done by VentureBeat , 70% of marketers who purchase a system are either unhappy or only marginally happy with their software. Part of the answer is to ask the right questions during the software selection process.
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 1, 2014
    [CRM, Process] Marketing Automation: Lessons from 4 case studies
    SmartBear Software, a B2B cloud mobile software company, was rapidly growing and decided to implement CRM software and marketing automation software as a single process to ensure the two technology pieces would be easily integrated. Integration with the new CRM system. Scalability. Results? 2% increase in paid print subscribers.
  • VIDYARD  |  FRIDAY, NOVEMBER 28, 2014
    [CRM, Process] Oracle, Deltek, (and Vidyard!) Share How They’ve Used Video Analytics in Real Campaigns
    Give prospects different options according to commitment level and their stage in the buying process. It was very important for Deltek to start using video throughout the sales process, but without these insights, there wasn’t an obvious way to determine a video’s effectiveness. So … use that data! Aight? Campaign Overview. minutes.
  • VOICE-BASED MARKETING  |  WEDNESDAY, NOVEMBER 26, 2014
    [CRM, Process] How to Gain Insight on Conversion Metrics that Matter with Salesforce Campaigns
    Campaigns connect your marketing initiatives with your CRM to give you the complete picture on how your marketing activities are driving results. Automating the process for adding leads and contacts to campaigns can save a lot of time, as well as a lot of headaches. Enter the Salesforce campaign object. What about events as a whole?
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, NOVEMBER 26, 2014
    [CRM, Process] How to Start Referral Selling in 5 Steps
    Kick off your sales process and outreach. Look at your CRM and the contacts for potential outreach. in your CRM. Start your CRM infrastructure from there. As you move through the referral selling process, you’ll uncover your true brand, your partners and your new customers. Step 1: Build. Step 2: Reach Out. Step 3.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, NOVEMBER 21, 2014
    [CRM, Process] Sailthru Offers End-to-End Omnichannel Personalization for B2C Marketers
    Mongo is also fast and scalable and good for analytical processing in general. There are no standard integrations for marketing automation or CRM. This means that solution statements sound pretty much alike, even when the actual products are different. Sailthru is a good example. Perhaps I shouldn''t complain. customer profiles.
  • ANNUITAS  |  THURSDAY, NOVEMBER 20, 2014
    [CRM, Process] Why Don’t We Market To Our Customers?
    Data sits in different parts of the organization, CRM systems are full of duplicates, finance has their own database that consists of procurement contacts and there is no one database that provides a holistic view of the customer.  –          What is the data hygiene process? '* This post first ran in July 2014.
  • MARKETING ACTION  |  THURSDAY, NOVEMBER 20, 2014
    [CRM, Process] Lead Scoring Strategies for Agencies: Best Practices
    Lead Lizard serves clients from a multitude of industries around the world, and they’re dedicated to helping these organizations get more value out of their marketing automation and CRM systems. It’s an ongoing process, and if you let it run without fine-tuning it, it will break down. They also have a great logo.) Settling the Score.
  • HUBSPOT  |  TUESDAY, NOVEMBER 18, 2014
    [CRM, Process] How an A/B Test of Landing Page Form Copy Improved Lead Quality
    Which CRM you use. So this didn''t just help us get cleaner data at scale -- it helped make our sales process more lovable. 'When most people talk about getting quality lead information from forms, they usually talk about one tactic: changing the length of the form. The longer the form, the better quality the leads will be. right?
  • ENGAGE  |  FRIDAY, NOVEMBER 14, 2014
    [CRM, Process] How to Market Healthcare Affiliations, Partnerships and Mergers
    Once the answers were defined, a clear direction and understanding of brand values and objectives become the keys in guiding you through the process. Looking forward, this means integration around important efforts like a unified CRM solutions, call centers, website efforts, continued marketing integration. Constantly differentiate.
  • SOCIAL MEDIA B2B  |  THURSDAY, NOVEMBER 13, 2014
    [CRM, Process] 9 Steps to Highly Productive B2B Lead Generation
    Just like any other large problem, the best way to address this is to break the process down into bite-size pieces rather than trying to digest it all at once. You need to develop a lead generation process, and support it with robust systems and the right people in the right places. Create a Strategy. Start with the big picture.
