• 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 GROUP  |  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.
  • B2B MARKETING INSIDER  |  MONDAY, APRIL 7, 2014
    [CRM, Process] Content Marketing Must Focus On Customer Value
    Reaches customers early in the purchase process. Tie content marketing efforts into the demand funnel though analytics and CRM integration. 'Most marketers are using content marketing but only one-third think they are effective with it. That is according to a March 2014  report by Forrester Research, Inc., Content Marketing
  • MARKETING ACTION  |  MONDAY, APRIL 7, 2014
    [CRM, Process] What’s a “Marketing-Qualified Lead”?
    Establishing the definition of a “qualified lead” through a shared sales and marketing process is one of the most important things you can do to foster cooperation between the teams. This will let sales know why you’ve sent them the lead and will foster confidence in your process. Process. Look to the lead’s activity history.
  • VOICE-BASED MARKETING  |  THURSDAY, APRIL 3, 2014
    [CRM, Process] What Long Hold Times Actually Mean for Your Business
    The author of the article calls us “a nation on hold,” and criticizes businesses who doom their customers to never-ending hold times, picking apart the pieces of the call process that are most maddening to callers. This is why your phone system should be integrated with your CRM. 'No business enjoys keeping their callers on hold.
  • B2B MARKETING MENTOR  |  WEDNESDAY, APRIL 2, 2014
    [CRM, Process] Is Free CRM Software Right for Your Business?
    'Customer relationship management (CRM) software helps businesses improve relationships by managing customer data, tracking interactions and automating workflows. Meanwhile, the reporting capabilities of a CRM system help evaluate the performance and productivity of sales and marketing efforts. What Free Solutions Are Available?
  • ANNUITAS GROUP  |  TUESDAY, APRIL 1, 2014
    [CRM, Process] What Marketing Automation and Basketball Have In Common
    The problem could be something as simple as a field changed in your CRM solution that automatically updated the marketing automation solution field. Blog B2B Marketing Demand Generation Strategy demand process lead nurturing marketing automation 'Everyone needs guidance. Everyone needs a leader… someone who calls the shots.
  • THE POINT  |  TUESDAY, APRIL 1, 2014
    [CRM, Process] Why is Inside Sales So Scared of Lead Nurturing?
    One of the reasons for this under-utilization, and the inability of some marketers to deploy, for example, automated lead nurturing at every stage of the selling process, is resistance from the sales organization, and in particular, Inside Sales. Marketo creates task in CRM to remind BDR to call lead 1 week later. Wait 2 weeks.
  • VERTICAL RESPONSE  |  TUESDAY, APRIL 1, 2014
    [CRM, Process] A Small Biz Guide to Digital Marketing Acronyms
    CRM: Customer Relationship Management is a business strategy or model for managing interaction and communication with leads or current customers. SMO: Social Media Optimization is the process of using social media platforms to generate more interest in your business or drive more traffic to your website. ” Say what? or Bing.
  • MODERN B2B MARKETING  |  TUESDAY, APRIL 1, 2014
    [CRM, Process] The Definition of Omni-Channel Marketing – Plus 7 Tips
    If we can plug social into all the other CRM [Customer Relationship Management] data we have, then we have a full portfolio on the customer. Increasingly, people use multiple devices during a single transactional process. 'Author: Mike Stocker Marketing is undergoing rapid and major changes. What is Omni-Channel Marketing? Start Today!
  • SYNECORE  |  MONDAY, MARCH 31, 2014
    [CRM, Process] Tips to Smarketing Team Communication Success
    For sales it will be a customer relationship management (CRM), which tracks all follow-up interactions with leads. Sales will be working through their lead follow-up process to meet their sales quota and marketing will be generating site visits and leads to pass onto sales. So, what to do? Communicate. Communicate With Numbers.
