• BIZIBLE  |  WEDNESDAY, APRIL 27, 2016
    [CRM, Process] 4 Types Of MarTech Stacks With Big Implications For Marketing Operations
    How companies structure their stacks is reflective of marketers’ goals , priorities, analytic processes, and relationships to customers. The marketers who focus on the flow of data specialize in creating good analytic processes. These marketers architect a martech stack with the goal of getting the best analytics process.
  • CHIEFMARTECH  |  TUESDAY, APRIL 26, 2016
    [CRM, Process] Matrixed marketing tech: Delphic Digital’s winning Stackie
    The process is continuous; we are constantly adding and upgrading the tools we use to keep the train on the track, specifically in the marketing and technology stacks that we help our clients build. The following is a guest post by Kevin Hanley of Delphic Digital. Maybe, but for the purpose of this blog post, let’s go with “no.”. Not much.
  • HUBSPOT  |  TUESDAY, APRIL 26, 2016
    [CRM, Process] How to Do Market Research: A Step-by-Step Guide to Understanding Your Buyer's Journey
    Consider these recent statistics about B2B buyers from a 2015 study by Think With Google : 89% of buyers use the internet during the B2B research process. Here's a simple recruiting process to guide your efforts: Pull a list of customers who made a recent purchase. Ask them what their ideal buying process would look like.
  • IKO-SYSTEMS  |  MONDAY, APRIL 25, 2016
    [CRM, Process] The Unseen Problem with Inbound Leads and How to Fix It
    It can take as long as 18 – 24 months to pay down this process from A to Z. For many businesses, the mainstream content market can be a prohibitively difficult arena in which to compete, especially for small businesses and startups trying to rank content on social media marketing, SEO, CRM, etc. Take Action on Inbound. Takeaway.
  • ACT-ON  |  MONDAY, APRIL 25, 2016
    [CRM, Process] 10 Very Smart People Weigh In on How to Rethink Marketing
    Founder, CRM Essentials, @BrentLeary. And while you may not ever get to a 50/50 mix between acquisition and conversion, there’s no point in spending all that time and money on generating leads if you don’t have the processes in place to effectively convert them into loyal customers.  At least spend more than $1 on it… 10.
  • MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, APRIL 22, 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.
  • ORACLE B2B WHITE PAPERS  |  FRIDAY, APRIL 22, 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  |  FRIDAY, APRIL 22, 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  |  FRIDAY, APRIL 22, 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  |  FRIDAY, APRIL 22, 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  |  FRIDAY, APRIL 22, 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  |  FRIDAY, APRIL 22, 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.
  • MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, APRIL 22, 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  |  FRIDAY, APRIL 22, 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  |  FRIDAY, APRIL 22, 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.
  • KAPOST  |  THURSDAY, APRIL 21, 2016
    [CRM, Process] Managing Content Marketing: My Life Before and After Kapost
    How Kapost’s Platform Made My Content Creation Process All Grown Up. This project management process worked: we grew blog traffic, brought in a lot of new registrations, and increased revenue. And trying to onboard new hires was a mess because our process was so ad hoc. That’s not to say I’m a minimalist.
  • HINGE MARKETING  |  WEDNESDAY, APRIL 20, 2016
    [CRM, Process] Changes in the Professional Services Marketing Mix: Traditional vs. Online Marketing
    When you consider the online marketing landscape, it is important to recognize that many elements make up the new marketing mix, which complicates the process of developing a strong brand. Email broadcasts (ideally using a CRM) to offer webinar, video case stories and other content [Attraction and nurturing vehicles]. Resources.
  • YOUR SALES MANAGEMENT GURU  |  WEDNESDAY, APRIL 20, 2016
    [CRM, Process] What is all this talk about a Sales Process?
    What is all this talk about a Sales Process? Whether your organization is using CRM or not I find that most organizations have not taken the time to define, write out and train their sales team on how to use prescriptive a sales process.  How you define a sales process is important.  Take Good Notes , attached to CRM.
