• MADISONLOGIC B2B WHITE PAPERS  |  MONDAY, FEBRUARY 23, 2015
    [CRM, Process] Improving ROI with Marketing Optimization
    process. The optimization process also considers the element of time,” said Raj. and considers hundreds or thousands of variables – a serious processing task. This kind of processing power delivers more accurate optimization results, because you can analyze against the entire set of customer data, not just a. Market.
  • MADISONLOGIC B2B WHITE PAPERS  |  MONDAY, FEBRUARY 23, 2015
    [CRM, Process] Start engaging from the first click in the Customer Journey
    Enabled by the Internet, prospects and customers are taking control of the buying process and revealing far. We need better processes for shortening the period of anonymity; for eliminating the marketing blind spot. VP of customer relationship management (CRM) strategy for a global financial. All Rights Reserved. general way.
  • MADISONLOGIC B2B WHITE PAPERS  |  MONDAY, FEBRUARY 23, 2015
    [CRM, Process] Interactive 24x7 Content: Why Online Presentations Belong in Every Digital Content Strategy
    LMS, CRM, and. other systems Connections to LMS, CRM, and other systems. LMS, CRM, and. before they enter the active sales process. At every level of the sales process, interactive online. salesperson with the final stages of the sales process. Belong In Every Content. The contenders? Each has its own.
  • BIZNOLOGY  |  FRIDAY, FEBRUARY 27, 2015
    [CRM, Process] How to get 50% more leads with smart content marketing
    Let’s say you sell credit card processing software, and you have several target markets: small businesses, restaurants, and farmer’s market vendors. You’re not trying to talk to everyone who needs credit card processing software, but rather a very specific type of person. Start With Targeted Content. Create a Killer Call to Action.
  • ANNUITAS  |  THURSDAY, FEBRUARY 26, 2015
    [CRM, Process] Two Things That Destroy Strategy
    However, your content strategy should be created to align to each step of the buying process for your targeted buyer personas. Imagine spending months getting your marketing automation platform integrated with your CRM system, new third-party content created, and lead scoring models built. Short-Term Vision.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, FEBRUARY 25, 2015
    [CRM, Process] Will New Marketing Automation Tools Let Sales Climb Back Up The Funnel?
    If the pendulum is really swinging the other way, then sales people will be taking a more active role earlier in the buying process. Advanced data enhancement and lead scoring make it easier for sales people to automate lead nurture processes without becoming marketing automation experts. That''s pendulum swinging with a vengeance.
  • VIDYARD  |  WEDNESDAY, FEBRUARY 25, 2015
    [CRM, Process] From Viewer to Customer: Attributing Deals to Video Views
    CRM system, or a way of tracking your closed deals. You can get away with manually searching through your lead database to complete the last step of this, but having a CRM that integrates with your Marketing Automation platform makes this as easy as one click. What You’ll Need. Let’s Get Started. Pulling it all Together.
  • HINGE MARKETING  |  TUESDAY, FEBRUARY 24, 2015
    [CRM, Process] Lead Nurture Drip Email Campaigns 201: 4 Tools to Implement Campaigns
    Marketing automation replaces high-touch, repetitive manual processes with automated ones supported by technology solutions. 4) Customer Relationship Management (CRM) System Once qualified opportunities are ready for follow up by business development, your marketing automation system will pass the opportunities over to your CRM system.
  • HUBSPOT  |  TUESDAY, FEBRUARY 24, 2015
    [CRM, Process] 8 Rookie Mistakes You Might Be Making With Buyer Personas
    There are, however, some simple mistakes you can avoid making during the process. Our guide on creating negative personas will walk you through the whole process. Dig into your CRM, look for trends, and survey your current or past customers. When it comes to putting together buyer personas, there is no one correct way to do it.
  • MARKETING ACTION  |  TUESDAY, FEBRUARY 24, 2015
    [CRM, Process] Insights from New Gleanster Report: Dealing with the B2B Marketing “People Problem”
    Clearly these Top Performers are successful, but they also deal with many people, process, and technology challenges that prevent them from achieving all their goals. Agency B2B Marketing CRM 'Recruiting good candidates for your B2B marketing team is rarely easy, but it’s arguably harder today. And the biggest issue? In the U.S.,
  • VOICE-BASED MARKETING  |  THURSDAY, FEBRUARY 19, 2015
    [CRM, Process] Tracking Mobile Call Conversions from Google Call Extensions
    Call recordings, how callers navigate through IVR menus, and the geo-location of the caller all provide useful signals in this process. Integrating mobile call conversion data with bid management and CRM platforms Calls from mobile call extensions can be integrated into bid management systems such as Kenshoo and Marin Software.
  • HUBSPOT  |  THURSDAY, FEBRUARY 19, 2015
    [CRM, Process] 5 Customer Retention Tools for Long Term Ecommerce Success
    You can get the power of gamification working for your customer experience and purchase process. 5) CRM. CRM is a tool used to increase satisfaction by keeping track of a customer''s entire journey. CRM tool is used in tandem with other tools on this list to provide a total customer retention strategy. 2) Gamification.