  • HUBSPOT  |  FRIDAY, MARCH 28, 2014
    [CRM, Process] How to Use the VLOOKUP Function in Excel: A 1-Minute Explanation [Video]
    There’s only one problem: Your MRR data lives in your CRM. And while you could manually look up each and every contact in your CRM to find their MRR, and then manually match those values to their corresponding contacts in your HubSpot data, the whole process would be ridiculously time-consuming and impractical. analytics
  • MARKETING ACTION  |  FRIDAY, MARCH 28, 2014
    [CRM, Process] 3 Ways to Keep Departing Sales Reps from Stealing Your Clients
    'At Industrial Quality Management , we help small and mid-sized B2B companies grow their revenue and profitability through management consulting and modern marketing processes and technologies. Secondly, the CRM sales support admin does most of the paperwork, but salespeople have to gather the information.  2) Sales Team Structure.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, MARCH 26, 2014
    [CRM, Process] Big Data is Buzzing, But Small Data Packs a Punch [Q&A]
    Acknowledging that each method of content collection produces different results, can you describe the next step in the data segmentation process? And lastly, you mentioned that there must be a validation process. Can you describe the data validation process? But it is now. Want to learn more about data, big and small?
  • HUBSPOT  |  WEDNESDAY, MARCH 26, 2014
    [CRM, Process] 6 Ways Social Data Can Inform Your Marketing Strategy
    This process really helps you build out your content strategy because most likely, what''s working for them will work for you as well. Integrate Social Data with Your CRM or Contacts Database. 'Social media has historically been a great conversational tool for businesses. Social data takes that insight to a whole other level.
  • HUBSPOT  |  TUESDAY, MARCH 25, 2014
    [CRM, Process] New Research Firms Harness Wisdom of Crowds
    'The following post is an excerpt adapted from our new ebook, "The ''Yelpification'' of the Software Buying Process: A CMO''s Guide." Its strongest categories are CRM, marketing automation, and email marketing. Before launching G2 Crowd, the founding team created and ran a software company called BigMachines. Gaining Momentum.
  • VISIONEDGE  |  MONDAY, MARCH 24, 2014
    [CRM, Process] Weaving Contextual Data into Models
    For example, the date of a key customer’s contract renewal is posted in your CRM system all year long, but that doesn’t mean you’ll remember or even see it. By adding contextual data into the process you can make your personalization efforts more effective and more relevant. Keep in mind, timing is everything.
  • THE ROI GUY  |  MONDAY, MARCH 24, 2014
    [CRM, Process] Gartner: The Technology Sales Rep Has Lost Their Mojo!
    'As technology buyers have changed, now more knowledgeable, empowered and in control of the purchase decision process, technology sales reps have not evolved to keep pace, this according to a recent article by Gartner. The evidence? The Gartner research is outlined in this blog article by Tiffani Bova at: [link].
  • FATHOM  |  MONDAY, MARCH 24, 2014
    [CRM, Process] Marketing Buzzword Takedown
    way to tie marketing activities to a customer relationship management (CRM) system. To reduce MA to email is to underserve all the nurturing, efficiency and analytical power it brings to marketing processes. 'All the cool kids are doin’ it. That’s right, they’re using marketing buzzwords. Content marketing. Silence.
  • B2B LEAD GENERATION BLOG  |  MONDAY, MARCH 24, 2014
    [CRM, Process] Marketing Strategy: 3 steps to help optimize website user experience
    Finally, James and his team mapped their entire quote funnel to really drill down and understand where in the process most prospects were dropping out. The team’s success also points to a bigger notion – the process of testing and optimization is a marathon. Step #1. Identify your goals. Step #2. Step #3. You may also like.
  • JILL KONRATH'S SELLING TO BIG COMPANIES  |  SUNDAY, MARCH 23, 2014
    [CRM, Process] How to Hire & Onboard Salespeople - The Right Way!
    Lee Salz: Before a company can consider candidates, the executive team needs to take a 360-degree look at the role – a process I call the “Revenue Investment 360.”. Lee Salz: There is a common misconception that the output of the hiring process is the identification of a great salesperson. Or are you still suffering from a bad hire?
  • VOICE-BASED MARKETING  |  FRIDAY, MARCH 21, 2014
    [CRM, Process] What We Learned from Cars.com About the Sins of Digital Marketing
    Another thing we do at Ifbyphone is help sales and marketing teams become more efficient and more effective, identifying places where their processes need improvement and helping them to avoid common pitfalls. 'The Business Marketing Association of Chicago is increasingly becoming known for their high-profile guest speakers.
