• MADISONLOGIC B2B WHITE PAPERS  |  MONDAY, SEPTEMBER 8, 2014
    [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, SEPTEMBER 8, 2014
    [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, SEPTEMBER 8, 2014
    [CRM, Process] Start engaging from the first click in the Customer Journey
    Enabled by the Internet, prospects and customers are taking control of the buying process and revealing far. We need better processes for shortening the period of anonymity; for eliminating the marketing blind spot. VP of customer relationship management (CRM) strategy for a global financial. All Rights Reserved. general way.
  • MADISONLOGIC B2B WHITE PAPERS  |  MONDAY, SEPTEMBER 8, 2014
    [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.
  • FATHOM  |  FRIDAY, SEPTEMBER 12, 2014
    [CRM, Process] What I Learned by Monitoring Competitors in Higher Education
    Trademark Violators: TSM makes this easy with its setup automated emails you can use to submit your trademark violations directly to the engines for faster processing. like to use this simultaneously with a CRM to find out which programs we’re losing leads with. During the peak season, we do a lot of competitor monitoring.
  • BIZNOLOGY  |  THURSDAY, SEPTEMBER 11, 2014
    [CRM, Process] B2B data – Get smart not big
    Common examples are: purchased lists, responses from marketing campaigns, qualified lead lists, visitors to trade show booths, webinar registrations, sales staff CRM inputs, inbound inquiries, survey results, and of course, the transaction records held  in accounting.  For 99.9% Why is this true?  So now you’re asking, what’s Smart Data ?
  • VOICE-BASED MARKETING  |  WEDNESDAY, SEPTEMBER 10, 2014
    [CRM, Process] Four Ways Marketers and Agencies Score Phone Leads to Prove (and Improve) ROI
    m presenting them as an integrated, step-by-step process, but you may choose to use just one or two of these techniques, depending on the nature of your campaigns and business. Since it obviously isn’t practical to listen to every conversation to access value, you can automate the process with keyword spotting technology.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, SEPTEMBER 8, 2014
    [CRM, Process] The Best Sales Prospecting Qualification Questions to Ask
    'If you are a company just starting out with your teleprospecting strategy or you are looking to revamp your methods when it comes to questions to ask during the lead qualification process, you''ve come to the right place. What does your budget process look like? What CRM system do you use? The answer to these questions is No.
  • VIDYARD  |  MONDAY, SEPTEMBER 8, 2014
    [CRM, Process] Perfect Your Process: Proven Best Practices For Every Marketing Automation Admin
    When I first joined the marketing automation world in 2010, I was excited about bringing in a more regular process for managing leads as well as more automation to handle that process. Create process visualizations. And know how it works with your CRM, your website, and your product. Know Your systems. Put Data First.
  • MARKETING ACTION  |  THURSDAY, SEPTEMBER 4, 2014
    [CRM, Process] Survey Says: 42% of CRM Users Plan to Invest in Marketing Automation
    'Customer relationship management (CRM) systems are vital to businesses both large and small across multiple industries. well-chosen and ably used CRM solution can save time, reduce costs and help your sales and customer service teams become more productive – and more effective. But what does the future hold for CRM users?
  • MARKETING ACTION  |  WEDNESDAY, SEPTEMBER 3, 2014
    [CRM, Process] Getting to Yes: 5 Marketing Automation Myths Debunked
    It’s a cumbersome manual process and so it gets done in between other (often less important) things. After a few weeks, they could add capabilities, perhaps integrating with their CRM system, stepping up their social media marketing, or learning how to use lead scoring to identify hot prospects for the sales team. The answer is no.”.
  • MARKETING ACTION  |  TUESDAY, SEPTEMBER 2, 2014
    [CRM, Process] Are You Ready For the Future of Email?
    HEATHER : What aspects of behavior are most crucial to the buying process? AARON : One example is how we integrate very select data partners with our CRM. In late June we did some technology-focused campaigns on companies that were using a CRM, and also did not have marketing automation. It’s ‘all-bound.’ That’s great.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 28, 2014
    [CRM, Process] 6Sense Finds B2B Prospects Using Web Site Activities
    6Sense wouldn''t be a CDP if it merely displayed its data on a CRM screen without letting the CRM system import it. Starting at the beginning, the system imports a list of each client’s customers and sales opportunities from CRM and marketing automation systems. and from a network of third-party Web sites.
  • MARKETING ACTION  |  WEDNESDAY, AUGUST 27, 2014
    [CRM, Process] Cohort Analysis: 2 Simple Steps to Better Understand Your Leads
    Creating the above data set requires stitching together data from CRM and marketing automation systems. The process to do this will vary based your specific environment. 'Cohort analysis is an often-overlooked area of marketing analytics. In this post, we will talk about cohort analysis of leads. Lead to Win Velocity. SQL stage to Win.
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 25, 2014
    [CRM, Process] Lead Gen Tactics from 4 MarketingSherpa Case Studies
    Case Study #2 – Lead Generation: Revamped marketing automation and CRM technology drives 75% more leads. To meet this challenge, the team audited the current situation, and ended up replacing both existing marketing automation and CRM solutions, and found new technologies that were more integrated. What were the results?