  • VOICE-BASED MARKETING  |  WEDNESDAY, FEBRUARY 18, 2015
    [CRM, Process] Let’s Get Personal: Customizing the Call Experience for the Consumer
    These automated surveys can route and qualify calls, process orders, survey customers, and more. With CRM screen pops , your agents will have immediate access to the caller’s name, number, location, the source of the phone call, and any search keywords that led the caller to you. 'Marketing has become extremely personal.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, FEBRUARY 18, 2015
    [CRM, Process] #ProspectingChat: Aligning Content and Sales with Brian Hansford
    Today’s chat will focus on aligning the marketing and sales process towards content with sales enablement strategies and tools. Q1: What are some first steps marketing and sales teams can take to align content marketing and the selling process? Q6: Explain an effective content hand-off process. Time: 1:30 PM EST / 10:30 PM PST.
  • MARKETING ACTION  |  WEDNESDAY, FEBRUARY 18, 2015
    [CRM, Process] Should Marketers Be the Stewards of the Customer Relationships? Gleanster Research Results
    To find out, Gleanster Research and Act-On Software conducted a comprehensive study to understand the state of customer lifecycle engagement, CRM, and what separates Top Performing organizations from Average firms in midsized B2B organizations. What is the Real Meaning of CRM? As it turns out, CRM can mean many things to many people.
  • CMO ESSENTIALS  |  FRIDAY, FEBRUARY 13, 2015
    [CRM, Process] How the CMO Can become the Chief Solution Officer: 9 Business Problems Solved
    The Efficiency Anxiety Problem: Organizations feel pressured to remap and re-engineer business processes to be more efficient. Source: Staying Ahead of the Game with Adaptive Process Execution, Nick Castellina, February, 2015. The Budgeting Problem: Budgeting and financial forecasting processes are too long and resource-intensive.
  • CMO ESSENTIALS  |  WEDNESDAY, FEBRUARY 11, 2015
    [CRM, Process] How Critical Are Technical Skills in Marketing? 13 Leaders Weigh In
    Technology and analytics refine that process. Almost all levels of marketing are expected and tasked to use technical tools/software such as content management system websites and email marketing systems, as well as CRM systems and social media. That’s where marketing came from – a history of gut-feel and liquor-fueled inspiration.
  • MARKETING ACTION  |  TUESDAY, FEBRUARY 10, 2015
    [CRM, Process] How PeopleHR Went From Lead Overload to Record-Setting Revenue
    Many companies are turning to software solutions for help streamlining a variety of HR processes – everything from performance management, recruitment, benefits, and document management, to time tracking, training, scheduling. Once he’d made the decision, the processes couldn’t have been easier. Lead Overload.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, FEBRUARY 9, 2015
    [CRM, Process] Efficient Effectiveness: Sales Leadership
    To improve your CRM effectiveness. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. 'Sales Management Thought Leadership:  efficient effectiveness. Boom’s Day” the largest fireworks display in the U.S Did I mention the potential of rain? Do you have a plan?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, FEBRUARY 9, 2015
    [CRM, Process] Your marketing success may hinge on Gray Social Media
    If we had a way to scale this process and collect this important gray matter, what would I do with the information? Certainly CRM and automated marketing software are evolving in a way that can help us begin to discover these quiet voices, but there are a lot of conditions. This presents a real problem for marketers. Gray social media.
  • MARKETING ACTION  |  WEDNESDAY, FEBRUARY 4, 2015
    [CRM, Process] The ROI of Influencer Marketing
    To jump start the identification process, ask people – members of your company’s board, investors, executives, friends, colleagues – to introduce you to select people who are likely to be friendly toward your brand. Website visitor tracking lets you connect online behavior to a prospect’s profile in your CRM tool (e.g., Salesforce).
  • BLOG MY CALLS  |  TUESDAY, FEBRUARY 3, 2015
    [CRM, Process] Call Tracking Collective: Agencies, Ad Performance and Sales
    Integrating with Analytics and CRM Platforms. Using Big Data to identify key trends and insights offers significant potential to improve the sales process. 'We like call tracking. We like it a lot. If you read this blog, you know that we think it’s quite nifty – and we have the data to back it up. Reducing Wasteful Spending. And SMBs.
  • FATHOM  |  MONDAY, FEBRUARY 2, 2015
    [CRM, Process] Marketing Investment Tips for 2015
    Underscoring this pathetic reality, 28% of SiriusDecisions’ Summit 2013 attendees said their organizational content process was in the ‘Dark Ages.’ ’ If this represents the state of  your organization’s content process in 2015, consider it a colossal failure of marketing AND salespeople. ”).
  • VOICE-BASED MARKETING  |  MONDAY, FEBRUARY 2, 2015
    [CRM, Process] Measuring the Impact of Your Email Nurture Campaigns
    The B2B buying process has evolved into the “ customer journey ,” and your marketing needs to reflect that. Analyze Conversions by Integrating with Your CRM Platform. By integrating your email automation platform with a CRM platform, such as Salesforce , you can create a direct link between email nurturing and conversion metrics.
  • MODERN B2B MARKETING  |  MONDAY, FEBRUARY 2, 2015
    [CRM, Process] 4 Steps to Tackle Data Quality and Velocity Issues
    Decreased lead velocity and impaired relations with sales:  Most marketing organizations are more diligent than simply allowing poor data to pass through the cracks and enter their marketing automation and CRM systems (though some inevitably slips through). This complacency has many negative consequences. This is a problem we need to address.