  • E-LIGN  |  THURSDAY, MARCH 20, 2014
    [CRM, Process] The 2014 Digital Marketing Ecosystem
    If the company has a CRM, then hopefully that was a question asked when choosing the ESP. If the company doesn’t have a CRM, maybe it’s time to choose one. Basic questions: How many users will be logging into the CRM? Does the CRM automatically sync “out of the box” with the chosen ESP?
  • FEARLESS COMPETITOR  |  THURSDAY, MARCH 20, 2014
    [CRM, Process] Welcome to Find New Customers client Mintigo
    If you use sales reps to process leads, you know the challenge of lead quality. Ultimately, these scores flow seamlessly back into your marketing and CRM software, so all employees can focus their energy on the leads most likely to buy. 'It’s always wonderful to welcome a new customer to the Find New Customers family.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, MARCH 19, 2014
    [CRM, Process] What Happens When You Turn Curated Customer Data into Intellectual Property?
    Pombriant’s work appears in most major CRM publications in both North America and Europe. He If you view IP as the sum of a company’s research, knowledge, patents, processes and the like, then you really should add sales knowledge to your list. And managers have earmarked sales meetings for conversations that advance the sales process.
  • VOICE-BASED MARKETING  |  WEDNESDAY, MARCH 19, 2014
    [CRM, Process] Make Customers Happy Via the Phone
    The survey found multiple channels and devices are tapped during the resolution process for most customers, including: 30% make a second phone call. It is imperative that each channel has a solution in place to bridge the gap between customer service interaction and the CRM database. 25% move to website content. Everyone wins!
  • ANNUITAS GROUP  |  TUESDAY, MARCH 18, 2014
    [CRM, Process] The Rise of the Marketing Technologist Part 3: People, Process, Content and then Technology
    All of the usual suspects were in the room – head of marketing, head of sales, marketing automation power users, demand generation leads, content marketer … but also present were the head of their CRM install and the lead project manager of their website and web analytics team — both IT roles in this particular company.
  • SYNECORE  |  TUESDAY, MARCH 18, 2014
    [CRM, Process] Don’t Share Leads, Share Lead Intelligence
    Let’s take a step-back and walk through the general process. The entire exchange process can be automated through the integration of the organization''s marketing software and client relationship management system (CRM). It’s not difficult to wrap your head around this statement; in fact, you might call it obvious. Lead Alerts.
  • SALES INTELLIGENCE VIEW  |  FRIDAY, MARCH 14, 2014
    [CRM, Process] How to Democratize Product & Process Innovation: What We Learned by Hacking
    While competition is fierce in the  SMB market , newer technologies like online advertising, CRM, and social media outlets have allowed local and regional businesses to extend their reach and survive. 'Innovate or Die. About 50 years ago, living to 61 was normal. What companies) is now only 18 years (source:  Innosight )? We think so.
  • BUZZ MARKETING FOR TECHNOLOGY  |  THURSDAY, MARCH 13, 2014
    [CRM, Process] CMOs Win When High-Value Customers Are Treated Personally Online
    For example, brands are able to gather intelligence on channels shopped — including Web, tablet, mobile phone or store — and then integrate data from a CRM system, POS, DPM or other source to help augment customer profiles. But the task of keeping brands happy and engaged beyond one big “win” isn’t easy.
  • ANNUITAS GROUP  |  THURSDAY, MARCH 13, 2014
    [CRM, Process] Demand Generation Skill Set of the Not-So-Distant Future
    You absolutely need to understand how to set up your measurement and analytics for the entire Demand Process using the technology you have at hand (CRM, MAP, Web Analytics, etc.) in order to effectively create and measure the lead management process and market to your buyer universe. Email marketing experience. Blog Buyer 2.0
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MARCH 12, 2014
    [CRM, Process] 7 Steps to Ensure Sales Forecast Accuracy
    Your sales forecast influences numerous decisions in your company’s sales process. In the process, you’ll have a more intimate idea of the quality and accuracy of the pipeline. Most reps don’t want to make these changes to opportunities in their CRM system, as that may imply weakness in their own pipelines and selling skills.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, MARCH 12, 2014
    [CRM, Process] 4 Dimensions of Effective B2B Marketing Plans
    Image a planning process so streamlined marketers could model and predict their impact on revenue before they spent a dime. Then, they turn to marketing automation platforms and CRM to organize these activities, but struggle to optimize them for maximum impact. She also manages Bulldog’s blog.  Follow Liz on Twitter at @liz_pate.