  • MARKETING ACTION  |  THURSDAY, AUGUST 21, 2014
    [CRM, Process] 3 Steps to Choosing the Right Marketing Automation Solution for Your Agency
    Before you even get started in the process of evaluating vendors: Take a long look at your own organization and your existing marketing processes; what do you want to do more? Would it make existing processes better? Once you’ve done that, you’re ready to begin the process. Better? What new capabilities do you want?
  • VOICE-BASED MARKETING  |  WEDNESDAY, AUGUST 20, 2014
    [CRM, Process] Marketing Challenges Agencies Face and How to Solve Them with VBMA
    Tools like Google’sUniversal Analytics are great for tracking web leads, orSalesforce’s CRM platform that can track how these leads progress through the sales funnel, and lastly, optimization platforms like Optimizely that can help you drive more leads from your website. The Importance of Phone Leads. Call Tracking. Lead Scoring.
  • B2B INTERNET MARKETING STRATEGIES  |  TUESDAY, AUGUST 19, 2014
    [CRM, Process] Marketing Engines as a Game-Changing Strategic Advantage
    And finally, imagine your marketing engines feeding your sales reps with leads only after the prospect has gotten so far through their buying process that reps spend most of their time closing deals, not selling them…all while your competitors’ sales reps spend the vast majority of their time prospecting and educating rather than closing.
  • VOICE-BASED MARKETING  |  TUESDAY, AUGUST 19, 2014
    [CRM, Process] Outstanding Technology: Ifbyphone Is a Finalist in the ITA CityLIGHTS Awards!
    There are multiple categories in which winners can be honored, including the Outstanding Technology Development Award, presented to the company or organization that utilizes or developed a technology tool, process or service that made a substantial improvement on business metrics. And And guess what? Ifbyphone is a finalist! Vote for Us!
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, AUGUST 19, 2014
    [CRM, Process] 6 Email Prospecting Tools Every Inside Sales Rep Should Be Using
    Streak - A CRM in Your Inbox. Streak has an interesting value proposition: “You already live in your inbox; shouldn’t your CRM?” The company was born out of the frustration of inside sales reps having to switching between the email inbox and the CRM. Just group your email recipient into the right “box” (i.e.,
  • VIDYARD  |  MONDAY, AUGUST 18, 2014
    [CRM, Process] How to Streamline Your Video Content Marketing Operation
    Ensure everyone involved in the video process can see it, and that there’s some buffer time built in for feedback before a video goes live. Depending on how far along you are in the process it’s a good idea for your videographer to define the feedback rules in this phase. Step 1: Plan Your Upcoming Topics and Scope.
  • MARKETING ACTION  |  MONDAY, AUGUST 18, 2014
    [CRM, Process] Full-Service Technology Vendors: Marketing Automation Support and More
    And a simple way to make sure people and processes are fully integrated is to provide a single, full-service solution that everyone can depend on to get their projects done. To distinguish themselves from one another, they often partner with specific brands that focus on a particular facet of the business process. Email marketing.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, AUGUST 15, 2014
    [CRM, Process] The Role of Webinars in the Sales and Marketing Process
    As illustrated below, the effectiveness of webinars spans the entire sales and marketing process, from driving awareness to lead generation and nurturing to cross-selling and upselling. Move prospects and opportunities faster in the purchase process. Enhance marketers’ lead scoring and nurturing process. Engaging Buyers.
  • HINGE MARKETING  |  FRIDAY, AUGUST 15, 2014
    [CRM, Process] Intermediate Techniques to Build a Better Email Marketing Campaign
    Leads further along in the sales process may find progressively closer engagements useful: think webinars and complimentary consultations. Generally, this software integrates with your CRM and expands on its capabilities. Now it’s time to step up your game and make your campaigns as effective as possible. Offer strategies.
  • LEADERSHIP  |  TUESDAY, AUGUST 12, 2014
    [CRM, Process] 5 Ways to Recognize B2B Lead Generation Failure ���and Move On
    Common issues include not following a regular list hygiene process, missing solid account mapping and lead scoring metrics, not being in touch with the dynamics of your market and not fully comprehending the issues your customers find most challenging. YOU HAVE NOT MAPPED THE B2B BUYING PROCESS: B2B procurement is not a simple process.
  • HUBSPOT  |  MONDAY, AUGUST 11, 2014
    [CRM, Process] 57 Little Things to Double Check Before Your Website Launch
    Lead generation forms, social sharing, CRM integration, and any other technology should work flawlessly across your website. Integrations with third-party tools, such as your CRM, e-commerce software, and/or marketing platform, are running smoothly. Website is PCI compliant (if you’re storing and processing credit cards).
  • HINGE MARKETING  |  WEDNESDAY, AUGUST 6, 2014
    [CRM, Process] Marketing Automation: How to Choose the Right Software for Your Firm
    Be sure to include all of the technology solutions that marketing automation software will need to integrate with, such as your website CMS, CRM system, social media profiles, and webinar tools. What is the on-boarding process? Let’s get started. Preparing for Research and Evaluation. Rather, it will only magnify your problems.
