• CINTELL  |  TUESDAY, FEBRUARY 9, 2016
    [CRM, Process] 17 Things High-Performing Companies Do to Optimize Their Buyer Personas
    They make personas fully accessible across all lines of business, and use them as a mandatory part of the planning process, new offer launches, sales conversations, and campaign development. 3. In addition to internal CRM data insights, extensive external data sources are utilized to augment internal data. Core attributes. 1.
  • CHIEFMARTECH  |  TUESDAY, FEBRUARY 9, 2016
    [CRM, Process] What to expect when you’re expecting #MarTech next month
    From establishing workflow strategies to cross-departmental visibility and collaboration, you will learn how to establish an efficient marketing content production process. We’re 6 weeks away from the next MarTech conference in San Francisco. If you like what you read here, please register this week to reserve your seat. Siri anyone?
  • MADISONLOGIC B2B WHITE PAPERS  |  MONDAY, FEBRUARY 8, 2016
    [CRM, Process] Quantifying the Value of Social Media Engagement in B2B Marketing
    value they can deliver in the process, the more likely they are to lift sales with. industry practitioners include: Marketing Automation Lead Prioritization Integrated CRM Social Media Engagement Mobile Marketing Lead Nurturing Email Marketing Personalization The Gleanster website also features Deep Dive analyst perspectives on these and.
  • MADISONLOGIC B2B WHITE PAPERS  |  MONDAY, FEBRUARY 8, 2016
    [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, FEBRUARY 8, 2016
    [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. customer value.” VP of customer relationship management (CRM) strategy for a global financial. It is by no means.
  • MADISONLOGIC B2B WHITE PAPERS  |  MONDAY, FEBRUARY 8, 2016
    [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.
  • ORACLE B2B WHITE PAPERS  |  MONDAY, FEBRUARY 8, 2016
    [CRM, Process] Marketing Automation Simplified
    Successful email marketing, demand generation, and lead management processes hinge on a modern. strategy closely aligned to buyer needs and expectations across all phases of the buying process. mandate to tailor content aligned to the buying process in a manner that demonstrates how your solution. data within CRM systems.
  • ORACLE B2B WHITE PAPERS  |  MONDAY, FEBRUARY 8, 2016
    [CRM, Process] Digital Body Language: Reading and Responding to Your Prospects’ Digital Buying Behavior
    online world has transformed into an interactive process driven by the customer, not the vendor. to decode the online behavior of their prospects early on in the buying process to. Buyers are more educated and have greater leverage in the negotiation process. effort to address these changes in the buying process consistently.
  • ORACLE B2B WHITE PAPERS  |  MONDAY, FEBRUARY 8, 2016
    [CRM, Process] Grande Guide to Lead Scoring
    is in the buying process. The process of defining lead scores improves alignment. prioritization from a largely subjective process. To keep pace with the changing buying process, advanced lead-scoring systems use a wide range of. approaches address three areas: people, process, and. For the process. process.
  • ORACLE B2B WHITE PAPERS  |  MONDAY, FEBRUARY 8, 2016
    [CRM, Process] Grande Guide to B2B Blogging
    What is the approval process? benefits in the process. continuous and dynamic process. their CRM vendor to create an integrated social media. blog creation process. Grande Guide to. B2B Blogging What Is a Grande Guide? You know what the typical day is like for marketers. series. investment in time. your business!
  • ORACLE B2B WHITE PAPERS  |  MONDAY, FEBRUARY 8, 2016
    [CRM, Process] The Demand Gen Pro's Cookbook
    LAYER CAKE Meagen Eisenberg, DocuSign Steve Barnard, Lenovo Mike McKinnon, ReadyTalk Kristin Connell, Deltek Christine Elliott, Crowe Horwath Amanda Halle, Bizo Jean Olivieri, ADP The Demand Gen Pro’s Cookbook 4 TIME TO PREPARE 1 day INGREDIENTS 1 gallon marketing automation 3 quarts CRM. automation and CRM systems. IT’S A GOOD THING.
  • ORACLE B2B WHITE PAPERS  |  MONDAY, FEBRUARY 8, 2016
    [CRM, Process] A How-To Guide for transforming your database to support effective segmentation and persona-driven communication and engagement
    and sales processes. will ideally thank you for, it’s imperative to broaden your view of buying processes and stages to multiple. Without some method for data and process governance, it was virtually impossible to create. processes. options from all sources (CRM, MRM, etc.) sales follow-up process along with.
  • FATHOM  |  MONDAY, FEBRUARY 8, 2016
    [CRM, Process] Fathom Wins the Eduventures Enrollment Marketing Campaign of the Year Award
    The award was created to celebrate the higher education organizations that are driving positive change and utilizing contemporary processes. Additionally, Fathom leveraged in-depth data and full funnel tracking at the CRM level and the student information level while adhering to a lean budget. Eduventures, Inc.
