• RADIUS  |  THURSDAY, FEBRUARY 23, 2017
    [CRM, Process] Top Webinars You Should Watch For Marketing Success in 2017
    Bring direct mail into the digital age by leveraging your CRM. The recurring problem, however, is that marketers are taking a shallow approach to evaluating predictive vendors – adopting a simple and quick process based on short-term gains, rather than using a well-thought-out long-term strategy as their barometer.
  • ACT-ON  |  THURSDAY, FEBRUARY 23, 2017
    [CRM, Process] How Marketing Automation Technology Makes Businesses Smarter
    Customers engage with brands across multiple digital touch points — from the first interaction to the buying process to ongoing customer care — and they expect a more personalized experience throughout. Editors Note: This post originally appeared in The Business Debate. . Webster’s Dictionary.
  • BIZIBLE  |  WEDNESDAY, FEBRUARY 22, 2017
    [CRM, Process] What Is Adaptive Analytics? And Why Does It Matter For B2B Marketers?
    Because adaptive analytics leverage prospect and customer data, it’s important for orgs to have accurate CRM and multi-touch attribution data before adaptive analytics can really be effective. Adaptive analytics requires the continuous processing of a ton of data, which until recently, was unfeasible for most organizations.
  • ACT-ON  |  TUESDAY, FEBRUARY 21, 2017
    [CRM, Process] 5 Smart Ways to Automate Your Marketing
    Which processes would most benefit from automation? Have all forms automatically transfer information to your CRM software. This might seem beginner-ish to some of you… but if you’ve been around the block with marketing automation or CRM, you know that marketing programs live and die by the quality of their data. How’d he do it?
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, FEBRUARY 16, 2017
    [CRM, Process] Zaius Offers Mid-Market Customer Data Platform Plus Analytics and Campaigns
    probably wasn’t helped by Zaius’ Web site, which calls it a “B2C CRM” and then lists single customer view, real-time marketing automation, and cross-channel attribution as its main features. In fact, CRM and marketing automation are feeder systems to CDPs, so you could argue it’s logically impossible for the same system to be both.
  • PUREB2B  |  WEDNESDAY, FEBRUARY 15, 2017
    [CRM, Process] Lead Nurturing’s Biggest Challenges
    Technology has allowed marketers to scale their lead nurturing campaigns with readily available automation tools and easy-to-use CRM software. Lead nurturing is a vital part of B2B marketing because it‘s a key strategy in driving prospective customers towards a purchase decision. Challenges of Lead Nurturing in Marketing Campaigns.
  • 3D2B  |  TUESDAY, FEBRUARY 14, 2017
    [CRM, Process] Scaling Inside Sales for New Product Introductions or Market Expansion
    After all, there’s a lot involved — creating a sales process, hiring and training sales people, and ensuring they have the tools they need to do their jobs efficiently and successfully. Outline Your Sales Process Because your sales process has implications on who you hire and the technology you select, start by defining it.
  • INFER  |  TUESDAY, FEBRUARY 14, 2017
    [CRM, Process] In the next 5 years, we are going to see a reimagining of automation through AI: An Interview with Sean Zinsmeister
    Where do you see this process heading in the next five years? Does that mean they are incapable of finding new opportunities as the world changes beyond your CRM? In these outbound cases, companies need help not only with prioritizing the best accounts from their CRM, but also with discovering new ones to go after.
  • CHIEFMARTECH  |  TUESDAY, FEBRUARY 14, 2017
    [CRM, Process] THE HACKIES: How to hack your CRM for ABM, switching from leads to contacts and accounts
    While the process is involved and complex, it’s incredibly rewarding and highly effective if done properly. Technical “Hacks” when Switching your CRM to ABM. There are two categories of hacks involved in the process — technical and strategic. These decisions will inform the rest of the process. Like it?
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, FEBRUARY 10, 2017
    [CRM, Process] Lead Genius Adds a Dash of Artificial Intelligence to Account Based Marketing
    It has since expanded from list gathering to all stages in the Account Based Marketing process, sprinkling in dashes of artificial intelligence at every step along the way. Nearly every vendor who does this applies some form of natural language processing to extract information from unstructured sources. Lead Genius is a good example.
  • ACT-ON  |  FRIDAY, FEBRUARY 10, 2017
    [CRM, Process] 7 Steps to Achieving Optimal Sales & Marketing Alignment
    Companies with “dynamic, adaptable sales and marketing processes” reported an average of 10% more sales people on-quota compared to other companies, according to CSO Insights. True alignment involves many things: shared goals, common milestones and metrics, smooth business processes, and smart technology investments. Oil and water.