  • BIZNOLOGY  |  FRIDAY, JANUARY 30, 2015
    [CRM, Process] 6 thorny data problems that Vex B2B marketers, and how to solve them
    Then, develop a very simple process by which reps pass their data to this group. Be careful not to build targeting or segmentation processes that are primarily dependent on appended data. 'Business-to-business marketers are plagued by data problems. Business data is complex and fast-changing.  It’s a never-ending battle. box address.
  • KOMARKETING ASSOCIATES  |  THURSDAY, JANUARY 29, 2015
    [CRM, Process] Google AdWords for B2B Organizations: 8 Questions Leadership Should Ask
    Are the user’s credentials placed into a CRM? Organizational leaders want to make sure a lead nurturing program is in place to move leads all the way through the sales process. As the chart above reveals, SEO and SEM were ranked 4th in popularity and effectiveness, and 31% were piloting or planning an SEO / SEM initiative in 2015.
  • VOICE-BASED MARKETING  |  THURSDAY, JANUARY 29, 2015
    [CRM, Process] 7 Things You Should Probably Think About When Planning a Customer-Focused Event
    Event Strategy Every event planning process should start with an event strategy. These are all questions to ask yourself before you start the planning process. Eventbrite and marketing automation platforms like ActOn, HubSpot, or Marketo are a few I recommend using that make the event process as seamless as possible.
  • MARKETING ACTION  |  WEDNESDAY, JANUARY 28, 2015
    [CRM, Process] Sales Alignment: Put Theory Into Practice
    logical strategy needs to be jointly developed to create guidelines for the process – from initial engagement to closing the deal. Theory: Have a well-defined process for lead management and internal team management. From there identify the most useful ones and build them out in your CRM, if you have one. Or does it?
  • KEO MARKETING  |  TUESDAY, JANUARY 27, 2015
    [CRM, Process] Top 10 B2B Inbound Marketing Predictions for 2015
    Marketers can then steer users toward a specific destination (online or in person) early in the decision-making process. Creating engaging content will become increasingly important, and personas will be a helpful tool in guiding that creative process. Mobile/Local Growth Continues to Dominate. Now, it is just the opposite.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JANUARY 26, 2015
    [CRM, Process] 15 Tips to Generate More Leads in 2015 (Part 3, featuring tips 11-15)
    The re-engagement process has to start with a human being. You need an intelligent process to identify the person’s function and role in the company, rather than going by title. With a recent MECLABS partner, we developed a process for determining a contact’s function in the company based on a series of conversations.
  • CUSTOMER EXPERIENCE MATRIX   |  SATURDAY, JANUARY 24, 2015
    [CRM, Process] New Marketing Automation Options for Small Business in the VEST Report
    The system has an impressively broad scope, adding full Web site creation to the usual all-in-one mix of email, lead scoring, landing pages, and CRM. In other words, although GreenRope describes itself as “CRM and marketing automation,” it actually extends beyond those functions to manage activities throughout the business.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JANUARY 22, 2015
    [CRM, Process] The State of Marketing Technology in Asia
    David is a strong advocate for the business value that marketing and communications add at every level of the sales funnel, from building brand awareness, to engaging customers, to driving sales, to CRM. Salesforce.com or other CRM systems should be integrated with outbound messaging. This process is hard, expensive, and takes time.
  • CMO ESSENTIALS  |  THURSDAY, JANUARY 22, 2015
    [CRM, Process] Seven Simple Ways to Screen Marketing Candidates — Just by Looking at Their Resumes
    'Have you ever received a resume from a marketer that you just knew, at a glance, would not proceed in the hiring process? If the writing isn’t concise and straight-forward, chances are the candidate’s thought process isn’t either. Here are seven red flags to watch for when looking at candidate resumes for your marketing team.
  • MARKETING ACTION  |  THURSDAY, JANUARY 22, 2015
    [CRM, Process] Chris Kiersch on Best Practices for Choosing and Implementing a Marketing Automation Solution
    But in many cases we felt that we first needed to implement the marketing automation platform and then move into the CRM integration. CRM integration is really important as well as scalability. CHRIS : We have implemented processes in our own organization that are implemented for companies who are big and small. LEO : I agree.
  • 3D2B  |  TUESDAY, JANUARY 20, 2015
    [CRM, Process] Turn Leads into Qualified Leads - How to Rock Sales Development in 2015
    The sales lead management teams are at their desks with easy access to your customer relationship management (CRM) system. It enables companies to track the flow of leads and conversion rates more precisely, gaining the insights necessary to improve sales processes and optimize conversions. 'How to rock sales lead development?
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JANUARY 19, 2015
    [CRM, Process] The B2B Sales Development Rep's Guide to Data Management
    In order to effectively clean up your data, you have to start small and ensure that the process does not become overwhelming. Create a process and stick with it. If you share a database with others, creating a simple process that works for everyone will improve efficiency throughout your organization. Consistency is key!