  • HUBSPOT  |  WEDNESDAY, NOVEMBER 12, 2014
    [CRM, Process] The Ultimate Smarketing Glossary: 62 Common Sales Terms Explained for Marketers
    " An antiquated sales strategy that basically says everything a sales rep does throughout the sales process is in pursuit toward the singular goal of closing a deal. Adoption process. Another way of saying "the buying process." Buying Process/Cycle. Customer Relationship Management (CRM). Benefit.
  • B2B LEAD GENERATION BLOG  |  MONDAY, NOVEMBER 10, 2014
    [CRM, Process] Marketing Automation and SMBs – an Overview
    If you think about an enterprise-level company, automation is almost a requirement to augment the CRM software. You want them to be part of this process, one, because they’ve written those contracts. Lead Generation: Revamped marketing automation and CRM technology drives 75% more leads [MarketingSherpa case study].
  • BIZNOLOGY  |  THURSDAY, NOVEMBER 6, 2014
    [CRM, Process] Branding and data – the new alliance
    Some data was also recorded on the early CRM systems such as ACT. The increasing degree of relevancy of message and offer as an individual moves forward in their buying process. trade shows) that communicates the macro story and value proposition. Data – something needed for direct marketing, and alternately referred to as lists.
  • B2B LEAD GENERATION BLOG  |  MONDAY, NOVEMBER 3, 2014
    [CRM, Process] Introduction to Lead Management
    Lead management is a multi-stage process that manages the conversion of sales leads to customers. It’s the process of managing and tracking customer interactions from first contact to close. Here are the 5 major stages of an effective lead management process: Lead capture (Generating inquiries). Processes. Are they a fit?
  • CUSTOMER EXPERIENCE MATRIX   |  SATURDAY, NOVEMBER 1, 2014
    [CRM, Process] Seven Marketing Automation Myths to Ignore - Illustrated Edition
    ll be giving a speech in Milwaukee next week on marketing automation myths, and early in the preparation process had the idea of illustrating it with mythical creatures from the films of Ray Harryhausen, the stop-action animation genius whose best known images are probably the skeleton warriors in Jason and the Argonauts (1963). 'I’m sad.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, OCTOBER 30, 2014
    [CRM, Process] Wise.io Provides Another Choice for Automated Predictive Modeling
    It can handle pretty much any type of data and includes advanced natural language processing to extract information from text. has almost fully automated the data loading, variable selection, model building, and scoring processes. had already planned this week to write about Wise.io This week, I’ll stick with Wise.io. as the subject.
  • MARKETING ACTION  |  THURSDAY, OCTOBER 30, 2014
    [CRM, Process] Turning Website Visitors into Leads
    It really takes a lot of the manual process of marketing out of it, because you’ve got a path that they take. We want to make sure that those leads are ranked properly, and that the information is available to the sales team in their CRM. All of the lists and segments are done within Act-On, but it syncs with the CRM.
  • MARKETING ACTION  |  MONDAY, OCTOBER 27, 2014
    [CRM, Process] LEGO Education North America Builds a Winning Strategy Using Marketing Automation
    Read on to learn how all the pieces fit together as the LEGO Education team went through the process of finding and adopting a technology solution for their unique needs. BRANDEE: Our company hasn’t yet implemented a full CRM that’s integrated with Act-On, so I’m very excited that we’re going to be doing that in the upcoming year.
  • B2B LEAD GENERATION BLOG  |  MONDAY, OCTOBER 27, 2014
    [CRM, Process] 10 Ways to Optimize Your Lead Conversion Rate
    Improve your lead qualification  process to increase “sales ready” lead conversion rates. Improve Sales, marketing systems and process alignment. ” Finally, connect the marketing and sales process to the customer’s buying process. Does this sound like you or someone you know? Remember, people buy from people.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, OCTOBER 24, 2014
    [CRM, Process] SalesPredict Offers Highly Automated, Highly Flexible Predictive Modeling
    Results appear as lists in a CRM interface or as scores on a marketing databaset. The whole process takes just a few hours from making the Salesforce.com connection to seeing scored records, with most of the time spent downloading CRM data and scanning the Web for other information. User interface is a second differentiator.
  • CMO ESSENTIALS  |  MONDAY, OCTOBER 20, 2014
    [CRM, Process] Why Customer Experience is Critical to Company Success
    Lynn Tsoflias is the vice president of customer success at Insightly , a San Francisco-based company that provides a customer relationship management (CRM) and project management solution for small businesses. 'Happy customers define company success. After all, your customers are your company’s biggest assets. Listen and listen.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, OCTOBER 20, 2014
    [CRM, Process] Do You Know Your A, B, C’s?