  • MARKETING ACTION  |  WEDNESDAY, AUGUST 6, 2014
    [CRM, Process] 5 Reasons Sales Should Be Excited About Marketing Automation
    But the real benefit comes from lead scoring and integration with CRM , because it allows marketing and sales to dynamically adjust messaging based on individual prospect behavior. Sometimes changes in sales processes and CRM layouts disrupt the norm. It sure would be nice if CRM was more than a management tool.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, AUGUST 5, 2014
    [CRM, Process] VEST Report: Analytics Tops List of Upgraded Marketing Automation Features
    By golly, the results were similar – 19 of the items fell into analytics, compared with just four each in the next most common groups (campaign management, content marketing, and CRM integration). 'I finished the latest release of the B2B Marketing Automation Vendor Selection Tool (VEST) yesterday, which is always a great relief. Who knew?
  • HUBSPOT  |  SATURDAY, AUGUST 2, 2014
    [CRM, Process] The 6 Elements of a High-Performing Modern Sales Culture
    Your gut feeling vs. your CRM. Modern sales leaders create healthy competition among the team -- and this really starts with finding people in the hiring process that are both naturally competitive but still team players. To lead a modern sales organization, you can''t be a leader that''s stuck on a process that worked in the past.
  • MARKETING ACTION  |  THURSDAY, JULY 31, 2014
    [CRM, Process] Sales & Marketing Alignment: A Pragmatist’s View
    It’s imperative to understand – and respect – both types of messages, and use them together optimally, in a mutually agreed-on process. How are they put into the CRM? What’s the review process?  Is there a time frame on the sales-nurturing process? A quick search returns over 22 million results. It’s good news. Resist.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, JULY 30, 2014
    [CRM, Process] How to Create a Roadmap For Personalized Marketing
    In contrast, top performers have revenue predictability built into their process. Even if they have a CRM, there’s no integration with the email engine. 'Customer obsession holds the keys to the kingdom for marketing nirvana. And customers crave personalized attention from the brands with which they interact. Breakdown of the M5.
  • 3D2B  |  WEDNESDAY, JULY 30, 2014
    [CRM, Process] How to Create a World-Class B2B Call Center
    Processes and Systems. To get the best results, you need to support excellent agents with world-class processes and systems that make your call center run like clockwork. You need to integrate your marketing automation with your CRM system. But she heard nothing. Complete silence. Aren’t the sales people happy with the leads?
  • SALES CHALLENGER  |  MONDAY, JULY 28, 2014
    [CRM, Process] Boost Your Sales With Big Data
    'By now, you probably know that customers, on average, have completed 57% of the buying process before engaging suppliers. Many sales organizations struggle to maintain all of the data within their CRM systems , and big data and predictive analytics mean more data from more sources to maintain. Analytical capability.
  • MARKETING ACTION  |  MONDAY, JULY 28, 2014
    [CRM, Process] Got CRM? Why You Need Marketing Automation Too
    CRM changed sales… All this changed when we got an early version of a CRM system. CRM had made us more efficient. That’s where your goals and process come in. CRM and marketing automation are complementary. Even the sales process embodied within your CRM system is just strategy. 
  • MARKETING ACTION  |  TUESDAY, JULY 22, 2014
    [CRM, Process] ? 5 Tips for Marketing in a Highly Regulated Industry
    There are many customer relationship management (CRM) processes that have a direct impact on financial reporting. For strongly regulated organizations, adapting existing protocols to a dynamic marketplace can be a slow and painful process. In the new world of marketing, the rules are changing every day. Ed. ).
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JULY 17, 2014
    [CRM, Process] 4 Tips For Data-Driven Glory: Insights From Interact 2014
    “We have what we call an ‘embarrassment of riches,’” said Patti Rutkin, associate director of digital CRM and direct marketing at Verizon. 'by Courtney Buchanan | Tweet this Marketers today swim in a sea of data. Combine data streams. But for Verizon Wireless , highly personalized newsletters are driving value.
  • ANNUITAS  |  THURSDAY, JULY 17, 2014
    [CRM, Process] Why Companies Don’t Market to Their Customers
    Data sits in different parts of the organization, CRM systems are full of duplicates, finance has their own database that consists of procurement contacts and there is no one database that provides a holistic view of the customer.  This was a significant statement that would have major impact for the organization.  Lack of Data Governance.
  • ANNUITAS  |  TUESDAY, JULY 15, 2014
    [CRM, Process] Marketing & Sales Misalignment…the Impact
    While it’s certainly true that content created for the early stages (Engage stage) of the buying process doesn’t need an eagle-eye review by a sales rep, it is critical that content meant for later stages (Convert stage) meets sales’ needs.  'It’s as as inevitable as death and taxes…marketing and sales misalignment.
  • MODERN B2B MARKETING  |  TUESDAY, JULY 15, 2014
    [CRM, Process] [Report] What Does Demand Generation Mean to You?