  • CMO ESSENTIALS  |  MONDAY, JANUARY 19, 2015
    [CRM, Process] Perfecting the Personalization Puzzle for Mobile Marketing
    It really comes down to measuring the ROI and deciding what a company’s budget will allow from a people, process and technology standpoint, to get farther along this spectrum. Match this new profile to an existing CRM profile in batches or real-time. However, these are tactics, not strategies. didn’t think so. purchase history).
  • HINGE MARKETING  |  WEDNESDAY, JANUARY 14, 2015
    [CRM, Process] The Art of Advanced B2B Email Marketing: Email Rendering
    While you can test HTML email rendering manually by setting up email accounts on all of the email platforms and clients and sending test emails to each one, this process can be very time-consuming. It’s important to keep in mind that using content insertion can have a big impact on the production process. Variable Substitution.
  • VOICE-BASED MARKETING  |  TUESDAY, JANUARY 13, 2015
    [CRM, Process] Supercharge Your Data Capture by Integrating your Call Data with Your CRM Platform
    'Automation has taken many steps towards reducing the overwhelming amount of data that is usually entered into a CRM system. The more things that can be automatically logged in your CRM, the better your data will be and the more time your sales and support reps can spend working with your customers. So why not automate this process?
  • HINGE MARKETING  |  FRIDAY, JANUARY 9, 2015
    [CRM, Process] Understanding Your B2B Website: 10 Key Terms to Know
    CRM – Customer Relationship Manager. CRM uses technology to organize, automate and synchronize sales, marketing, customer service, and tech support. The process of affecting the visibility of a website in a search engine's "natural" or "organic" search results. Who are your key website audiences? to one’s inbox.
  • ANNUITAS  |  THURSDAY, JANUARY 8, 2015
    [CRM, Process] How to Have a Successful Marketing Automation Implementation
    Marketing automation is not a one size fits all approach and each implementation must be done to align with the current business systems and processes currently in place. Integration with your CRM. Ensure you have the business owners in the room when you are discussing changes to your organization’s CRM platform. Summary.
  • B2B LEAD BLOG  |  WEDNESDAY, JANUARY 7, 2015
    [CRM, Process] Marketing Big Data: Start this Year with a Plan
    After doing thousands of Data Health Assessments we’ve found that on average companies are missing as much as:    70% of the industry data needed for segmentation, nurturing and targeting.    80% of the employee & revenue data needed for routing, targeting & segmentation.    60% of phone to help scale the selling process. Which 25%?
  • CMO ESSENTIALS  |  WEDNESDAY, JANUARY 7, 2015
    [CRM, Process] Why Your Lead Nurturing Program is Always Wrong…
    That’s why when it comes to lead nurturing, research shows that the Best-in-Class are 130% more likely to have a process in place to analyze performance all the way down to specific pieces of marketing content when compared to All Others. 'Let’s say you’re a well-seasoned, sophisticated, data-driven marketer and demand generation maven.
  • MARKETING ACTION  |  MONDAY, JANUARY 5, 2015
    [CRM, Process] 87 New (Really) Marketing Automation Stats
    CRM, social, web, mobile), and (3) ease of use. When comparing the eventual winning vendor to the rest of the considered vendors, 61% of respondents agreed that the winning vendor delivered a better mix of content appropriate for each stage of the purchasing process. use marketing automation in conjunction with CRM. Not at all.
  • BIZNOLOGY  |  WEDNESDAY, DECEMBER 31, 2014
    [CRM, Process] Exciting new tools for B2B prospecting
    Leadspace’s process begins with constructing an ideal buyer persona by analyzing the marketer’s best customers, which can be executed by uploading a few hundred records of names, company names, and email addresses.  'Finding new customers is a lot easier these days, what with innovative, digitally based ways to capture and collect data. 
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, DECEMBER 26, 2014
    [CRM, Process] LeadLiaison Helps Marketing Automation Users Break the Content Bottleneck
    Content can be linked to a social media publishing process that can release it immediately, schedule it for the future, or add it to a “buffer” of materials that are released at predefined intervals. Salespeople can also send through Gmail , Salesforce.com , or Microsoft Dynamics CRM. There is also an integrated phone dialer.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, DECEMBER 23, 2014
    [CRM, Process] 3 Important Sales Trends & Predictions for 2015
    We get maximum leverage in our customer acquisition process when we use technology for what it’s good for, then pair that with humans doing emotion-based jobs, like interacting with qualified leads. 'Here are three trends I see in the sales world, paired with predictions on where those trends will take us. TREND #1: Content Fatigue / Focus.
  • VOICE-BASED MARKETING  |  TUESDAY, DECEMBER 23, 2014
    [CRM, Process] Four Key Questions to Address in Strategizing for 2015 Search Marketing
    Below are the four key questions to address in this process that will help inform your 2015 search marketing budget and plan. 'It’s the time of year when we B2B marketers spend our days diligently planning, strategizing, and budgeting for the New Year. Question one: “Did we see a positive ROI from search marketing in 2014?” What did we miss?
  • WINDMILL NETWORKING  |  MONDAY, DECEMBER 22, 2014
    [CRM, Process] Social CRM: Show Your Human Side For Business Success in 2015
    'As sales and marketing teams clamor to produce reports and end 2014 on a high note, it is also a perfect time to audit processes and look holistically at what took place over the last 12 months. Are your team […] Author information Rachel Miller Rachel Miller contributes a monthly column on Social CRM. Social CRM
  • ANNUITAS  |  THURSDAY, DECEMBER 18, 2014
    [CRM, Process] Nurture Content Failure
    successful MAS instance has a lot of moving parts to consider – from the process-oriented questions of lead management and the handoff to sales, data quality and data management questions associated with new lead records (and old ones), CRM integration, and more – so it not surprising that most Enterprises struggle with marketing automation.
