• 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. As a content marketer, you may also use the customer-journey mapping process in ideation phase. Enter their email into your CRM database (assuming they’ve given you permission to do so) right there. 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 Multi-touch, multi-media and multi-cycle processes (using Account-Based Marketing) are critical to driving bigger deals with senior level executives. You are my conscience.
  • 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. 1) Build Your SEO Keyword Strategy Around Revenue. This kind of full funnel insight drives a process of constant improvement in the quality of 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. Be sure to use a system that allows you to close the registration process automatically. Simply identifying MQLs isn’t enough.
  • 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.
  • 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? Sales skills. Sales planning.
  • 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. worked hard for six months to get the sales team invested in live chat as a sales channel and I’m finally seeing the results.
  • SNAPAPP  |  WEDNESDAY, DECEMBER 14, 2016
    [CRM, Process] 73 Experts Reveal B2B Marketing Trends to Leverage in 2017
    Stand out by doing what others aren’t or won’t. 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.
  • 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. 1. 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. 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.
  • INFER  |  FRIDAY, DECEMBER 9, 2016
    [CRM, Process] The State of B2B Software Reviews, Martech Growth and the G2 Stack [Podcast]
    Episode Breakdown: How the explosion of Amazon’s review process affects B2B review sites. CRM Marketing Automation Thought Leadership Uncategorized Use CasesG2Crowd is disrupting the traditional analyst quadrants. Previously, she served as the director of brand and marketing solutions at LinkedIn. Why Martech utilization is up.
  • BIZNOLOGY  |  FRIDAY, DECEMBER 9, 2016
    [CRM, Process] Am I connecting with my customers enough? 10 tips for customer outreach
    Use your CRM to sort and segment your customer base. If you live in the same community, hang out on the same social media sites, or have common interests, chance are you’ll find a good foothold to really connect with your customers, and boost your engagement in the process! How’s your customer outreach? Keep your brand consistent.
  • LEANDATA  |  MONDAY, DECEMBER 5, 2016
    [CRM, Process] The Sales Operations Playbook
    other than the fact they somehow work their data-driven magic with the CRM and other software tools. And it’s why every company is investing in making sure their process runs intelligently and efficiently.”. That’s still something of a mystery. . . This is more than just shining a bright spotlight on Sales Ops. Organizing the team.
  • ACT-ON  |  MONDAY, DECEMBER 5, 2016
    [CRM, Process] B2B Marketing Automation Software for Fast Growing Companies
    This means reviewing the past year’s accomplishments, identifying bad habits, and rethinking marketing processes. You’ve been told you needed email, CRM, and marketing automation solutions. As each new year approaches, marketing teams often search for ways to be more productive and successful. We want to help. The Future is Now.
  • MODERN B2B MARKETING  |  FRIDAY, DECEMBER 2, 2016
    [CRM, Process] How to Automate Your Account-Based Marketing Strategy
    Let’s break down the typical process for building and managing an ABM audience to see where sophisticated marketing automation platforms help deliver on your strategy while reducing the amount of manual work. Author: Patrick Groover Marketers are always looking for the next best thing. Audience Management for  Account-Based Marketing .
  • MODERN B2B MARKETING  |  THURSDAY, DECEMBER 1, 2016
    [CRM, Process] 3 Reasons Your B2B Marketing Reports Stink and How to Fix Them
    Many companies aren’t able to report on marketing and sales efforts due to data and process issues. In reality, the reports and dashboards might function great, but bad processes and bad data will result in inaccurate reporting. I’m a baseball fan so I’ll use a baseball analogy to break down the problem. Is data blank?
  • DISCOVERORG  |  TUESDAY, NOVEMBER 29, 2016
    [CRM, Process] Maslow’s Hierarchy for SDR Teams
    As a result, I’ve spent most of the last year thinking about how to accomplish that (and do it well), how to keep those reps fed with leads, how to keep them motivated, and how to optimize their process and results. Without basic infrastructure, it’s impossible to have processes that optimize that infrastructure. So how do we hire?