  • ANNUITAS GROUP  |  TUESDAY, MARCH 11, 2014
    [CRM, Process] The Rise of the Marketing Technologist Part 2: Who Owns The Marketing Technology Stack?
    Marketing automation, CRM, web (CMS), content planning, live event tracking, social media, testing, tracking, blogging, personalization and many more are all a part of the Demand Generation Strategy mix, and technology is what enables the execution of your defined strategy. Should the marketing technology stack be led across the business?
  • SALES INTELLIGENCE VIEW  |  MONDAY, MARCH 10, 2014
    [CRM, Process] 5 Cool Things We Heard & Saw at Convergence (+5 Superlatives)
    On the flip side, IT’s typically methodical processes are slow enough to dry out the revenue stream. Product Marketing Manager, Microsoft Dynamics CRM | @jeffmarcoux. With recent partnerships and feature announcements, Microsoft Dynamics CRM is now providing these insights within CRM. Conferences CRM Intelligence Sales 2.0
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, MARCH 7, 2014
    [CRM, Process] Ontraport Revamps Its Small Business Marketing Automation System
    speak with particular authority here, since Ontraport is the marketing automation system of record at Raab Associates – in part because they give me a free account, but mostly because it has the particular mix of email, Web forms, order processing, automation, and WordPress integration that suits my needs and have provided great customer support.
  • HUBSPOT  |  THURSDAY, MARCH 6, 2014
    [CRM, Process] A Sampling of the Sexiest Business Blogs on the Internet
    Intercom is a CRM business that Support, Marketing, Product, and Sales uses to communicate with their customers. Hireology sells software that helps companies from small businesses to Fortune 1000 companies with their recruitment process. 'Have you ever looked at a blog that just took your breath away? 1) IMPACT Branding & Design.
  • SYNECORE  |  WEDNESDAY, MARCH 5, 2014
    [CRM, Process] Smarketing: The Guide To Lead Conversion!
    That’s exactly the thought process that companies shouldn’t be following. The funnel''s stages will vary based on your company’s process, so just make sure you take the time to directly define each step a lead will go through from both a marketing and a sales perspective and discuss how the transitions will go within the Smarketing team.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, MARCH 4, 2014
    [CRM, Process] Vendemore Moves B2B Display Ad Targeting Towards the Bottom of the Funnel
    API integration with CRM and marketing automation systems also lets those systems assign businesses to the target lists. This allows marketers to send different contents to companies as the marketing automation system tracks them through different stages of the buying process. It provides more global coverage than U.S.-centric
  • ANNUITAS GROUP  |  TUESDAY, MARCH 4, 2014
    [CRM, Process] The Rise of the Marketing Technologist – Part 1
    This has not slowed the marketing technology tide, as Marketing Automation Solutions (MAS) was simply one of the most visible waves of serious technology investment, following on the heels of CRM, Web Analytics and Email Marketing technology. and finish with part three (People, Process and Content … then Technology).
  • VIEWPOINT  |  TUESDAY, MARCH 4, 2014
    [CRM, Process] 3 Ways Inbound Marketing Is Hurting Your Business (#3 Is the Most Surprising)
    Ironically, we often see a huge pile of entries in the “lead” part of the sales funnel in some of our client’s CRM records. but doesn’t have a strong qualification process in place. Plus, you must time your campaigns so that you don’t create more leads than your qualifying processes can handle in a timely fashion. Conclusion.
  • VIDYARD  |  MONDAY, MARCH 3, 2014
    [CRM, Process] The Ultimate Sales Enablement Combo: Video and CRM
    By following up with high-interest leads through email and responding to incoming requests for demos, we were able to track and account for well over $3,200,000 in the pipeline – all based on one highly targeted video marketing campaign connected to our CRM! Video’s impact on pipeline. Schedule a meeting with us at the event).
  • SALES INTELLIGENCE VIEW  |  FRIDAY, FEBRUARY 28, 2014
    [CRM, Process] #GEEKVERGENCE 101: Converge Your ‘Peeps Strategy’ with a Data Strategy that Delivers Accuracy
    You should have already outlined a process for capturing leads. as a top contributor to an effective marketing lead process (source: Aberdeen ). To boot, lead enrichment tools deliver completed data records directly into your existing Microsoft Dynamics CRM contact and account records. What a coincidence! How cool is that?