    But regardless of what else your marketing strategy needs to accomplish, demand generation (the process of generating promising buyers for the sales team) probably tops the list. 'Author: Raymond Coppinger Today, B2B marketers have many core objectives – brand building, customer communications, multi-channel coordination…the list goes on.
  • SALES CHALLENGER  |  MONDAY, JULY 14, 2014
    [CRM, Process] 5 Principles to Managing CRM Data Quality
    'In response to increasing sales complexity, many organizations are “doubling down” on CRM to drive rep productivity, generate better insight, and improve customer experience. That said, your reps won’t use CRM if the data is not good, and it’s unwise for executives to make strategy decisions using data that is poor or incomplete.
  • MARKETING ACTION  |  MONDAY, JULY 14, 2014
    [CRM, Process] An Act-On Conversation: Aaron Bolshaw Talks Automated Email Programs … and Why They’re Awesome
    You needed to plan the message and the offer, you needed a copywriter, someone with web graphics chops, and process people to support the whole thing – list pulls, testing, sign-offs, et cetera. AARON:  Conditional branching allows you to add business logic to your process. 'Pure gold. It’s been condensed for brevity. AARON:   Yup.
  • HINGE MARKETING  |  WEDNESDAY, JULY 9, 2014
    [CRM, Process] Marketing Automation: What it is and How to Know if Your Firm Needs it
    You are able to measure results of each step of your lead generation and lead nurturing process as well as ROI of your marketing programs and campaigns. Automate the process of nurturing prospects based on their interests until they are ready to buy. Pass qualified leads over to CRM system for business development follow up.
  • VOICE-BASED MARKETING  |  TUESDAY, JULY 1, 2014
    [CRM, Process] 3 Use Cases That Might Change Your Mind About IVR
    But many of our customers have found that a simple IVR survey takes a lot of the pain out of the process. But when you add IVR into the mix, you make it possible for that customer to begin the reordering process right there on the spot. They might make you stop and think about how you can use this flexible technology in your company.
  • VOICE-BASED MARKETING  |  TUESDAY, JULY 1, 2014
    [CRM, Process] 3 Use Cases That Might Change Your Mind About IVR
    But many of our customers have found that a simple IVR survey takes a lot of the pain out of the process. But when you add IVR into the mix, you make it possible for that customer to begin the reordering process right there on the spot. They might make you stop and think about how you can use this flexible technology in your company.
  • HUBSPOT  |  TUESDAY, JULY 1, 2014
    [CRM, Process] So You Just Hired an Agency: Here's How to Start Off on the Right Foot
    Everything in the sales process points to the fact that your marketing budget is in the right hands. You should also give the agency the opportunity to go through your sales process. Turn your agency’s employees into this as well -- by walking them through your sales process, not by paying an invoice. Make them a customer.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JUNE 30, 2014
    [CRM, Process] 5 Most Frequently Asked Questions About Outsourcing Inside Sales
    'I have the opportunity to join calls with our inside sales team during the sales process frequently. It takes a month or two to reach that goal, and the key is to be patient and make the necessary tweaks in scripting and process during this crucial ramp time. How do I know where to buy my list from? How will data, opportunities, etc.
  • MARKETING ACTION  |  MONDAY, JUNE 30, 2014
    [CRM, Process] Terry Forsey Consulting Builds Business with Marketing Automation
    We used to have disjointed tools for email marketing, analytics, CRM, social, and the website,” said Terry Forsey, Managing Director of Terry Forsey Consulting. Their initial goals were to save time, streamline processes, and provide a coherent view into the consultancy’s own multi-channel marketing efforts. said Terry. Agency
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, JUNE 27, 2014
    [CRM, Process] Fliptop: A Customer Data Platform for Predictive Lead Scoring, Pure and Simple
    When it gets a new client, it loads that company’s own customer list and sales from its CRM system, finds those companies and individuals in the Fliptop database, enhances their records with Fliptop data, and uses the combined information to build a predictive model that identifies the likelihood of someone making a purchase.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, JUNE 24, 2014
    [CRM, Process] 3 Truths to Help Balance Marketing Technology Mayhem
    What processes do you have – do you need – to more effectively manage and measure your marketing driven by technology? Drive timely, relevant data into CRM to increase adoption and value. Kristin is also a proud marketing nerd. Follow Kristin on Twitter @KristinConnell. Only at the precipice do we evolve. ” How so?
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, JUNE 24, 2014
    [CRM, Process] 3 Truths to Help Balance Marketing Technology Mayhem
    What processes do you have – do you need – to more effectively manage and measure your marketing driven by technology? Drive timely, relevant data into CRM to increase adoption and value. Kristin is also a proud marketing nerd. Follow Kristin on Twitter @KristinConnell. Only at the precipice do we evolve. ” How so?