  • B2B LEAD GENERATION BLOG  |  TUESDAY, NOVEMBER 29, 2016
    [CRM, Process] Better Social Selling, an Interview with Jill Rowley
    For you, Brian, lead generation, B2B marketing, strategy, CRM. Your job is to help the customer solve the problem, achieve the goal, and if it’s your solution that they need, your job is to facilitate that purchase process. Jill’s a modern marketing expert, and now she’s applying her innovative thinking to social selling.
  • KAPOST  |  MONDAY, NOVEMBER 21, 2016
    [CRM, Process] Collaboration and Workflows: The Secret to Full-Funnel Content Marketing
    Even after you’ve developed a scalable and repeatable process, you aren’t generating leads—or you’re attracting the wrong leads. The process is simple. Buyer journeys are more complex than ever—especially as target customers are navigating multiple devices and marketing channels to learn about your brand.
  • ACT-ON  |  MONDAY, NOVEMBER 21, 2016
    [CRM, Process] Herding cats? The Hidden Costs of Multiple Marketing Tools
    Analysis may be the foundation for marketing in our networked age, but when you’re depending on separate point tools that deliver discrete reports, data continuity turns into a manual process. How many of you are entering data by hand, into your CRM system or some other tool? This all happens inside the CRM. The flip side?
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, NOVEMBER 18, 2016
    [CRM, Process] Oracle Attains Highest Score for Current Offering in The Forrester Wave™: Lead-To-Revenue.
    According to Forrester, a L2RM business system includes integrated goals, processes, and metrics that reshape marketing practices to drive effective customer engagement across the entire customer life cycle — from awareness to advocacy. Achieving quarterly MQL goals is no longer sufficient for establishing success. categories.
  • MODERN B2B MARKETING  |  THURSDAY, NOVEMBER 17, 2016
    [CRM, Process] 20 Ideas from Power Users to Power Up Your B2B Marketing Automation
    Without strategy, people, and process, Marketo is just another email tool.  Mike White, Marketing Automation Specialist at Ipswitch, advises that you should leverage tokens when setting up your program structure to make your marketing operations process much more scalable and reduce errors. Tokens Avoid the shiny object syndrome. 
  • CONTENTLY  |  TUESDAY, NOVEMBER 15, 2016
    [CRM, Process] How to Fix a Broken Lead-Nurturing Strategy
    The process might be slow, but the boulders in our path are powerless to our brilliant marketing. ” Lead nurturing lends itself well to automation; many of the tasks involved are repetitive, and an automated process allows you to test hypotheses and improve your methods. Still, an automated process has its drawbacks.
  • ACT-ON  |  TUESDAY, NOVEMBER 15, 2016
    [CRM, Process] Successful Sales and Marketing Alignment, Part 3: Designing the Lead Process
    With this post, you’ll find out how to design a successful lead process. The most basic version of the lead process tracks the flow of leads from the point at which they are generated, to the point at which they are passed to sales, to the feedback loop on lead quality. Define all the steps in the process. Define the steps.
  • HUBSPOT  |  THURSDAY, NOVEMBER 10, 2016
    [CRM, Process] The Free Growth Tools I Recommend For Modern Businesses to Grow & Scale
    To execute on your strategy, you're going to need a powerful set of tools that leverage every stage of the customer experience, from the first point of contact, through the sales and marketing process, and over the lifetime of the customer. Free CRM. 1) HubSpot CRM. And if you use HubSpot's free CRM , you can start a join.me
  • HUBSPOT  |  THURSDAY, NOVEMBER 10, 2016
    [CRM, Process] 3 Core Sales Support Services Your Agency Needs To Offer
    To improve client retention and ROI, there are three core sales support packages every agency can offer: sales and marketing alignment, CRM implementation, and sales enablement. From a technology standpoint, agencies can also build custom SLA reports and dashboards in a client's CRM. 2) CRM Implementation. Initial CRM Setup.
  • HUBSPOT  |  WEDNESDAY, NOVEMBER 9, 2016
    [CRM, Process] Growing Businesses Need a Growth Stack
    Ten years ago, the VP of Sales made the call on a CRM system, their only piece of technology. Over the past few years, we’ve been hammering away to make our CRM, sales tools, and marketing platform an awesome triad to help our customers power their growth. But here’s the thing -- change is constant when it comes to people.