  • CONTENTLY  |  TUESDAY, APRIL 19, 2016
    [CRM, Process] The Customer Service Arms Race
    Answering customer questions lies in a gray space between CRM (Customer Relationship Management), basic product support, and content marketing. Simply put, consumers want to control the process of getting answers. The other day I had several questions about Olark, a San Francisco-based software company. Chat with us. Off site, on app.
  • HINGE MARKETING  |  TUESDAY, APRIL 19, 2016
    [CRM, Process] Measuring Your Marketing ROI and Effectiveness
    Most professional services just start tracking here using a CRM , or customer relationship management, platform. Knowing when to expect this drop is powerful, because you can fix potential issues at each stage by changing processes, adding personnel or using available tools more efficiently. Don’t get me wrong. growth!
  • HUBSPOT  |  MONDAY, APRIL 18, 2016
    [CRM, Process] How to Use Twitter Retargeting Ads to Generate More Customers
    Create your list in whatever CRM or marketing automation platform you use. This process will differ depending on which system you're using, but these are the metrics you should be looking at for your experiment: Lead-to-Customer Rate: This is your primary metric and will allow you to see how many leads converted into customers.
  • WEBBIQUITY  |  MONDAY, APRIL 18, 2016
    [CRM, Process] The B2B Lead Generation Ecosystem and WPO [Infographic]
    It’s interesting how well this framework correlates with the WPO model in terms of driving new (i.e., “pre-CRM”) website traffic. The middle section of hexagons highlights the reporting, contacting and lead validation process, which should be managed by more experienced internet marketers.
  • TONY ZAMBITO  |  SUNDAY, APRIL 17, 2016
    [CRM, Process] Overcoming The Content Personalization Challenge With Buyer Persona Research
    Invariably in business, there seems to be a tendency to gravitate towards the knee-jerk response of technology fixing a problem.  We have seen this in marketing and sales with CRM, sales automation, marketing automation, and now content automation.  by icon 54. The correlation is evident.  Could there be a correlation here also?
  • CAPTORA  |  WEDNESDAY, APRIL 13, 2016
    [CRM, Process] Winning Executive Buy-In for Martech Investments
    In the past, they’ve adopted new technology through an informal process, based on whatever market forces were predominant at the time. Marketers occupy more and more real estate in the customer lifecycle every year. If anything is clear, it’s that no stage is beyond the reach and responsibility of marketing. Let’s take a closer look.
  • BIZIBLE  |  TUESDAY, APRIL 12, 2016
    [CRM, Process] Why You Need A Single Source Of Truth For Marketing Data
    B2B marketers get lead data from, at a minimum, all of the marketing channels that have a conversion pixel (think: AdWords, Facebook), their marketing automation platform, and their CRM. It integrates with marketing automation and the CRM to connect the middle and bottom-of-the-funnel data, including customer conversion and revenue data.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, APRIL 7, 2016
    [CRM, Process] Don't Let Your Marketing Automation Feel Like a Bad Amusement Park Ride
    Through interactive content, marketers can ask questions their sales team uses to qualify leads, passing the answers into marketing automation and on to CRM when the prospect converts to a sales-ready lead. Think about the last time you went to an amusement park. That’s how your marketing can feel to prospects. Be honest. Win-win. 2.
  • MODERN B2B MARKETING  |  THURSDAY, APRIL 7, 2016
    [CRM, Process] Dynamic Duo: Close More Deals with Sales and Marketing Alignment
    Inquire about sales intelligence tools like Marketo Sales Insights that live natively within your CRM. See if your marketing team can automate these processes for success! Author: Stacey Thornberry A joint Marketo and Reachforce research piece found that businesses are 67% better at closing deals when sales and marketing work together.
  • SALESPREDICT  |  WEDNESDAY, APRIL 6, 2016
    [CRM, Process] What is Predictive Marketing?
    Today, we have advanced data science techniques , such as natural language processing and machine learning, so predictive systems can quickly train and learn on their own, without human intervention. The most common use of predictive marketing analytics today is within a companies' CRM. zero search interest on Google.
  • MODERN B2B MARKETING  |  TUESDAY, APRIL 5, 2016
    [CRM, Process] Strike Gold: How to Find Leads with External Intent Data
    And when this data is integrated with your marketing automation and CRM systems, you’re armed with key indicators of when marketing or sales should engage with each individual at an optimal time during the decision-making process, thus improving the ability to A lways B e C losing (ABC). Achieving AIDA to ABC. nterest. ecision.