  • INFER  |  TUESDAY, FEBRUARY 7, 2017
    [CRM, Process] 4 Easy Tactics for Infusing AI and Predictive Analytics Into Sales Processes
    Rather than relying on human intuition to inform their processes, these early adopters are leading the arms race for data by reinventing how their businesses operate based on intelligence that’s generated by AI and other related data science techniques. Use analytics to inform sales follow-up. Tap into AI for expansion into new markets.
  • INFER  |  TUESDAY, FEBRUARY 7, 2017
    [CRM, Process] 4 Easy Tactics for Infusing AI and Predictive Analytics Into Sales Processes
    Rather than relying on human intuition to inform their processes, these early adopters are leading the arms race for data by reinventing how their businesses operate based on intelligence that’s generated by AI and other related data science techniques. Use analytics to inform sales follow-up. Tap into AI for expansion into new markets.
  • LEANDATA  |  MONDAY, FEBRUARY 6, 2017
    [CRM, Process] The Unsung Heroes of the Sales Process
    They are the architects of an efficient, repeatable and scalable process. The emergence of the CRM — especially cloud-based Salesforce — as a singular source of truth has put Sales Ops squarely at the forefront of understanding what really is happening in the sales cycle. They work quietly in the shadows. They’re like the fixers.
  • VIDYARD  |  FRIDAY, FEBRUARY 3, 2017
    [CRM, Process] Why Video Should Play a Big Role in Your Account Based Marketing Tactics
    That’s because lead generation, which focuses on marketing to individual leads, doesn’t typically account for how the decision-making process in enterprises works; the average B2B process now requires 5.4  This will slow down your processes and ultimately limit how much revenue you can bring into your company.  . Watch Now.
  • MODERN B2B MARKETING  |  THURSDAY, FEBRUARY 2, 2017
    [CRM, Process] 3 Account-Based Marketing Mistakes You Can’t Afford to Make
    Regardless of which inputs you use to select accounts, all stakeholders should be part of the account selection process. This will ensure everyone is on the same page and each group feels ownership of the process. But how do you ensure your strategy is headed in the right direction? Mistake #3: Measuring the Wrong Metrics.
  • HUBSPOT  |  THURSDAY, FEBRUARY 2, 2017
    [CRM, Process] How to Run LinkedIn Ad Campaigns: A Beginner's Guide
    This process is the same for both text ads and sponsored content. Connect that lead capture form to your customer relationship management (CRM) software, so that once the information is imported, your sales team can act upon them. But pay close attention to your ad campaigns, alongside the landing page form data in your CRM.
  • BIZIBLE  |  WEDNESDAY, FEBRUARY 1, 2017
    [CRM, Process] Going All-In and Adapting Salesforce to Do Better ABM
    While it’s possible to dip your toes in the account-based marketing water without making major changes to your martech stack, to fully commit to an ABM strategy, there are technical changes that need to be made in the CRM centered around switching from leads to contacts. Many of the benefits are clear (e.g.
  • HUBSPOT  |  WEDNESDAY, FEBRUARY 1, 2017
    [CRM, Process] How to Write a Case Study: The Ultimate Guide & Template
    Kick off the process with an email that runs through exactly what they can expect from you, as well as what is expected of them. As noted in the sample email, this document serves as an outline for the entire case study process. What did your decision-making process look like? The Decision Process. Product Knowledge.
  • 3D2B  |  TUESDAY, JANUARY 31, 2017
    [CRM, Process] Customer Centric Selling: The #1 B2B Sales and Marketing Trend in 2017
    What is the buying process? When they’re focused on winning a sale, it’s easy for them to lose sight of potential flaws in the sales process. They’re more likely to put your customers at ease than a professional they dealt with in the buying process. Customer-Centric Businesses Will Win. Businesses Struggle to Deliver.
  • BIZIBLE  |  TUESDAY, JANUARY 31, 2017
    [CRM, Process] 7 Myths about Account-Based Marketing for the Unconvinced
    However, the difference is how that process is accomplished -- what the outreach and engagement looks like and how those interactions are tracked and reported. It’s nearly impossible to run both types of reporting simultaneously because both require a specific CRM configuration. CRM integrations between martech / sales solutions.
  • ACT-ON  |  MONDAY, JANUARY 30, 2017
    [CRM, Process] Customer Lifecycle Metrics, Part 3: Nurture, Score, Repeat
    These do more than provide instant insight into the effectiveness of your marketing campaigns – they also make it possible to uncover gaps in the process, forecast sales, and determine which campaigns are driving revenue. Customer relationship management (CRM) integration is also key to lead nurturing success. Nurture Metrics.
