• PUREB2B  |  WEDNESDAY, MARCH 22, 2017
    [CRM, Process] How to Nurture Leads with Email Marketing
    Since marketers need to determine where ROI is coming from, there is a need to establish a good CRM model or system that will identify which campaigns are effective and which are not. The bottom line on marketing automation is that it allows you to scale processes without removing the ability to segment and personalize. Final Thoughts.
  • CHIEFMARTECH  |  WEDNESDAY, MARCH 22, 2017
    [CRM, Process] THE HACKIES: A customer-centric approach to building marketing and sales stacks
    A lot has changed in the B2B buying process over the years. The B2B buying process is broken. Easy: The Holy Grail of funnel marketing — steering prospects effortlessly through the awareness, consideration, and purchase phases — is misguided because the buying process is hardly linear. Like it? And then it happens. Sales Tech.
  • HUBSPOT  |  WEDNESDAY, MARCH 22, 2017
    [CRM, Process] 4 Ways to Use Audio in B2B Marketing
    The Listening Process. The process starts when we receive auditory stimuli, which our brains then have to interpret. It’s that third step in the process -- recalling -- that might be the most important one for marketers. When you’re trying to get somewhere -- by foot, train, bus, or car -- how do you pass the time? 1) Podcasts.
  • 3D2B  |  TUESDAY, MARCH 21, 2017
    [CRM, Process] Why B2B Phone Calls Are Popular in 2017
    It’s a strategic process that often requires multiple touches to several members of a buying team prior to closing a sale. Despite the challenge, inside sales people with the right processes and technology can attain almost instant response and the associated increase in qualified leads. Today’s effective marketing is “all-bound.”
  • KAON  |  TUESDAY, MARCH 21, 2017
    [CRM, Process] Kaon Interactive Incorporates Augmented Reality Into 3D Marketing Platform
    Along with 3D AR experiences and virtual reality, Kaon’s High Velocity Marketing Platform also provides user analytics, 3D product catalogs, lab configurators, data-driven calculators, CRM integration, social sharing, interactive white boarding and customer text editing tools. Kaon AR (Augmented Reality).
  • INFER  |  TUESDAY, MARCH 21, 2017
    [CRM, Process] Interview with Infer on Predictive and ABM
    Here are a few key use cases for predictive that we’ve seen at early stages of the Martech Maturity Model: Stage 0 (Marketing Transformation): Most companies don’t start building their sales and marketing stack by selecting a MAP vendor — their first step is usually to purchase a CRM system like Microsoft Dynamics or Salesforce to store sales data.
  • HUBSPOT  |  TUESDAY, MARCH 21, 2017
    [CRM, Process] How Redesigning HubSpot.com Doubled Conversion Rates
    This gave an idea for how these conversion paths were playing out for actual users, and it helped shine a light on areas where the process was confusing. In particular, many were struggling to understand how HubSpot CRM and HubSpot Sales worked together. I didn't continue the process because your website is too damn cluttered.
  • BIZIBLE  |  MONDAY, MARCH 20, 2017
    [CRM, Process] Are You Measuring Event Marketing The Right Way?
    Many marketers are already taking the next step towards down-funnel measurement by uploading their event leads into campaigns in either their CRM our marketing automation system—turning these offline leads “online.”. For many B2B marketing departments, event marketing takes up a significant portion of the budget. did you make contact?
  • ACT-ON  |  MONDAY, MARCH 20, 2017
    [CRM, Process] Are You Ready for Marketing Automation?
    Most marketing automation platforms (MAPs): automate manual tasks and multi-step processes such as email and social media campaigns; integrate common marketing tasks and multiple tools into a single dashboard, making management easier; gather and consolidate data on campaign performance, website visitor behaviors, and other key metrics; and.
  • PUREB2B  |  MONDAY, MARCH 20, 2017
    [CRM, Process] 7 Benefits of Closed-Loop Reporting
    It means to “close the loop” between data collected from marketing analytics software and customer relationship management (CRM) systems or sales teams. While on the other hand, your sales team and CRM systems provide details on which strategies resulted in sales and the value of each sale. So how does it work? How great is that?
  • MODERN B2B MARKETING  |  FRIDAY, MARCH 17, 2017
    [CRM, Process] Straight from the Champions’ Mouths: What to Look Forward to at Summit 2017
    Courtney Grimes , Senior Marketing, Automation and CRM Consultant at DemandLab. After networking with the best-of-best at Summit, you will be able to quote users (aka Josh Hill) and well-known companies to justify your processes, budget, and even make a case for additional headcount.— So, don’t just take our word for it! Sessions.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, MARCH 16, 2017
    [CRM, Process] Marketing’s Like Love: How Rejection Leads to Success
    Ideally, BDRs should be able to select a rejection code from a dropdown menu in their CRM software. (A Failure is a part of the process. Imagine you’re having a night on the town with someone special. Both of you have just met, but your vibes click and you think you like each other. No texts returned. Frozen out.
