• 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.
  • CONTENTLY B2B WHITE PAPERS  |  THURSDAY, SEPTEMBER 22, 2016
    [CRM, Process] Content Marketing 2016: Staffing, Measurement, and Effectiveness
    marketing technology into a seamless process. CRM) integrations. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. 2016 STAFFING, MEASUREMENT, AND. EFFECTIVENESS ACROSS THE INDUSTRY 2Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry I. Introduction II.
  • 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.
  • WRITING ON THE WEB  |  MONDAY, SEPTEMBER 19, 2016
    [CRM, Process] Managing Your Newsletter Email List:5 Must-Do’s
    Your list should now include the elements of your process. If you are considering a shopping cart or customer relationship management software (CRM), price is a consideration. CRM pricing is typically based on records (clients or prospects), users or a combination. Creating a newsletter email list  is no exception.
  • MODERN B2B MARKETING  |  FRIDAY, SEPTEMBER 16, 2016
    [CRM, Process] Top 5 Marketing Must-Haves for Asset Managers and More
    Whether you’re at a small shop that manages a few hundred million or at a firm that manages billions, you may still be relying on antiquated processes for driving demand. Small and large businesses alike face similar challenges, and financial services in general are often behind the curve when it comes to new technology and processes.
  • ANNUITAS  |  THURSDAY, SEPTEMBER 15, 2016
    [CRM, Process] B2B Marketing Enters the US Market – Q&A with James Farmer
    However, saying that, I think the key critical issue in the market is joining up and fully utilizing all the different platforms; MA to CMS to CRM etc… it needs real technical insight. ” James shared a few insights into some of the industry’s challenges and what B2B marketers can expect from their launch into the US market.
  • INTEGRATED B2B  |  THURSDAY, SEPTEMBER 15, 2016
    [CRM, Process] The Big Bang Theory of B2B marketing
    CRM systems. Process design. Standing in the center of the B2B marketing universe, you can be forgiven for having the distinct feeling that the job of the B2B marketer, already large and complex enough, is expanding at an alarming rate. B2B’s Big Bang. By 2016, B2B marketing has truly become rocket science. B2B skillsets.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, SEPTEMBER 14, 2016
    [CRM, Process] Oracle Named a Leader for 5th Consecutive Year in Gartner Magic Quadrant for CRM Lead Management
    Digital marketers are in a constant battle between driving leads and managing their CRM systems. With the ever growing and evolving CRM Lead Management market Gartner offers their Magic Quadrant evaluation of 17 providers to assist IT and Marketing Leaders to determine the right fit for their business. What is CRM Lead Management?
  • BIZIBLE  |  WEDNESDAY, SEPTEMBER 14, 2016
    [CRM, Process] Multi-Touch Attribution, A Full User Debrief
    The models, methods, data, reporting, strategy, and results are all part of the process. This matches the touchpoint activity history with the user’s name and email address, and all of that vital information is then pushed into the company’s CRM (which we’ll cover later on). What is multi-touch attribution? This hardly seems fair.
  • INFER  |  WEDNESDAY, SEPTEMBER 14, 2016
    [CRM, Process] WalkMe Aligns Go-to-Market Effort with Business Impact
    We use Salesforce CRM and are in the process of migrating to Pardot for marketing automation, which will be very big for us. With more and more world-class marketers joining the predictive revolution, we at Infer want to amplify their knowledge by sharing best practices throughout the community.
  • 3D2B  |  TUESDAY, SEPTEMBER 13, 2016
    [CRM, Process] B2B Lead Generation: Help Your Prospects Climb the Sales and Marketing Pyramid
    The image of a sales and marketing pyramid helps you understand that you need to be more responsive to buyers’ needs throughout the sales process. sales pyramid presents a more accurate model of today’s sales process. We all love the sales funnel…at least in concept. And buyers flow out the bottom. Or do they? Sadly, that’s not true.
  • MODERN B2B MARKETING  |  TUESDAY, SEPTEMBER 13, 2016
    [CRM, Process] The 3 ABM Essentials You Need to Start Off and Take Off
    Quick wins: short purchase-decision process (e.g. Collaborate with your sales team and review your customer relationship management (CRM) history for high-yield and quick win companies. Make sure you can import your list(s) from your CRM, define them as a specific audience, and modify them at any time. Fortune 500 companies).
  • HUBSPOT  |  TUESDAY, SEPTEMBER 13, 2016
    [CRM, Process] Why You're Thinking About Digital Marketing Analytics All Wrong
    Having this data makes it possible to implement an effective lead management process, enabling you to score and prioritize your leads and identify which activities contribute to a marketing qualified lead for your business. 3. Measuring the effectiveness of digital marketing is one of the greatest challenges facing organizations. From Google?