  • CUSTOMER EXPERIENCE MATRIX   |  SUNDAY, JUNE 22, 2014
    [CRM, Process] NextPrinciples Offers Integrated Social Marketing Automation
    Originally envisioned as a platform for social listening and engagement, it evolved before launch into a broader solution that addresses every step in the process of integrating social media with marketing automation. Leads can also be imported from marketing automation or CRM systems to be tracked and enhanced. But that’s really okay.
  • HUBSPOT  |  THURSDAY, JUNE 19, 2014
    [CRM, Process] 60 Marketing Acronyms Every Industry Pro Should Know
    CRM: Customer Relationship Management. At the simplest level, CRM software lets you keep track of all the contact information for these customers. The process of improving your site conversion using design techniques, key optimization principles, and testing. Learn how to create a user-friendly website registration process here.
  • MARKETING ACTION  |  MONDAY, JUNE 16, 2014
    [CRM, Process] Report From New York: How Agencies are Using Marketing Automation
    New technologies let them generate more leads and nurture them more effectively over a longer period of time; marketing automation also helps with identifying, prioritizing, and routing sales-ready leads to their clients’ Microsoft Dynamics CRM accounts. 'Judy Logan of Act-On, seated; Julie Persofsky of Influitive, standing. Agency Corporat
  • MARKETING ACTION  |  WEDNESDAY, JUNE 11, 2014
    [CRM, Process] How to Sell Marketing Automation to Your CXO
    Great sales organizations are successful because they have honed their sales processes and made them repeatable. Disruption of process. 'You’ve reached that point: You need to take your marketing to the next level, beyond the email program that your company is outgrowing. What’s in it for your company? Sell the CMO. Use them.
  • B2B MARKETING INSIDER  |  WEDNESDAY, JUNE 4, 2014
    [CRM, Process] 4 Steps To Success In The New Demand Generation World
    Process. The internal processes you create or enhance will determine if your Demand Generation will be successful, or mired in process paralysis.  It is necessary to have your entire DG Team work out of your CRM System, this will create full visibility and allow you to root cause any issues quickly.  Business Model.
  • VIDYARD  |  WEDNESDAY, JUNE 4, 2014
    [CRM, Process] Assembling an Extra Powerful Marketing Team
    To take on your own Demando, you’re looking for someone who understands buyer behaviour, marketing strategy, the sales process, and the technology landscape. They should be analytical but creative, love process but think out of the box, pay attention to detail but see the big picture. In fact, it’s actually a lot like Marvel’s X-men.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JUNE 2, 2014
    [CRM, Process] How Empowerment Can Rejuvenate Your Inside Sales Organization
    When reps have to make decisions on their own like coming up with ideas for a list, scripting, creating their own reports, creating ways to be more efficient in your CRM system, etc., Because they are millennials, they are a group that likes to be part of everything and are really driven by the latest technology and processes.
  • MARKETING ACTION  |  MONDAY, JUNE 2, 2014
    [CRM, Process] Persona: More Than A Movie
    Begin the process by looking at data that represents your current customers. As an example, one of Act-On’s’ customers analyzed their own data and discovered that most of their best customers were companies of a certain size using a particular CRM technology. Map the buying process of your target buyer personas.
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, MAY 28, 2014
    [CRM, Process] The Missing Link Between Media and Marketing
    To meet the challenge,  CMOs have turbocharged Marketing Ops teams  and are building their “Marketing Clouds,” leveraging marketing automation to nurture prospects, adding CRM to manage pipeline and customer relationships, while spending millions on branded websites and social pages, coupled with billions on media to promote their offerings. 
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, MAY 27, 2014
    [CRM, Process] Oh Shiny! Cool Marketing Technology I'd Evaluate in Detail if I Didn't Keep Getting Distrac.Oh Shiny!
    Specifically, it connects Web advertisers with Web publishers for processes including negotiating media buys, storing and distributing advertising materials, checking for click and pixel fraud, and delivering leads the publishers have captured. 'I’ve seen more interesting systems recently than I have time to review in depth. market.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, MAY 22, 2014
    [CRM, Process] How Kele Developed a Personalized Email Strategy
    She focuses on the implementation and ongoing innovation of marketing automation tools, and their integration with CRM solutions. Through the optimization of marketing technologies and processes, she helps her clients better understand and engage their customers. Follow Jen on Twitter @Jenny_Iggy. Proven Email Marketing ROI Results.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, MAY 22, 2014
    [CRM, Process] How Kele Developed a Personalized Email Strategy
    She focuses on the implementation and ongoing innovation of marketing automation tools, and their integration with CRM solutions. Through the optimization of marketing technologies and processes, she helps her clients better understand and engage their customers. Follow Jen on Twitter @Jenny_Iggy. Proven Email Marketing ROI Results.
  • MANHATTAN MARKETING MAVEN  |  TUESDAY, MAY 20, 2014
    [CRM, Process] Facebook Courts Direct Marketers
    'Facebook Exchange,  FBX the ads in the News Feed -- the primo real estate on Facebook -- is a year old and vying to become an indispensible partner to direct and CRM marketers. Most of the magic is a three-stage data mining process. There is nothing subtle in Facebook’s move to curate, qualify and market audience segments.