  • SNAPAPP  |  WEDNESDAY, MARCH 15, 2017
    [CRM, Process] 21 Stats You Need to Know About Marketing Automation
    The most commonly used marketing automation features are email marketing (89%), lead nurturing (84%), integrations with other software (CRM, mobile, social media, etc.) 89% of respondents who have deployed marketing automation systems have integrated it with their CRM systems. How are they doing that? Gartner. . Regalix. . Pardot.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, MARCH 14, 2017
    [CRM, Process] Let’s Celebrate the 2017 Markie Awards Finalists!
    Digital marketing integration can often enhance processes or improve analytics. These organizations have created an integrated ecosystem with CRM, third-party cloud apps, or other applications to automate, streamline, and enhance their marketing efforts. In this award, people, process and technology all come into play. Cisco.
  • CHIEFMARTECH  |  TUESDAY, MARCH 14, 2017
    [CRM, Process] Mastering modern marketing technology leadership over 2 intense days
    They’ll reveal real use cases examples of how to marry your CRM data (first-party data) with targeted ads to connect with those same people on social platforms like Facebook, Twitter, and LinkedIn — delivering personalized individual-level advertising that can done with existing marketing automation campaigns. 1:30pm – IBM.
  • ACT-ON  |  MONDAY, MARCH 13, 2017
    [CRM, Process] What Is Customer Marketing?
    By using a marketing automation workspace, like Act-On , marketers are able to grow their customer relationships after the sell in a number of ways, from automating the customer onboarding process through nurture emails, to sending emails about product adoption, new features or training opportunities.
  • TONY ZAMBITO  |  SUNDAY, MARCH 12, 2017
    [CRM, Process] Reboot Buyer Insights To Drive B2B Growth
    The advent of CRM, Sales Automation, and Marketing Automation has produced voluminous data. It is a mapping of all the internal processes taking place with a view of buyers having internal interactions with an organization. Illustration by Gregory Cresnar. B2B companies are faced with the most transformative era in business history.
  • RADIUS  |  FRIDAY, MARCH 10, 2017
    [CRM, Process] Top 2017 Takeaways From Product Executives
    Arguably one of the most common issues plaguing most marketing and sales teams is the prevalence of inaccurate, stale, and incomplete data across CRM and marketing automation technologies (MAT). Rise in natural language processing tools for more scalable content. ” – Thomas Edison. Mapping the biggest innovations from 2016.
  • HUBSPOT  |  FRIDAY, MARCH 10, 2017
    [CRM, Process] What Does the Future Hold for Agencies? 3 Leaders Weigh In
    Meaning there is going to be a movement of "lead generation" agencies that will move closer into the CRM implementation/usage space; basically they will move into Sales Enablement. Do you remember what agencies looked like five years ago? And as the business develops, so too do areas for innovation. What Does the Future Hold for Agencies?
  • CONTENTLY  |  THURSDAY, MARCH 9, 2017
    [CRM, Process] How Document Analytics Became Our Secret Weapon
    In the past, when a salesperson sent downloadable collateral to a prospect, that was the end of the process. That’s why Document Analytics has been such a valuable resource that impacts our ideation process. Document Analytics makes that easy with our CRM integrations. Let’s go over a few of them below.
  • CONTENT STANDARD  |  TUESDAY, MARCH 7, 2017
    [CRM, Process] In Praise of the Automaton: How Humans Can Stay Relevant in the Face of Marketing Automation
    Case in point: programmatic ad buying, which automates the cumbersome-yet-critical process of bidding for ad space and maximizing value. Because the software syncs with your team’s CRM, you can personalize emails in seconds. The arrival of a new piece of marketing technology can feel as reinvigorating as your 2:00 p.m.
  • THE ROI GUY  |  MONDAY, MARCH 6, 2017
    [CRM, Process] Business Value Summit Interview – Getting The Most from your Business Value Program
    When it came time to get a second meeting or advance the sales process, it just wasn’t happening at the rate ADP needed it to to achieve their growth goals. CRM systems such as Salesforce. We see more companies integrating value selling tools into the CRM workflow, rather than it residing stand alone, as yet another tool.
  • ENGAGIO  |  SATURDAY, MARCH 4, 2017
    [CRM, Process] Laying the Groundwork for a Successful Account Based Marketing Strategy
    What you’re going to find is that at a bare minimum, your CRM needs to reflect your ICP and target personas clearly and accurately. In practice, underlying CRM data (e.g. Initiate the process to get set yourself up for success with these tips: Drive results in your most valuable segments with specific and valuable offers.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, MARCH 3, 2017
    [CRM, Process] CaliberMind Offers B2B Orchestration with a Twist
    The system uses natural language processing to analyze these and build a profile of what they have in common. Because the language processor can understand things like level of interest, buyer role, and stage in the purchasing process, it can identify new and generate alerts about important events. Unify B2B data. Report on journeys.
  • B2B LEAD GENERATION BLOG  |  THURSDAY, MARCH 2, 2017
    [CRM, Process] 5 Useful Lead Nurturing Tactics to Get More Opportunities
    Your top of the funnel lead generation becomes a multi-touch process when you use more than one channel. Sales is an essential part of building your lead nurturing process. Here’s an example of involving Sales in the lead nurturing process. Lead nurturing is one of those things that’s easy to talk about but hard to do. Email.