  • LEANDATA  |  MONDAY, SEPTEMBER 12, 2016
    [CRM, Process] Setting the Stage for Sales Success
    And that’s why he believes a strong sales process must be the bedrock foundation for every business. “I honestly don’t think it’s much different than having a playing system in sports,” said Rosenberg, who is one of the featured speakers at the upcoming Ops-Stars at Dreamforce event. Everyone in the organization sticking to the process.
  • LEAD LIAISON  |  MONDAY, SEPTEMBER 12, 2016
    [CRM, Process] Lead Liaison Integrates with Pipedrive
    The robust marketing automation platform Lead Liaison announces their valuable integration with CRM software company Pipedrive. With over 30,000 customers, and reaching across more than 140 countries, Pipedrive helps companies manage complex sales processes. Data is pushed from the system into the CRM instantaneously. Benefit.
  • PUREB2B  |  SUNDAY, SEPTEMBER 11, 2016
    [CRM, Process] 30 Terms Every Sales and Marketing Professional Should Know
    This refers to the process of testing two different variations of a single variable to determine which one performs best. A/B testing is most prominent when optimizing email marketing , CTAs, landing pages, forms, and content in general. Adoption Process. Customer Relationship Management (CRM). Churn Rate. ToFu, MoFu, Bofu.
  • BIZNOLOGY  |  FRIDAY, SEPTEMBER 9, 2016
    [CRM, Process] How a smarter website can improve your marketing effectiveness, Part II
    That means integrating it with your email marketing, social media, and CRM platforms. The goal is to personalize each prospect’s experience based on their behaviors, and what you can learn from their behavior about their interests and the best ways to move them through their buying process. Yes, it’s their buying process that matters.
  • RADIUS  |  THURSDAY, SEPTEMBER 8, 2016
    [CRM, Process] 13 Must-Attend B2B Marketing Sessions at Dreamforce 2016
    Mary Wardley of IDC will share insights into what data has the most impact on marketing programs and sales processes. 6)  3 Best Practices to Manage Marketing Technology. The official Dreamforce Agenda Builder is live! With over a thousand sessions to choose from, deciding which ones to attend can be time-consuming. Predictive analytics.
  • CONTENT STANDARD  |  THURSDAY, SEPTEMBER 8, 2016
    [CRM, Process] Why Sales and Marketing Teams Should be Wary of the Social Selling “Guru”
    They needed to understand and deploy websites, online CRM systems, new payment systems, and more. Incorporate those leads into your CRM, and determine when to organically and authentically escalate engagement towards a sale. Your marketing and sales teams should be operating on social—the measurable benefits are undeniable. But Web 2.0
  • LEANDATA  |  WEDNESDAY, SEPTEMBER 7, 2016
    [CRM, Process] Leadspace and LeanData Partner to Drive ABM with Unparalleled Combination of Predictive Analytics and Lead Management
    CRM and marketing automation treat leads as independent entities. LeanData simplifies the complexity of the B2B sales process through better lead management. Unique Combination of Technologies Will Increase Conversion Rates for B2B Marketers. Partnership Combines Lead Routing, Matching, Predictive Data Enrichment. www.leadspace.com.
  • BIZNOLOGY  |  WEDNESDAY, SEPTEMBER 7, 2016
    [CRM, Process] How even social media & social selling experts are getting LinkedIn wrong – Part 2
    90% of the calls were with prospects who were not in the right stage of the buying process at this time, or they were with people who were not even a decision maker or influencer. You need to think beyond the top of the funnel – and focus on how you’re going to use LinkedIn to move prospects through the complete buying process.
  • BIZIBLE  |  THURSDAY, SEPTEMBER 1, 2016
    [CRM, Process] What is a "Full Path" Marketing Attribution Model?
    Using several tracking methods that funnel data into the CRM, these touchpoints are collected and stored. Weighted touchpoints (or weighted modeling) is the process of assigning how much credit touchpoints in certain positions along the buying journey will receive. What is a Full Path Marketing Attribution Model?
  • HG DATA  |  WEDNESDAY, AUGUST 31, 2016
    [CRM, Process] Account-Based Marketing is Good, But Third-Party Data Makes it Great
    But Draper knew that landing lifeblood accounts takes more than a memorable sales pitch and intuition; it’s about understanding the customer’s collective-decision making process. It streamlines sales processes, optimizes marketing dollars, and aligns resources so stakeholders have common purpose. Get A Reality Check. What’s next?
  • LEANDATA  |  TUESDAY, AUGUST 30, 2016
    [CRM, Process] Finding the Time to Sell
    How much time is a rep on the phone, talking to customers or moving a deal along the sales process? And that effort to streamline the sales process helps explain the growing emphasis on sales ops throughout the B2B industry. Doug Landis was listing all the things that can occupy the typical day of a sales rep. Administrative tasks.