  • MARKETING ACTION  |  FRIDAY, FEBRUARY 28, 2014
    [CRM, Process] 3 Reasons You Should Use Website Visitor Tracking
    It’s the primary point of brand engagement for prospects, leads, and customers, all of whom are uniquely interacting with your pages and content, assessing your products and services, and ultimately counting on your website to deliver what they need … no matter where they are in the buying process. where they are in the buying process.
  • VIEWPOINT  |  THURSDAY, FEBRUARY 27, 2014
    [CRM, Process] Marketing Automation is Not Marketing Strategy
    Remember ten years ago, when CRM came along? Marketers thought that the new CRM software would solve their customer service and customer retention problems. Not only was it a nightmare to get up and running, the software served only to automate the processes—good or bad—that companies already had in place. But it’s only a tool.
  • MARKETING ACTION  |  THURSDAY, FEBRUARY 27, 2014
    [CRM, Process] 6 Lead Scoring Lessons for Better Lead Conversion
    Lead scoring is a constantly evolving process.  For marketers, it’s critical to have answers to these questions: How does sales give feedback within their CRM on the effectiveness of the lead? It is imperative that your CRM system be clean. Duplicate data is one of the biggest time wasters that is possible in this process
  • VOICE-BASED MARKETING  |  WEDNESDAY, FEBRUARY 26, 2014
    [CRM, Process] Even Content Marketing Should Be Measured
    That data can then be included with your Google Analytics data and CRM data to properly track leads from each piece of content through the sales cycle. 'Interesting tidbit alert! The average human attention span in 2013 was 8 seconds, according to StaticBrain , while the attention span of a goldfish is a whopping 9 seconds.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, FEBRUARY 25, 2014
    [CRM, Process] 3 Strategies You Need for Social Selling: The Non-Creepy Solution to Your Tedious Investigative Past
    Nearly 73% of salespeople who included social media in their sales process outperformed their peers and exceeded quota 23% more often (source: Social Centered Selling ). As an individual salesperson, you can implement tools in your sales process to do the digging for you and connect to your prospective customers in new ways. Register.
  • HUBSPOT  |  THURSDAY, FEBRUARY 20, 2014
    [CRM, Process] Your Top Questions on "Social Selling" Answered by LinkedIn, Evernote, and HubSpot
    We’re testing tagging content depending on the topic or persona, and then on the other side, having sales designate problems that different personas are having in our CRM. 'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe here. What should I do? How can I solve this problem?
  • MARKETING ACTION  |  THURSDAY, FEBRUARY 20, 2014
    [CRM, Process] Optimize the Sales Funnel with Lead Scoring
    In order for it to scale at all, you’ll want to integrate your lead scoring process into a robust marketing automation platform. Lead scoring is the process of assigning a value to the leads your sales and marketing efforts have generated. Lead scoring is a highly manual process unless it’s managed by a marketing automation system.
  • VOICE-BASED MARKETING  |  TUESDAY, FEBRUARY 18, 2014
    [CRM, Process] How to Make Your Case for Call Tracking Software
    Implementing a new solution can be complicated and time consuming, but a good call tracking vendor will have a customer success team available to ensure implantation is a fast and painless process. It’s understandable, people get busy, distracted, or maybe they don’t see the immediate benefit of the new technology. blog Call Tracking
  • MARKETING ACTION  |  MONDAY, FEBRUARY 17, 2014
    [CRM, Process] Digital Marketing Glossary, Part 1
    Just as we talk about the importance of sales and marketing agreeing on the terms they use for the processes they share, it’s important for marketers to agree on the meaning of the basic terms we use to talk about everyday marketing activities. Business rules :  Rules that determine how a process will work and how different groups (e.g.,
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, FEBRUARY 14, 2014
    [CRM, Process] Sales Prospecting Perspectives Weekly Recap - Week of February 14, 2014
    Learn the top 6 ways to influence decision-makers by taking a look at their thought processes. That''s why we really appreciated it when we saw that our CRM provider, Salesforce, posted about how B2B marketers can help sales understand customer intent. 'Happy Valentine''s Day, Sales Prospecting Perspectives readers!