  • CHIEFMARTECH  |  THURSDAY, MARCH 2, 2017
    [CRM, Process] THE HACKIES: Conquering Middle Earth with marketing technology
    Soldiers are actually at war with other leaders’ forces who are after the same treasure, and will often times use evil methods to extract the treasure, harming the people of Middle Earth in the process. Sales persons prepare by planning out their missions by using something called a “CRM” or “SFA.”
  • ACT-ON  |  THURSDAY, MARCH 2, 2017
    [CRM, Process] Rethink Podcast #13: What It Means To Become An Advocate Marketer
    Marketing plays a role in the entire process. And that means process and technology to transform the sales organization. It takes functional discipline and it takes individuals who have the skillset of bringing process, bringing data, bringing infrastructure, and bringing cross-functional collaboration into the organization.
  • CHIEFMARTECH  |  WEDNESDAY, MARCH 1, 2017
    [CRM, Process] THE HACKIES: Full-path ROI — aligning attribution models with the buyer’s journey
    Integrating both web analytics and CRM account data will connect the dots and close the loop in longer sales cycles. Without the insights of data analysis and channel experts, it is easy to misinterpret or misplace proper attribution from data generated by marketing automation and CRM systems. Like it? Use the Right Success Metrics.
  • VIDYARD  |  WEDNESDAY, MARCH 1, 2017
    [CRM, Process] Leveraging Video to Get More Sales Meetings [Podcast]
    After we started using video in our sales process, Scott Ingram, host of the Sales Success Stories Podcast took notice. A big piece of the puzzle for us is understanding what type of marketing automation system and what sort of CRM platform the company is using. How are you using video for prospecting? This is a great email!
  • HUBSPOT  |  WEDNESDAY, MARCH 1, 2017
    [CRM, Process] 9 Client Reporting Tools That Will Save Your Agency Time
    You'd save almost $5,000 per month if you automated this process. Databox enables agencies automate the client reporting process by compiling data from many popular marketing software and services -- including HubSpot Marketing , HubSpot CRM , Google Analytics, Adwords, Facebook ads, Twitter, Linkedin Company Pages and Instagram.
  • HUBSPOT  |  TUESDAY, FEBRUARY 28, 2017
    [CRM, Process] How to Start a Business in 2017: A Complete Guide for Startup Entrepreneurs
    We’re here to guide you through that process. Sales Process Template. A simple, easy-to-follow sales process template to help managers coach their inside sales reps into following a proven, standardized process from discovery to close. The Best CRM. How much money do you really need to start a business? Not so fun.
  • INFER  |  TUESDAY, FEBRUARY 28, 2017
    [CRM, Process] Can predictive bring sales and marketing together?
    Not only does Infer look at a contact in terms of their interactions with your company (by looking at your CRM and marketing automation), it also mines the Web and other third party data looking at potentially thousands of data points, each weighted specific to the company’s requirements. Predictive and AI can help. The Inbound problem.
  • WEBBIQUITY  |  TUESDAY, FEBRUARY 28, 2017
    [CRM, Process] The 14 Best Personal Productivity Tools
    Despite the proliferation of “labor saving” devices and process automation software, marketers (along with their colleagues in pretty much every other business function) are busier than ever. An integration platform to help connect on-premises and cloud applications, automate workflow processes, and create microservices.
  • ETRIGUE  |  MONDAY, FEBRUARY 27, 2017
    [CRM, Process] Marketing Automation Apprehension
    They are apprehensive about moving from manual processes to automated marketing systems. So too is integrating CRM systems with marketing automation systems. Follow the processes and programs you currently have running, and build on your success over time. Too much content? Too difficult? Benefits may be gained quickly.
  • ACT-ON  |  MONDAY, FEBRUARY 27, 2017
    [CRM, Process] What is Brand Marketing?
    Whether it’s a virtual event or a customer workshop, marketing automation allows you to manage the process and track engagement from email invitations to reminders to post-event follow ups. There is a lot of confusion around brand. It’s one of those words widely used but unevenly understood. Just what is brand marketing? Social Publishing.
  • RADIUS  |  THURSDAY, FEBRUARY 23, 2017
    [CRM, Process] Top Webinars You Should Watch For Marketing Success in 2017
    Bring direct mail into the digital age by leveraging your CRM. The recurring problem, however, is that marketers are taking a shallow approach to evaluating predictive vendors – adopting a simple and quick process based on short-term gains, rather than using a well-thought-out long-term strategy as their barometer.
  • ACT-ON  |  THURSDAY, FEBRUARY 23, 2017
    [CRM, Process] How Marketing Automation Technology Makes Businesses Smarter
    Customers engage with brands across multiple digital touch points — from the first interaction to the buying process to ongoing customer care — and they expect a more personalized experience throughout. Editors Note: This post originally appeared in The Business Debate. . Webster’s Dictionary.
  • BIZIBLE  |  WEDNESDAY, FEBRUARY 22, 2017
    [CRM, Process] What Is Adaptive Analytics? And Why Does It Matter For B2B Marketers?
    Because adaptive analytics leverage prospect and customer data, it’s important for orgs to have accurate CRM and multi-touch attribution data before adaptive analytics can really be effective. Adaptive analytics requires the continuous processing of a ton of data, which until recently, was unfeasible for most organizations.