  • BULLDOG SOLUTIONS  |  THURSDAY, JANUARY 26, 2017
    [CRM, Process] 2016’s Must-Read List for B2B Marketers
    Whether you have a MAP or are in the selection process, you’ll learn: how to assess and build on your current capabilities. how to think about integration with other systems (your CRM for example) and maximize the feature set and utility of your current investments. Successful marketers are well-rounded. It’s a bit of a conundrum.
  • BULLDOG SOLUTIONS  |  THURSDAY, JANUARY 26, 2017
    [CRM, Process] 2016’s Must-Read List for B2B Marketers
    Whether you have a MAP or are in the selection process, you’ll learn: how to assess and build on your current capabilities. how to think about integration with other systems (your CRM for example) and maximize the feature set and utility of your current investments. Successful marketers are well-rounded. It’s a bit of a conundrum.
  • INFER  |  THURSDAY, JANUARY 26, 2017
    [CRM, Process] Why Atlassian will be a $50+ billion company in 10 years
    So much so that companies now use this platform for all types of use cases – at my company, we even use it to support our human resources and recruiting processes. And this powerful platform could be even more useful with seamless bi-directional integrations that sync and push tasks and updates back into CRM and marketing automation systems.
  • MODERN B2B MARKETING  |  WEDNESDAY, JANUARY 25, 2017
    [CRM, Process] How to Build a Social Media Dream Team
    This blog will look at three essentials of a social media dream team, from the team members you may want to hire to processes you should put in place. . 1. Roles Social CRM segmentation. Your governance board should meet on a monthly or quarterly basis to reassess and innovate on processes and strategies. Strategic goals.
  • PUREB2B  |  TUESDAY, JANUARY 24, 2017
    [CRM, Process] How to Improve Your Email Open Rates
    Virtually every company with any kind of CRM system was emailing their contact list on a regular basis. Despite the fact that email marketing has been utilized for over two decades, many brands still aren’t optimizing their processes to maximize exposure and engagement. Email marketing was a huge piece of the marketing puzzle in 2016.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, JANUARY 24, 2017
    [CRM, Process] More Sales Less Time
    In my opinion it is the essence first that in today’s crazy busy sales world, there are many distractions (CRM/Social Media/Internet, sales calls….) What you will gain by buying this book is a process to create a new time saving methodology for you! More Sales/Less Time. -A book review-. So what’s the meat in this book? Make it Easier.
  • MODERN B2B MARKETING  |  MONDAY, JANUARY 23, 2017
    [CRM, Process] How to Leverage Intent Data to Drive More Revenue
    For example, if the person reading this blog is a marketing professional, it’s possible they are in the process of evaluating a product that leverages intent data. As a result, very few companies possess the budget or expertise to integrate such data into their existing marketing and sales processes. How to Use Intent Data. Lead only?
  • HUBSPOT  |  MONDAY, JANUARY 23, 2017
    [CRM, Process] Why Facebook Ads Will Make You Successful in 2017 & Beyond
    Most marketers start by targeting Friends of your existing users, visitors of your website, or people in your CRM lists. Lookalike Audiences uses machine learning to help find you valuable potential customers who are similar to those who visit your site or are already in your CRM. Right now, this is the case with Facebook.
  • ACT-ON  |  FRIDAY, JANUARY 20, 2017
    [CRM, Process] Rethinking the Role of Marketing in B2B Customer Engagement
    Together with Gleanster Research we surveyed 750 mid-size B2B companies to investigate how the most successful organizations approach CRM and customer engagement throughout the customer lifecycle. Our processes are inefficient – 58%. Organizations must align CRM efforts with measurable objectives. The short answer is: yes.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JANUARY 19, 2017
    [CRM, Process] How To Maximize Your ABM Investment With Better Data
    The truth is that ABM is a process that can align sales and marketing only when given the right inputs. In either of these cases, poor data quality can prevent the realization of benefits from an ABM process. What has account-based marketing done for me lately? This was down from 34% in 2015. Account-Based Marketing
  • INFER  |  THURSDAY, JANUARY 19, 2017
    [CRM, Process] Justin Norris of Perkuto on the State of B2B Advertising, How ABM is Making Outbound Cool Again, and Extending Marketo [Podcast]
    In his role as a Solutions Architect at Perkuto , he combines best-of-breed technologies and process optimization to help Marketo customers solve their toughest challenges. CRM Marketing Automation Thought Leadership Uncategorized Use CasesListen on Itunes Listen on Soundcloud Listen on Stitcher. API as Table Stakes for the Industry.
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 19, 2017
    [CRM, Process] Tools and Tips for Outbound Sales Prospecting
    In this blog, I’d like to take it to the next level and touch on the importance of adding outbound prospecting into your sales development structure and processes. Ultimately, we are making inroads with our top prospects using our outbound prospecting process. We do everything with that in mind. Let’s dive in: Tools of the Trade.