  • CUSTOMER EXPERIENCE MATRIX   |  SUNDAY, FEBRUARY 7, 2016
    [CRM, Process] Marketing attribution systems: a quick look at the options
    I’ve seen a lot of attribution vendors recently. If you're a regular reader here, you saw my reviews of Claritix ( last week ) and BrightFunnel ( in December). Last week caught up with Jeff Winsper of Black Ink , which I'll hopefully review before too long. Or not. Sometimes random is just random. How does the vendor do the attribution calculations?
  • BIZIBLE  |  THURSDAY, FEBRUARY 4, 2016
    [CRM, Process] 9 Reasons B2B Sales Teams Are Huge Fans of Marketing Attribution
    These touchpoints are tracked, compiled, and pushed into the CRM under a contact’s profile. multi-touch B2B attribution program compiles all of its data in one system -- the CRM. Rather than being exclusively used by the sales team, the CRM has become marketing’s modus operandi as well. We definitely have more to talk about.”.
  • CMO ESSENTIALS  |  THURSDAY, FEBRUARY 4, 2016
    [CRM, Process] Sales Analytics: The Path to Better, Faster Forecasting
    Typically designed as a stand-alone software solution, but generally integrated with the CRM platform, sales analytics tools help business leaders and individual contributors alike better leverage historical evidence about their sales activities, wins, and losses, in order to make smarter decisions about current opportunities in the pipeline.
  • SALESPREDICT  |  THURSDAY, FEBRUARY 4, 2016
    [CRM, Process] How to Use Predictive Lead Scoring
    If Google can guess what you’re about to search for—based on what you, and others have searched for previously—why shouldn’t your CRM and marketing automation system tell you which leads and accounts to prioritize, based on whom you’ve successfully sold to before? 6 Ways to Make Your Marketing More Effective Using Predictive Scores.
  • KOMARKETING ASSOCIATES  |  TUESDAY, FEBRUARY 2, 2016
    [CRM, Process] Miss This One Thing & B2B Marketers Will Never Demonstrate ROI
    Here are three important steps in the process. While there are marketing platforms and mechanisms that help automate portions of the process, they all require configuration and work behind the scenes to ensure proper connectivity. Documented process for following form submission information to sales communications. Absolutely.
  • VIDYARD  |  FRIDAY, JANUARY 29, 2016
    [CRM, Process] 8 Ways to Use Video for Customer Success, Education, and Advocacy
    Check it out: If you want to make the process a little more personal, you can always shoot an additional 10-30 second clip to add to the beginning of each onboarding video that addresses the unique customer. 2. Since they’re already your customers, you have a detailed profile already built out in your marketing automation and CRM platform.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, JANUARY 28, 2016
    [CRM, Process] Real Magnet Offers Complex Campaigns Withouth the Flow Charts
    Campaign Workflow Campaign templates can include multiple steps and branching flows, such as follow-up messages to people don’t complete a registration process. Campaigns can also run processes such as a/b tests, lead scoring, landing pages, segmentation, or suppression lists. That sounds like Intelligent Assistance to me.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JANUARY 28, 2016
    [CRM, Process] 8 Steps to Guarantee Marketing Automation Success
    • 42% of CRM users will increase marketing automation spending in the near future (Software Advice). • The most commonly used marketing automation applications include email marketing software, CRM, and marketing automation suites (Software Advice and Research Now). Map out your transition to an automated marketing process.
  • CINTELL  |  WEDNESDAY, JANUARY 27, 2016
    [CRM, Process] 7 Ways to Use Personas to Drive More Sales (Yes Really!)
    Using Buyer Personas to Accelerate the Sales Process. In fact, in a recent B2B industry benchmark study we conducted, the majority of high-performing organizations leveraged personas as part of the sales process and within sales training. So your marketing team created buyer personas. Are After all, time is money! B2BZone b2c Blog
  • CINTELL  |  WEDNESDAY, JANUARY 27, 2016
    [CRM, Process] 29 Ways to Use Your Personas
    Make personas available within relevant leads/contacts in your CRM to empower sales enablement and give your sales team critical buyer insights for more relevant conversations and cross/up-sell opportunities. You Built Personas, Now What? Creating buyer personas is only half the battle. For Demand Generation Marketers. 1. B2BZone b2c Blog
  • HUBSPOT  |  MONDAY, JANUARY 25, 2016
    [CRM, Process] How I Paid for My Christmas Presents and How It May Be Ruining Consumer Trust
    Often times, customers will only be contacted if they are known to be power users or evangelists (often tracked within the software company’s CRM) and will be told that they will only receive gift cards if they leave the highest level and most favorable review (5 stars, 90+%, etc.) But how? Let’s take a step back first. How it works.
  • ACT-ON  |  MONDAY, JANUARY 25, 2016
    [CRM, Process] Good, No, GREAT Things Come in Threes: Build a Winning Trio for Customer Success
    Because marketing is the only piece (of the trio) that stewards communication during each phase of the customer lifecycle, it’s a natural candidate to foster the integration process. Customer Relationship Management (CRM): This software is typically owned by sales. The answer is, of course – the number three. The Big Take-Away.