  • ACT-ON  |  TUESDAY, FEBRUARY 21, 2017
    [CRM, Process] 5 Smart Ways to Automate Your Marketing
    Which processes would most benefit from automation? Have all forms automatically transfer information to your CRM software. This might seem beginner-ish to some of you… but if you’ve been around the block with marketing automation or CRM, you know that marketing programs live and die by the quality of their data. How’d he do it?
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, FEBRUARY 16, 2017
    [CRM, Process] Zaius Offers Mid-Market Customer Data Platform Plus Analytics and Campaigns
    I probably wasn’t helped by Zaius’ Web site, which calls it a “B2C CRM” and then lists single customer view, real-time marketing automation, and cross-channel attribution as its main features. In fact, CRM and marketing automation are feeder systems to CDPs, so you could argue it’s logically impossible for the same system to be both.
  • PUREB2B  |  WEDNESDAY, FEBRUARY 15, 2017
    [CRM, Process] Lead Nurturing’s Biggest Challenges
    Technology has allowed marketers to scale their lead nurturing campaigns with readily available automation tools and easy-to-use CRM software. Lead nurturing is a vital part of B2B marketing because it‘s a key strategy in driving prospective customers towards a purchase decision. Challenges of Lead Nurturing in Marketing Campaigns.
  • 3D2B  |  TUESDAY, FEBRUARY 14, 2017
    [CRM, Process] Scaling Inside Sales for New Product Introductions or Market Expansion
    After all, there’s a lot involved — creating a sales process, hiring and training sales people, and ensuring they have the tools they need to do their jobs efficiently and successfully. Outline Your Sales Process Because your sales process has implications on who you hire and the technology you select, start by defining it.
  • INFER  |  TUESDAY, FEBRUARY 14, 2017
    [CRM, Process] In the next 5 years, we are going to see a reimagining of automation through AI: An Interview with Sean Zinsmeister
    Where do you see this process heading in the next five years? Does that mean they are incapable of finding new opportunities as the world changes beyond your CRM? In these outbound cases, companies need help not only with prioritizing the best accounts from their CRM, but also with discovering new ones to go after.
  • CHIEFMARTECH  |  TUESDAY, FEBRUARY 14, 2017
    [CRM, Process] THE HACKIES: How to hack your CRM for ABM, switching from leads to contacts and accounts
    While the process is involved and complex, it’s incredibly rewarding and highly effective if done properly. Technical “Hacks” when Switching your CRM to ABM. There are two categories of hacks involved in the process — technical and strategic. These decisions will inform the rest of the process. Like it?
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, FEBRUARY 10, 2017
    [CRM, Process] Lead Genius Adds a Dash of Artificial Intelligence to Account Based Marketing
    It has since expanded from list gathering to all stages in the Account Based Marketing process, sprinkling in dashes of artificial intelligence at every step along the way. Nearly every vendor who does this applies some form of natural language processing to extract information from unstructured sources. Lead Genius is a good example.
  • ACT-ON  |  FRIDAY, FEBRUARY 10, 2017
    [CRM, Process] 7 Steps to Achieving Optimal Sales & Marketing Alignment
    Companies with “dynamic, adaptable sales and marketing processes” reported an average of 10% more sales people on-quota compared to other companies, according to CSO Insights. True alignment involves many things: shared goals, common milestones and metrics, smooth business processes, and smart technology investments. Oil and water.
  • INFER  |  TUESDAY, FEBRUARY 7, 2017
    [CRM, Process] 4 Easy Tactics for Infusing AI and Predictive Analytics Into Sales Processes
    Rather than relying on human intuition to inform their processes, these early adopters are leading the arms race for data by reinventing how their businesses operate based on intelligence that’s generated by AI and other related data science techniques. Use analytics to inform sales follow-up. Tap into AI for expansion into new markets.
  • INFER  |  TUESDAY, FEBRUARY 7, 2017
    [CRM, Process] 4 Easy Tactics for Infusing AI and Predictive Analytics Into Sales Processes
    Rather than relying on human intuition to inform their processes, these early adopters are leading the arms race for data by reinventing how their businesses operate based on intelligence that’s generated by AI and other related data science techniques. Use analytics to inform sales follow-up. Tap into AI for expansion into new markets.
  • LEANDATA  |  MONDAY, FEBRUARY 6, 2017
    [CRM, Process] The Unsung Heroes of the Sales Process
    They are the architects of an efficient, repeatable and scalable process. The emergence of the CRM — especially cloud-based Salesforce — as a singular source of truth has put Sales Ops squarely at the forefront of understanding what really is happening in the sales cycle. They work quietly in the shadows. Their time has come. “It
  • VIDYARD  |  FRIDAY, FEBRUARY 3, 2017
    [CRM, Process] Why Video Should Play a Big Role in Your Account Based Marketing Tactics
    That’s because lead generation, which focuses on marketing to individual leads, doesn’t typically account for how the decision-making process in enterprises works; the average B2B process now requires 5.4 This will slow down your processes and ultimately limit how much revenue you can bring into your company. . Watch Now.