  • ACT-ON  |  THURSDAY, JANUARY 19, 2017
    [CRM, Process] Your Role on the Customer Journey
    The customer journey is the decision-making process through which customers take action. As a content marketer, you may also use the customer-journey mapping process in ideation phase. Enter their email into your CRM database (assuming they’ve given you permission to do so) right there. It’s because I rely on instinct.
  • HG DATA  |  WEDNESDAY, JANUARY 18, 2017
    [CRM, Process] Technically Speaking: An Interview with Sean Kester, SalesLoft’s VP of Product Marketing
    —   Market intelligence data is integral to the sales development process. Data is critical to enriching the sales communication process, and our newly solidified relationship with HG Data enhances our customers’ ability to determine specific target accounts. Read on for the rest of the conversation. What keeps you up at night?
  • VIEWPOINT  |  WEDNESDAY, JANUARY 18, 2017
    [CRM, Process] Our AE’s Would NEVER Have Been Persistent Enough to Uncover This Opportunity
    It also was a perfect way for me to actually show, versus evangelize, how our process works and how our people different than what he has seen in the past….so Multi-touch, multi-media and multi-cycle processes (using Account-Based Marketing) are critical to driving bigger deals with senior level executives. You are my conscience.
  • 3D2B  |  TUESDAY, JANUARY 17, 2017
    [CRM, Process] The Traits and Habits of Successful Business Development Pros
    Because it helps them to map out the sales process and to customize the solution they offer, superstar reps are particularly interested in the prospect’s needs and decision-making process. This includes CRM, email, and social platforms such as LinkedIn, which enable them to reach out and engage with potential buyers.
  • CONTENTLY  |  TUESDAY, JANUARY 17, 2017
    [CRM, Process] Salesforce’s Mike Kostow on Why Marketers Should Trust Data Over Intuition
    Since we’re talking about AI and predictive analytics, I’m curious if you think there is ever going to be a time when marketing automation becomes so powerful that it can remove the marketer from the process, or at least put them in the backseat instead of the driver’s seat? Pardot is really centered on customer experience.
  • HUBSPOT  |  TUESDAY, JANUARY 17, 2017
    [CRM, Process] 5 Insane Advantages of an Inbound Website Redesign
    What does your lead nurturing process look like now? Are you manually moving people in and out of different lists, emails, and processes — trying to figure out where the heck they are in the buying process so you can tailor to them? Let me ask: What are some of the biggest problems you're having with your website? Your website.
  • KOMARKETING ASSOCIATES  |  TUESDAY, JANUARY 17, 2017
    [CRM, Process] Content Marketing and Sales Alignment: 5 Mutual Benefits
    Broken and/or flawed processes (42 percent). As you create content marketing collateral, think about ways to hit the target at each stage of the buying process, including awareness, consideration, intent, purchase, and repurchase or abandon. Working towards different metrics (40 percent). Topic Generation. Lead Generation.
  • INFER  |  TUESDAY, JANUARY 17, 2017
    [CRM, Process] Leveraging AI for Sales & Marketing – Beyond the Hype
    Although it’s easy to be enticed by the idea of fully-automated AI workflows or robot virtual assistants that are powered by deep learning and natural language processing (NLP), those technologies aren’t yet ready for implementation on a large scale. Check for open APIs to the most popular CRM and marketing automation tools before you buy.
  • VIDYARD  |  TUESDAY, JANUARY 17, 2017
    [CRM, Process] 11 Free Sales Tools to Pump Up Your Pipeline
    Streak is a Gmail-based CRM and business management app that works directly in Gmail. If Salesforce.com is a bit out of your price range, or you’re looking for a CRM tool that you can start using right away, Streak is handy, easy to set up, and free for up to 200 tracked emails per month. HubSpot CRM. We all do, really. Streak.
  • BIZIBLE  |  FRIDAY, JANUARY 13, 2017
    [CRM, Process] The Revenue Focused SEO Keyword Strategy For B2B Marketers
    Revenue information aids the content generation process by helping marketers create better articles and content downloads that resonate with target audiences. 1) Build Your SEO Keyword Strategy Around Revenue. This kind of full funnel insight drives a process of constant improvement in the quality of content. Now what? Conclusion.
  • ACT-ON  |  FRIDAY, JANUARY 13, 2017
    [CRM, Process] 8 Ways to Maximize the Value of Online and In-Person Events
    Whether you’re planning a webinar for 500 attendees or an executive dinner for a dozen, you need to start with a clear picture of what you’d like to accomplish by the end of the process. Be sure to use a system that allows you to close the registration process automatically. Simply identifying MQLs isn’t enough.