  • MARKETING ACTION  |  THURSDAY, DECEMBER 18, 2014
    [CRM, Process] Global Software Provider Mikogo Uses Marketing Automation to Drive Results
    He turned to Act-On Software because he was looking for a budget-friendly solution that would integrate seamlessly with their Salesforce customer relationship management (CRM) system. 'Rapid growth, lots of leads, and a busy sales team. Sounds great, doesn’t it? Too Many Leads, Not Enough Time. Results that Lead to Revenue.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, DECEMBER 17, 2014
    [CRM, Process] 5 Steps to Successfully Build Your Company's Sales Development Efforts
    Whether they''re Sales Development Representatives (SDRs), Market Development Representatives (MDRs), or simply inside sales, their role is a critical and strategic part of an efficient, scalable sales process. Build a process. And they’ll need all of this enabled and embedded in your CRM system. Do the math. How often?
  • MARKETING ACTION  |  TUESDAY, DECEMBER 16, 2014
    [CRM, Process] Sales and Marketing Alignment vs. Integration, Part 3: Accountability
    So we had a lot of dialogue, a lot of interaction, a lot of – there were some sales reports, marketing reports, both systems were accessed, the marketing automation as well as the CRM. This blog post is an edited transcript of the third part, accountability. Read part 1 and part 2 , and be sure to watch the webinar  to get the whole story.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, DECEMBER 15, 2014
    [CRM, Process] Share Your Marketing Flair! Call for Nominations - 2015 Markie Awards
    Did you accelerate the process of identifying true prospects in a pool of suspects by capturing information along the customer journey, mapping digital touch points, and developing triggers? Then you need to instrument a process and activate the data. We are honoring excellence in modern marketing across 20 categories. Go for it!
  • HUBSPOT  |  MONDAY, DECEMBER 15, 2014
    [CRM, Process] 10 Inbound Marketing Myths It's Time to Leave Behind
    There is research, SEO strategy, creative thinking, careful analysis of writing and content, lead scoring, CRM integration, sales process engineering, workflow analysis, design and usability decisions, a variety of content formats, social media placement, testing and metrics, and a whole slew of other things. Hold on there, sport.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, DECEMBER 14, 2014
    [CRM, Process] Data Management: Essential Best Practices For Getting Started
    It’s the data that you have collected from the actions or behaviors of visitors to your website combined with data in your customer relationship management (CRM) systems, social media data, subscription data, or multi-channel data gleaned from mobile sites or apps. 'Data is the fuel of all our marketing activities. Reality Check.
  • MARKETING ACTION  |  THURSDAY, DECEMBER 11, 2014
    [CRM, Process] Get it in Writing: The Benefits of a Sales and Marketing SLA
    The end goal is better alignment between sales and marketing and an optimized process that accelerates your revenue cycle. Sam Boush: SLAs can apply in almost all business areas, but between sales and marketing there are a few key processes that SLAs should cover. Both sides must have a voice in the process. Qualifying leads.
  • TRADESMEN INSIGHTS  |  WEDNESDAY, DECEMBER 10, 2014
    [CRM, Process] 8 Tips on Generating High Quality B-to-B Leads
    Here are some tips on how you can improve your process: Create a plan  - that will include message, method of delivery, when to hand lead to sales and measuring ROI. This should be documented in a CRM system so we know why you’re gaining or losing sales. Define your USP  - What is your unique selling proposition? If not, why?
  • CMO ESSENTIALS  |  WEDNESDAY, DECEMBER 10, 2014
    [CRM, Process] Grab the Low-Hanging Fruit: How Best-in-Class Companies Leverage a 360-Degree Customer View
    For starters, the Best-in-Class are 66% more likely than All Others (63% vs. 38%) to integrate all their customer-facing CRM, marketing automation, contact center, help desk) with the vital back-office processes and platforms such as order management and ERP. Figure 1: Best Practices for High-Performing Customer Relationship Managers.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, DECEMBER 9, 2014
    [CRM, Process] NON STOP SALES BOOM
    That chapter alone will begin to reset your view of the sales process. As NonStop Sales Boom continues she explores the “new sales process”, while others have discussed this topic, I really enjoyed how Colleen took the time to explain how the various roles of the buyer and the salesperson must change and why they must change. Books
  • MARKETING ACTION  |  MONDAY, DECEMBER 8, 2014
    [CRM, Process] Sales and Marketing Alignment vs. Integration, Part 2: Driving Change
    Ask for sales to help in things like developing the process. Put a process and a system and a strategy in place that’s going to give them qualified opportunities, so they’re not wasting their time chasing tire-kickers. This blog post is an edited transcript of the second part, driving change. I’m a big sports fan.
  • MARKETING ACTION  |  SATURDAY, DECEMBER 6, 2014
    [CRM, Process] Which Marketing Software Applications Matter to B2B Marketers?