  • INFER  |  TUESDAY, AUGUST 30, 2016
    [CRM, Process] How Belly Aligned Marketing and Sales to Build a Successful Inbound Sales Organization
    Lessons on How Belly Retooled its MarTech Systems and Processes to Increase Leads by 125% and Close Rates by 30%. We found that customer acquisition costs were 30% lower with inside sales than outside sales, and that inside sales were more willing to properly use CRM (Salesforce), giving Marketing more control. Lead qualification.
  • HUBSPOT  |  TUESDAY, AUGUST 30, 2016
    [CRM, Process] How to Get Caught Up on Email After Vacation: 9 Helpful Tips
    For some of the emails that do require a response, you might be able to make the process of responding more efficient. Or, if you use HubSpot CRM, you can use the built-in email templates to easily send personalized emails right from your email tool. 9) Use Boomerang to resurface emails when you need them. My favorite? The result?
  • BIZIBLE  |  FRIDAY, AUGUST 26, 2016
    [CRM, Process] CMO's Organizational Readiness Indicators for Multi-Touch Attribution
    It reveals the standard for improvement, and it also shows historic “wins” that inform the optimization process. -- -- -- -- -- --. 6. Offline touchpoints are integrated into the mix of digital touchpoints in a seamless fashion, because all data is synthesized and consolidated within the CRM. 15 Popular Marketing Channels: Email.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, AUGUST 26, 2016
    [CRM, Process] Your Content Pros' Guide to Crafting the Optimal Experience
    How integrating your platform with marketing automation and CRM leads to a deep understanding of your customers through video metrics. How to identify gaps in your content creation and distribution process. Four top Content Pros have joined us this past month to reveal their prowess in the marketing industry. Setting a Pretty Tone.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 25, 2016
    [CRM, Process] ABM Vendor Guide: Differentiators for Result Analysis
    and we wrap up our review of sub-functions from the Raab Guide to ABM Vendors with a look at Result Analysis. ABM specialists provide account-based result metrics such as percentage of target accounts reached, amount of time target accounts are spending with company messages, and distribution of messages by department within target accounts.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 25, 2016
    [CRM, Process] ABM Vendor Guide: Special Features to Deliver ABM Messages
    Many can also push messages to other channels via marketing automation or CRM integration. Differentiators include: channels supported (display advertising, social advertising, CRM, marketing automation, email, direct mail, telemarketing, text, mobile apps, content syndication, etc.) This narrows the field drastically.
  • CHIEFMARTECH  |  THURSDAY, AUGUST 25, 2016
    [CRM, Process] A Rosetta Stone of marketing technology terminology
    So, how many different words do you think marketers have for key data records in CRM and marketing automation systems? It’s a key technology for getting customers to a single view of the customer and helping them become more agile with their processes and reporting. Not surprisingly, quite a few. What’s a contact? What’s a campaign?
  • LEANDATA  |  WEDNESDAY, AUGUST 24, 2016
    [CRM, Process] When There’s Too Much in the Tool Box
    What do we need to improve our process? So a big part of my job is figuring out how we can best utilize what we already have by creating a better process around it.”. We had too much stuff and it was creating havoc because we were trying to hook in all of these different tools with our CRM. It’s giving them headaches. Shiny Toy.
  • BIZNOLOGY  |  WEDNESDAY, AUGUST 24, 2016
    [CRM, Process] How to select the perfect B2B data vendor
    Let’s look at this process in detail. Ask if the vendor offers solutions like real-time updating, APIs to your in-house CRM systems, or Data as a Service (DaaS) solutions. Most B2B marketers rely on customer data from third party suppliers. But how do you choose among the myriad data providers out there? Just Here are some examples.
  • MODERN B2B MARKETING  |  WEDNESDAY, AUGUST 24, 2016
    [CRM, Process] 6 Steps for a Successful B2B Cross-Sell and Upsell Strategy
    In fact, according to the Edelman Trust Barometer, 84% of B2B businesses initiate the buying process with a referral. 4. Start by looking at what products or solutions your customers already own (which should be available in your CRM system) and where the “white space,” or opportunity, is. But how can you get started?
  • HG DATA  |  TUESDAY, AUGUST 23, 2016
    [CRM, Process] Once Upon a Time: How to Boost Your Selling Through Storytelling
    That’s why sales and marketing teams are building content databases filled with success stories, case studies, research and predictions that anyone can draw upon via a CRM or a similar system of record. If you listen to my stories or read my blog posts, I often recount my failures, mistakes and the lessons I’ve learned in the process.
  • HUBSPOT  |  TUESDAY, AUGUST 23, 2016
    [CRM, Process] 9 Reasons Why Your New Business Program Is Failing
    We're not going to sugarcoat it: The process of prospecting, pitching, and closing on new business can easily evolve into a long, grueling, and energy-consuming process. The more you understand, the more relevant your proposal will be. 6) You don't use a CRM tool to manage new business. This isn't a wish list.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, AUGUST 22, 2016
    [CRM, Process] ABM Vendor Guide: What to Look for in External Data Sources
    Last week’s posts introduced our new Raab Guide to ABM Vendors ( buy it here ) and introduced a framework four process ABM steps, six system functions, and six key sub-functions. real-time processes to identify Web site visitors, auto-fill Web forms or verify form entries, show data to sales people, support ad targeting, etc.