  • KOMARKETING ASSOCIATES  |  THURSDAY, MARCH 31, 2016
    [CRM, Process] 15 Key Visualizations & Diagrams From #MarTech 2016
    Case studies from organizations like Cisco, LogMeIn, and Frito Lay pointed to the role technology played in defining and demonstrating marketing performance, along with lessons learned in the process. The 2016 Marketing Technology Landscape. The marketing technology landscape is rapidly growing. There is much more innovation still to come.
  • HINGE MARKETING  |  THURSDAY, MARCH 31, 2016
    [CRM, Process] Consider Lead Scoring to Better Engage Prospective Clients
    By “bubbling up” these leads in your CRM, you can identify good prospects, better understand their behavior, and interests and strategically market to them. You can capture more implicit data by tracking certain actions and creating tags within your CRM to organize contacts based those actions. What is lead scoring?
  • BIZIBLE  |  WEDNESDAY, MARCH 30, 2016
    [CRM, Process] You’ve Set Up Marketo And Salesforce -- Now What? Why You Still Need Attribution
    B2B marketing operations professionals have successfully staked a claim as marketing automation data process experts. Taking the next step, many have created a sales and marketing data foundation by connecting their marketing automation data to the CRM. Marketo) and the CRM (e.g. And neither will the CRM.
  • INFER  |  WEDNESDAY, MARCH 30, 2016
    [CRM, Process] Infer’s Predictive Insights From Across The Web
    With this insight, you can relentlessly focus on seeking out the best buyers for your product, and then make the process programmatic across your sales and marketing team so you can scale. It’s the perfect trojan horse for tapping into CRM and co-existing with Salesforce.”. In the News
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, MARCH 29, 2016
    [CRM, Process] Hive9 Marketing Performance Management Includes Customer Journey Optimization
    This still isn't a purely objective process because some human or machine judgement is still needed to exclude irrelevant details, assign interactions to journey stages, and select the most important sequences. This coordination includes both gathering data from multiple sources and sending messages through other systems. It’s bright. Bright.
  • SNAPAPP  |  TUESDAY, MARCH 29, 2016
    [CRM, Process] What Makes Content Resonate? Q&A With Doug Kessler
    ” Read on to learn Doug’s tactics in the creation process and what components help make a piece of content resonate. 1. And I also think there needs to be a little bit of a hardass element to the process. think you really need to frontload the creation and planning process. That’s some stiff competition.
  • MODERN B2B MARKETING  |  TUESDAY, MARCH 29, 2016
    [CRM, Process] How to Integrate Your Data and Achieve a Marketing Operations Peace of Mind
    At the very least, they are working with a marketing automation system and a customer database/CRM as the most basic must-haves. common place to begin is between your marketing automation system and your customer database/CRM, to further align your sales and marketing data and processes. Sort Out Your Field Mappings.
  • SNAPAPP  |  MONDAY, MARCH 28, 2016
    [CRM, Process] What Makes Content Resonate? Q&A With Doug Kessler
    Read on to learn Doug’s tactics in the creation process and what components help make a piece of content resonate. 1. And I also think there needs to be a little bit of a hardass element to the process. Are there tools or techniques or processes that you rely on when you are producing a piece of content you want to resonate?
  • BIZNOLOGY  |  MONDAY, MARCH 28, 2016
    [CRM, Process] Lead generating machine: is your website actively helping your business grow?
    Integrate Your Customer Relationship Management (CRM) Platform. If you’re not already using a CRM, it’s a good idea to choose one that integrates with as many of your systems and tools as possible, including your website. A CRM with web forms can help automate your lead management process. Pay Attention to Color Choices.
  • ACT-ON  |  MONDAY, MARCH 28, 2016
    [CRM, Process] Got Dynamics? Why You Need Act-On, Too
    strategy; go-to-market approach; success measures; organizational alignment; common, integrated processes; and. As Matt Heinz, president of Heinz Marketing said: In a nutshell, the only thing CRM systems do is organize your information. They capture your sales process, but they don’t execute it. technology. For how long?