  • LEANDATA  |  WEDNESDAY, NOVEMBER 9, 2016
    [CRM, Process] Stack & Flow featuring LeanData’s Evan Liang
    There’s a lot of people just buying shiny new objects and not really understanding how they fit into their process,” said Liang, the co-founder and CEO of lead-management company LeanData. “. . . But you have to realize that everyone’s process is different.”. They’ve loaded up on solutions that appear to be really cool gadgets.
  • MODERN B2B MARKETING  |  WEDNESDAY, NOVEMBER 9, 2016
    [CRM, Process] 5 Do’s and Don’ts of Employee Advocacy
    While many have already started the process of building employee advocates, with few resources and peer examples, they’re writing their own playbooks and building programs from scratch. This means providing options on mobile, desktop, through browser extensions, and even direct sharing from other tools like a CRM.
  • MODERN B2B MARKETING  |  TUESDAY, NOVEMBER 8, 2016
    [CRM, Process] What Qualities Should You Look for in a Marketing Automation Manager?
    They will need to understand the ins and outs of your system rules, filters, segmentation, scoring model, revenue stages and flows, CRM platform capabilities (if you have one), and more. Because they’re already familiar with your organization’s culture, processes, and business model, they’ll be easier to get up to speed.
  • SNAPAPP  |  TUESDAY, NOVEMBER 8, 2016
    [CRM, Process] Stronger Inbound Marketing With Interactive Content: How to Get Started
    are experiencing a slow death due to an over saturation, and today, audiences more and more expect a variety of different formats to choose from for their learning process. This means: Integrating data collection with your CRM. This modern approach is highly effective and increasingly popular. So what does this mean on a mass scale?
  • BIZIBLE  |  FRIDAY, NOVEMBER 4, 2016
    [CRM, Process] Account-Based Marketing Budget Approval [And How To Get It]
    Lead-to-account mapping inside the CRM. Alignment with the sales team around ABM processes. The most important technologies necessary to these processes are (a) data enrichment technologies, (b) an advanced attribution solution, and (c) CRM integrations with both of these technologies. Turtle or hare?
  • LEADERSHIP  |  FRIDAY, NOVEMBER 4, 2016
    [CRM, Process] Interesting Infographics: Converting Chats to Sales
    While live website chats are most commonly looked at as a customer service tool rather than part of the B2B lead generation process, savvy businesses have begun to look at them as also offering a new source of conversions. Connect with your CRM. In fact, chatters are 2.8x This week’s infographic is from  WhosOn. Track, then talk.
  • BIZNOLOGY  |  THURSDAY, NOVEMBER 3, 2016
    [CRM, Process] Real examples of how account-based marketing & selling is driving higher revenues on LinkedIn
    But when your programs have a nice-sized investment and when you have a complex sales process, then you better be sure you’re focusing on specific audiences and that you are relevant. He has also created market assessments where he evaluated the positioning of market leaders in the CRM, CPM/BPM, BI industries plus many others.
  • HALEY MARKETING  |  THURSDAY, NOVEMBER 3, 2016
    [CRM, Process] How Is Your Staffing Firm Like a Tootsie Pop?
    Put clients first when designing policies and processes, defining services, developing solutions and resolving issues. Leverage the information you gain from your CRM, on-site visits, feedback surveys, conversations and more to develop an in-depth picture of your clients’ objectives, obstacles to success and pain points.
  • HG DATA  |  THURSDAY, NOVEMBER 3, 2016
    [CRM, Process] A Complete Strategic and Tactical Sales Guide
    Sales & Marketing Uncategorized CRM HG Data inside sales inside sales rep lead gen lead generation lead generation program leads Marketing Mike Grossman outside sales prospect qualified opportunity Rules of Engagement sales sales cycles sales management sales organization sales process SDR SDR Leader SDR team Startup target accounts
  • RADIUS  |  WEDNESDAY, NOVEMBER 2, 2016
    [CRM, Process] Stop Yelling At Prospects: How To Build An Ideal Customer Profile
    Often there is misalignment here, which will lead to inefficiencies in the sales/demand generation process, a frustrated sales team, a confused marketing team, and abandoned potential revenue. Taking a look into your CRM, what are some commonalities among your Closed-Won accounts? won’t be very successful. Sales knows this best.