  • SALES ENGINE  |  FRIDAY, JANUARY 22, 2016
    [CRM, Process] 6 Skills Today’s Lead Nurturers Must Have
    Because of the complexities of today’s buyer’s journey, and the ever-changing role of sales in this process, marketing must be involved more than ever before: More than branding and awareness More than demand generation More than just lead conversion Because each sales process has become unique. Record keeping and CRM knowledge.
  • ION INTERACTIVE  |  FRIDAY, JANUARY 22, 2016
    [CRM, Process] ion’s Marketing Technology Stack
    After we created the Stackie, Scott and I chatted about the process and the thinking behind it. It really was a lot of fun to frame our marketing tech in the process it serves. One of the interesting things that happened early in the process was the inclusion of sales in our marketing stack. jumped at the idea. And Enter to WIN!
  • HINGE MARKETING  |  FRIDAY, JANUARY 22, 2016
    [CRM, Process] How to Run a Successful Lead Generation Campaign
    The campaign process involves classifying prospective customers and qualifying their probability to buy in advance of making a sales call. Lead Generation Campaign : The process of capturing and simulating interest in a service or product for the purpose of developing leads. That is how the lead generation process takes place.
  • HINGE MARKETING  |  THURSDAY, JANUARY 21, 2016
    [CRM, Process] 8 Ways to Boost Your Professional Services Marketing Budget
    No CRM Follow-up. Most client relationship management (CRM) systems aren’t cheap, so it’s probably not worth your time or money to invest in implementing one if you’re not going to follow up on leads and/or nurture existing clients within your database. Use your CRM to manage the entire process. 7.
  • SYNECORE  |  WEDNESDAY, JANUARY 20, 2016
    [CRM, Process] 8 Ways to Improve Your Online Content Marketing
    The key to success with paid search and social is the relentless consistency of process. It’s 2016, and the digital tsunami rages on, drenching us all in a virtual deluge of online content and forcing companies of all sizes and industry segments to contribute to the endless content flow or be mercilessly drowned out by the competition.
  • BIZIBLE  |  TUESDAY, JANUARY 19, 2016
    [CRM, Process] 6 Marketing Reports Used To Develop Competitive Advantage
    The process starts with choosing metrics, developing analytics, getting insights and then making decisions. Once these anonymous site visitors become leads their first-touch data is pushed to the CRM so they can see which ads, ad campaign, or blog post leads originated from on their first visit. mproving velocity through the funnel.
  • VIDYARD  |  TUESDAY, JANUARY 19, 2016
    [CRM, Process] 5 Fixes for Common Account-Based Marketing Faux-Pas
    Depending on its capabilities, you may be able to reconfigure your CRM/marketing automation suite to perform some ABM tasks, like tracking account-level metrics and creating new opportunities. But there are a number of other ABM tools that can help you optimize different stages of the process. But what if that isn’t happening?
  • HUBSPOT  |  TUESDAY, JANUARY 19, 2016
    [CRM, Process] What Is Co-Marketing? A Guide to Co-Branding Marketing Campaigns
    In the end, this process will help to ensure that both partners hold up their end of the bargain. If you assign tasks based on who is good at what, the process will be less painful, and much more efficient. Since working with a partner will likely take longer than a normal content creation process, this will help to save you some time.
  • SALES ENGINE  |  MONDAY, JANUARY 18, 2016
    [CRM, Process] Using Marketing Data to Diagnose a Sales Problem
    We hope so, but it was not the case in this instance, which can be attributed to sales rep adoption of CRM and the propensity to log opportunities only when they’re close to closing; and if they’re not logging them early, they aren’t being rolled into campaigns. But how do you know where to invest? Not bad, right? Not good.
  • ACT-ON  |  MONDAY, JANUARY 18, 2016
    [CRM, Process] Agency: Bottom-Line Boosters for Marketing Agencies to Adopt in the New Year
    Agencies who embrace MA get measurable results by using tools for inbound and outbound marketing, including behavioral email campaigns, web personalization and integration with their CRM to pass hot leads to sales and help their clients grow revenue – and to demonstrate how the agency contributes to ROI. Others are using all of them.
  • FATHOM  |  FRIDAY, JANUARY 15, 2016
    [CRM, Process] The Fight for the CRM Admin: The “Floater”
    “In which department should my CRM ( Customer Relationship Management ) administrator reside?” As a past CRM administrator, analyst, and manager, I usually reported directly to sales departments. However, this doesn’t mean it’s the best place CRM admins should reside, nor is there a “universal” correct answer. Marketing.
  • FATHOM  |  WEDNESDAY, JANUARY 13, 2016
    [CRM, Process] What Is Social Media? We Explain Using Broccoli & More [Infographic]
    The phrase ‘social media marketing’ has not been officially defined, however the terms ‘social media’ and *‘marketing’ are both clearly defined and this is where we can draw our conclusion that social media marketing is a process where websites gain attention or traffic through social media sites. What Are Social Networks?
  • SALESFUSION  |  WEDNESDAY, JANUARY 13, 2016
    [CRM, Process] Behind the Marketing Technology Triumvirate
    Why every modern marketing organization needs CRM, marketing automation and social media platforms. There’s a lot of moving parts within that process, and it typically isn’t a clean, linear journey, especially in the B2B world. B2b marketing CRM marketing automation socialMeasuring effectiveness and ROI. Marketing Insights.