  • MODERN B2B MARKETING  |  FRIDAY, MARCH 25, 2016
    [CRM, Process] Marketing Careers Spotlight: So You Want to Be a Marketing Systems Manager
    Sometimes referred to as the Digital Marketing Manager, the Marketing Systems Manager (MSM) is usually a top performer on the marketing or sales team and has a solid understanding of processes and technology. Interested in systems and processes. Defining business processes and strategies. Passionate about business strategy.
  • MODERN B2B MARKETING  |  THURSDAY, MARCH 24, 2016
    [CRM, Process] 3 Ways to Navigate the MarTech Landscape
    For many companies, this is often your marketing automation systems, customer database/CRM and content management system (CMS). For example, understand your data flow, rules, and data hygiene processes. love it! Look at all of these new companies with interesting new offerings. Pride:   MarTech is real. These concerns are real.
  • HUBSPOT  |  THURSDAY, MARCH 24, 2016
    [CRM, Process] Find Your Most Engaged Members and Donors with Inbound Marketing
    This process, known as conversion optimization--known in the for-profit world as the act of transforming website visitors into first-time customers and first-time customers into repeat buyers—is one of the pillars of inbound marketing. This process will allow you to create messaging that is truly impactful among your audiences. Log in.
  • 3D2B  |  TUESDAY, MARCH 22, 2016
    [CRM, Process] 6 Changes You Can Make to Optimize B2B Demand Generation
    The account profiling process will enable you to reach out to the right people at the right companies with a relevant message, giving you the competitive edge you need to bolster your demand generation process. 3.      Respond Rapidly. I’ve written about the incredible power of response management  before. It’s a tedious job.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, MARCH 22, 2016
    [CRM, Process] Announcing the 10th Anniversary Markie Award Finalists
    These marketers have taken advantage of digital marketing integration to enhance processes or improve analytics. They created an integrated ecosystem with CRM, third-party cloud apps, or other applications to automate, streamline, and enhance their marketing efforts. People, process and technology all come into play in this award.
  • LATTICE  |  TUESDAY, MARCH 22, 2016
    [CRM, Process] From 50 to 5,000 to 5 Million!
    Predictive analytics platforms give you the ability to look at all the data you already have about your prospects and customers – e.g. marketing automation, sales interactions (CRM), support tickets, transactions, product usages, etc.  Big data processing and machine learning. EMC  targets hundreds of thousands of customers.
  • LATTICE  |  MONDAY, MARCH 21, 2016
    [CRM, Process] From 50 to 5,000 to 5 Million!
    Predictive analytics platforms give you the ability to look at all the data you already have about your prospects and customers – e.g. marketing automation, sales interactions (CRM), support tickets, transactions, product usages, etc.  Big data processing and machine learning. EMC targets hundreds of thousands of customers.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, MARCH 16, 2016
    [CRM, Process] Mariana Uses Artificial Intelligence to Build Personas and Find Target Audiences
    Both products start by uploading a training set of target accounts or closed and won opportunities and contacts from CRM. Conversion IQ follows a similar process except that Mariana works from a set of known contacts uploaded by the client. But many of your marketing targets are less visible. This is where Mariana comes in.
  • IKO-SYSTEMS  |  WEDNESDAY, MARCH 16, 2016
    [CRM, Process] Are You Part of the Predictive Lead Gen Generation?
    IKO System was created as an answer to the above rhetorical question.  In examining the wasteful and frustrating processes of prospecting for new leads, we realized an opportunity:  . Yet, these nurturing processes are still lengthy and grueling.  . Blogs, online forums, and social networks contribute to the cold sales email processes.
  • VISUALLY  |  TUESDAY, MARCH 15, 2016
    [CRM, Process] How Failing Fast is the Way to an Effective Social Media Strategy
    ” In this post, we’ll explore fail fast best practices, including a look at services such as Persado and Unbounce that can help you expedite the process of trial and error. When you learn to ride a bike, you’re bound to encounter the cold, hard reality of gravity. And again. And again. It’s time to get our ducks in a row.