  • ANNUITAS  |  TUESDAY, MAY 20, 2014
    [CRM, Process] How to Combat Channel Marketing Challenges
    How can you assess ROI if your partner’s reporting isn’t great or if different CRM or MA platforms are in place? Build your partner marketing strategy to incorporate various buyers, content marketing offers, and define your Lead Management Process, as well as solid reporting mechanisms to track effectiveness.  Why are these tough?
  • THE FORWARD OBSERVER  |  MONDAY, MAY 19, 2014
    [CRM, Process] B2B: How to Close Your Sales Qualified Leads
    For a long time, when a buyer was doing product research, they had to contact the seller early in the process. So in the past, a sales person was able to engage a buyer much earlier in the process and guide the seller from awareness to consideration to decision. The B2B sales lead game has changed. Here''s how you can score big.
  • SALES CHALLENGER  |  MONDAY, MAY 19, 2014
    [CRM, Process] Social Selling: What Sales Leaders Need to Know
    Do things like embed social media initiatives into the onboarding process, talk about it around the office, and remind your team that it’s actually something that you as an organization are promoting. 'A few weeks ago, we showed you how your reps can become valued insight creators on social media. Start simple and take small steps.
  • VOICE-BASED MARKETING  |  THURSDAY, MAY 15, 2014
    [CRM, Process] What’s On The “To-Do List” for SaaS Marketers
    Each interaction with a potential customer should be documented in a CRM and saved to a profile so other team members can learn from the experiences and provide more customized solutions in the future. Because SaaS solutions impact all aspects of a business, there are often many parties involved in the evaluation and decision-making process.
  • MARKETING ACTION  |  THURSDAY, MAY 15, 2014
    [CRM, Process] Bootstrap Buyer Persona Building in 4 Steps
    Start your process of building personas by having sufficient representation from both marketing and sales, right from the beginning. Obtain as much behavioral data from your systems as possible (CRM, Act-On or other marketing automation platform, etc. ). '“Buyer, Buyer, Buyer.” Why all the hullabaloo around the buyer? How do I start?
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, MAY 14, 2014
    [CRM, Process] 3 Measurement Points to Help Maximize Your Analysis Strategy
    Are the results delivered automatically via a scheduled report or imported into another system like your CRM or MAP? Getting the details worked out, documenting the process and clearly communicating with your stakeholders allows everyone to build a level of trust around the process and your work. Have unstandardized titles?
  • FATHOM  |  WEDNESDAY, MAY 14, 2014
    [CRM, Process] Top 5 Lessons of an Online Advertiser Turned Healthcare Marketer
    The Approval Process Takes Longer : Most of the time, several different stakeholders are involved in campaign decision-making, at least from an online perspective. The healthcare industry is typically a “late adopter” with technology and CRM. 'Download Free Hospital PPC Study. Here’s several reasons ….
  • MODERN B2B MARKETING  |  TUESDAY, MAY 13, 2014
    [CRM, Process] How to Jump Start Your Enterprise’s Move to Marketing Automation
    An external team of marketing automation pros can give you the leverage to build a proactive business case for marketing automation, while simultaneously laying the groundwork for an effective process. And by the way, this entire process will be complete within 3–4 weeks. CRM Administrator. Armed (and dangerous!), But when?
  • THE FORWARD OBSERVER  |  MONDAY, MAY 12, 2014
    [CRM, Process] What Type of B2B Leads Do You Have: IQLs, MQLs, or SQLs?
    Lead scoring is a process of ranking a lead’s interest level and sales readiness based on a methodology agreed upon by marketing and sales. But let’s say you don’t have an automated lead scoring system set up that has your marketing automation software integrated with your customer relationship management (CRM) software. Lot’s of ‘em!
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, MAY 12, 2014
    [CRM, Process] 4 Steps for Inside Sales Reps Ramping Up on a New Project
    We may even need to learn how to use a new CRM. Sometimes, clients will even ask you to sit in on sales calls to learn more about their sales process. know this process can be stressful. 'The role of an inside sales rep at AG Salesworks is a unique experience. Step 1: Stay Organized. Step 2: Create a Schedule. Step 4: Relax.
  • MARKETING ACTION  |  MONDAY, MAY 12, 2014
    [CRM, Process] SugarCRM Partner Sees 7X Increase in Qualified Leads
    Systems Corporation helps companies integrate their sales and marketing using CRM technologies to meet the needs of mid-sized companies. As a 22-person CRM organization,mid-market is where we do well,” said Christian Wettre, W-Systems president. Results for W-Systems through Content Marketing. Systems has seen those results first-hand.
  • VOICE-BASED MARKETING  |  TUESDAY, MAY 6, 2014
    [CRM, Process] Big Marketing Budget Increase This Year? Spend Wisely!
    The call tracking technology can also be integrated with existing CRM and marketing solutions such as Salesforce or Google Analytics so marketers can compare channel reports side-by-side and see a clear picture of their overall multichannel marketing performance. How do they determine the best avenues to spend on? Finding the Channel. Wrong.