  • BIZIBLE  |  MONDAY, AUGUST 22, 2016
    [CRM, Process] How To Measure Paid Media ROI (ROAS)
    AdWords, LinkedIn, Facebook) and your CRM, where revenue data is held. In attribution reporting, marketers can use the same process at the lead and opportunity stage. Paid Media - whether it’s search, social, display, etc. - is a critical component of every B2B marketing plan. Cost Per Lead (CPL). Cost Per Opportunity (CPO).
  • SALES ENGINE  |  MONDAY, AUGUST 22, 2016
    [CRM, Process] From Branding to Demand Generation
    Thought leadership is important to our brand, but developing relationships with prospects it’s really what it’s all about, and because we now have a content library that maps to their buying path, we’re able to hit them monthly with a new asset that assists them through the process at their own speed,” said Traxler. Content Strategy
  • BIZIBLE  |  THURSDAY, AUGUST 18, 2016
    [CRM, Process] [INFOGRAPHIC] The Periodic Table of ABM Elements
    Furthermore, for accounts to exist in your CRM, they must match your qualification criteria, meaning they are good fits for your product. The last element in the first column is the Account Grade, the method by which you qualify accounts in your CRM. ABM, as a marketing concept, is relatively new and complicated. ABM BUILDING BLOCKS.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 18, 2016
    [CRM, Process] Just Released: ABM Vendor Guide Gives Detailed Comparison of 40 ABM Vendors
    The first was to define an ABM process – and note that I wrote "an ABM process" not "the ABM process", since more than one process is possible. Identify Target Accounts Plan Interactions Execute Interactions Analyze Results The next step was to define the system functions that support each process step. Awesome!
  • HALEY MARKETING  |  THURSDAY, AUGUST 18, 2016
    [CRM, Process] When one petite pixel caused a huge email headache
    Unlike Haley Marketing’s normal mailings (like the Idea Club Newsletter ), this email was not sent through HaleyMail but instead through our CRM which then attached a tracking pixel to the bottom of the email. Any email developer will tell you that developing emails can be a real pain. So, what happened? We weren’t alone.
  • BIZIBLE  |  TUESDAY, AUGUST 16, 2016
    [CRM, Process] 5 Reasons Mastering Marketing Attribution Helps You Become A Better Business Leader
    If you’re tracking your campaigns with advanced web tracking and connecting that to your CRM, you've got a source of problem solving opportunities. What was a bestseller, reaching 10,000 copies sold per year, in colonial America? Answer: Ben Franklin’s “Poor Richard’s Almanac.” So let’s change that. Is this high quality information?
  • 6SENSE  |  TUESDAY, AUGUST 16, 2016
    [CRM, Process] 5 Essential Tools for Your Salesforce Account-Based Marketing Cloud
    For sales and marketing teams, the selection process of identifying target accounts has become the most critical component to drive marketing and sales outcomes at scale. For the ABM Cloud for Salesforce, 35 vendors whose products integrate and work seamlessly with the Salesforce CRM have joined the initiative. Latest
  • MODERN B2B MARKETING  |  TUESDAY, AUGUST 16, 2016
    [CRM, Process] A High-Level B2B Marketing Budget Breakdown
    In addition to creating a scalable content creation process , you may need to seek out the services of vendors or consultants to help you refine your plans. Author: Daniel Kushner We’re in the age where marketing is recognized as the foundation for business growth. You might use a variety of metrics to determine your ROI (e.g.
  • THE ROI GUY  |  TUESDAY, AUGUST 16, 2016
    [CRM, Process] The Five Pillars to Business Value / ROI Selling Success
    A business value / ROI sales tool can be a fantastic foundation to business value selling success, but to elevate to greatness, you need more. They should. Your business value / ROI sales tools should be simple, easy and fun to use, all while providing credible analyses and results. And the support shouldn’t stop there.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, AUGUST 16, 2016
    [CRM, Process] 5 Ways to Immediately Boost Account Based Marketing (ABM)
    Here’s a transcript of that discussion: Paul:   Welcome once again to another episode of CRM Radio Today; the voice of CRM today and tomorrow. And this is a big thing with account-based marketing where we have a complex sales is five or more five, 15, in some cases 25 people or more will be involved in that buying process.
  • HUBSPOT  |  TUESDAY, AUGUST 16, 2016
    [CRM, Process] The Biggest Opportunities for Agencies in 4 Charts
    the strategy), and design -- creating a proposal can be a time-consuming and arduous process. Increasing the conversion rates of your proposals by improving your sales process should be a priority. You've heard this common theme repeated by your parents, your teachers, your managers. In fact, the opposite is often recommended.