  • VIDYARD  |  TUESDAY, JANUARY 10, 2017
    [CRM, Process] Reclaiming the Inbox: How Video Can Make Business Emails Personal Again
    Many of Hootsuite’s sales professionals use ViewedIt Enterprise to create fast, customized personal videos that stand out and bring the human element back into the sales process. ViewedIt makes this process as easy as a click, record, and share.” So we built ViewedIt,” says Michael Litt , CEO and co-founder of Vidyard.
  • HINGE MARKETING  |  MONDAY, JANUARY 9, 2017
    [CRM, Process] Sales and Marketing Strategy for Professional Services: What Every Firm Needs to Know
    Sales is the process of assessing the suitability of potential new clients, educating them about your firm and its services and persuading them to buy. Most people refer to this process as “closing,” and it is almost always a sales function. The disadvantages come from the need for two professionals in the sales process.
  • DISCOVERORG  |  FRIDAY, JANUARY 6, 2017
    [CRM, Process] The Secrets to Scalable Growth: How DiscoverOrg Crushed 2016
    Rather, it’s about the execution of hundreds of ideas and process improvements by a dedicated and passionate team that has an all-in DNA and a company culture of relentless innovation. Updated our industry-leading CRM Application – Salesforce® Edition. Launched the industry’s only CRM Application for Bullhorn®. Really?
  • KAPOST  |  FRIDAY, JANUARY 6, 2017
    [CRM, Process] 10 New Year’s Resolutions to Improve Customer Experience
    We will enrich our CRM data and customer data comprehensively. Three of the most important database metrics are whitespace/field-completeness (covered above), duplication rate (how many emails/websites in your CRM are duplicate), and finally lead-to-account matching. It’s that time of year again! next year. EVERY Account has a website.
  • BIZIBLE  |  THURSDAY, JANUARY 5, 2017
    [CRM, Process] Central Account-Based Marketing Problem Solved With Lead To Account Mapping
    We start with background information on how the Salesforce CRM works to aid in understanding what’s required to do account-based marketing and how Bizible addresses these requirements with lead-to-account mapping. The sales process envisioned by Salesforce follows the flow seen below. How Salesforce Handles Lead To Account Mapping.
  • HUBSPOT  |  WEDNESDAY, JANUARY 4, 2017
    [CRM, Process] 17 of the Best Tools to Find and Interview Remote Candidates
    Applicant tracking systems , which automate the recruitment process. VidCruiter can display your logo in the corner of the screen during a video interview, giving the process a professional, official veneer. Hiring only one person can be a long, involved process. You’d need a team to make the process efficient and economical.
  • VIEWPOINT  |  TUESDAY, DECEMBER 20, 2016
    [CRM, Process] B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #4: How Much Should Leads Cost?
    So after spending close to $140,000, the leads went into a black hole in CRM. The actual cost per lead (doing it using Account-based Marketing processes) was about $1,200 vs. the $8,750 per lead it would have cost to do what we were told. How much should a lead cost? This individual was paying content aggregators $23.15 per lead.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, DECEMBER 20, 2016
    [CRM, Process] 1st Quarter 2017, Are you set up for success?
    Re-assess your CRM/Sales Metric Dashboards for the entire year, what trends can you find or what activities need to be enhanced? Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. First Quarter 2017. Are You Set Up for Success? Sales skills. Sales planning.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, DECEMBER 20, 2016
    [CRM, Process] How SMBs can get more leads through marketing automation
    Marketing automation refers to software that allows you to automate some of the marketing processes, such as social media and email. They offer sales automation, a good CRM tool, as well as marketing automation features, with an easy to use campaign builder. By Lilach Bullock, {grow} Community Member. Segmenting your list. Marketo.
  • ACT-ON  |  MONDAY, DECEMBER 19, 2016
    [CRM, Process] Successful Sales and Marketing Alignment, Part 5: The Lead Handoff Process
    Part three  outlined the steps to designing a successful lead process.  Once a qualified lead has been identified, the next step is to create a lead handoff process where marketing hands the qualified lead to sales so that sales can follow up on it. You can create an automated process to alert sales that they have a new qualified lead.
  • 3D2B  |  SUNDAY, DECEMBER 18, 2016
    [CRM, Process] How to Turn Customer Support Calls into Revenue
    In the process, they can evoke interest, and are likely to be able to motivate the customer to buy without being pushy. Learning this might provide an opportunity for cross-selling a customer relationship management (CRM) package. The Focus on Customer Acquisition. In other words, they are likely to end the relationship at any time.