    Software for email marketing, customer relationship management, and web analytics can improve overall results by reducing manual processes, improving productivity, and providing much-needed insight into what works – and what doesn’t. Nor is it surprising to see CRM and marketing automation rounding out the top three. ” he says.
  • HUBSPOT  |  MONDAY, DECEMBER 1, 2014
    [CRM, Process] The 9 Best and Worst Questions to Ask in a Marketing Automation RFP
    'Recently, I came across a really depressing statistic about the marketing automation buying process: According to a study done by VentureBeat , 70% of marketers who purchase a system are either unhappy or only marginally happy with their software. Part of the answer is to ask the right questions during the software selection process.
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 1, 2014
    [CRM, Process] Marketing Automation: Lessons from 4 case studies
    SmartBear Software, a B2B cloud mobile software company, was rapidly growing and decided to implement CRM software and marketing automation software as a single process to ensure the two technology pieces would be easily integrated. Integration with the new CRM system. Scalability. Results? 2% increase in paid print subscribers.
  • VIDYARD  |  FRIDAY, NOVEMBER 28, 2014
    [CRM, Process] Oracle, Deltek, (and Vidyard!) Share How They’ve Used Video Analytics in Real Campaigns
    Give prospects different options according to commitment level and their stage in the buying process. It was very important for Deltek to start using video throughout the sales process, but without these insights, there wasn’t an obvious way to determine a video’s effectiveness. So … use that data! Aight? Campaign Overview. minutes.
  • VOICE-BASED MARKETING  |  WEDNESDAY, NOVEMBER 26, 2014
    [CRM, Process] How to Gain Insight on Conversion Metrics that Matter with Salesforce Campaigns
    Campaigns connect your marketing initiatives with your CRM to give you the complete picture on how your marketing activities are driving results. Automating the process for adding leads and contacts to campaigns can save a lot of time, as well as a lot of headaches. Enter the Salesforce campaign object. What about events as a whole?
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, NOVEMBER 26, 2014
    [CRM, Process] How to Start Referral Selling in 5 Steps
    Kick off your sales process and outreach. Look at your CRM and the contacts for potential outreach. in your CRM. Start your CRM infrastructure from there. As you move through the referral selling process, you’ll uncover your true brand, your partners and your new customers. Step 1: Build. Step 2: Reach Out. Step 3.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, NOVEMBER 21, 2014
    [CRM, Process] Sailthru Offers End-to-End Omnichannel Personalization for B2C Marketers
    Mongo is also fast and scalable and good for analytical processing in general. There are no standard integrations for marketing automation or CRM. This means that solution statements sound pretty much alike, even when the actual products are different. Sailthru is a good example. Perhaps I shouldn''t complain. customer profiles.
  • ANNUITAS  |  THURSDAY, NOVEMBER 20, 2014
    [CRM, Process] Why Don’t We Market To Our Customers?
    Data sits in different parts of the organization, CRM systems are full of duplicates, finance has their own database that consists of procurement contacts and there is no one database that provides a holistic view of the customer.  –          What is the data hygiene process? '* This post first ran in July 2014.
  • MARKETING ACTION  |  THURSDAY, NOVEMBER 20, 2014
    [CRM, Process] Lead Scoring Strategies for Agencies: Best Practices
    Lead Lizard serves clients from a multitude of industries around the world, and they’re dedicated to helping these organizations get more value out of their marketing automation and CRM systems. It’s an ongoing process, and if you let it run without fine-tuning it, it will break down. They also have a great logo.) Settling the Score.
  • HUBSPOT  |  TUESDAY, NOVEMBER 18, 2014
    [CRM, Process] How an A/B Test of Landing Page Form Copy Improved Lead Quality
    Which CRM you use. So this didn''t just help us get cleaner data at scale -- it helped make our sales process more lovable. 'When most people talk about getting quality lead information from forms, they usually talk about one tactic: changing the length of the form. The longer the form, the better quality the leads will be. right?
  • ENGAGE  |  FRIDAY, NOVEMBER 14, 2014
    [CRM, Process] How to Market Healthcare Affiliations, Partnerships and Mergers
    Once the answers were defined, a clear direction and understanding of brand values and objectives become the keys in guiding you through the process. Looking forward, this means integration around important efforts like a unified CRM solutions, call centers, website efforts, continued marketing integration. Constantly differentiate.
  • SOCIAL MEDIA B2B  |  THURSDAY, NOVEMBER 13, 2014
    [CRM, Process] 9 Steps to Highly Productive B2B Lead Generation
    Just like any other large problem, the best way to address this is to break the process down into bite-size pieces rather than trying to digest it all at once. You need to develop a lead generation process, and support it with robust systems and the right people in the right places. Create a Strategy. Start with the big picture.
  • HUBSPOT  |  WEDNESDAY, NOVEMBER 12, 2014
    [CRM, Process] The Ultimate Smarketing Glossary: 62 Common Sales Terms Explained for Marketers
    " An antiquated sales strategy that basically says everything a sales rep does throughout the sales process is in pursuit toward the singular goal of closing a deal. Adoption process. Another way of saying "the buying process." Buying Process/Cycle. Customer Relationship Management (CRM). Benefit.