  • BIZIBLE  |  MONDAY, AUGUST 15, 2016
    [CRM, Process] How To Adopt ABM Predictive Analytics at Your B2B Organization
    As there are stages to most every strategy adoption process, there are steps to adopting ABM predictive analytics as well. Omnichannel tracking (online and offline) Integration with the CRM Lead-to-account mapping. [ ] ABM STRATEGY. This enables a comprehensive display of all key marketing touchpoints within the same system (the CRM).
  • SALES ENGINE  |  MONDAY, AUGUST 15, 2016
    [CRM, Process] 6 Skills Today’s Lead Nurturers Must Have
    Therefore, sales prospecting with content requires a more complex process than it did even five years ago, largely because the buyer has a lot more control and salespeople are no longer the sole gatekeepers to the information they need. Record keeping and CRM knowledge. An understanding of the sales process. head for analytics.
  • BIZIBLE  |  FRIDAY, AUGUST 12, 2016
    [CRM, Process] An Inside Look at how Multi-Touch Attribution Data Moves from First Touch to Closed Won
    From the moment a potential buyer first encounters a B2B brand, a multi-touch attribution solution is tracking, modeling, organizing, and reporting that data inside the organization’s CRM. This created a contact inside our organization’s CRM, and since the session began with a referral from LinkedIn, that channel receives credit for the lead.
  • HINGE MARKETING  |  THURSDAY, AUGUST 11, 2016
    [CRM, Process] How to Promote Your Website and Increase Your Online Presence
    Hinge’s research verifies that a professional services firm’s website is a critical component of its business development process. Hinge’s research verifies that a professional services firm’s website is a critical component of its business development process. Start with goals and outcomes. What are the typical pain points? Figure 1.
  • LEANDATA  |  THURSDAY, AUGUST 11, 2016
    [CRM, Process] LeanData Joins ABM Cloud for Salesforce — First-Ever Account-Based Marketing Partnership for the Salesforce Platform
    The ABM Cloud is geared toward Salesforce users because it’s the most widely used CRM in the SaaS ecosystem. LeanData simplifies the complexity of the B2B sales process through better lead management. LeanData will collaborate with more than 30 other companies to help marketers build ABM technology solutions. BOSTON, Mass.
  • YOUR SALES MANAGEMENT GURU  |  WEDNESDAY, AUGUST 10, 2016
    [CRM, Process] Building a Sustaining Partner Community: a Channel Strategy
    CRM, for pipeline standardization. This process lead to categorizing their existing partner community into four segments: Legacy Oriented, Farmers, Peak Performers and Rising Stars. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Phase One. Summary.
  • ION INTERACTIVE  |  WEDNESDAY, AUGUST 10, 2016
    [CRM, Process] Solving The Challenge of Marketing ROI
    Marketing ROI Challenges Many marketers struggle with marketing ROI due to following reasons: Time: The process seems overwhelming when you consider all the channels, content, and agencies that support marketing efforts. CRM systems have become ubiquitous and mandatory technology for modern marketers. Warning! How do you get started?
  • BIZIBLE  |  TUESDAY, AUGUST 9, 2016
    [CRM, Process] 7 Stages of B2B Marketing Sophistication [Which Level Are You?]
    It’s a multi-faceted process that spans months to years of a buyer’s journey. Using an attribution solution, which is integrated directly with the company’s CRM, B2B marketers can take advantage of bottom-of-funnel (BOFU) tracking. B2B marketing is no easy task. And an organization doesn’t move from beginner to expert overnight.
  • KAPOST  |  MONDAY, AUGUST 8, 2016
    [CRM, Process] Marketing and Technology: Lessons from Salesforce’s Marketing Technology Director
    From my viewpoint, there are three tenets of marketing technology: The WHO: Model and Identify Prospects (Profile Store) – Provides the capability to identify who your prospective customers are by ingesting user interaction, profiles, and CRM data. Coming from an IT background, I look at things in terms of people, process, and technology.
  • ACT-ON  |  MONDAY, AUGUST 8, 2016
    [CRM, Process] 10 Things You Need to Know About Account-Based Marketing
    In the past, account-based marketing was a tedious, time consuming, manual process. Today , the basic process remains much the same, but technology has changed the labor equation, making ABM practical for any company that already uses marketing technology well. Account-based marketing (ABM) is a big deal. ABM = Increased ROI.
  • PUREB2B  |  SUNDAY, AUGUST 7, 2016
    [CRM, Process] How to Lose a Lead in 10 Ways
    Allowing your leads to fall through the cracks due to a faulty process is not just a waste of time, but a serious waste of money. Most businesses nowadays integrate their social media management system with their CRM platform. Are you inundated with articles telling you to nurture your qualified leads? Ignore Your Leaky Sales Funnel.