  • BIZIBLE  |  MONDAY, JANUARY 11, 2016
    [CRM, Process] 5 Questions B2B Companies Should Ask Their Paid Search Agency
    And, it was a tedious manual process to link those leads directly to the opportunities created and the revenue generated in the long run. QUESTION 2] Are our ad network accounts connected to our CRM? The CRM is customarily the driving force behind this type of organization. And -- don’t just take ‘yes’ for an answer.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JANUARY 11, 2016
    [CRM, Process] New Gartner Report: Build Your Digital Marketing Hub
    This includes the data marketers own -- such as their CRM, automation or website data -- but also the data they purchase, such as third-party audience data for advertising. 2. Just because we can automate more marketing processes today doesn’t necessarily mean we’re always going to do a good job. Connected Data.
  • VIDYARD  |  MONDAY, JANUARY 11, 2016
    [CRM, Process] 4 Reasons Why We Are Building an In-house Video Production Room
    In fact, we are in the process of building a video room in our offices in order to spend the resources and time needed to build out our video library. At EverString, we are all about using data to understand our customers. But we still have to market to these potential customers, and we think video is an excellent way to do that.
  • I-SCOOP  |  SATURDAY, JANUARY 9, 2016
    [CRM, Process] The holistic challenge of information in business optimization
    Each organization invests hours of work and numerous processes to deal with documents, data and information every single day and across multiple departments. Every […].
  • FATHOM  |  FRIDAY, JANUARY 8, 2016
    [CRM, Process] Sales and Marketing Processes: Who REALLY has the control?
    But, when asked to compare existing processes to inefficiencies and how those current processes come to be, they exhibit confusion over where “processes” are truly controlled and therefore exist the way they do. Do we all use the same tools (marketing automation, project management, CRM, ERP, etc)? doubt it. Probably not.
  • VISUALLY  |  WEDNESDAY, JANUARY 6, 2016
    [CRM, Process] Why You Need to Create Buyer Personas (and How to Do It)
    Review CRM data (53%). The most effective persona-builders develop profiles that get inside customers’ heads by looking at things like their motivations, challenges, and role in the buying process. 4. Your research needs to account for the whole “buying committee” who impacts the process. Our recommendation?
  • VISUALLY  |  WEDNESDAY, JANUARY 6, 2016
    [CRM, Process] Creating Awesome Buyer Personas
    Review CRM data (53%). The most effective persona-builders develop profiles that get inside customers’ heads by looking at things like their motivations, challenges, role in the buying process and more. 4. Your research needs to account for the whole committee of folks who impact the process. Our recommendation?
  • BIZIBLE  |  WEDNESDAY, JANUARY 6, 2016
    [CRM, Process] [Infographic] The Periodic Table of Elements for B2B Marketing Attribution
    The following infographic takes each section of elements and explains how they apply to the process of B2B marketing attribution tactics. Attribution is the process of attributing revenue to specific marketing activities that contributed to the conversion of those customers. click to view larger). click to view larger). Website. Email.
  • CHIEFMARTECH  |  WEDNESDAY, JANUARY 6, 2016
    [CRM, Process] How marketing technology could transform healthcare
    And an urgent care hospitalization will represent an abject failure of the health management process, where the condition should have been predicted, prevented and managed higher up in the funnel. Check out the MarTech agenda and save $500 on registration before January 9. But the future will not be the same. Always-on patient engagement.
  • SALES ENGINE  |  TUESDAY, JANUARY 5, 2016
    [CRM, Process] If Your Leads Stink, Time to Update Your Buyer Personas
    What roles do they play in the buying process? What information do you need to collect in your CRM that will give you more insight into whether the prospect has a problem that might be worth discussing? Sales reps need leads, and it’s marketing’s job to get at least some of them—a majority would be nice. Who are they? Content Strateg
  • CMO ESSENTIALS  |  MONDAY, JANUARY 4, 2016
    [CRM, Process] Sales Playbooks: Taking the Guesswork out of Sales Enablement
    Our research provides crowd-sourced recommendations that map peak sales performance to specific decisions winning sales teams make around processes and applications. Other top sales enablement pressures provide insight into the need for greater visibility into the sales process. Why Playbooks? Why Now? longer cycle.
  • ETRIGUE  |  WEDNESDAY, DECEMBER 30, 2015
    [CRM, Process] Prospects Are Like Apples
    But then again, the same company may have a large number of prospects in their CRM (worse yet, on spreadsheets) that have not been followed up with in a long time. Take inventory of your CRM and see what prospects haven’t been contacted in the last 30-45 days.  Nurturing the Entire Orchard. Apple trees are similar to target markets.
  • BIZNOLOGY  |  MONDAY, DECEMBER 28, 2015
    [CRM, Process] 6 Effective tools for SMB that integrate with your existing SaaS
    For example, Insightly integrates with Gmail to provide more details on an email contact, set tasks, opportunities, or link to projects in your CRM. There are a lot of processes within sales and marketing that can be automated. With so many apps and software programs out there, it’s essential that they play together nicely.