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, FEBRUARY 13, 2014
    [CRM, Process] Marketing Automation 2014 Industry Overview: What the Surveys Tell Us
    Those top three are the key improvements that marketing automation provides over simple email or CRM systems, so this prioritization makes sense. Software Advice drives this point home by showing how prospective buyers are currently managing marketing activities: nearly half are relying on a CRM. Here’s how I see things.
  • HUBSPOT  |  THURSDAY, FEBRUARY 13, 2014
    [CRM, Process] Why the Best Marketing Teams Embrace Process
    Whether it''s a new piece of content, a social media campaign, or a landing page for a new product, there''s something about the creative process that marketers just love. And since establishing a process can be seen as rigid and uncreative, we often shy away from systems and routines that can help us be more productive.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, FEBRUARY 13, 2014
    [CRM, Process] How to Use Three Types of Data to Drive B2B Sales
    Big data is a collection of data sets so large and complex that it becomes difficu to proces using CRMs or traditional data processing applications. Many inside sales reps have analytical data bolted into their CRM. If you''re interested in reading the 35-page handbook, click the link above. Lists and data go hand in hand.
  • VIDYARD  |  THURSDAY, FEBRUARY 13, 2014
    [CRM, Process] Tyler’s Top 5: Why the Video Marketing Platform is in a Class of its own
    This is why we have seamless integrations with leading MAP and CRM systems. Overall, it’s about extending the value of your existing investments in your MAP and CRM solutions, and helping your sales team close more deals based on your video content. 'Hello Vidyard community! Ask a marketer and you’ll get one answer.
  • THE POINT  |  TUESDAY, FEBRUARY 11, 2014
    [CRM, Process] Accelerating the Pace of Inbound Leads: An Interview with Paul Albright of Captora
    Marketing automation and CRM have now become mature, so Captora can now attack the ineffectiveness across the top of funnel. In the process, we accelerate new leads, at a lower CPL, by engaging conversion-ready buyers before they’ve found your company (or your competitors). HS] What’s the key problem that Captora solves?
  • 3D2B  |  TUESDAY, FEBRUARY 11, 2014
    [CRM, Process] Do This One Simple Thing to Boost Qualified B2B Leads
    It just takes a step-by-step process to pre-qualify leads on the Internet, and respond to the crème de la crème quickly. It’s time to speed up your internal processes and dial your most promising leads ASAP. 'What would you do if your company leadership landed you with a big hairy audacious goal of increasing leads by 2000%?
  • THE FORWARD OBSERVER  |  MONDAY, FEBRUARY 10, 2014
    [CRM, Process] 5 Of The Fastest Ways To Improve Your B2B Marketing
    Other characters who influence the buyer’s decision-making process will emerge from this research: procurement people, bosses, rivals, etc. 'Artillery B2B Marketing Blog > The Forward Observer Are you a B2B marketer who needs to make big improvements fast and are overwhelmed at all the options? Don''t be. Even yours. Don’t worry.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, FEBRUARY 7, 2014
    [CRM, Process] Sales Prospecting Perspectives Weekly Recap - Week of February 7, 2014
    Monday: On Monday, Sam Goldman wrote How to Organize Your CRM for Inside Sales Success. As a trainer for new inside sales reps, Sam Goldman often organizes her CRM so new hires can observe how she uses it. Her 5 tips for keeping an organized CRM include log all activities and only keep necessary tabs open.
  • 3D2B  |  FRIDAY, FEBRUARY 7, 2014
    [CRM, Process] 8 Steps to Conducting a Sales Win/Loss Analysis
    Also, inform them about your sales process. If you use a CRM system, your project manager can collect data on recent sales wins and losses from it. When deciding who to talk with, remember that those who recently were involved in the sales process will offer the best information during interviews. Get the Team on the Same Page.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, FEBRUARY 6, 2014
    [CRM, Process] How to Successfully Execute a B2B Marketing Strategy
    The successful execution of a marketing strategy will require some specific set of skills to produce the content, a process to manage and monitor the appropriate social communities, and a strong set of tools to keep all the moving parts together. It was written by AG Salesworks'' Senior Vice President of Marketing and Sales Richard April.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, FEBRUARY 5, 2014
    [CRM, Process] Inside Sales & the Mobile Workforce: Tips for Managing Telecommuters
    The best case scenario to ensure consistency in your sales process is to mandate that all virtual sales reps use the same system, ideally one with a central data repository that will provide easy access to data and management dashboards. If your virtual reps are managing existing business relationships, then CRM software may be appropriate.