  • ANNUITAS  |  FRIDAY, DECEMBER 16, 2016
    [CRM, Process] 3 Core Elements to Stay On Top of When Launching a Website
    3rd party site integrations such as marketing automation, sales CRM, SEO plugins, social plugins, etc. However, an organized process and clear lines of accountability will greatly reduce the firefighting needed. If you’ve ever launched a website, you know that Murphy’s Law does in fact exist: anything that can go wrong, will go wrong.
  • HUBSPOT  |  FRIDAY, DECEMBER 16, 2016
    [CRM, Process] 3 Steps to Grow a Successful Live Chat Program
    Sales Account Execs : Once the leads have been qualified and passed along, sales is responsible for the following up right away and moving qualified leads through the sales process. Integrate with your CRM. worked hard for six months to get the sales team invested in live chat as a sales channel and I’m finally seeing the results.
  • SNAPAPP  |  WEDNESDAY, DECEMBER 14, 2016
    [CRM, Process] 73 Experts Reveal B2B Marketing Trends to Leverage in 2017
    Stand out by doing what others aren’t or won’t. I do exactly that at my agency, Web Profits by creating content & videos about our core values, beliefs, process and inner workings which helps us show our human side and potential clients feel like they know us. Salesforce released Einstein which uses AI to make their CRM smarter.
  • INFER  |  TUESDAY, DECEMBER 13, 2016
    [CRM, Process] When AI and Analytics Drive Business Disruption vs. Hype
    Keep in mind that each of these approaches delivers insights based on sophisticated data processing, modeling and other scientific techniques — all of which are important aspects of AI. 1. Some examples of prescriptive tools are chatbots and natural language processing. Descriptive analytics tells us what happened in the past.
  • SNAPAPP  |  TUESDAY, DECEMBER 13, 2016
    [CRM, Process] What Is a Maturity Assessment? The Secret to Producing Hot Leads
    As part of a content-enabled campaign , there’s value in a maturity assessment both for the user and the provider – and it helps both parties understand important information involved in the decision-making process. maturity assessment helps both parties understand important information in the decision-making process. IT Assessment.
  • ACT-ON  |  MONDAY, DECEMBER 12, 2016
    [CRM, Process] Act-On’s a Leader in the Forrester Wave™ and What That Means to You
    It’s no longer just about connecting to a CRM or offering lead gen on steroids. What is L2RM and What is the Evaluation Process? The Forrester Wave™ research process is rigorous, objective, and transparent. They asked questions about how the platform integrates with CRM systems. WIIFY? So, what’s in it for you?
  • RADIUS  |  FRIDAY, DECEMBER 9, 2016
    [CRM, Process] How To Integrate Direct Mail Into ABM (With Real-World Examples)
    You can get this information from your CRM, marketing automation, and predictive platform. Are they decision makers, stakeholders involved in the buying process, potential users of your product, etc.? Account Based Marketing is the buzzword of 2016 but isn’t a new idea. You’ve got to connect with prospects on all channels.
  • RADIUS  |  FRIDAY, DECEMBER 9, 2016
    [CRM, Process] How To Integrate Direct Mail Into ABM (With Real-World Examples)
    You can get this information from your CRM, marketing automation, and predictive platform. Are they decision makers, stakeholders involved in the buying process, potential users of your product, etc.? Account Based Marketing is the buzzword of 2016 but isn’t a new idea. You’ve got to connect with prospects on all channels.
  • INFER  |  FRIDAY, DECEMBER 9, 2016
    [CRM, Process] The State of B2B Software Reviews, Martech Growth and the G2 Stack [Podcast]
    Episode Breakdown: How the explosion of Amazon’s review process affects B2B review sites. CRM Marketing Automation Thought Leadership Uncategorized Use CasesG2Crowd is disrupting the traditional analyst quadrants. Previously, she served as the director of brand and marketing solutions at LinkedIn. Why Martech utilization is up.
  • BIZNOLOGY  |  FRIDAY, DECEMBER 9, 2016
    [CRM, Process] Am I connecting with my customers enough? 10 tips for customer outreach
    Use your CRM to sort and segment your customer base. If you live in the same community, hang out on the same social media sites, or have common interests, chance are you’ll find a good foothold to really connect with your customers, and boost your engagement in the process! How’s your customer outreach? Keep your brand consistent.
  • LEANDATA  |  MONDAY, DECEMBER 5, 2016
    [CRM, Process] The Sales Operations Playbook
    other than the fact they somehow work their data-driven magic with the CRM and other software tools. And it’s why every company is investing in making sure their process runs intelligently and efficiently.”. That’s still something of a mystery. . . This is more than just shining a bright spotlight on Sales Ops. Organizing the team.