  • B2B LEAD GENERATION BLOG  |  THURSDAY, AUGUST 4, 2016
    [CRM, Process] 16 Proven Ways to Get Better Opportunities Now (Part 2)
    To remain relevant to people during the nurturing process, you have to be consistent. Having precise profiles of the different leads means that you can automate that process. The re-engagement or nurturing process has to start with a human being. Touch longer-term leads frequently and relevantly. . Click To Tweet.
  • HUBSPOT  |  THURSDAY, AUGUST 4, 2016
    [CRM, Process] How to Prevent Your Best Clients From Leaving (And Stop the Endless New Business Cycle)
    Too often failure to pull this process into one place occurs, and instead the pro ject is managed by email, Slack, phone calls, WhatsApp messages (yeah, that has happened), Facebook messenger, LinkedIn messenger, and even bumping into clients and having an impromptu half an hour meeting. New business is everything, right? Wrong! Say it.
  • 6SENSE  |  WEDNESDAY, AUGUST 3, 2016
    [CRM, Process] The 5 Priorities of the Data-Driven CMO
    Sales teams record and track scores of data points in CRM tools. While getting the data and using it to create team alignment across the organization are important steps, at the end of the day the major goal is building a data-driven decision-making process for your organization. Data is coming at us from all sides today. Alignment.
  • RADIUS  |  MONDAY, AUGUST 1, 2016
    [CRM, Process] The Future is Here With Predictive Account-Based Marketing
    The growing adoption of customer relationship management (CRM) and marketing automation technology (MAT) systems has created an unprecedented amount of data for optimizing ABM initiatives. CRM is the foundation of ABM because it serves as the system of record for data about accounts and contacts. The emergence of the ABM tech stack.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, JULY 29, 2016
    [CRM, Process] 3 Tips to Improve Marketing Accountability
    Even when an organization has processes in place to leverage technologies, refinement and optimization strategies must continually evolve in tandem with marketing goals. Organizations previously focused on their known marketing channels—for example email data stored in a familiar place: CRM systems. billion by 2017.
  • RADIUS  |  FRIDAY, JULY 29, 2016
    [CRM, Process] 6 Best Practices For More Effective Direct Mail Campaigns
    Leverage existing data in your CRM to identify the right prospects for your direct mail campaign. Use all available information not just from from your CRM and marketing automation platform, but external sources that gather prospect data to personalize the campaign experience. But what about direct mail?  response rate. Be persistent.
  • SALES ENGINE  |  FRIDAY, JULY 29, 2016
    [CRM, Process] If Your Leads Stink, Time to Update Your Buyer Personas
    What roles do they play in the buying process? What information do you need to collect in your CRM that will give you more insight into whether the prospect has a problem that might be worth discussing? Sales reps need leads, and it’s marketing’s job to get at least some of them—a majority would be nice. Who are they? Content Strateg
  • LEANDATA  |  THURSDAY, JULY 28, 2016
    [CRM, Process] FunnelWise and LeanData Partner to Deliver Unprecedented Funnel Optimization
    FunnelWise integrates with marketing automation and customer relationship management (CRM) software to provide real-time visibility of an organization’s revenue velocity, goal tracking and forecasting. LeanData, a Series A-funded Silicon Valley startup, is passionate about simplifying the B2B sales process. About FunnelWise.
  • HUBSPOT  |  THURSDAY, JULY 28, 2016
    [CRM, Process] 9 Companies Using Live Website Chat in a Creative Way
    Sure, customers can call an 800 number, send an email or fill out a contact form when they run into hiccups in their decision-making or purchasing process, but for every second that it takes a business to respond, the customer’s likelihood to purchase exponentially decreases. Live chat technology has been around for a while. With 1.09
  • INFER  |  WEDNESDAY, JULY 27, 2016
    [CRM, Process] Infer Named a 2016 CRM Market Rising Star
    Infer is honored to be named a 2016 CRM Market Rising Star! The Market Awards aim to recognize leaders in the CRM industry, and are selected based on a composite score that includes revenue, company growth, market share, customer wins, reputation for customer satisfaction, depth of product functionality, and company direction.
  • INFER  |  WEDNESDAY, JULY 27, 2016
    [CRM, Process] Infer Named a 2016 CRM Market Rising Star
    Infer is honored to be named a 2016 CRM Market Rising Star! The Market Awards aim to recognize leaders in the CRM industry, and are selected based on a composite score that includes revenue, company growth, market share, customer wins, reputation for customer satisfaction, depth of product functionality, and company direction.
  • BIZIBLE  |  WEDNESDAY, JULY 27, 2016
    [CRM, Process] Best Practices For Identifying And Developing Marketing Personas For ABM
    See if they have a few minutes to chat about their process and what was involved on their end. These questions can be answered with multi-touch attribution and data in your CRM. Of course, this also requires lead-to-account mapping, the process of tying each of the individual’s interactions to the account. Who are they?