  • SALESPREDICT  |  TUESDAY, DECEMBER 22, 2015
    [CRM, Process] Get Your Team “Smarketing” with Predictive Lead Scoring
    Develop accurate, data-driven buyer personas and segmentation Like the traditional lead scoring process, developing buyer personas typically involves debate and guesswork: How exactly is Charlie CRO different from Sales VP Sally and why is one a better target than the other? Close your eyes for a minute and picture a crew team. Rely on data.
  • HUBSPOT  |  TUESDAY, DECEMBER 22, 2015
    [CRM, Process] 12 Awesome HubSpot Resources That Won't Cost You a Dime
    12 Free Features & Tools for Marketers. 1) HubSpot CRM. Our CRM is easy to adopt and helps businesses automate their sales processes to save time, money, and energy. In the midst of holiday shopping and seasonal sales, it's easy to get caught up in spending. But sometimes, the best things are free. For free. Sidekick.
  • AMPLIFINITY  |  TUESDAY, DECEMBER 22, 2015
    [CRM, Process] What referral features spark your salespeople’s selling power? Part 3
    At a recent tradeshow, Sarah the salesperson and I had a frank discussion and she let me in on what salespeople really want from a referral program. “We want to be able to have our CRM integrate easily to quickly see referral leads and follow up with them,” said Sarah. Referral Features that give your sales team superstar status.
  • SALESFUSION  |  MONDAY, DECEMBER 21, 2015
    [CRM, Process] Gift Your Sales Team with Qualified Leads
    But in reality, this process isn’t that simple, and in many businesses it leaves a lot to be desired. Often times, businesses lack formal processes in these areas, which can not only result in missed opportunities as leads fall through the cracks, but can also end with marketing passing on leads who are not quite ready yet.
  • ACTIVEDEMAND  |  THURSDAY, DECEMBER 17, 2015
    [CRM, Process] How Call Tracking Makes Lead Management Easier
    Sync Your Call Tracking with Your CRM System You know what one of the most error-prone and time-consuming business activities is? Manually entering caller information into a CRM system. In lacking the right tools, you can easily lose organization or make rudimentary mistakes that yield records which are inaccurate. Of course you do.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, DECEMBER 17, 2015
    [CRM, Process] Uncovering 5 Hidden Gems in Your Marketing Data
    This includes capturing the identity of anonymous web visitors for personalization and linking together CRM and marketing automation data for alignment with sales. For example, two inquiries from the same prospect could create duplicate records in your CRM that prompt follow up calls from two different sales reps. Data Management
  • ACT-ON  |  THURSDAY, DECEMBER 17, 2015
    [CRM, Process] Smart Agencies Don’t Neglect the Middle and Bottom of the Marketing Funnel
    The marketing process is basically a funnel of conversions through which you drive your prospects from the top, towards the bottom and the desired outcome – a purchase! They allow you to customize the criteria for each stage of the funnel using list profile fields, behavior, CRM data, and lead scoring. What’s a Marketing Funnel?
  • HINGE MARKETING  |  THURSDAY, DECEMBER 17, 2015
    [CRM, Process] Your Website is the Hub of Your Firm’s Online Presence
    We know from research that a professional services firm’s website is firmly wedged into its business development process. With some careful planning in your analytics and CRM setup, then you can connect the dots between social media driven traffic and leads for new business or recruiting. Why are you building a new website?
  • SALES ENGINE  |  WEDNESDAY, DECEMBER 16, 2015
    [CRM, Process] 4 Questions to Ask Yourself Before Outsourcing Content
    Feeding the content marketing machine is an endless process, because once you stop publishing, your conversations start drying up. If you’re in the 68%, however, and you plan to go outside your company for help in putting together a strategy, the outside firm must go through a strategic process before any content development can begin.
  • BIZIBLE  |  MONDAY, DECEMBER 14, 2015
    [CRM, Process] 5 Stages of Marketing Operations, the Unicorns of B2B Marketing
    They’re responsible for developing lead criteria and scoring systems and then integrating that data with the CRM. They oversee nurturing processes, and monitor the metrics that all of these initiatives generate. Also responsible for data hygiene, they structure the reporting processes and evaluate overall return-on-investment.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, DECEMBER 14, 2015
    [CRM, Process] Sales Management & Discipline
    Increase the focus on CRM execution. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Sales Management and Discipline. Last week it happened-again. The President wanted some answers and certainly a fix. So what are our next steps? Let me know?
  • ACT-ON  |  MONDAY, DECEMBER 14, 2015
    [CRM, Process] Supply Chain Consulting Firm Uses Marketing Automation to Facilitate Channel Change
    We holistically look at an organization’s people, processes, technology, metrics and policies through our 5 Lenses approach to improving supply chains. We have flags set in our CRM that prevent us from doing blanket campaigning to certain account contacts. We go through an approval process with our practices prior to sending anything.