  • MODERN B2B MARKETING  |  THURSDAY, FEBRUARY 2, 2017
    [CRM, Process] 3 Account-Based Marketing Mistakes You Can’t Afford to Make
    Regardless of which inputs you use to select accounts, all stakeholders should be part of the account selection process. This will ensure everyone is on the same page and each group feels ownership of the process. But how do you ensure your strategy is headed in the right direction? Mistake #3: Measuring the Wrong Metrics.
  • HUBSPOT  |  THURSDAY, FEBRUARY 2, 2017
    [CRM, Process] How to Run LinkedIn Ad Campaigns: A Beginner's Guide
    This process is the same for both text ads and sponsored content. Connect that lead capture form to your customer relationship management (CRM) software, so that once the information is imported, your sales team can act upon them. But pay close attention to your ad campaigns, alongside the landing page form data in your CRM.
  • BIZIBLE  |  WEDNESDAY, FEBRUARY 1, 2017
    [CRM, Process] Going All-In and Adapting Salesforce to Do Better ABM
    While it’s possible to dip your toes in the account-based marketing water without making major changes to your martech stack, to fully commit to an ABM strategy, there are technical changes that need to be made in the CRM centered around switching from leads to contacts. Many of the benefits are clear (e.g.
  • HUBSPOT  |  WEDNESDAY, FEBRUARY 1, 2017
    [CRM, Process] How to Write a Case Study: The Ultimate Guide & Template
    Kick off the process with an email that runs through exactly what they can expect from you, as well as what is expected of them. As noted in the sample email, this document serves as an outline for the entire case study process. What did your decision-making process look like? The Decision Process. Product Knowledge.
  • 3D2B  |  TUESDAY, JANUARY 31, 2017
    [CRM, Process] Customer Centric Selling: The #1 B2B Sales and Marketing Trend in 2017
    What is the buying process? When they’re focused on winning a sale, it’s easy for them to lose sight of potential flaws in the sales process. They’re more likely to put your customers at ease than a professional they dealt with in the buying process. Customer-Centric Businesses Will Win. Businesses Struggle to Deliver.
  • BIZIBLE  |  TUESDAY, JANUARY 31, 2017
    [CRM, Process] 7 Myths about Account-Based Marketing for the Unconvinced
    However, the difference is how that process is accomplished -- what the outreach and engagement looks like and how those interactions are tracked and reported. It’s nearly impossible to run both types of reporting simultaneously because both require a specific CRM configuration. CRM integrations between martech / sales solutions.
  • ACT-ON  |  MONDAY, JANUARY 30, 2017
    [CRM, Process] Customer Lifecycle Metrics, Part 3: Nurture, Score, Repeat
    These do more than provide instant insight into the effectiveness of your marketing campaigns – they also make it possible to uncover gaps in the process, forecast sales, and determine which campaigns are driving revenue. Customer relationship management (CRM) integration is also key to lead nurturing success. Nurture Metrics.
  • BULLDOG SOLUTIONS  |  THURSDAY, JANUARY 26, 2017
    [CRM, Process] 2016’s Must-Read List for B2B Marketers
    Whether you have a MAP or are in the selection process, you’ll learn: how to assess and build on your current capabilities. how to think about integration with other systems (your CRM for example) and maximize the feature set and utility of your current investments. Successful marketers are well-rounded. It’s a bit of a conundrum.
  • BULLDOG SOLUTIONS  |  THURSDAY, JANUARY 26, 2017
    [CRM, Process] 2016’s Must-Read List for B2B Marketers
    Whether you have a MAP or are in the selection process, you’ll learn: how to assess and build on your current capabilities. how to think about integration with other systems (your CRM for example) and maximize the feature set and utility of your current investments. Successful marketers are well-rounded. It’s a bit of a conundrum.
  • INFER  |  THURSDAY, JANUARY 26, 2017
    [CRM, Process] Why Atlassian will be a $50+ billion company in 10 years
    So much so that companies now use this platform for all types of use cases – at my company, we even use it to support our human resources and recruiting processes. And this powerful platform could be even more useful with seamless bi-directional integrations that sync and push tasks and updates back into CRM and marketing automation systems.
  • MODERN B2B MARKETING  |  WEDNESDAY, JANUARY 25, 2017
    [CRM, Process] How to Build a Social Media Dream Team
    This blog will look at three essentials of a social media dream team, from the team members you may want to hire to processes you should put in place. . Social CRM segmentation. Your governance board should meet on a monthly or quarterly basis to reassess and innovate on processes and strategies. Roles and Responsibilities.
  • PUREB2B  |  TUESDAY, JANUARY 24, 2017
    [CRM, Process] How to Improve Your Email Open Rates
    Virtually every company with any kind of CRM system was emailing their contact list on a regular basis. Despite the fact that email marketing has been utilized for over two decades, many brands still aren’t optimizing their processes to maximize exposure and engagement. Email marketing was a huge piece of the marketing puzzle in 2016.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, JANUARY 24, 2017
    [CRM, Process] More Sales Less Time
    In my opinion it is the essence first that in today’s crazy busy sales world, there are many distractions (CRM/Social Media/Internet, sales calls….) What you will gain by buying this book is a process to create a new time saving methodology for you! More Sales/Less Time. -A A book review-. I am not sure how some people do it?