  • VISUALLY  |  TUESDAY, MARCH 15, 2016
    [CRM, Process] Scale Social Media Strategy Quickly and Overcome Any Obstacle
    ” In this post, we’ll explore fail fast best practices, including a look at services such as Persado and Unbounce that can help you expedite the process of trial and error. When you learn to ride a bike, you’re bound to encounter the cold, hard reality of gravity. And again. And again. It’s time to get our ducks in a row.
  • BIZIBLE  |  TUESDAY, MARCH 15, 2016
    [CRM, Process] 5 Bold MarTech Predictions For Non-Risk Averse Marketing Technologists
    In addition to technology itself, the most important changes will always be around the use of technology -- and how the organizations will change processes and make spending decisions in the next several years. If they had it their way from the beginning, marketers would build their technology stacks around sales automation like the CRM.
  • KEO MARKETING  |  TUESDAY, MARCH 15, 2016
    [CRM, Process] Content Firm Buys B2B Marketing Data Startup
    Contently provides content marketing services, including creative talent and a software platform to manage content processes. The company says the expanded data capabilities will let marketers track downloadable content, optimize lead capture forms, and integrate with marketing automation, CRM, and email marketing platforms.
  • ACT-ON  |  TUESDAY, MARCH 15, 2016
    [CRM, Process] Using Customer Contact Data to Tell Better Marketing Stories
    It’s the strategy you use when concepting your campaigns and the thought-process you employ when designing your qualification funnel … you live it, and you breathe it, and you’re always looking for a way to make it work better. You already have everything you need – your customer contact data – waiting in your CRM.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MARCH 14, 2016
    [CRM, Process] Sales Management: What is your goal–today?
    Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Sales Management: What is your goal—today?  . Sales leadership is a constant focus on many various facets of business-it’s one of the reasons sales management is a one of the most difficult jobs in any business. 
  • MODERN B2B MARKETING  |  MONDAY, MARCH 14, 2016
    [CRM, Process] 7 Questions to Ask Before Launching a B2B Referral Program
    In fact, according to Edelman Trust Barometer, 84% of B2B businesses initiate the buying process with a referral. Due to the complex sales processes and expensive nature of some B2B products, you need to put time and careful consideration into developing your referral program’s strategy, structure and internal processes.
  • ANNUITAS  |  THURSDAY, MARCH 10, 2016
    [CRM, Process] Sales Enablement Danger
    I am a huge proponent of utilizing innovative technologies to streamline business processes and I am fascinated by the history of technology. Recognize the complexities of adding technology to your process. It will have a ripple effect upstream and can easily disrupt the entire Demand Process. Enter, the era of Sales Enablement.
  • HUBSPOT  |  THURSDAY, MARCH 10, 2016
    [CRM, Process] The Ultimate Dictionary of Marketing Terms You Should Know
    This is the process of comparing two variations of a single variable to determine which performs best in order to help improve marketing efforts. Since we’re going alphabetically, the last part of the funnel process is first! At the simplest level, CRM software lets you keep track of all the contact information for these customers.
  • BIZIBLE  |  WEDNESDAY, MARCH 9, 2016
    [CRM, Process] Why Most Marketers Misunderstand Lead Source Data. And How To Get It Right
    And yet, it’s a set of data that is very often inaccurately calculated inside the CRM. When the opportunity is assigned a Lead Source, a salesperson or CRM assigns it based on any number of criteria -- criteria which may not reflect the most important or influential lead channel. And it’s required for measuring channel velocity.
  • AMPLIFINITY  |  WEDNESDAY, MARCH 9, 2016
    [CRM, Process] Why teaching your team how to fish referrals is vital to your referral program
    Fishing can be a simple process, and almost everyone knows the concept behind it. Sales Associate: This employee is usually the one who will assimilate themselves into the referral process as they provide daily support to maintain customer satisfaction. How training is necessary for fishing and your referral program. You need training.