    If you purchase data bases, those demographics become your criteria, in your CRM system call frequency patterns are set to connect with all the A’s , B’s, six times a year. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. 'Do You Know Your A, B, C’s?
  • 3D2B  |  THURSDAY, OCTOBER 16, 2014
    [CRM, Process] The Secret of Lead Generation For the Complex Sale — Part 1
    Joanne, a sales executive for a Fortune 500 company, envisions her sales people being empowered with instant, unencumbered access to the company’s customer relationship management (CRM) data. Or, is it Raul, who has helped Joanne step by step through her decision-making process, built a relationship and trust? Become their GPS.
  • VOICE-BASED MARKETING  |  WEDNESDAY, OCTOBER 15, 2014
    [CRM, Process] Getting Your Customers Out of Line With a Virtual Call Center
    We all know these struggles, and it’s even more frustrating when it seems that there are a thousand simple ways for the airlines and TSA to expedite the process of commercial flying. Wouldn’t it speed up the process infinitely with just a few more employees? 'Airports always provide numerous sources of frustration. Virtual Call Cente
  • THE ROI GUY  |  WEDNESDAY, OCTOBER 15, 2014
    [CRM, Process] Return on Sales Enablement: The Adoption Challenge
    'This weeks’ Dreamforce event, with some 135,000 attendees, brought home the enormous investment organizations make in their CRM solutions and sales reps. But also begs the question – is the large investment in CRM and sales enablement delivering an adequate payback? You are not alone if you are getting mixed results.
  • FATHOM  |  TUESDAY, OCTOBER 14, 2014
    [CRM, Process] Marketing Automation Tips for Manufacturers
    'Manufacturing companies have been figuring out ways to automate repeatable processes for over two centuries. However, many manufacturers have built their empires using more labor intensive marketing methods such as tradeshows, direct mail and printed catalogs combined with a manual lead management process managed by the sales team.
  • FATHOM  |  TUESDAY, OCTOBER 14, 2014
    [CRM, Process] Marketing Automation Tips for Manufacturers
    'Manufacturing companies have been figuring out ways to automate repeatable processes for over two centuries. However, many manufacturers have built their empires using more labor intensive marketing methods such as tradeshows, direct mail and printed catalogs combined with a manual lead management process managed by the sales team.
  • HUBSPOT  |  MONDAY, OCTOBER 13, 2014
    [CRM, Process] Inbound Marketing’s Next Industry Disruption: The IT Reseller World
    Microsoft buying Marketing Pilot and Netbreeze to bolster Dynamics CRM. Indeed, a statistic from Corporate Executive Board, and cited here by Microsoft Dynamics CRM’s Seth Patton , suggests 57% of buyer research is completed before a vendor is ever contacted; you can bet this includes referrals as well. The Switch to SaaS.
  • MARKETING ACTION  |  MONDAY, OCTOBER 13, 2014
    [CRM, Process] The Benefits of Marketing Automation for Sales: Give Your Teams X-Ray Vision
    Sorting through large numbers of visitors to find qualified leads was a time-consuming process for the sales organization. Here are three ways the CobbleStay sales teams used increased visibility to make the sales process more effective. 'Marketing automation provides a variety of benefits to sales teams. 1.    Eliminate Cold Calls.
  • SYNECORE  |  SUNDAY, OCTOBER 12, 2014
    [CRM, Process] HubSpot CRM: Breaking Down the Barriers between Sales and Marketing
    The story the marketing team weaves together with analytics has a dramatic effect on if and how the sales department utilizes the data in the sales process. The quest for the perfect harmony between the CRM and marketing automation systems begins. Marketing Automation + CRM = Integrated Digital Marketing at its Finest.
  • MARKETING ACTION  |  THURSDAY, OCTOBER 9, 2014
    [CRM, Process] Discover 3 Types of Marketing Automation Engagements for Agencies
    Here are three types of marketing automation engagements for agencies that can help you define how you can add marketing automation to your technology + process + creativity = profit equation. An increasing number of agencies are turning to marketing automation to gain a strategic advantage in both areas. Social media management and creative.
  • VOICE-BASED MARKETING  |  FRIDAY, OCTOBER 3, 2014
    [CRM, Process] Making the Perfect VBMA Sandwich: 4 Essential Ingredients for Call Analytics and Automation
    Integrate with your existing CRM, web analytics, bid management, or any other solution you use to provide truly seamless call data. Ifbyphone takes that thought process out of the equation with our Voice360 platform. 'There are a lot of things that you can eat for lunch these days. Things have definitely gotten overwhelming.