  • LEANDATA  |  MONDAY, DECEMBER 5, 2016
    [CRM, Process] The Sales Operations Playbook
    other than the fact they somehow work their data-driven magic with the CRM and other software tools. And it’s why every company is investing in making sure their process runs intelligently and efficiently.”. That’s still something of a mystery. . . This is more than just shining a bright spotlight on Sales Ops. Organizing the team.
  • ACT-ON  |  MONDAY, DECEMBER 5, 2016
    [CRM, Process] B2B Marketing Automation Software for Fast Growing Companies
    This means reviewing the past year’s accomplishments, identifying bad habits, and rethinking marketing processes. You’ve been told you needed email, CRM, and marketing automation solutions. As each new year approaches, marketing teams often search for ways to be more productive and successful. We want to help. The Future is Now.
  • MODERN B2B MARKETING  |  FRIDAY, DECEMBER 2, 2016
    [CRM, Process] How to Automate Your Account-Based Marketing Strategy
    Let’s break down the typical process for building and managing an ABM audience to see where sophisticated marketing automation platforms help deliver on your strategy while reducing the amount of manual work. Author: Patrick Groover Marketers are always looking for the next best thing. Audience Management for  Account-Based Marketing .
  • MODERN B2B MARKETING  |  THURSDAY, DECEMBER 1, 2016
    [CRM, Process] 3 Reasons Your B2B Marketing Reports Stink and How to Fix Them
    Many companies aren’t able to report on marketing and sales efforts due to data and process issues. In reality, the reports and dashboards might function great, but bad processes and bad data will result in inaccurate reporting. I’m a baseball fan so I’ll use a baseball analogy to break down the problem. Is data blank?
  • DISCOVERORG  |  TUESDAY, NOVEMBER 29, 2016
    [CRM, Process] Maslow’s Hierarchy for SDR Teams
    As a result, I’ve spent most of the last year thinking about how to accomplish that (and do it well), how to keep those reps fed with leads, how to keep them motivated, and how to optimize their process and results. Without basic infrastructure, it’s impossible to have processes that optimize that infrastructure. So how do we hire?
  • B2B LEAD GENERATION BLOG  |  TUESDAY, NOVEMBER 29, 2016
    [CRM, Process] Better Social Selling, an Interview with Jill Rowley
    For you, Brian, lead generation, B2B marketing, strategy, CRM. Your job is to help the customer solve the problem, achieve the goal, and if it’s your solution that they need, your job is to facilitate that purchase process. Jill’s a modern marketing expert, and now she’s applying her innovative thinking to social selling.
  • KAPOST  |  MONDAY, NOVEMBER 21, 2016
    [CRM, Process] Collaboration and Workflows: The Secret to Full-Funnel Content Marketing
    Even after you’ve developed a scalable and repeatable process, you aren’t generating leads—or you’re attracting the wrong leads. The process is simple. Buyer journeys are more complex than ever—especially as target customers are navigating multiple devices and marketing channels to learn about your brand.
  • ACT-ON  |  MONDAY, NOVEMBER 21, 2016
    [CRM, Process] Herding cats? The Hidden Costs of Multiple Marketing Tools
    Analysis may be the foundation for marketing in our networked age, but when you’re depending on separate point tools that deliver discrete reports, data continuity turns into a manual process. How many of you are entering data by hand, into your CRM system or some other tool? This all happens inside the CRM. The flip side?
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, NOVEMBER 18, 2016
    [CRM, Process] Oracle Attains Highest Score for Current Offering in The Forrester Wave™: Lead-To-Revenue.
    According to Forrester, a L2RM business system includes integrated goals, processes, and metrics that reshape marketing practices to drive effective customer engagement across the entire customer life cycle — from awareness to advocacy. Achieving quarterly MQL goals is no longer sufficient for establishing success. categories.
  • MODERN B2B MARKETING  |  THURSDAY, NOVEMBER 17, 2016
    [CRM, Process] 20 Ideas from Power Users to Power Up Your B2B Marketing Automation
    Without strategy, people, and process, Marketo is just another email tool.  Mike White, Marketing Automation Specialist at Ipswitch, advises that you should leverage tokens when setting up your program structure to make your marketing operations process much more scalable and reduce errors. Tokens Avoid the shiny object syndrome. 
  • CONTENTLY  |  TUESDAY, NOVEMBER 15, 2016
    [CRM, Process] How to Fix a Broken Lead-Nurturing Strategy
    The process might be slow, but the boulders in our path are powerless to our brilliant marketing. ” Lead nurturing lends itself well to automation; many of the tasks involved are repetitive, and an automated process allows you to test hypotheses and improve your methods. Still, an automated process has its drawbacks.