  • VOICE-BASED MARKETING  |  TUESDAY, MAY 6, 2014
    [CRM, Process] Big Marketing Budget Increase This Year? Spend Wisely!
    The call tracking technology can also be integrated with existing CRM and marketing solutions such as Salesforce or Google Analytics so marketers can compare channel reports side-by-side and see a clear picture of their overall multichannel marketing performance. How do they determine the best avenues to spend on? Finding the Channel. Wrong.
  • VIEWPOINT  |  TUESDAY, MAY 6, 2014
    [CRM, Process] CRM: 20 Years Later—Still Hated
    'The main reason that the results from CRM initiatives are suboptimal in most organizations with a field sales force is that the main stakeholder, the sales rep, doesn’t get the “WIIFM” (“What’s in it for me?”). Sales Process B2B Sales ”).
  • THE FORWARD OBSERVER  |  MONDAY, MAY 5, 2014
    [CRM, Process] 5 Ways to Improve the Quality of Your B2B Leads
    Lead scoring is a process of ranking a lead’s interest level and sales readiness based on a methodology agreed upon by marketing and sales. Lead nurturing is the process of building relationships with qualified prospects regardless of when they will buy, with the goal of earning their business when they are ready. Or A, B, C, or D.
  • VOICE-BASED MARKETING  |  MONDAY, MAY 5, 2014
    [CRM, Process] The Baker’s Guide to Good Marketing
    The same applies to processes like A/B tests or PPC campaigns. Sift out all the little snags that can happen from acquisition to closing the deal: use voice-based marketing automation systems to help close the loop and use a CRM integration to make your systems seamless. 'Before I was a marketer…I was a baker. So you wait. Let it run.
  • FATHOM  |  WEDNESDAY, APRIL 30, 2014
    [CRM, Process] Review: An Admin’s Take on Salesforce.com Spring ’14
    We integrate, automate and streamline to form personalized relationships with our customers; connectivity is simply part of the process. If we possess a comprehensive and sophisticated CRM, why limit the salesforce app functionality? Sales & Marketing Alignment Sales Operations CRM Salesforce.com
  • MARKETING ACTION  |  FRIDAY, APRIL 25, 2014
    [CRM, Process] 3 Best Practices for Creating a Lead-Scoring Matrix
    Encouraging your leads to take this journey is hugely dependent on knowing where they are in their buying process. Creating a lead-scoring matrix takes lead management to a new level by formalizing and honing your processes for optimized customer engagement and, ultimately, increased revenues from new and repeat sales. 'TOFU. Location.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, APRIL 23, 2014
    [CRM, Process] Where do B2B and B2C Sales and Marketing Overlap? What Lessons Can We Learn?
    Lose the complication and make the buying process simple. Your lead has been changed in the CRM and will be on-boarded with your product. Make the conversion process simple (or as simple as possible). In a recent companywide meeting at Ve Interactive US HQ , we discussed Steve Job’s secrets to great presentations.
  • MARKETING ACTION  |  WEDNESDAY, APRIL 23, 2014
    [CRM, Process] A New Framework for Sales Enablement
    Sales enablement is a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer’s problem-solving life cycle to optimize the return of investment of the selling system. ”.
  • FATHOM  |  TUESDAY, APRIL 22, 2014
    [CRM, Process] Fathom Talks Box.com (& Benefits of Transferring to a Cloud Storage Solution)
    During the webinar , we openly discussed the reasons for needing a new storage solution, our process in evaluating potential providers and ways we encouraged adoption among our marketing and sales teams. Below is a recap of some of the additional questions we were asked, along with answers from both myself and Joe Moran (our CRM manager).
  • BLOG MY CALLS  |  TUESDAY, APRIL 22, 2014
    [CRM, Process] Is Conversation Analytics Advanced Call Tracking OR Business Intelligence?
    These data provide visibiliity into sales strategy and processes. Revenue Data - Conversion data from Conversation Analytics can be used with revenue forecasting models, CRM pipelines, and executive-level dashboards like Domo. You can use our API and Webhooks to integrate with BI dashboards and your CRM. Good question.
  • LEADERSHIP  |  TUESDAY, APRIL 22, 2014
    [CRM, Process] Is it Time to Change the Universal Definition of a Lead?
    The buyer, on the other hand, has reached the point of fatigue from being bombarded by automated interactions with CRM and social software rather than a real person. This can be a good thing; provided you have a 360° view of your lead generation process. Has this changed? Let’s discuss this…. BUT, you now have multiple funnels!
  • VOICE-BASED MARKETING  |  MONDAY, APRIL 21, 2014
    [CRM, Process] 6 Salesforce Apps Every Marketer Should Be Using
    These days, we rely heavily on technology and CRM systems to make our processes run smoothly, from lead acquisition to lead nurturing. That being said, there are other “tools” that smart marketers now use in conjunction with Salesforce: apps that, when paired with Salesforce, make all your processes even better. DupeBlocker.