  • SYNECORE  |  THURSDAY, DECEMBER 10, 2015
    [CRM, Process] Why Your Company Should Hire an Inbound Marketing Agency
    In the past, this yearly process consisted of weighing the merits of various outbound marketing initiatives, which usually included some combination of trade shows, direct mail campaigns, internal cold calling, and outsourced telemarketing efforts, often coupled with a steady dose of print, radio, and television advertising. Content Creation.
  • VIDYARD  |  WEDNESDAY, DECEMBER 9, 2015
    [CRM, Process] 7 Video Marketing Best Practices Worth Fighting For
    The fact of the matter is that our brains have an easier time processing stories than say, random bullet points or straight facts. There’s a lot to be gained by integrating video into your marketing automation or CRM platform, but only 15% of marketers are realizing these benefits. Video is more compelling than text-based content.
  • CAPTORA  |  TUESDAY, DECEMBER 1, 2015
    [CRM, Process] The SaaS 3.0 Imperative: Managing Your Magic Growth Number
    That’s doubly true in the SaaS era, where technology, metrics, and modern processes have flipped the marketing organization from a large group of hard-working people to a smaller team of highly efficient experts. ” That shift alone helped improve sales efficiency, but so did the maturing of CRM and marketing automation solutions.
  • SALESPREDICT  |  MONDAY, NOVEMBER 30, 2015
    [CRM, Process] Do Your 2016 Sales & Marketing Plans Align with Your Company Goals?
    And, if you search the web, you won't find much to guide you on the process. During this process, it’s important to communicate your primary challenges and goals up-front with each vendor. Here’s how top B2B companies approach annual planning. Did you receive the expected return from each investment? If not, what didn’t go as planned?
  • NUSPARK  |  MONDAY, NOVEMBER 30, 2015
    [CRM, Process] Use Content Curation to Create Leads on LinkedIn. Really!
    Smart Rooms work only with Salesforce CRM. B2B Lead to Sale Process Social MediaWhether you’re using search, trade publisher relationships, email marketing, telemarketing, or advertising to generate leads, most marketing is indeed a “needle in a haystack” approach. If business development were easy, we’d all excel at it, but it’s not.
  • HUBSPOT  |  MONDAY, NOVEMBER 30, 2015
    [CRM, Process] Why You Should Invest In Inbound Marketing Before CRM Implementation
    What should you focus on first, building an effective inbound marketing/lead generation process or implementing a CRM to manage your sales and customer acquisition process? The Purpose of CRM. There are several advantages of an effective CRM system with the primary purposes being: Building sales efficiency.
  • HINGE MARKETING  |  THURSDAY, NOVEMBER 26, 2015
    [CRM, Process] The 3 Most Common Objections to Online Marketing for Professional Services
    And by the time they have gone online to find firms who will be able to help them, they are typically in the final stages of their decision-making process. If your firm plans to engage in online marketing, you’ll need to invest in a Client Relationship Management (CRM) system. Who wouldn’t want that? “There is no ROI.
  • HUBSPOT  |  WEDNESDAY, NOVEMBER 25, 2015
    [CRM, Process] 4 Strategies to Help Maintain Lead Quality in Your Database
    Depending on what type of marketing database, sales CRM or email marketing tools you’re using, you could be paying a premium to house and market to these contacts. For those who do go dark, it can be tough to know where to put them within your marketing database and sales CRM. If you build it, they will come. And boy did they!
  • ACTIVEDEMAND  |  TUESDAY, NOVEMBER 24, 2015
    [CRM, Process] How Smart Marketing Agencies are Leveraging IVR
    Remember, they already use automated processes in their everyday activities, from making credit card payments via telephone to selecting from a series of prompts to connect to the right service rep. What does this mean? The IVR market is exploding, especially because of the technology’s ability to increase first call resolution.
  • B2B MARKETING UNPLUGGED  |  TUESDAY, NOVEMBER 24, 2015
    [CRM, Process] Your Customers Are Way More Efficient Than You Are
    For most businesses, efficiency looks a lot like repeatable, measurable processes that deliver value to the organization. CRM B2B marketing customer service linkedin porcupinesI just love sitting in the quiet zone on the train. Imagine my disappointment last week when I jumped on a crowded train and had to sit in the noisy bit.
  • SALESFUSION  |  MONDAY, NOVEMBER 23, 2015
    [CRM, Process] Stuff Your Turkey, Not Your Database: How to Keep Your Email Database Clean
    those who aren’t opening or reading your emails but whose email addresses are still valid), you’ll want to include them in your cleanup process as well. B2b marketing CRM email marketing marketing automationOf course what’s sitting on our plates is only as good as how delicious it tastes. Your email database is no exception.
  • ACT-ON  |  FRIDAY, NOVEMBER 20, 2015
    [CRM, Process] How to Apply Lifecycle Marketing for Your Agency Clients
    To refine the targeting process further, you’ll want to create “buyer personas” – semi-fictional representations of target buyers that will enable your team to plan effective segmentation, lead qualification, and content creation for your clients. Let’s face it, agencies don’t have it easy. Strategically Define the Target Audience. Attract.