  • MODERN B2B MARKETING  |  MONDAY, JANUARY 23, 2017
    [CRM, Process] How to Leverage Intent Data to Drive More Revenue
    For example, if the person reading this blog is a marketing professional, it’s possible they are in the process of evaluating a product that leverages intent data. As a result, very few companies possess the budget or expertise to integrate such data into their existing marketing and sales processes. How to Use Intent Data. Lead only?
  • HUBSPOT  |  MONDAY, JANUARY 23, 2017
    [CRM, Process] Why Facebook Ads Will Make You Successful in 2017 & Beyond
    Most marketers start by targeting Friends of your existing users, visitors of your website, or people in your CRM lists. Lookalike Audiences uses machine learning to help find you valuable potential customers who are similar to those who visit your site or are already in your CRM. Right now, this is the case with Facebook.
  • ACT-ON  |  FRIDAY, JANUARY 20, 2017
    [CRM, Process] Rethinking the Role of Marketing in B2B Customer Engagement
    Together with Gleanster Research we surveyed 750 mid-size B2B companies to investigate how the most successful organizations approach CRM and customer engagement throughout the customer lifecycle. Our processes are inefficient – 58%. Organizations must align CRM efforts with measurable objectives. The short answer is: yes.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JANUARY 19, 2017
    [CRM, Process] How To Maximize Your ABM Investment With Better Data
    The truth is that ABM is a process that can align sales and marketing only when given the right inputs. In either of these cases, poor data quality can prevent the realization of benefits from an ABM process. What has account-based marketing done for me lately? This was down from 34% in 2015. Account-Based Marketing
  • INFER  |  THURSDAY, JANUARY 19, 2017
    [CRM, Process] Justin Norris of Perkuto on the State of B2B Advertising, How ABM is Making Outbound Cool Again, and Extending Marketo [Podcast]
    In his role as a Solutions Architect at Perkuto , he combines best-of-breed technologies and process optimization to help Marketo customers solve their toughest challenges. CRM Marketing Automation Thought Leadership Uncategorized Use CasesListen on Itunes Listen on Soundcloud Listen on Stitcher. API as Table Stakes for the Industry.
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 19, 2017
    [CRM, Process] Tools and Tips for Outbound Sales Prospecting
    In this blog, I’d like to take it to the next level and touch on the importance of adding outbound prospecting into your sales development structure and processes. Ultimately, we are making inroads with our top prospects using our outbound prospecting process. We do everything with that in mind. Let’s dive in: Tools of the Trade.
  • ACT-ON  |  THURSDAY, JANUARY 19, 2017
    [CRM, Process] Your Role on the Customer Journey
    The customer journey is the decision-making process through which customers take action. It is the definitive first step in the process of converting a current ‘as-is’ state to a future state that promises an enhanced customer experience,” says that same NTT Data article. Do you get lost? I do. It’s because I rely on instinct.
  • HG DATA  |  WEDNESDAY, JANUARY 18, 2017
    [CRM, Process] Technically Speaking: An Interview with Sean Kester, SalesLoft’s VP of Product Marketing
    — Market intelligence data is integral to the sales development process. Data is critical to enriching the sales communication process, and our newly solidified relationship with HG Data enhances our customers’ ability to determine specific target accounts. Read on for the rest of the conversation. What keeps you up at night?
  • VIEWPOINT  |  WEDNESDAY, JANUARY 18, 2017
    [CRM, Process] Our AE’s Would NEVER Have Been Persistent Enough to Uncover This Opportunity
    It also was a perfect way for me to actually show, versus evangelize, how our process works and how our people different than what he has seen in the past….so I was on the phone today with the CEO of a company that provides a CRM solution for small to medium sized technology companies. You are my conscience. B2B Sales
  • 3D2B  |  TUESDAY, JANUARY 17, 2017
    [CRM, Process] The Traits and Habits of Successful Business Development Pros
    Because it helps them to map out the sales process and to customize the solution they offer, superstar reps are particularly interested in the prospect’s needs and decision-making process. This includes CRM, email, and social platforms such as LinkedIn, which enable them to reach out and engage with potential buyers.
  • CONTENTLY  |  TUESDAY, JANUARY 17, 2017
    [CRM, Process] Salesforce’s Mike Kostow on Why Marketers Should Trust Data Over Intuition
    Since we’re talking about AI and predictive analytics, I’m curious if you think there is ever going to be a time when marketing automation becomes so powerful that it can remove the marketer from the process, or at least put them in the backseat instead of the driver’s seat? Pardot is really centered on customer experience.
  • HUBSPOT  |  TUESDAY, JANUARY 17, 2017
    [CRM, Process] 5 Insane Advantages of an Inbound Website Redesign
    What does your lead nurturing process look like now? Are you manually moving people in and out of different lists, emails, and processes — trying to figure out where the heck they are in the buying process so you can tailor to them? Let me ask: What are some of the biggest problems you're having with your website? Your website.