  • CAPTORA  |  TUESDAY, MARCH 8, 2016
    [CRM, Process] The 3-Step ToFu Recipe for Growth Marketers
    First came CRM. CRM made sales and marketing more efficient in the bottom of the funnel. Then came marketing automation, which turned middle funnel marketing from a manual and disorganized process to a more streamlined and moderately automated one. But the top of the funnel has never had its own platform. Launch and Optimize.
  • ACT-ON  |  TUESDAY, MARCH 8, 2016
    [CRM, Process] iCharts Applies Marketing Automation to Smart Strategy to Deliver Record Opportunities
    ACT-ON:  Which CRM do you use? ACT-ON:  What’s the process? And what is sales’ process from there? We have a very rigorous attribution process in place. iCharts delivers business data visualization to companies worldwide. Until recently, the company had grown organically with little to no marketing. TED:  Yes.
  • ACT-ON  |  FRIDAY, MARCH 4, 2016
    [CRM, Process] How Marketing Operations Can Align with Sales (and Why)
    The technologies that look for code like this on sites to determine which tools that company is using follow up that discovery by transposing that information into your Customer Relationship Management (CRM) system. Wouldn’t this be great information for a sales rep to have when building out prospecting lists!? Have an open door policy.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, MARCH 3, 2016
    [CRM, Process] How to Execute Event Marketing like a Data-Driven Machine
    To help you answer these questions, we’ve developed an event marketing infographic so that you can see how you can leverage the data from events, prospect data from your marketing automation system, and customer data from your CRM system to accelerate sales, engage attendees, inform your marketing decisions, and demonstrate ROI for events.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, MARCH 3, 2016
    [CRM, Process] 10 Surprising Statistics About Marketing Technology
    Delivering e-CRM emails and analysing the results are big uses of marketing technology, but what’s surprising is that many companies use it for little else. Joining the dots of the whole customer experience also flags up areas where operational processes can be re-engineered. This blog explores the figures. Nor should we.
  • HUBSPOT  |  THURSDAY, MARCH 3, 2016
    [CRM, Process] 6 Things to Update Before Starting Your Next Job Search
    HubSpot customers: Click here to learn how to set up your email signature in HubSpot's CRM.). 5) Update your network, and empower them to help you. Adapt your process. Starting a job search is a daunting task. Not so fast, my friend. Trust me, it'll make your job search go much more smoothly. What are you passionate about? Be sincere.
  • BIZIBLE  |  WEDNESDAY, MARCH 2, 2016
    [CRM, Process] Isaac Newton’s 3 Laws of Marketing Data for Revenue-Focused B2B Marketers
    Whether we can use the data, process the data, and learn from the data is completely dependent on the type of data that it is. In layman’s terms, this law means that as a user becomes more proficient at gathering and reporting data, their data process becomes less disordered. Did we process the data consistently? Is it accurate?
  • HUBSPOT  |  WEDNESDAY, MARCH 2, 2016
    [CRM, Process] 12 Critical Building Blocks to a Successful Digital Marketing Campaign
    Can you create persona and lifecycle-specific workflows that will help automate the nurturing process? Inbound marketing helps generate these types of leads so that your company spends less time in the selling process but that doesn’t mean it can close the deal on its own. Outline the handoff, contact and tracking processes.
  • ANNUITAS  |  TUESDAY, MARCH 1, 2016
    [CRM, Process] A Structured Approach to Demand Generation Analytics
    How can we better tie buying and content/channel interactions to opportunities and closed revenue in a closed-loop fashion — to fuel our  demand process optimization ? We Don’t analyze silos:  As a marketer, you should focus on the alignment of people, process, content, technology and data in demand process outcomes.
  • HINGE MARKETING  |  TUESDAY, MARCH 1, 2016
    [CRM, Process] Evolution of Marketing for Professional Services: New Learning Frontiers
    The following are just a sampling of the marketing technologies that we use every day: Customer relationship management (CRM) systems that manage and analyze interactions with clients and prospects throughout their engagement with a firm. Looking back just a few years, I am amazed by how much the marketing landscape has change.
  • SNAPAPP  |  MONDAY, FEBRUARY 29, 2016
    [CRM, Process] 3 Steps to Embed Your Buyer Personas into the Fabric of Your Organization
    This post is intended for the individual (or team) spearheading the buyer persona process. Make personas immediately available throughout your organization by embedding links to personas within your CRM, or easily available on your company intranet. By Kristin Farwell , Director of Customer Experience at Cintell. Congratulations!