  • LEANDATA  |  TUESDAY, JULY 26, 2016
    [CRM, Process] A Tale of Three Sales Processes
    And there isn’t one, single way to design a productive selling process, either. With that in mind, the recent “Sales Operations Fireside Chat — A Tale of Three Sales Processes” webinar took a deep dive into how a trio of up-and-coming tech companies are solving the data problems that every B2B organization confronts. Dirty data.
  • CAPTORA  |  TUESDAY, JULY 26, 2016
    [CRM, Process] Challenges To Inbound Campaign Analytics In B2B Environments – Search to Revenue™
    You have a Marketing Automation Platform (MA) and a Customer Relationship Management (CRM) software? You want to see the results in the reporting engine of the CRM, because that is where inbound leads get connected to pipeline and results? and your CRM, and help cut through many of the challenges you will face in making it all work.
  • KOMARKETING ASSOCIATES  |  TUESDAY, JULY 26, 2016
    [CRM, Process] How to Get a B2B E-Commerce Implementation on the Right Track [Interview]
    Based on our years of experience across hundreds of e-commerce projects, we’ve included a large number of example requirements to this document that are unique to B2B organizations, including features like paying with PO instead of credit card, allowing for quick bulk ordering, and automating re-order processes for consumables.
  • CONTENT STANDARD  |  TUESDAY, JULY 26, 2016
    [CRM, Process] If You Want to Move from Content Marketing Strategy Novice to Expert, Let Go of Complexity
    Thanks to our foundational work of connecting our content destination to a technology stack (web analytics, the Skyword Platform, CRM, and marketing automation) we were also able to show that our audience was growing, returning regularly, engaging further with our content and the overall site, and entering the sales process.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JULY 25, 2016
    [CRM, Process] Data In. Data Out. The Secret to Data Driven Marketing
    ” Well that might be the process, granted but there is a little bit more to it and let me tell you why. Source The source of the data is key, it might be in a CRM, it might be in a traditional on premise data storage solution, it could be in a marketing orchestration engine; it doesn't really matter. this is all feedback.
  • ACT-ON  |  FRIDAY, JULY 22, 2016
    [CRM, Process] Rethink Marketing Automation – for the CASL-Compliant Marketer
    However, the majority of organizations are still in the process of enticing prospects to fill out a form and proactively subscribe to commercial email communications. Press release attribution and corporate communications – Create trackable URLs for press releases to tie PR activity back to the lead-to-revenue process.
  • SALES ENGINE  |  THURSDAY, JULY 21, 2016
    [CRM, Process] What are the building blocks of a lead generation strategy?
    demand generation strategy must map directly to the sales funnel to be effective, which is why most B2B content marketing initiatives miss the mark—they don’t understand sales process. If you don’t have a sales process (because you rely solely on referrals), start there. That’s what a lead generation strategy is really all about.
  • BIZIBLE  |  WEDNESDAY, JULY 20, 2016
    [CRM, Process] The 9 Circles of B2B Marketing Hell
    B2B marketing and sales is a drawn out process that takes months, or longer, to convert leads to customers. The key to avoiding this frustration is to use it as a learning process. Otherwise, you fall into clickbait hell, and although you’ll gain page views, you’ll lose respect in the process. click to view larger ).
  • RADIUS  |  WEDNESDAY, JULY 20, 2016
    [CRM, Process] How To Evaluate Software Integrations: 3 Important Considerations
    If this is the case, make sure the product you’re integrating has an interface that streamlines the process and eliminates the need for custom coding. Finally, it’s important to consider whether the features enabled by an integration will require you to change any existing processes or master new workflows. We’ve all been there.
  • RADIUS  |  WEDNESDAY, JULY 20, 2016
    [CRM, Process] How To Evaluate Software Integrations: 3 Important Considerations
    If this is the case, make sure the product you’re integrating has an interface that streamlines the process and eliminates the need for custom coding. Finally, it’s important to consider whether the features enabled by an integration will require you to change any existing processes or master new workflows. We’ve all been there.
  • ACT-ON  |  WEDNESDAY, JULY 20, 2016
    [CRM, Process] 6 Success Factors for Adopting Marketing Automation
    If you have an established process, automate that first, then move to new campaigns. If you don’t have an established process, here is the goal: You want to continuously drive traffic to your sales funnel. Then use more content to guide them through the sales process. Basic CRM connections can be set up quickly as well.
  • BULLDOG SOLUTIONS  |  TUESDAY, JULY 19, 2016
    [CRM, Process] The Newbie’s Guide to Predictive Marketing
    It’s a process that takes your CRM database of: Customers. Predictive marketing—it often sounds like a confusing combination of statistics, Harry Potter magic and crystal ball readings. But, the problem is, I have to care. It’s everywhere, and it’s changing how we reach our audiences. What is predictive marketing? Machine learning.