  • B2B LEAD GENERATION BLOG  |  MONDAY, NOVEMBER 10, 2014
    [CRM, Process] Marketing Automation and SMBs – an Overview
    If you think about an enterprise-level company, automation is almost a requirement to augment the CRM software. You want them to be part of this process, one, because they’ve written those contracts. Lead Generation: Revamped marketing automation and CRM technology drives 75% more leads [MarketingSherpa case study].
  • BIZNOLOGY  |  THURSDAY, NOVEMBER 6, 2014
    [CRM, Process] Branding and data – the new alliance
    Some data was also recorded on the early CRM systems such as ACT. The increasing degree of relevancy of message and offer as an individual moves forward in their buying process. trade shows) that communicates the macro story and value proposition. Data – something needed for direct marketing, and alternately referred to as lists.
  • B2B LEAD GENERATION BLOG  |  MONDAY, NOVEMBER 3, 2014
    [CRM, Process] Introduction to Lead Management
    Lead management is a multi-stage process that manages the conversion of sales leads to customers. It’s the process of managing and tracking customer interactions from first contact to close. Here are the 5 major stages of an effective lead management process: Lead capture (Generating inquiries). Processes. Are they a fit?
  • CUSTOMER EXPERIENCE MATRIX   |  SATURDAY, NOVEMBER 1, 2014
    [CRM, Process] Seven Marketing Automation Myths to Ignore - Illustrated Edition
    ll be giving a speech in Milwaukee next week on marketing automation myths, and early in the preparation process had the idea of illustrating it with mythical creatures from the films of Ray Harryhausen, the stop-action animation genius whose best known images are probably the skeleton warriors in Jason and the Argonauts (1963). 'I’m sad.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, OCTOBER 30, 2014
    [CRM, Process] Wise.io Provides Another Choice for Automated Predictive Modeling
    It can handle pretty much any type of data and includes advanced natural language processing to extract information from text. has almost fully automated the data loading, variable selection, model building, and scoring processes. had already planned this week to write about Wise.io This week, I’ll stick with Wise.io. as the subject.
  • MARKETING ACTION  |  THURSDAY, OCTOBER 30, 2014
    [CRM, Process] Turning Website Visitors into Leads
    It really takes a lot of the manual process of marketing out of it, because you’ve got a path that they take. We want to make sure that those leads are ranked properly, and that the information is available to the sales team in their CRM. All of the lists and segments are done within Act-On, but it syncs with the CRM.
  • MARKETING ACTION  |  MONDAY, OCTOBER 27, 2014
    [CRM, Process] LEGO Education North America Builds a Winning Strategy Using Marketing Automation
    Read on to learn how all the pieces fit together as the LEGO Education team went through the process of finding and adopting a technology solution for their unique needs. BRANDEE: Our company hasn’t yet implemented a full CRM that’s integrated with Act-On, so I’m very excited that we’re going to be doing that in the upcoming year.
  • B2B LEAD GENERATION BLOG  |  MONDAY, OCTOBER 27, 2014
    [CRM, Process] 10 Ways to Optimize Your Lead Conversion Rate
    Improve your lead qualification  process to increase “sales ready” lead conversion rates. Improve Sales, marketing systems and process alignment. ” Finally, connect the marketing and sales process to the customer’s buying process. Does this sound like you or someone you know? Remember, people buy from people.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, OCTOBER 24, 2014
    [CRM, Process] SalesPredict Offers Highly Automated, Highly Flexible Predictive Modeling
    Results appear as lists in a CRM interface or as scores on a marketing databaset. The whole process takes just a few hours from making the Salesforce.com connection to seeing scored records, with most of the time spent downloading CRM data and scanning the Web for other information. User interface is a second differentiator.
  • CMO ESSENTIALS  |  MONDAY, OCTOBER 20, 2014
    [CRM, Process] Why Customer Experience is Critical to Company Success
    Lynn Tsoflias is the vice president of customer success at Insightly , a San Francisco-based company that provides a customer relationship management (CRM) and project management solution for small businesses. 'Happy customers define company success. After all, your customers are your company’s biggest assets. Listen and listen.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, OCTOBER 20, 2014
    [CRM, Process] Do You Know Your A, B, C’s?
    If you purchase data bases, those demographics become your criteria, in your CRM system call frequency patterns are set to connect with all the A’s , B’s, six times a year. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. 'Do You Know Your A, B, C’s?
  • 3D2B  |  THURSDAY, OCTOBER 16, 2014
    [CRM, Process] The Secret of Lead Generation For the Complex Sale — Part 1
    Joanne, a sales executive for a Fortune 500 company, envisions her sales people being empowered with instant, unencumbered access to the company’s customer relationship management (CRM) data. Or, is it Raul, who has helped Joanne step by step through her decision-making process, built a relationship and trust? Become their GPS.
  • VOICE-BASED MARKETING  |  WEDNESDAY, OCTOBER 15, 2014
    [CRM, Process] Getting Your Customers Out of Line With a Virtual Call Center
    We all know these struggles, and it’s even more frustrating when it seems that there are a thousand simple ways for the airlines and TSA to expedite the process of commercial flying. Wouldn’t it speed up the process infinitely with just a few more employees? 'Airports always provide numerous sources of frustration. Virtual Call Cente
  • THE ROI GUY  |  WEDNESDAY, OCTOBER 15, 2014
    [CRM, Process] Return on Sales Enablement: The Adoption Challenge
    'This weeks’ Dreamforce event, with some 135,000 attendees, brought home the enormous investment organizations make in their CRM solutions and sales reps. But also begs the question – is the large investment in CRM and sales enablement delivering an adequate payback? You are not alone if you are getting mixed results.