  • RADIUS  |  WEDNESDAY, NOVEMBER 2, 2016
    [CRM, Process] Stop Yelling At Prospects: How To Build An Ideal Customer Profile
    Often there is misalignment here, which will lead to inefficiencies in the sales/demand generation process, a frustrated sales team, a confused marketing team, and abandoned potential revenue. Taking a look into your CRM, what are some commonalities among your Closed-Won accounts? won’t be very successful. Sales knows this best.
  • BIZIBLE  |  MONDAY, OCTOBER 31, 2016
    [CRM, Process] Guide To Marketing Performance Measurement: Scaling and Reporting Paid Media Channels [Part 3]
    It’s critical to loop your channel performance data into your CRM and track touchpoints to their respective accounts and contacts. This requires a process known as “lead-to-account mapping” or “contact-to-account mapping.”. Welcome back to our series on marketing performance management. Let's get started. Ad Campaign Name.
  • VIDYARD  |  MONDAY, OCTOBER 31, 2016
    [CRM, Process] Vidyard Named a Leader for Online Video Platforms for Sales and Marketing by Independent Research Firm
    The Forrester Wave methodology included a rigorous process of vendor surveys, scenario-based product demos, executive strategy briefings and customer reference calls to validate each vendor’s products and qualifications. About Vidyard. Media Contact: Brad Hem. Phone: (281) 543-0669. press@vidyard.com. Press Releases
  • BIZIBLE  |  THURSDAY, OCTOBER 27, 2016
    [CRM, Process] How To Create Buyer Personas In Your CRM And Gain Deep Insights Into Marketing Performance
    By creating personas inside reporting systems like the CRM, marketers can measure marketing performance in terms of how well they engaging audiences who fit persona criteria. In other words, personas are no longer characters but real contacts inside your CRM. How To Define And Create Personas In Your CRM. marketing reports
  • BIZIBLE  |  THURSDAY, OCTOBER 27, 2016
    [CRM, Process] How To Create Buyer Personas In Your CRM And Gain Deep Insights Into Marketing Performance
    By creating personas inside reporting systems like the CRM, marketers can measure marketing performance in terms of how well they engaging audiences who fit persona criteria. In other words, personas are no longer characters but real contacts inside your CRM. How To Define And Create Personas In Your CRM. marketing reports
  • BIZIBLE  |  TUESDAY, OCTOBER 25, 2016
    [CRM, Process] Measure ROI on "Hardest to Track" B2B Marketing Channels [Using Attribution]
    How attribution changes channel reporting: Attribution is the process of tracking every touchpoint across all channels, both online and offline. And because an advanced attribution solution integrates seamlessly with a CRM, those touchpoints are captured and displayed for each contact/lead and account. This is, in fact, the case.
  • MODERN B2B MARKETING  |  FRIDAY, OCTOBER 21, 2016
    [CRM, Process] Manufacturers, It’s Time to Take Back Control in the Buying Cycle
    Now, cloud computing is driving the creation of a network of connected machines that act as an intelligent network that can predict failures and trigger maintenance processes autonomously. As much as two-thirds of B2B deals are lost before a formal request for proposal (RFP) process even begins. Not a Campaign, But a Process.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, OCTOBER 20, 2016
    [CRM, Process] Hull.io Offers A Customer Data Platform for B2B Marketers
    Its clients are mostly small, B2B companies – exactly the firms that were first to adopt software-as-a-service (SaaS) technologies including marketing automation and CRM. This is the reverse of the data loading process, since complex records must be assembled from the simplified internal model. Hull.io is an exception.
  • RADIUS  |  THURSDAY, OCTOBER 20, 2016
    [CRM, Process] A Product Executive’s Perspective On Unlocking B2B Data’s Latent Potential
    The growth of the Martech stack and explosion in data has led to most marketers sitting on a wealth of information in the cloud across their CRM and Marketing Automation (MAT). So if you’re in the process of integrating platforms across your tech stack, make sure you do it the right way. Salesforce is a trailblazer in their space.