  • VOICE-BASED MARKETING  |  WEDNESDAY, FEBRUARY 5, 2014
    [CRM, Process] Is Your Marketing Software Provider a Trusted Advisor?
    'Marketing software like marketing automation technology, CRM tools, or voice-based marketing automation solutions make it easier for companies to engage, collect, track, nurture, and convert web, phone, and event leads. But while these solutions might be easy to use, the problems they help solve can be very complex. Advisor zone.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, FEBRUARY 3, 2014
    [CRM, Process] How to Organize Your CRM for Inside Sales Success
    The most important one could very well be our CRM, which at AG is Salesforce.com. don’t know how sales firms could operate without an automated CRM. This has also forced me to review the CRM closely and make sure that mine is neat and accurate for when I show it to new inside sales reps. Only have the necessary tabs available.
  • ANNUITAS GROUP  |  FRIDAY, JANUARY 31, 2014
    [CRM, Process] Who’s Quarterbacking Marketing?
    This is the role that makes sure the people, content, process and technology are all enabled for maximum results. This includes marketing automation, CRM, content management solutions, webinar platforms, social media platforms and others. the marketing leader, to drive a buyer-centric Demand Process strategy. In this Buyer 2.0
  • BLOG MY CALLS  |  FRIDAY, JANUARY 31, 2014
    [CRM, Process] The Friday Marketing RANT: Learn How to Use Your CRM!
    This is true of a call tracking platform, a marketing automation tool, or a CRM. 2) CRM Prospect Source. Every new account that signs up with LogMyCalls needs to have a Prospect Source field that is completed within the CRM In other words, we want to know how the account found us. 3) CRM Reports. This is not ideal.
  • BIZNOLOGY  |  WEDNESDAY, JANUARY 29, 2014
    [CRM, Process] Marketing automation is not marketing strategy
    Remember ten years ago, when CRM came along?  Marketers thought that the new CRM software would solve their customer service and customer retention problems. Not only was it a nightmare to get up and running, the software served only to automate the processes—good or bad—that companies already had in place. This worries me. 
  • MARKETING ACTION  |  WEDNESDAY, JANUARY 29, 2014
    [CRM, Process] How to Gain New Customers By Using Existing Ones
    'Editor’s Note: This blog  post comes to us from Mike Kamo, director of marketing for Stride , a sales CRM that helps small and medium businesses increase their revenue. Go fix your product or your delivery process first. Referrals have long been one of the most effective marketing tactics in business. Because we’re busy.
  • MODERN B2B MARKETING  |  TUESDAY, JANUARY 28, 2014
    [CRM, Process] The CMO Six-Pack: How to Pump Up Your Pipeline
    Only 19% of companies run a CRM that integrates with marketing automation or social media analytics, according to Direct Marketing News. That means customer reviews, ratings and references are key pieces in the research and purchase process. Optimizing the sales funnel. Gaining greater insight into our audience. MARKETING AUTOMATION.
  • MODERN B2B MARKETING  |  FRIDAY, JANUARY 24, 2014
    [CRM, Process] Why Single-Touch Doesn’t Make Sense in a Multi-Touch World
    Without a platform of their own, marketers have historically leaned on the CRM system to make this connection. However, using reports generated by your CRM presents a number of problems. The biggest problem with CRM-generated reports is that they typically offer a single field to capture the lead “source”. So what’s the answer?
  • 3D2B  |  THURSDAY, JANUARY 23, 2014
    [CRM, Process] Why Aging Data Corrodes Your Sales Pipeline
    And in the last few years, the data-aging process has accelerated. Therefore, plowing through bad data can be disastrous to their morale, and a driver for them to keep their own personal databases that are not integrated with your company’s CRM. The Aging Data Challenge. Customer contact information tends to age quickly. Depressed ROI.
  • HUBSPOT  |  WEDNESDAY, JANUARY 22, 2014
    [CRM, Process] New Data: 50% of Companies Use More Than One Marketing Automation Solution
    2) Companies buy a bunch of solutions because they get confused during the purchasing process. 'How many marketing automation systems do you need? According to a VentureBeat survey about marketing automation software , the answer most likely isn''t what you think. using four. It wasn''t that the solutions themselves were bad.