  • CRIMSON MARKETING  |  THURSDAY, OCTOBER 2, 2014
    [CRM, Process] How Inbound Marketing, Blogs and Social Media Generate Qualified B2B Leads
    Generate Better Relationships with CRM. The most profitable leads and relationships are those “that you draw in through the targeted and steady process of effective inbound marketing and lead nurturing.” That means filtering out prospects based on your resources and goals, and narrowing your attack.”
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, OCTOBER 1, 2014
    [CRM, Process] 3 Sales Tools That Are Changing the Way Salespeople Do Business
    Email attachments have made the process of sending documents faster, but, until recently, once a document was sent out, its fate was a mystery. Lightweight CRM. For Gmail users, Streak is useful because it works within your inbox, eliminating the inefficiency of hopping back and forth between inbox and CRM. Social Media.
  • HUBSPOT  |  TUESDAY, SEPTEMBER 30, 2014
    [CRM, Process] Speak Your CEO's Language: 3 Ways to Show Marketing's Impact on Revenue
    If you have HubSpot CRM, there is no setup necessary (and if you don''t have it yet, you can sign up at hubspot.com/sales ). If you have another CRM, you can use the Deals API to set up your custom integration. Though revenue is just one metric, it can give you insight into many different parts of your marketing. Next Steps. Analytic
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, SEPTEMBER 30, 2014
    [CRM, Process] A Breakdown of the Top 5 Sessions for Content Marketing at INBOUND14
    One factor I noticed across the board was the focus on the ever-elusive future - the future of CRM, the future of B2B marketing the future of storytelling. My 4-Step Process to Marketing Research for Content Creation. 'Two weeks ago, I entered the Boston Exhibition and Conference Center in awe. Their biggest emphasis? Then answer.
  • MARKETING ACTION  |  TUESDAY, SEPTEMBER 30, 2014
    [CRM, Process] 6 Strategies to Help You Unify Sales and Marketing Teams
    It’s up to the leadership team to create an organization that encourages and promotes collaboration between the sales and marketing organizations very early in the process. Your CRM should be standardized to capture feedback on campaigns. Outline a process and expected results. Train on process. They divide a team.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, SEPTEMBER 29, 2014
    [CRM, Process] Should Salespeople Prospect Anymore?
    In this format there maybe a series of marketing campaigns, tele-sales people and a well-designed CRM reporting system. What is your sales process? This process is repeated each week. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.
  • MODERN B2B MARKETING  |  MONDAY, SEPTEMBER 29, 2014
    [CRM, Process] Traditional and Predictive Lead Scoring: a Match Made in Data Heaven
    predictive lead scoring strategy helps marketers expedite the qualification process, and prioritize leads for your sales team – so that you can reach the right prospects first and fast. Here’s how it works: Start by analyzing all closed opportunities in your CRM – those you’ve won, and those you’ve lost. Register today!
  • MARKETING ACTION  |  MONDAY, SEPTEMBER 29, 2014
    [CRM, Process] I’ll Always Have Paris: My Virtual Vacation with CobbleStay Vacation Rentals
    But sorting through massive numbers of visitors in order to find qualified leads can be a time-consuming process.  Once CobbleStay vacation rentals implemented a customer relationship management (CRM) solution, they had a good start. The CRM gave them a great deal of information about their customers and prospects. Zut alors! ).
  • MARKETING ACTION  |  TUESDAY, SEPTEMBER 23, 2014
    [CRM, Process] Marketing Automation: Building Trust Between Sales and Marketing
    Transparency: You have visibility into our motives, goals, and processes. If our results are below target,  do we look to review our internal systems, processes, content, and more first , rather than engaging in a blame game? Marketing automation systems, in partnership with a good CRM, have a unique role in this equation.
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 22, 2014
    [CRM, Process] 5 Ways to Deal with Change for Successful Marketing
    Even our customer buying process has changed. Our customers are moving deeper into their buying process before they need to directly engage with us or our sales team. For example, if you’re going to invest in technology, you need to clearly map the processes within that technology. But how do we do it? You might also like.