  • RADIUS  |  THURSDAY, OCTOBER 20, 2016
    [CRM, Process] A Product Executive’s Perspective On Unlocking B2B Data’s Latent Potential
    The growth of the Martech stack and explosion in data has led to most marketers sitting on a wealth of information in the cloud across their CRM and Marketing Automation (MAT). So if you’re in the process of integrating platforms across your tech stack, make sure you do it the right way. Salesforce is a trailblazer in their space.
  • HINGE MARKETING  |  TUESDAY, OCTOBER 18, 2016
    [CRM, Process] AEC Marketing Fundamentals Can Still Have a Role in Winning New Business
    Here’s a common way this process works today: People search online for answers to their questions. Does your firm have a process for maintaining an updated list of references? If you haven’t invested in customer relationship management (CRM) software yet, I urge you to do so. Marketing your firm is no different. Locations.
  • HUBSPOT  |  MONDAY, OCTOBER 17, 2016
    [CRM, Process] 9 Meeting Scheduler Tools to Make Your Day More Productive
    The process makes your meeting a hassle before it even starts. HubSpot Meetings. A lot of meeting scheduler tools connect to your inbox, but what if you need your meeting schedule available in your CRM as well? When someone schedules a meeting, it will automatically be added to your calendar, and pushed to the CRM. Rally. Clara.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, OCTOBER 14, 2016
    [CRM, Process] Datorama Applies Machine Intelligence to Speed Marketing Analytics
    And it integrates with advertising and Web analytics data on one hand and social listening, marketing automation, and CRM on the other. This lets them manage a process that would otherwise require many different products and lots of technical support. Naturally, there are cases where the answer isn’t clear. Datorama is one of them.
  • RADIUS  |  FRIDAY, OCTOBER 14, 2016
    [CRM, Process] Why B2B Data Is Holding Back Your Marketing Efforts
    Just look at the numbers: 80% of marketing teams blame data quality for ineffective demand gen processes ( Demand Metric Report ). On average, only 70-75 percent of CRM data is accurate. Marketers’ CRM fill rates are low, missing many key attributes needed to successfully engage prospects. So, what do these stats tell us?
  • RADIUS  |  FRIDAY, OCTOBER 14, 2016
    [CRM, Process] Why B2B Data Is Holding Back Your Marketing Efforts
    Just look at the numbers: 80% of marketing teams blame data quality for ineffective demand gen processes ( Demand Metric Report ). Marketers’ CRM fill rates are low, missing many key attributes needed to successfully engage prospects. Most marketers would agree that data is a crucial part of an effective B2B marketing strategy. Radius.
  • LEANDATA  |  THURSDAY, OCTOBER 13, 2016
    [CRM, Process] Infer + LeanData = Happy SDR Team
    SAN FRANCISCO — Nick Ezzo compares running a smart demand generation process to the evolution of naval ships. Ezzo needed a better process of getting the best prospects to the right sales reps as quickly as possible. In the Salesforce CRM architecture, there is no native connection between leads and accounts. But hear him out.
  • HUBSPOT  |  THURSDAY, OCTOBER 13, 2016
    [CRM, Process] The Productive Marketer's Guide to Better Team Collaboration
    Outlining a project’s purpose and motivation can help your team stay engaged throughout the process. That repetition can be avoided by using a tool that already exists within your current CMS, CRM, or workflow platform. How many different productivity tools do you use? But guess what? So what does that look like? Be honest.
  • BIZIBLE  |  WEDNESDAY, OCTOBER 12, 2016
    [CRM, Process] How To Create A Revenue Generating B2B Marketing Strategy
    Company size codes for different processes and technologies. When developing personas include as much information as possible on influential people in the buying process. What are the technologies or processes that need to be in place for customers to gain value? Strategy. It’s the justification for marketing spend. Conclusion.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, OCTOBER 12, 2016
    [CRM, Process] Using Data-Driven Marketing for Business Success
    The data has many sources like a company’s CRM or ERP system or its website and social media presence. In turn, this will improve your campaigns and help you get closer to succeeding at every marketing tactic you are implementing and achieve a greater ROI in the process. Increase investment once you have the right formula.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, OCTOBER 10, 2016
    [CRM, Process] Scaling Events Across Your Enterprise With Event and Marketing Automation
    For example, only when your marketing and event automation systems are fully synced can you fully-automate event manual processes. Flagging prospects in CRM systems help marketing and sales teams qualify their leads and accelerate the buyer’s journey. So how can you address this wide variety of challenges and come out ahead?