  • KOMARKETING ASSOCIATES  |  TUESDAY, JANUARY 17, 2017
    [CRM, Process] Content Marketing and Sales Alignment: 5 Mutual Benefits
    Broken and/or flawed processes (42 percent). As you create content marketing collateral, think about ways to hit the target at each stage of the buying process, including awareness, consideration, intent, purchase, and repurchase or abandon. Working towards different metrics (40 percent). Topic Generation. Lead Generation.
  • INFER  |  TUESDAY, JANUARY 17, 2017
    [CRM, Process] Leveraging AI for Sales & Marketing – Beyond the Hype
    Although it’s easy to be enticed by the idea of fully-automated AI workflows or robot virtual assistants that are powered by deep learning and natural language processing (NLP), those technologies aren’t yet ready for implementation on a large scale. Check for open APIs to the most popular CRM and marketing automation tools before you buy.
  • VIDYARD  |  TUESDAY, JANUARY 17, 2017
    [CRM, Process] 11 Free Sales Tools to Pump Up Your Pipeline
    Streak is a Gmail-based CRM and business management app that works directly in Gmail. If Salesforce.com is a bit out of your price range, or you’re looking for a CRM tool that you can start using right away, Streak is handy, easy to set up, and free for up to 200 tracked emails per month. HubSpot CRM. We all do, really. Streak.
  • BIZIBLE  |  FRIDAY, JANUARY 13, 2017
    [CRM, Process] The Revenue Focused SEO Keyword Strategy For B2B Marketers
    Revenue information aids the content generation process by helping marketers create better articles and content downloads that resonate with target audiences. At Bizible we started with core tools such as a CRM to measure revenue generated and a marketing automation platform to publish and distribute content. Now what? Conclusion.
  • ACT-ON  |  FRIDAY, JANUARY 13, 2017
    [CRM, Process] 8 Ways to Maximize the Value of Online and In-Person Events
    Whether you’re planning a webinar for 500 attendees or an executive dinner for a dozen, you need to start with a clear picture of what you’d like to accomplish by the end of the process. The nature of your event, its time frame, and your target audience will all play a role in the invitation process.
  • VIDYARD  |  TUESDAY, JANUARY 10, 2017
    [CRM, Process] Reclaiming the Inbox: How Video Can Make Business Emails Personal Again
    Many of Hootsuite’s sales professionals use ViewedIt Enterprise to create fast, customized personal videos that stand out and bring the human element back into the sales process. ViewedIt makes this process as easy as a click, record, and share.” So we built ViewedIt,” says Michael Litt , CEO and co-founder of Vidyard.
  • ENGAGIO  |  MONDAY, JANUARY 9, 2017
    [CRM, Process] Prophets of Profit: 25 ABM Experts Give 2017 Predictions & Advice
    If marketing facilitates the majority of the buying process, make adjustments to compensation. ” Technology, Content, and The 1-to-1 Process. While hiring may slow a bit, the increase in production and incorporation of ABE will be dependent on modernized sales processes and the eventual adoption of AI. Jill Rowley. Keenan.
  • HINGE MARKETING  |  MONDAY, JANUARY 9, 2017
    [CRM, Process] Sales and Marketing Strategy for Professional Services: What Every Firm Needs to Know
    Sales is the process of assessing the suitability of potential new clients, educating them about your firm and its services and persuading them to buy. Most people refer to this process as “closing,” and it is almost always a sales function. The disadvantages come from the need for two professionals in the sales process.
  • DISCOVERORG  |  FRIDAY, JANUARY 6, 2017
    [CRM, Process] The Secrets to Scalable Growth: How DiscoverOrg Crushed 2016
    Rather, it’s about the execution of hundreds of ideas and process improvements by a dedicated and passionate team that has an all-in DNA and a company culture of relentless innovation. Updated our industry-leading CRM Application – Salesforce® Edition. Launched the industry’s only CRM Application for Bullhorn®. Really?
  • KAPOST  |  FRIDAY, JANUARY 6, 2017
    [CRM, Process] 10 New Year’s Resolutions to Improve Customer Experience
    We will enrich our CRM data and customer data comprehensively. Three of the most important database metrics are whitespace/field-completeness (covered above), duplication rate (how many emails/websites in your CRM are duplicate), and finally lead-to-account matching. It’s that time of year again! next year. EVERY Account has a website.
  • BIZIBLE  |  THURSDAY, JANUARY 5, 2017
    [CRM, Process] Central Account-Based Marketing Problem Solved With Lead To Account Mapping
    We start with background information on how the Salesforce CRM works to aid in understanding what’s required to do account-based marketing and how Bizible addresses these requirements with lead-to-account mapping. The sales process envisioned by Salesforce follows the flow seen below. How Salesforce Handles Lead To Account Mapping.
  • HUBSPOT  |  WEDNESDAY, JANUARY 4, 2017
    [CRM, Process] 17 of the Best Tools to Find and Interview Remote Candidates
    Applicant tracking systems , which automate the recruitment process. VidCruiter can display your logo in the corner of the screen during a video interview, giving the process a professional, official veneer. Hiring only one person can be a long, involved process. You’d need a team to make the process efficient and economical.
  • VIEWPOINT  |  TUESDAY, DECEMBER 20, 2016
    [CRM, Process] B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #4: How Much Should Leads Cost?