  • BIZNOLOGY  |  FRIDAY, SEPTEMBER 19, 2014
    [CRM, Process] Content marketing is for salespeople, too
    But you need to take all that learning and apply it to your sales process, too. Have you taken the step of aligning your Buyer’s Journey with the sales funnel in your CRM system? Lastly, do you provide your salespeople with that content in your CRM dashboard, so that they can send it to clients to get them to the next step?
  • MARKETING ACTION  |  THURSDAY, SEPTEMBER 18, 2014
    [CRM, Process] The 3 & 5 of Winning Drip Marketing Campaigns
    Drip marketing is an ideal purpose for your content marketing engine because it allows you to deliver relevant, timely information to your target audience based on where they are in the decision-making process and what they’re interested in. 'How many times does a prospect need to see your message before taking action? MarketingSherpa says 5.
  • HUBSPOT  |  WEDNESDAY, SEPTEMBER 17, 2014
    [CRM, Process] Getting Exceptional Growth: Meet the New HubSpot Marketing Platform
    Campaign Wizard : We know that creating marketing campaigns takes time, so we’ve added a Campaign Wizard to speed up the process of creating and organizing all your campaign assets. 'Years ago, when Brian and I started HubSpot, we were on a singular mission. We wanted to help companies get off of the sidelines and into the game. or ten.
  • EARNEST ABOUT B2B  |  WEDNESDAY, SEPTEMBER 17, 2014
    [CRM, Process] The changing role of the CMO - HubSpot Inbound 2014, Tuesday 16th September
    They need to understand targetting and how customers convert and have a much more involved role in the purchase process. The key one being a new CRM system - free for HubSpot users. The intention is not for companies to ditch their existing CRM, but instead to have access to a good platfrom where previously they mght not have had one.
  • CLIENT BRIDGE  |  TUESDAY, SEPTEMBER 16, 2014
    [CRM, Process] HubSpot Reveals New Tools to Accelerate Sales
    An Insiders Look at HubSpot’s New CRM Tools. HubSpot Sales (or CRM) was built from the ground up on modern technologies which allows for some unique and powerful features for the sales team. Phone Integration (additional cost) - Make calls with one click in your CRM system. big time-saver. Recording optional.). Click to Tweet!
  • FATHOM  |  FRIDAY, SEPTEMBER 12, 2014
    [CRM, Process] What I Learned by Monitoring Competitors in Higher Education
    Trademark Violators: TSM makes this easy with its setup automated emails you can use to submit your trademark violations directly to the engines for faster processing. like to use this simultaneously with a CRM to find out which programs we’re losing leads with. During the peak season, we do a lot of competitor monitoring.
  • BIZNOLOGY  |  THURSDAY, SEPTEMBER 11, 2014
    [CRM, Process] B2B data – Get smart not big
    Common examples are: purchased lists, responses from marketing campaigns, qualified lead lists, visitors to trade show booths, webinar registrations, sales staff CRM inputs, inbound inquiries, survey results, and of course, the transaction records held  in accounting.  For 99.9% Why is this true?  So now you’re asking, what’s Smart Data ?
  • VOICE-BASED MARKETING  |  WEDNESDAY, SEPTEMBER 10, 2014
    [CRM, Process] Four Ways Marketers and Agencies Score Phone Leads to Prove (and Improve) ROI
    m presenting them as an integrated, step-by-step process, but you may choose to use just one or two of these techniques, depending on the nature of your campaigns and business. Since it obviously isn’t practical to listen to every conversation to access value, you can automate the process with keyword spotting technology.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, SEPTEMBER 8, 2014
    [CRM, Process] The Best Sales Prospecting Qualification Questions to Ask
    'If you are a company just starting out with your teleprospecting strategy or you are looking to revamp your methods when it comes to questions to ask during the lead qualification process, you''ve come to the right place. What does your budget process look like? What CRM system do you use? The answer to these questions is No.
  • VIDYARD  |  MONDAY, SEPTEMBER 8, 2014
    [CRM, Process] Perfect Your Process: Proven Best Practices For Every Marketing Automation Admin
    When I first joined the marketing automation world in 2010, I was excited about bringing in a more regular process for managing leads as well as more automation to handle that process. Create process visualizations. And know how it works with your CRM, your website, and your product. Know Your systems. Put Data First.
  • MARKETING ACTION  |  THURSDAY, SEPTEMBER 4, 2014
    [CRM, Process] Survey Says: 42% of CRM Users Plan to Invest in Marketing Automation
    'Customer relationship management (CRM) systems are vital to businesses both large and small across multiple industries. well-chosen and ably used CRM solution can save time, reduce costs and help your sales and customer service teams become more productive – and more effective. But what does the future hold for CRM users?