  • RADIUS  |  FRIDAY, OCTOBER 7, 2016
    [CRM, Process] Predictive Acquisition: Get Up To Speed, Then Go After Those Promising Prospects
    Predictive acquisition can also help you identify promising current prospects within your CRM. Understand Predictive Acquisition Principles and Processes. Predictive acquisition is the process of using machine learning and predictive algorithms to identify the best prospects for your marketing or sales teams to pursue.
  • RADIUS  |  THURSDAY, OCTOBER 6, 2016
    [CRM, Process] Predictive Acquisition: Get Up To Speed, Then Go After Those Promising Prospects
    Predictive acquisition can also help you identify promising current prospects within your CRM. Understand Predictive Acquisition Principles and Processes. Predictive acquisition is the process of using machine learning and predictive algorithms to identify the best prospects for your marketing or sales teams to pursue.
  • ACT-ON  |  THURSDAY, OCTOBER 6, 2016
    [CRM, Process] What is a Marketing-Qualified Lead? What MQL Really Means
    Definitions were set, processes were tested, sales and executives bought in across the board, and the panacea of the Lead Marketing Funnel brought peace to all. They don’t speak marketing-ese, they use the terms to define their own business processes, the ones that increase the chances for success. Shouts were heard from the rooftops.
  • LATTICE  |  WEDNESDAY, OCTOBER 5, 2016
    [CRM, Process] Preparing your Enterprise for AI: Lessons from predicting sales for B2B
    For 90% of our deployments, these “external signals” are much better predictors than signals derived from CRM or Marketing automation alone. Artificial Intelligence (AI) lurks behind consumer applications, often without the end-user’s knowledge. neural networks) potent and capable of beating humans at similar tasks.
  • RADIUS  |  TUESDAY, OCTOBER 4, 2016
    [CRM, Process] Mastering Direct Mail Marketing: How To Build A High-Converting Campaign
    The best practice is to build out segments of your target accounts and use fit, behavioral, and intent data (from your CRM, marketing automation, and predictive platforms) to ensure you’re reaching the right audience. A big misconception with direct mail is that it’s a “one-size-fits-all” channel. From the DMA Response Rate Report 2015.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, OCTOBER 4, 2016
    [CRM, Process] News from Krux, Demandbase, Radius: Customer Data Takes Center Stage
    Krux now has an “intelligent marketing hub” that can also load a company’s own data from CRM, Websites, mobile apps, and offline sources, and unify customer data to build complete cross-channel profiles. If Dreamforce seems a little less crowded than you expected this week, perhaps it's because I didn’t attend. billion for LinkedIn.
  • VIEWPOINT  |  TUESDAY, OCTOBER 4, 2016
    [CRM, Process] PipeLiner CRM #SalesChats Webinar on Prospecting
    John asked two questions: Which stage of the buying process should a salesperson engage with a prospect? During the video I talk about the five steps in the sales process and how most sales people only use two steps which results in bad experiences for their prospects and NO DEALS. Simplified.” and “Sales Management. Simplified.”).
  • INFER  |  TUESDAY, OCTOBER 4, 2016
    [CRM, Process] CEO Insights: The AI Overhype
    Many of them will encounter challenges when it comes to processing data in a way that’s amenable for modeling, monitoring, etc. Just build a model in their cloud and connect it somehow to your business database like CRM. Part 1 – Defining AI-First. Part 2 – The Last Mile of AI. Part 3 – The Overhype Issue. Manning at Stanford ).
  • INFER  |  MONDAY, OCTOBER 3, 2016
    [CRM, Process] CEO Insights: AI’s Last Mile
    signals not in the CRM or marketing automation platforms — a big trick we employ to improve our models and to de-noise dirty CRM data). For example, say you’re continuously and automatically retraining with every new example, but the customer was in the middle of a messy data migration process. Part 1 – Defining AI-First.