  • HINGE MARKETING  |  WEDNESDAY, JANUARY 22, 2014
    [CRM, Process] Why Did You Lose the Sale? How to Gain Big from Lost Sale Research
    We’ll explore how you can determine which prospects to contact, what to ask, and what you’ll learn in the process. It’s easy to sweep missed opportunities under the rug of our hottest leads and bids in process, but that would be a costly mistake. 'Why did you lose the sale? Start by Looking Under the Rug. Value.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, JANUARY 22, 2014
    [CRM, Process] 10 Must-See Marketing Takeaways From AdExchanger Industry Preview 2014
    The shift is a result of the evolution of CRM, marketing automation, cross-channel analytics, and data management. Programmatic”, or a way of automating the buy and sell process, was the word of the day. Panelists agree that people always will create demand, but the demand can then be processed by technology.
  • VIEWPOINT  |  TUESDAY, JANUARY 21, 2014
    [CRM, Process] Taking away a marketing manager’s excuses!
    Salespeople don’t use the CRM system, so what can I do? It isn’t the sale that’s the issue; it’s closing out the sale in the CRM system. Don’t have a CRM System? If you don’t know where to start, start with the CRM system. You must have a CRM system to make the whole reporting process automatic and believable.
  • MODERN B2B MARKETING  |  MONDAY, JANUARY 20, 2014
    [CRM, Process] Why You Should Include Phone Calls in Your Email Performance Metrics
    With proper CRM integration, they can track these email marketing leads though your sales funnel to revenue, so you know which email campaigns are having a real impact on your business. That’s because leads that call you are most often further along in the buying process and ready to engage with a sales rep. Email isn’t going anywhere.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, JANUARY 15, 2014
    [CRM, Process] How to Marry Digital and Human-Touch B2B Marketing
    In the process raw data is transformed into a live human being — one who shares marketplace insights and their specific needs and interests. Lead Quality 3DB2B b2b marketing communication crm digital communication human touch inside sales Jeff Kalter lead management lead quality online marketing outreach tactics It’s fast. It’s easy.
  • 3D2B  |  WEDNESDAY, JANUARY 15, 2014
    [CRM, Process] It’s January—Do You Know What’s in Your Sales Funnel?
    You use customer relationship management (CRM) software to guide you through every step in the sales process. Using Customer Relationship Management software (CRM) to manage your sales funnel enables you to measure what''s working. CRM Systems 'Your goals for new customer acquisition in 2014 are set.
  • HUBSPOT  |  TUESDAY, JANUARY 14, 2014
    [CRM, Process] Is My Company Ready for Marketing Automation?
    Your CFO is running around trying to put revenue forecasts together from CRM opportunity data, conversations with Sales VPs, and your financial system. When I implemented my first system, I spent six months preparing our CRM and lead lifecycle to take advantage of the power and new methods available to us. 'Wait! Under 10,000 records).
  • B2B MARKETING INSIDER  |  TUESDAY, JANUARY 14, 2014
    [CRM, Process] Insights Drive Better Customer Experience
    Here is the one of the most popular future of customer experience  interviews from my colleague,  Jamie Anderson  ( @ collsdad ), the Global Vice President of CRM Marketing here at SAP. Do you believe that customers want to be part of the development process, especially for consumer products? That’s a great question. Strategy
  • MARKETING ACTION  |  FRIDAY, JANUARY 10, 2014
    [CRM, Process] Drip Marketing 101: Benefits and Best Practices
    Do you dream of automating the tedious lead nurturing process for them? Some examples of different drip campaigns include the following: Top-of-mind drips help you engage your prospects throughout the entire sales process. Work smarter: Drip marketing frees up valuable resources and saves time through its automated processes.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JANUARY 8, 2014
    [CRM, Process] 12 Tips for Building and Managing a Bigger Sales Pipeline
    The right message at the right time: With every stage of the buying process, your prospects will want (and accept) different things from you. Key strategies for effective pipeline execution: Use a lead management system: At minimum, make sure you have a CRM system that integrates contacts, accounts and sales opportunities in one place.
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