  • SALESPREDICT  |  THURSDAY, NOVEMBER 19, 2015
    [CRM, Process] Is Your Business Ready for Predictive Lead Scoring?
    predictive lead scoring solution can integrate with your CRM and marketing automation system to allow you to measure your current conversion rates vs. lift after deployment. The deployment, configuration and predictive model training process shouldn’t hinder your team’s ability to go about their daily work. 5.
  • BIZIBLE  |  THURSDAY, NOVEMBER 19, 2015
    [CRM, Process] 52 MarTech and Marketing Ops Champions You Need to Follow
    Marketing Operations Strategist | Focused on strategy alignment | Process reinvention | Team building | Marketing technology. Technical Consultant | #CRM | #Integration | #CX | #IoT | #marketing. Andrew Freeman, @AndrewF_CRM. Marketing technology is rapidly evolving and so with it grows the role of Marketing Ops.
  • LATTICE  |  WEDNESDAY, NOVEMBER 18, 2015
    [CRM, Process] Using Predictive Analytics in 2016 to Drive Full-Funnel Demand
    It’s looking ahead so you can optimize your funnel earlier in the process – you don’t have to wait. Modern marketers already have a wealth of knowledge about their customers and prospects in their CRM and marketing automation systems. Smart Planning to Hit the Ground Running in the New Year. Quick, what are you thinking?
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, NOVEMBER 18, 2015
    [CRM, Process] Increase the Efficiency of Prospecting with New B2B Cross-Channel Marketing Sales Tools
    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. Creating a sales email on the fly has never been so easy and the new contact is automatically synchronized with Oracle Eloqua and your CRM. Product News
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, NOVEMBER 18, 2015
    [CRM, Process] Increase the Efficiency of Prospecting with B2B Cross-Channel Marketing Sales Tools
    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. Creating a sales email on the fly has never been so easy and the new contact is automatically synchronized with Oracle Eloqua and your CRM. Product News
  • ANNUITAS  |  TUESDAY, NOVEMBER 17, 2015
    [CRM, Process] Standardization – Keep it Consistent
    Without standardization of fields, metrics, data and processes, reporting will be skewed, integration of the technology stack will prove challenging, and too many manual processes will be necessary to understand performance, if it’s even possible. Where to start? Blog data data normalization dirty data standardization
  • SALESFUSION  |  MONDAY, NOVEMBER 16, 2015
    [CRM, Process] Marketing Technology Strategy for Sports Teams
    Resulting in an arduous process which detracts from marketers primary focus and often isn’t the best solution. Nurture sponsor relationships through integration with the team CRM system. Sports marketers have so many things to think about everyday. The last thing they should have to think about everyday? Technology. cart abandonment).
  • SYNECORE  |  FRIDAY, NOVEMBER 13, 2015
    [CRM, Process] Insight into Using Ad Retargeting to Convert Email Leads
    Use a marketing automation software to help automate this process. CRM retargeting is.well, it’s superior to what email retargeting once was. CRM retargeting let’s you use the data that you’ve already collected from customers or opt-ins to serve up specific targeting messages. Current Clients/Customers. Past Customers. annoying.
  • SALESPREDICT  |  FRIDAY, NOVEMBER 13, 2015
    [CRM, Process] Traditional vs. Predictive Lead Scoring
    The key differentiator between traditional and predictive lead scoring is this: choosing and ranking the right attributes and associated point values is a subjective process in the traditional model. While it may be informed by best practices and market experience, the process is static and oversimplified. Industry segment. Job title.
  • SALESFUSION  |  THURSDAY, NOVEMBER 12, 2015
    [CRM, Process] When an Email Marketing Tool Isn’t Enough
    Marketing automation platforms, on the other hand, allow for significantly more than that, including lead scoring, landing pages, website tracking, social and CRM tie-ins, event and webinar integrations and much more. Email Marketing vs. Marketing Automation: What’s the Difference? But that’s about all email marketing platforms can handle.
  • HUBSPOT  |  THURSDAY, NOVEMBER 12, 2015
    [CRM, Process] 14 Free Tools That'll Make It Easier to Run Your Business
    This means you can sign legally binding documents in 30 seconds or less, without leaving your Gmail inbox. 4) HubSpot CRM. HubSpot CRM enables sales teams to work more efficiently by providing reps with a detailed history of their interactions with a prospect. and they're all free. But that's not all. Magical. 2) Trello. Ah, paperwork.
  • B2B MARKETING UNPLUGGED  |  TUESDAY, NOVEMBER 10, 2015
    [CRM, Process] Stop Apologizing, Start Measuring
    When your reps close a ticket, process a return, cancel an account, offer a discount or just burst into tears, how do you track the reason? Branding CRM B2B marketing bizmarketer branding corporate overlords customer service Elizabeth Williams linkedinThere are a thousand reasons to be happy you don’t work for Volkswagen just now.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, NOVEMBER 9, 2015
    [CRM, Process] Predictive Marketing Vendors Look Beyond Lead Scores
    Companies willing to share their Salesforce CRM data can get a report assessing the quality of their CRM records, listing the top five data elements that identify high-value prospects, and suggesting five market segments they might pursue. But is it possible that predictive is already approaching commodity status?