  • CONTENT STANDARD  |  MONDAY, FEBRUARY 29, 2016
    [CRM, Process] The Content Standard: How We Transformed from Content Marketers to Editors
    Feeling unprepared, unqualified, and scared, I walked into work on my first day as a marketing content specialist and fired off several all-company emails establishing content creation requirements and processes. This wouldn’t be an overnight success—in fact, we expected the whole process to be rough. The Result. Who We Were.
  • ACT-ON  |  MONDAY, FEBRUARY 29, 2016
    [CRM, Process] How Smart People Do Social Selling
    According to research from the Aberdeen Group: 6% of the salespeople using social selling as part of their sales process outperformed their sales peers. They’re also alarming because most buyers will be well along in their buying process by the time they actually talk to a sales team member. There’s a reason: It works. Still skeptical?
  • SNAPAPP  |  SUNDAY, FEBRUARY 28, 2016
    [CRM, Process] 3 Steps to Embed Your Buyer Personas into the Fabric of Your Organization
    This post is intended for the individual (or team) spearheading the buyer persona process. Make personas immediately available throughout your organization by embedding links to personas within your CRM, or easily available on your company intranet. Congratulations! So how do we get there? How were the buyer personas created?
  • MODERN B2B MARKETING  |  FRIDAY, FEBRUARY 26, 2016
    [CRM, Process] 3 Ways to Keep Your MarTech Stack Tidy
    Data and Process Integration + Integrity. While most unitasker solutions provide seamless integration with CRM and marketing automation systems, each still introduces a new set of data unique to the solution. And how much of the return is due to improvements in people and process vs. the technology? 3. Predictive lead scoring.
  • ANNUITAS  |  THURSDAY, FEBRUARY 25, 2016
    [CRM, Process] What Funnel Flipping Means to Me
    Are they all using the same CRM system, or ERP? These steps signify the difficult process of generating interest from the accounts on your target list, but not just from individual leads at those accounts. Image source. At the top, you have “Identify,” which is really the heart (to me) of account-based marketing.
  • SALES ENGINE  |  THURSDAY, FEBRUARY 25, 2016
    [CRM, Process] Content Strategy Before Technology Acquisition
    Buyers are going to diagnose their own pain, map out their own process, and create their own road map to solve their problems—and no matter how many emails you send them, they’re not going to do anything until you hit a nerve. In other words, it’s not about you, it’s about them. Stay with me here! References: [link] [link] [link].
  • ONALYTICA B2B  |  WEDNESDAY, FEBRUARY 24, 2016
    [CRM, Process] Social Selling 2016: Top 100 Influencers and Brands
    Social selling is the process of developing relationships as part of the sales process, this mostly takes place on social networks such as LinkedIn, Twitter and Facebook but can also take place offline at networking events and conferences. Pipeliner CRM. In addition, socially savvy reps beat their quotas 23% more often. Company.
  • 3D2B  |  TUESDAY, FEBRUARY 23, 2016
    [CRM, Process] 4 B2B Sales and Marketing Trends You Need to Watch in 2016
    Companies are shifting the makeup of their sales forces as they discover that face-to-face meetings with salespeople are not as important to B2B sales processes as they used to be. CRM and marketing automation are systematizing the sales and marketing process. The Shift from Field to Inside Sales. Lead Generation
  • 6SENSE  |  TUESDAY, FEBRUARY 23, 2016
    [CRM, Process] Can Your Demand Gen Answer These 4 Questions?