  • MARKETING ACTION  |  WEDNESDAY, SEPTEMBER 3, 2014
    [CRM, Process] Getting to Yes: 5 Marketing Automation Myths Debunked
    It’s a cumbersome manual process and so it gets done in between other (often less important) things. After a few weeks, they could add capabilities, perhaps integrating with their CRM system, stepping up their social media marketing, or learning how to use lead scoring to identify hot prospects for the sales team. The answer is no.”.
  • MARKETING ACTION  |  TUESDAY, SEPTEMBER 2, 2014
    [CRM, Process] Are You Ready For the Future of Email?
    HEATHER : What aspects of behavior are most crucial to the buying process? AARON : One example is how we integrate very select data partners with our CRM. In late June we did some technology-focused campaigns on companies that were using a CRM, and also did not have marketing automation. It’s ‘all-bound.’ That’s great.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 28, 2014
    [CRM, Process] 6Sense Finds B2B Prospects Using Web Site Activities
    6Sense wouldn''t be a CDP if it merely displayed its data on a CRM screen without letting the CRM system import it. Starting at the beginning, the system imports a list of each client’s customers and sales opportunities from CRM and marketing automation systems. and from a network of third-party Web sites.
  • MARKETING ACTION  |  WEDNESDAY, AUGUST 27, 2014
    [CRM, Process] Cohort Analysis: 2 Simple Steps to Better Understand Your Leads
    Creating the above data set requires stitching together data from CRM and marketing automation systems. The process to do this will vary based your specific environment. 'Cohort analysis is an often-overlooked area of marketing analytics. In this post, we will talk about cohort analysis of leads. Lead to Win Velocity. SQL stage to Win.
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 25, 2014
    [CRM, Process] Lead Gen Tactics from 4 MarketingSherpa Case Studies
    Case Study #2 – Lead Generation: Revamped marketing automation and CRM technology drives 75% more leads. To meet this challenge, the team audited the current situation, and ended up replacing both existing marketing automation and CRM solutions, and found new technologies that were more integrated. What were the results?
  • MARKETING ACTION  |  THURSDAY, AUGUST 21, 2014
    [CRM, Process] 3 Steps to Choosing the Right Marketing Automation Solution for Your Agency
    Before you even get started in the process of evaluating vendors: Take a long look at your own organization and your existing marketing processes; what do you want to do more? Would it make existing processes better? Once you’ve done that, you’re ready to begin the process. Better? What new capabilities do you want?
  • VOICE-BASED MARKETING  |  WEDNESDAY, AUGUST 20, 2014
    [CRM, Process] Marketing Challenges Agencies Face and How to Solve Them with VBMA
    Tools like Google’sUniversal Analytics are great for tracking web leads, orSalesforce’s CRM platform that can track how these leads progress through the sales funnel, and lastly, optimization platforms like Optimizely that can help you drive more leads from your website. The Importance of Phone Leads. Call Tracking. Lead Scoring.
  • B2B INTERNET MARKETING STRATEGIES  |  TUESDAY, AUGUST 19, 2014
    [CRM, Process] Marketing Engines as a Game-Changing Strategic Advantage
    And finally, imagine your marketing engines feeding your sales reps with leads only after the prospect has gotten so far through their buying process that reps spend most of their time closing deals, not selling them…all while your competitors’ sales reps spend the vast majority of their time prospecting and educating rather than closing.
  • VOICE-BASED MARKETING  |  TUESDAY, AUGUST 19, 2014
    [CRM, Process] Outstanding Technology: Ifbyphone Is a Finalist in the ITA CityLIGHTS Awards!
    There are multiple categories in which winners can be honored, including the Outstanding Technology Development Award, presented to the company or organization that utilizes or developed a technology tool, process or service that made a substantial improvement on business metrics. And And guess what? Ifbyphone is a finalist! Vote for Us!
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, AUGUST 19, 2014
    [CRM, Process] 6 Email Prospecting Tools Every Inside Sales Rep Should Be Using
    Streak - A CRM in Your Inbox. Streak has an interesting value proposition: “You already live in your inbox; shouldn’t your CRM?” The company was born out of the frustration of inside sales reps having to switching between the email inbox and the CRM. Just group your email recipient into the right “box” (i.e.,
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