    So after spending close to $140,000, the leads went into a black hole in CRM. The actual cost per lead (doing it using Account-based Marketing processes) was about $1,200 vs. the $8,750 per lead it would have cost to do what we were told. How much should a lead cost? This individual was paying content aggregators $23.15 per lead.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, DECEMBER 20, 2016
    [CRM, Process] 1st Quarter 2017, Are you set up for success?
    Re-assess your CRM/Sales Metric Dashboards for the entire year, what trends can you find or what activities need to be enhanced? Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. First Quarter 2017. Are You Set Up for Success? Ken, are you crazy?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, DECEMBER 20, 2016
    [CRM, Process] How SMBs can get more leads through marketing automation
    Marketing automation refers to software that allows you to automate some of the marketing processes, such as social media and email. They offer sales automation, a good CRM tool, as well as marketing automation features, with an easy to use campaign builder. By Lilach Bullock, {grow} Community Member. Segmenting your list. Marketo.
  • ACT-ON  |  MONDAY, DECEMBER 19, 2016
    [CRM, Process] Successful Sales and Marketing Alignment, Part 5: The Lead Handoff Process
    Part three outlined the steps to designing a successful lead process. Once a qualified lead has been identified, the next step is to create a lead handoff process where marketing hands the qualified lead to sales so that sales can follow up on it. You can create an automated process to alert sales that they have a new qualified lead.
  • 3D2B  |  SUNDAY, DECEMBER 18, 2016
    [CRM, Process] How to Turn Customer Support Calls into Revenue
    In the process, they can evoke interest, and are likely to be able to motivate the customer to buy without being pushy. Learning this might provide an opportunity for cross-selling a customer relationship management (CRM) package. The Focus on Customer Acquisition. In other words, they are likely to end the relationship at any time.
  • ANNUITAS  |  FRIDAY, DECEMBER 16, 2016
    [CRM, Process] 3 Core Elements to Stay On Top of When Launching a Website
    3rd party site integrations such as marketing automation, sales CRM, SEO plugins, social plugins, etc. However, an organized process and clear lines of accountability will greatly reduce the firefighting needed. If you’ve ever launched a website, you know that Murphy’s Law does in fact exist: anything that can go wrong, will go wrong.
  • HUBSPOT  |  FRIDAY, DECEMBER 16, 2016
    [CRM, Process] 3 Steps to Grow a Successful Live Chat Program
    Sales Account Execs : Once the leads have been qualified and passed along, sales is responsible for the following up right away and moving qualified leads through the sales process. Integrate with your CRM. It’s also possible to include chat activity as a lead scoring criteria to support your lead qualification process. 10,000.
  • SNAPAPP  |  WEDNESDAY, DECEMBER 14, 2016
    [CRM, Process] 73 Experts Reveal B2B Marketing Trends to Leverage in 2017
    I do exactly that at my agency, Web Profits by creating content & videos about our core values, beliefs, process and inner workings which helps us show our human side and potential clients feel like they know us. Salesforce released Einstein which uses AI to make their CRM smarter. Marketing automation. Personalization. Strategy.
  • INFER  |  TUESDAY, DECEMBER 13, 2016
    [CRM, Process] When AI and Analytics Drive Business Disruption vs. Hype
    Keep in mind that each of these approaches delivers insights based on sophisticated data processing, modeling and other scientific techniques — all of which are important aspects of AI. Some examples of prescriptive tools are chatbots and natural language processing. Descriptive analytics tells us what happened in the past.
  • SNAPAPP  |  TUESDAY, DECEMBER 13, 2016
    [CRM, Process] What Is a Maturity Assessment? The Secret to Producing Hot Leads
    As part of a content-enabled campaign , there’s value in a maturity assessment both for the user and the provider – and it helps both parties understand important information involved in the decision-making process. A maturity assessment helps both parties understand important information in the decision-making process. IT Assessment.
  • ACT-ON  |  MONDAY, DECEMBER 12, 2016
    [CRM, Process] Act-On’s a Leader in the Forrester Wave™ and What That Means to You
    It’s no longer just about connecting to a CRM or offering lead gen on steroids. What is L2RM and What is the Evaluation Process? The Forrester Wave™ research process is rigorous, objective, and transparent. They asked questions about how the platform integrates with CRM systems. WIIFY? So, what’s in it for you?
  • RADIUS  |  FRIDAY, DECEMBER 9, 2016
    [CRM, Process] How To Integrate Direct Mail Into ABM (With Real-World Examples)
    You can get this information from your CRM, marketing automation, and predictive platform. Are they decision makers, stakeholders involved in the buying process, potential users of your product, etc.? Account Based Marketing is the buzzword of 2016 but isn’t a new idea. You’ve got to connect with prospects on all channels.
  • RADIUS  |  FRIDAY, DECEMBER 9, 2016
    [CRM, Process] How To Integrate Direct Mail Into ABM (With Real-World Examples)
    You can get this information from your CRM, marketing automation, and predictive platform. Are they decision makers, stakeholders involved in the buying process, potential users of your product, etc.? Account Based Marketing is the buzzword of 2016 but isn’t a new idea. You’ve got to connect with prospects on all channels.
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