    Incorporating analytics into demand generation processes is essential to achieving this goal. Question #1: Can we identify prospects early in their buying process? Companies used to impose their sales process on the buyer. Pivotal customer data won’t come just from your website, CRM and marketing automation. Latest
  • NUSPARK  |  THURSDAY, FEBRUARY 18, 2016
    [CRM, Process] Matching the Offer with Buyer Mindset: The Website Dilemma
    More often with B2B, the products and services are more complex, and the sales process needs to include a lot of educating and hand holding. Hubspot has a great blog post on mapping lead nurturing content here How to Map Lead Nurturing Content to Each Stage in the Sales Cycle  which you should read for more detail, but it’s a simple process.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, FEBRUARY 18, 2016
    [CRM, Process] InsideView Again Named to CRM Watchlist
    CRM thought-leader Paul Greenberg, for the second year in a row, has named InsideView as a winner of his prestigious CRM Watchlist! In a process based primarily on an extremely detailed submission form (ours was nearly 50 pages, although Greenberg stated that several exceeded 100 pages!),
  • ACT-ON  |  THURSDAY, FEBRUARY 18, 2016
    [CRM, Process] 5 Proven Strategies to Rid Sales and Marketing of Bad Blood
    Use the data gathered in your marketing automation and CRM systems to help you find commonalities, and begin to craft a mutually accepted definition of a qualified lead. Develop a “single view of the truth” using closed-loop reporting processes to measure progress against shared goals. Lose 36% fewer customers to competitors.
  • 6SENSE  |  WEDNESDAY, FEBRUARY 17, 2016
    [CRM, Process] The 5 Use Cases of Predictive ABM
    true ABM strategy will touch every part of your lead-to-revenue process, remaking the way your marketing and sales teams drive growth for your business. One of the main appeals of account based marketing (ABM) is that, unlike inbound marketing tactics that have defined B2B marketing over the past five years, ABM is a proactive strategy. 
  • MODERN B2B MARKETING  |  WEDNESDAY, FEBRUARY 17, 2016
    [CRM, Process] Fast Forward: Video Content Goes Interactive and Personal
    Sales will start to use marketing videos as part of the selling process and will also start creating their own personalized videos to better connect with potential buyers. The data is within reach with the right video marketing platform in place, connected to your marketing automation or CRM system. Whoa, wait a minute, WHAT?!
  • HUBSPOT  |  WEDNESDAY, FEBRUARY 17, 2016
    [CRM, Process] 24 Conversion Rate Optimization Tools for Research, Feedback, Analytics & More
    This tool is like Google Analytics meets SumoMe meets a CRM. Act-On software offers a free A/B testing tool that walks you through the process of trying out your first A/B test of a site page. Believe it or not, driving traffic to your website -- albeit challenging -- isn't enough to sustain your business. Ready? Let's get converting.
  • BIZIBLE  |  TUESDAY, FEBRUARY 16, 2016
    [CRM, Process] Here's The Account-Based Marketing Metrics Cheat Sheet
    You also want to know what content they engage with and when in the sales process they engage. Because set-up is different depending on your channels, create a taxonomy to organize your channels and then go about creating the tags connecting your tracking to your CRM. How To Measure Account Coverage In Account-Based Marketing.
  • HUBSPOT  |  TUESDAY, FEBRUARY 16, 2016
    [CRM, Process] Marketing Automation: From Shiny Marketing Gadget to Powerful Sales Tool
    Most commonly, marketing automation is used to automate steps in the process of converting website visitors to contacts and nurturing contacts to leads until they’re ready to be handed off to sales. Isn’t there a way to improve the process for many more? extend the process to sales channel when appropriate. The Sales Hand-off.
  • SOCIAL MEDIA B2B  |  MONDAY, FEBRUARY 15, 2016
    [CRM, Process] Unlock the Power of B2B Personas By Freeing Them from PDF Purgatory
    These important strategy tools are often trapped in what I call “PDF Purgatory” unused and quickly becoming irrelevant to the modern marketing and sales process. What information are you storing in your behavioral processes such as lead scoring / marketing automation that could help to inform/validate some of these insights?
  • 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.
  • STORIES THAT SELL  |  TUESDAY, FEBRUARY 9, 2016
    [CRM, Process] The Small Marketer’s First Steps to a Customer Advocacy Effort
    All you need is a surveying tool, Excel spreadsheet or CRM, and about 8 hours periodically from an organized staffer to work on the project.”. A few years ago, I delightfully observed as a client started a customer advocacy program. What’s that, you might ask? Impressive. Why Your Business Needs an Advocacy Program.
  • 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?
  • 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.
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