  • MARKETING ACTION  |  MONDAY, APRIL 21, 2014
    [CRM, Process] Consulting Firm Gives Marketing Fragmentation the Boot with Act-On
    new case study showcases how Act-On’s marketing automation platform helped Templeton put the kibosh on tedium, streamline its processes, and open new doors of opportunity. One-button integration with Microsoft Dynamics CRM, including automatic, bi-directional data synchronization. So they turned to Act-On. All from a single platform.
  • MODERN B2B MARKETING  |  THURSDAY, APRIL 17, 2014
    [CRM, Process] Your Enterprise’s (Almost) Unfair Competitive Advantage
    Of course, you may need to adjust your KPIs and your strategies as you learn from your marketing automation experience, but your new marketing solution will make this process transparent and easy. That leader should be a smart, progressive technologist who also understands your CRM system. Step Two: Shuffle Your Marketing Team.
  • B2B MARKETING MENTOR  |  TUESDAY, APRIL 15, 2014
    [CRM, Process] Our 5 Favorite SFA Software User Interfaces (UIs)
    There are many SFA software options on the market today —some are standalone systems, while others function as part of a broader customer relationship management (CRM) suite. Microsoft Dynamics CRM. The blues and purples may be darker, but Microsoft Dynamics CRM clearly pays homage to the UI of Windows 8. Pipedrive. SugarCRM.
  • 3D2B  |  MONDAY, APRIL 14, 2014
    [CRM, Process] Quick Tips to Make Sure the Best B2B Leads Don’t Get Lost in the Marketing/Sales Void
    Then you’ll need to set up processes and standards for lead nurturing, communication between sales and marketing and lead scoring. Marketing, on the other hand, focuses on generating leads and think their job is done once they’ve entered the lead into the company’s customer relationship management (CRM) system. Define a Good Lead.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, APRIL 11, 2014
    [CRM, Process] 6 Fundamental Value-Based Selling Tips
    'by contributor | Tweet this Editor’s Note: Today’s post comes courtesy of Mike Kamo , VP of marketing at  Strideapp , a cloud-based CRM and mobile app designed to help small to medium sized agencies manage and track leads and close more deals. to get a clear picture of her buying process. Follow Mike on Twitter @MikeKamo.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, APRIL 10, 2014
    [CRM, Process] Marketo Conference: Small Changes, Big Picture
    To remove any doubt, he later clarifies that the “ customer engagement platform is the core system of record for marketing, just like CRM is the system for sales and Human Capital Management is the system for HR.” Still, the real focus was on Marketo’s own announcements, which included several product changes and a new positioning.
  • ANNUITAS  |  THURSDAY, APRIL 10, 2014
    [CRM, Process] 5 Mistakes Companies Make When Automating Their Marketing
    Taking a strategic approach reverses this and puts the buyers squarely as the focus and causes organizations to align around their buying process. Organizations that are getting the most from their  CRM  systems view their systems as a business application versus an IT solution. And IT must be involved for an integrated process.
  • B2B MARKETING MENTOR  |  THURSDAY, APRIL 10, 2014
    [CRM, Process] How to Use Your Sales Team to Create Better Buyer Personas
    Using marketing automation and/or customer relationship management (CRM) tools, you can track those activities that correspond with “won” vs. “lost” sales opportunities. They follow the same process for losses.). Many B2B marketers, however, either haven’t developed personas, or have ineffective ones that aren’t being used.
  • VOICE-BASED MARKETING  |  TUESDAY, APRIL 8, 2014
    [CRM, Process] 4 Tips to Modernize Your Call Center Customer Experience From Start to Finish
    Enabling agents to jot down notes during interactions with consumers and store them in a CRM will help build a stronger profile and enhance each customer experience moving forward. 59% of calls require identity verification, but only 3% are handled through automated processes ( ContactBabel ). Well, it’s true! Focus on the Experience.
  • MODERN B2B MARKETING  |  TUESDAY, APRIL 8, 2014
    [CRM, Process] Rise of the Marketing Platform
    In the age of technology, marketers are responsible for an all-consuming process that starts with attracting initial buyer attention and continues all the way to locking in customer loyalty and advocacy. And this process happens all over the place: in print, on the web, on our connected devices. Ready for it? Too see why, read on….
  • MARKETING ACTION  |  TUESDAY, APRIL 8, 2014
    [CRM, Process] 70 New (Really) Marketing Automation Stats
    CRM, social, web, mobile), and (3) ease of use. Best-in-class companies are more than twice as likely as other companies to have a process to review website content for SEO (68% vs 28%). use marketing automation in conjunction with CRM. 'They’re getting old. It’s also 3 years old. It’s from 2009. Not at all. Content Marketing.
  • MARKETING ACTION  |  TUESDAY, APRIL 8, 2014
    [CRM, Process] 70 New (Really) Marketing Automation Stats
    CRM, social, web, mobile), and (3) ease of use. Best-in-class companies are more than twice as likely as other companies to have a process to review website content for SEO (68% vs 28%). use marketing automation in conjunction with CRM. 'They’re getting old. It’s also 3 years old. It’s from 2009. Not at all. Content Marketing.
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