  • CINTELL  |  MONDAY, NOVEMBER 9, 2015
    [CRM, Process] Habits of Customer-Centric Marketers: Q&A with Erika Goldwater
    Again, because nothing is more important than knowing the buyer – we share information in real-time via email or chat, put notes in our CRM, hold conference calls to discuss anything new or significant and always document any relevant data via presentations, and share everything via DropBox so the teams can access information at any time.
  • TERMINUS  |  MONDAY, NOVEMBER 9, 2015
    [CRM, Process] The Next Generation of Marketing Technology from a VC Perspective
    love this whole process of working with great entrepreneurs and building companies from scratch. Ajay explains that the next generation of martech will be different than other software innovations; for example, in the HR or CRM categories we see horizontal development. Who are the thought leaders you follow? It’s about the U.S.
  • HUBSPOT  |  MONDAY, NOVEMBER 9, 2015
    [CRM, Process] How to Overcome Objections to Get Your Company to Invest in B2B Inbound Marketing
    Make sure you're using campaign tagging within your marketing tools and fight to make sure that marketing-generated leads are tagged and tracked in your CRM. Inbound and outbound marketing can be used in conjunction to improve the lead generation process and shorten the sales cycle. The truth is that they may not. Conclusion.
  • ACT-ON  |  MONDAY, NOVEMBER 9, 2015
    [CRM, Process] Dear CMO, Part 1: Why Your Content Misses the Mark
    For some, this is driven by investment in CRM and automated marketing systems, that enable more personalized content delivery. And here lies both the problem and the solution that occupied our gathering of CMOs: A lot of content is created for the wrong reasons and by the wrong processes. What we heard surprised us – and the group.
  • THE FORWARD OBSERVER  |  WEDNESDAY, NOVEMBER 4, 2015
    [CRM, Process] 13 Lucky Takeaways from HubSpot’s 2015 State of Inbound Report
    CRM obstacles: manual data entry, integration, adoption. CRM stands for Customer Relationship Management. Salesforce describes it this way: "CRM system allows businesses to manage business relationships and the data and information associated with them. Prospecting is the toughest part of the sales process. Marketing.
  • KOMARKETING ASSOCIATES  |  WEDNESDAY, NOVEMBER 4, 2015
    [CRM, Process] How Pipeline Marketing is Changing The B2B Marketing Role [Interview]
    HOW ARE MARKETERS CHANGING THEIR VIEW OF CRM? DR: “I think most people feel like CRM is a sales tool. Marketers are waking up to the data in CRM.”. The “2015 State of Pipeline Marketing” report from Bizible shed light on exactly how B2B marketers are aligning with sales to drive revenue. WHY DO YOU THINK THIS IS THE CASE?
  • ETRIGUE  |  TUESDAY, NOVEMBER 3, 2015
    [CRM, Process] Sales & Marketing – Can’t live with them, can’t live without them
    CRM (Customer Relationship Management) tools allow the sales team to keep track of conversations, follow up actions, and the pipeline progression that enables them to better manage their time and resources. True Sales and Marketing alignment is achieved when the CRM and marketing automation platforms are integrated and share information.
  • CMO ESSENTIALS  |  TUESDAY, NOVEMBER 3, 2015
    [CRM, Process] Omni-Channel and the Future of Customer Experience
    CRM and ERP), whereas a “system of engagement” puts this data into action. On this point, the event featured several conversations regarding the importance of increasing employee engagement through both processes and technologies. Observations from G-Force 2015. An Omni-channel Engagement Center. Analytics.
  • CONTENT STANDARD  |  TUESDAY, NOVEMBER 3, 2015
    [CRM, Process] 6 Tips to Increase Your Email Marketing ROI
    Use the vast amount of data from your CRM and MAP and offer unique content to targeted segments that allows you to address their specific needs or demands. Email is here to stay. It is the preferred mode of communication for the majority of consumers and is the biggest driver of new leads. close second (67 percent) was organic search.
  • HUBSPOT  |  FRIDAY, OCTOBER 30, 2015
    [CRM, Process] 3 Scary Fears You Need to Overcome To Experience Amazing Inbound Results
    Brainstorm topics for content offers by talking to your sales team to find out what questions they are tired of answering, what common misconceptions people have about your product or service, and what they wish people knew when comparing your company to a competitor. 2) Fear of Changing Your Sales Process. Inbound Marketing
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, OCTOBER 29, 2015
    [CRM, Process] Openprise Gives Marketers Easy(ish) Tool to Manage Their Data
    It’s primarily used to set up data processing flows for data cleaning, matching, and lead routing. This still takes some highly structured thinking – it’s far from writing an English language sentence – but is well within the capabilities of anyone likely to be in charge of operating a marketing automation or CRM system.
  • AMPLIFINITY  |  THURSDAY, OCTOBER 29, 2015
    [CRM, Process] Why sales isn’t off the hook for generating referral leads
    Equally important, marketing has the tools to streamline the sales process so that every single client becomes part of your team’s referral network. Once referral automation is up and running, the process becomes much easier than reps could ever have imagined. Originally published on Salesforce.com. Sound too good to be true?
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