  • FATHOM  |  TUESDAY, OCTOBER 14, 2014
    [CRM, Process] Marketing Automation Tips for Manufacturers
    'Manufacturing companies have been figuring out ways to automate repeatable processes for over two centuries. However, many manufacturers have built their empires using more labor intensive marketing methods such as tradeshows, direct mail and printed catalogs combined with a manual lead management process managed by the sales team.
  • FATHOM  |  TUESDAY, OCTOBER 14, 2014
    [CRM, Process] Marketing Automation Tips for Manufacturers
    'Manufacturing companies have been figuring out ways to automate repeatable processes for over two centuries. However, many manufacturers have built their empires using more labor intensive marketing methods such as tradeshows, direct mail and printed catalogs combined with a manual lead management process managed by the sales team.
  • HUBSPOT  |  MONDAY, OCTOBER 13, 2014
    [CRM, Process] Inbound Marketing’s Next Industry Disruption: The IT Reseller World
    Microsoft buying Marketing Pilot and Netbreeze to bolster Dynamics CRM. Indeed, a statistic from Corporate Executive Board, and cited here by Microsoft Dynamics CRM’s Seth Patton , suggests 57% of buyer research is completed before a vendor is ever contacted; you can bet this includes referrals as well. The Switch to SaaS.
  • MARKETING ACTION  |  MONDAY, OCTOBER 13, 2014
    [CRM, Process] The Benefits of Marketing Automation for Sales: Give Your Teams X-Ray Vision
    Sorting through large numbers of visitors to find qualified leads was a time-consuming process for the sales organization. Here are three ways the CobbleStay sales teams used increased visibility to make the sales process more effective. 'Marketing automation provides a variety of benefits to sales teams. 1.    Eliminate Cold Calls.
  • SYNECORE  |  SUNDAY, OCTOBER 12, 2014
    [CRM, Process] HubSpot CRM: Breaking Down the Barriers between Sales and Marketing
    The story the marketing team weaves together with analytics has a dramatic effect on if and how the sales department utilizes the data in the sales process. The quest for the perfect harmony between the CRM and marketing automation systems begins. Marketing Automation + CRM = Integrated Digital Marketing at its Finest.
  • MARKETING ACTION  |  THURSDAY, OCTOBER 9, 2014
    [CRM, Process] Discover 3 Types of Marketing Automation Engagements for Agencies
    Here are three types of marketing automation engagements for agencies that can help you define how you can add marketing automation to your technology + process + creativity = profit equation. An increasing number of agencies are turning to marketing automation to gain a strategic advantage in both areas. Social media management and creative.
  • VOICE-BASED MARKETING  |  FRIDAY, OCTOBER 3, 2014
    [CRM, Process] Making the Perfect VBMA Sandwich: 4 Essential Ingredients for Call Analytics and Automation
    Integrate with your existing CRM, web analytics, bid management, or any other solution you use to provide truly seamless call data. Ifbyphone takes that thought process out of the equation with our Voice360 platform. 'There are a lot of things that you can eat for lunch these days. Things have definitely gotten overwhelming.
  • CRIMSON MARKETING  |  THURSDAY, OCTOBER 2, 2014
    [CRM, Process] How Inbound Marketing, Blogs and Social Media Generate Qualified B2B Leads
    Generate Better Relationships with CRM. The most profitable leads and relationships are those “that you draw in through the targeted and steady process of effective inbound marketing and lead nurturing.” That means filtering out prospects based on your resources and goals, and narrowing your attack.”
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, OCTOBER 1, 2014
    [CRM, Process] 3 Sales Tools That Are Changing the Way Salespeople Do Business
    Email attachments have made the process of sending documents faster, but, until recently, once a document was sent out, its fate was a mystery. Lightweight CRM. For Gmail users, Streak is useful because it works within your inbox, eliminating the inefficiency of hopping back and forth between inbox and CRM. Social Media.
  • HUBSPOT  |  TUESDAY, SEPTEMBER 30, 2014
    [CRM, Process] Speak Your CEO's Language: 3 Ways to Show Marketing's Impact on Revenue
    If you have HubSpot CRM, there is no setup necessary (and if you don''t have it yet, you can sign up at hubspot.com/sales ). If you have another CRM, you can use the Deals API to set up your custom integration. Though revenue is just one metric, it can give you insight into many different parts of your marketing. Next Steps. Analytic
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, SEPTEMBER 30, 2014
    [CRM, Process] A Breakdown of the Top 5 Sessions for Content Marketing at INBOUND14
    One factor I noticed across the board was the focus on the ever-elusive future - the future of CRM, the future of B2B marketing the future of storytelling. My 4-Step Process to Marketing Research for Content Creation. 'Two weeks ago, I entered the Boston Exhibition and Conference Center in awe. Their biggest emphasis? Then answer.
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