  • ACT-ON  |  MONDAY, OCTOBER 3, 2016
    [CRM, Process] What You Get When You Buy Technology
    But technical choices determine how hard it is to import or export data, to interact with other systems, to make changes to system functions and data models, to process data in large enough volumes and at adequate speeds, and even to use existing corporate networks, servers, and personal devices. Automated transfer of qualified leads to CRM.
  • BIZIBLE  |  FRIDAY, SEPTEMBER 30, 2016
    [CRM, Process] A Scorecard for B2B Marketing Operations [Download Evaluation]
    Within the greater “martech” category, the marketing ops role are also responsible for working out the integrations process. An attribution solution integrates with multiple other types of marketing technology, including the CRM. Attribution data organized by account in the CRM. This scorecard is meant to help with that.
  • HUBSPOT  |  FRIDAY, SEPTEMBER 30, 2016
    [CRM, Process] How Building Tools Can Generate New Leads for your Agency
    Using our SEO tool as an example, I will run through what that process looks like for us, as well as what data we collect: Our tool allows you to run an analysis on your site or a competitor's site for free and get an instant performance score. The contact is added to our HubSpot CRM. But Why Should You Build Your Own Tools?
  • BIZIBLE  |  WEDNESDAY, SEPTEMBER 28, 2016
    [CRM, Process] What is Account-Based Marketing? Everything You Need to Know
    For example, say your product needs CRM data to function, if the prospective account isn’t using a CRM, you’d most likely grade them as an F. As we mentioned earlier, the buying journey includes touchpoints from multiple personas and you’ll begin to notice trends in which job titles have a role in the decision making process.
  • BIZIBLE  |  TUESDAY, SEPTEMBER 27, 2016
    [CRM, Process] How To Decide Whether Marketo RCA Is Right For You
    The technology journey for B2B marketers includes the implementation of an advanced marketing automation system and a CRM. For complex reporting across multiple channels and websites, you’ll need JavaScript code that can accurately process a wide variety of ad formats and a platform architecture that makes complex reporting easily accessible.
  • LEAD LIAISON  |  TUESDAY, SEPTEMBER 27, 2016
    [CRM, Process] How to Run a Webinar: Have a Marketing Automation System in Place
    You’ve defined your invitation and registration process. The next step is to consider using your marketing automation software to help you with the entire process. Marketing automation is used to manage the Invite, Registration, and Follow Up Processes. This is the fifth installment in the series  How to Run a Webinar.
  • BIZIBLE  |  THURSDAY, SEPTEMBER 22, 2016
    [CRM, Process] 8 Roles You Need to Build an Ace ABM Team
    Advanced attribution solutions that are also integrated within the CRM can automatically map leads/contacts to accounts without any huge hassle, custom solution, or manual maintenance. The data is organized by account and displayed within the CRM. A CRM integration also allows the sales team to have access to the same account data.
  • ACT-ON  |  THURSDAY, SEPTEMBER 22, 2016
    [CRM, Process] 4 Steps to Get Started with Marketing Automation
    Open up your marketing plan (just fyi: if you don’t already have an overall plan and a few processes in place , you’re not ready to automate anything). Got a CRM? Integrate your CRM. CRM integration is often a first priority, and for most companies, it should be! Throughout this process you’re bound to have questions.
  • VIDYARD  |  WEDNESDAY, SEPTEMBER 21, 2016
    [CRM, Process] How Top Sales Reps Leverage Video to Crush Their Monthly Numbers
    All that data means you can skip unnecessary steps in your follow-up, and speed up the sales process. They leverage their CRM on the proper timing of videos sent. What if you could make your sales job easier by using video intelligence to help determine exactly when to follow up with a prospect and what message to deliver? Not anymore!
  • HUBSPOT  |  WEDNESDAY, SEPTEMBER 21, 2016
    [CRM, Process] 5 Proven Tips to Keep Leads Engaged With Retargeting
    With some research, AdRoll discovered that when running both traditional email and email retargeting, email retargeting produced 3x the open rate and 6x the clickthrough rate. 3 ) Dig into your CRM. typical CRM campaign is focused on one channel, email. Why limit your CRM efforts only to that channel? shoes). The Bottom Line.
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