  • VOLACCI  |  MONDAY, JULY 18, 2016
    [CRM, Process] 8 Ways Drupal 8 Can Improve Your Website and Generate More Leads
    Drupal 8 integrates with email, analytics, marketing automation, CRM and other business software to create a seamless transition from content to lead generation to sale. If you don’t have in-house staff to manage the process, you may want to consider hiring an experienced Drupal SEO expert. Drupal 8 is a marketer’s dream. No Problema.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JULY 18, 2016
    [CRM, Process] The Contextual Inbox: Moment-of-Open Email Marketing
    Basic List Segmentation Strategies Historically, list segmentation has been a manual process. However, it is much easier these days to segment recipients directly in an ESP or related CRM. The use of behavioral data, moment-of-open data, and CRM data allow for segmentation after the send versus before-the-send list groupings.
  • ETRIGUE  |  WEDNESDAY, JULY 13, 2016
    [CRM, Process] Is Marketing Automation Right For You?
    What are your current processes? You’ll need a thorough understanding of your current marketing processes to determine if you can benefit from marketing automation. What process is in place to collect leads? All of this may be easily integrated with your CRM system to (automatically) close the loop with sales. Efficiency.
  • BIZNOLOGY  |  WEDNESDAY, JULY 13, 2016
    [CRM, Process] Why don’t more marketers use keyword research?
    You optimize your word list by process of elimination: the words that don’t perform get eliminated or excluded from the campaign and you reinvest that money into the words that are left. The same process that you can do rather quickly with paid search can be replicated with organic search. But the process is well worth it.
  • ACT-ON  |  WEDNESDAY, JULY 13, 2016
    [CRM, Process] Mining Un-engaged Prospects using a Multivariate A/B Approach
    It’s also likely that their associated click traffic or other downstream data aggregation, after converting has been entered into a basic CRM profile (you’re aggregating recipient interest profiles into a CRM database, right?). This would likely involve tabling the data and creating a process for tracking the delivery attempts.
  • IKO-SYSTEMS  |  TUESDAY, JULY 12, 2016
    [CRM, Process] Marketing Automation vs. Automated Email Engagement: Which Is Right For You?
    When linked to a CRM or COM administrator, the MAP can set up a complex series of rules to trigger actions which tell marketing and internal sales employees to perform necessary tasks (designing files, sending letters, or sending email campaigns). With this, sales can engage leads from any source: LinkedIn, your CRM, a website, etc.
  • FATHOM  |  TUESDAY, JULY 12, 2016
    [CRM, Process] Lead Change and Transform Communications with Nurture Marketing
    By using technology to streamline what otherwise could be a tedious and resource-draining process of creating, delivering, and measuring personalized communications, marketers can use even the simplest of tools to cut costs and reduce efforts. The times, they are a changin’. The prerequisites for a company to be successful have intensified.
  • KOMARKETING ASSOCIATES  |  TUESDAY, JULY 12, 2016
    [CRM, Process] How Talent, Data and Technology Foster Marketing Team Optimization [Interview]
    For example, earlier on in the journey, organizations need to implement world-wide versions of CRM, MAP, or MPM. This is to solve major process, data, and automation issues. This is why having an end goal is important, but creating a process or framework to get there is [also] important. machine learning, AI, prescriptive).
  • CAPTORA  |  MONDAY, JULY 11, 2016
    [CRM, Process] 14 Hacks for Improving Your B2B Paid Social Campaigns
    Odds are, you already understand the many benefits of paid social advertising and the role it plays in the B2B content marketing process. Send contacts straight to your CRM. You can also integrate these forms with your CRM or contact database, sending these emails straight into your marketing automation programs, ready to be nurtured!
  • INFER  |  MONDAY, JULY 11, 2016
    [CRM, Process] 3 Growth Hacks to Boost Revenue Upwards of 10%
    But I’ve found that the gray area of discovering hidden gems already sitting in a CRM or Marketing Automation system is actually one of those variables that can have a large impact on the topline. There are always gaps somewhere in the go-to-market process, and using a methodical approach to fill those gaps has proven successful.
  • INFER  |  MONDAY, JULY 11, 2016
    [CRM, Process] 3 Growth Hacks to Boost Revenue Upwards of 10%
    But I’ve found that the gray area of discovering hidden gems already sitting in a CRM or Marketing Automation system is actually one of those variables that can have a large impact on the topline. There are always gaps somewhere in the go-to-market process, and using a methodical approach to fill those gaps has proven successful.
  • ACT-ON  |  MONDAY, JULY 11, 2016
    [CRM, Process] Advanced Retargeting: Nurturing Your Audience Across Digital Channels
    And when as much as 75 percent of the buying process happens before a contact ever reaches out to you , it is critical to be looking for proactive ways to win hearts and minds by building the brand through any number of tactics, including retargeting. It’s the summer hit equivalent of Justin Timberlake’s “ Can’t Stop the Feeling.”.
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