  • ACT-ON  |  TUESDAY, NOVEMBER 15, 2016
    [CRM, Process] Successful Sales and Marketing Alignment, Part 3: Designing the Lead Process
    With this post, you’ll find out how to design a successful lead process. The most basic version of the lead process tracks the flow of leads from the point at which they are generated, to the point at which they are passed to sales, to the feedback loop on lead quality. Define all the steps in the process. Define the steps.
  • HUBSPOT  |  THURSDAY, NOVEMBER 10, 2016
    [CRM, Process] The Free Growth Tools I Recommend For Modern Businesses to Grow & Scale
    To execute on your strategy, you're going to need a powerful set of tools that leverage every stage of the customer experience, from the first point of contact, through the sales and marketing process, and over the lifetime of the customer. Free CRM. 1) HubSpot CRM. And if you use HubSpot's free CRM , you can start a join.me
  • HUBSPOT  |  THURSDAY, NOVEMBER 10, 2016
    [CRM, Process] 3 Core Sales Support Services Your Agency Needs To Offer
    To improve client retention and ROI, there are three core sales support packages every agency can offer: sales and marketing alignment, CRM implementation, and sales enablement. From a technology standpoint, agencies can also build custom SLA reports and dashboards in a client's CRM. 2) CRM Implementation. Initial CRM Setup.
  • HUBSPOT  |  WEDNESDAY, NOVEMBER 9, 2016
    [CRM, Process] Growing Businesses Need a Growth Stack
    Ten years ago, the VP of Sales made the call on a CRM system, their only piece of technology. Over the past few years, we’ve been hammering away to make our CRM, sales tools, and marketing platform an awesome triad to help our customers power their growth. But here’s the thing -- change is constant when it comes to people.
  • LEANDATA  |  WEDNESDAY, NOVEMBER 9, 2016
    [CRM, Process] Stack & Flow Featuring LeanData’s Evan Liang
    There’s a lot of people just buying shiny new objects and not really understanding how they fit into their process,” said Liang, the co-founder and CEO of lead-management company LeanData. “. . . But you have to realize that everyone’s process is different.”. They’ve loaded up on solutions that appear to be really cool gadgets.
  • LEANDATA  |  WEDNESDAY, NOVEMBER 9, 2016
    [CRM, Process] Stack & Flow featuring LeanData’s Evan Liang
    There’s a lot of people just buying shiny new objects and not really understanding how they fit into their process,” said Liang, the co-founder and CEO of lead-management company LeanData. “. . . But you have to realize that everyone’s process is different.”. They’ve loaded up on solutions that appear to be really cool gadgets.
  • MODERN B2B MARKETING  |  WEDNESDAY, NOVEMBER 9, 2016
    [CRM, Process] 5 Do’s and Don’ts of Employee Advocacy
    While many have already started the process of building employee advocates, with few resources and peer examples, they’re writing their own playbooks and building programs from scratch. This means providing options on mobile, desktop, through browser extensions, and even direct sharing from other tools like a CRM.
  • MODERN B2B MARKETING  |  TUESDAY, NOVEMBER 8, 2016
    [CRM, Process] What Qualities Should You Look for in a Marketing Automation Manager?
    They will need to understand the ins and outs of your system rules, filters, segmentation, scoring model, revenue stages and flows, CRM platform capabilities (if you have one), and more. Because they’re already familiar with your organization’s culture, processes, and business model, they’ll be easier to get up to speed.
  • SNAPAPP  |  TUESDAY, NOVEMBER 8, 2016
    [CRM, Process] Stronger Inbound Marketing With Interactive Content: How to Get Started
    are experiencing a slow death due to an over saturation, and today, audiences more and more expect a variety of different formats to choose from for their learning process. This means: Integrating data collection with your CRM. This modern approach is highly effective and increasingly popular. So what does this mean on a mass scale?
  • BIZIBLE  |  FRIDAY, NOVEMBER 4, 2016
    [CRM, Process] Account-Based Marketing Budget Approval [And How To Get It]
    Lead-to-account mapping inside the CRM. Alignment with the sales team around ABM processes. The most important technologies necessary to these processes are (a) data enrichment technologies, (b) an advanced attribution solution, and (c) CRM integrations with both of these technologies. Turtle or hare?
  • LEADERSHIP  |  FRIDAY, NOVEMBER 4, 2016
    [CRM, Process] Interesting Infographics: Converting Chats to Sales
    While live website chats are most commonly looked at as a customer service tool rather than part of the B2B lead generation process, savvy businesses have begun to look at them as also offering a new source of conversions. Connect with your CRM. In fact, chatters are 2.8x This week’s infographic is from  WhosOn. Track, then talk.
  • BIZNOLOGY  |  THURSDAY, NOVEMBER 3, 2016
    [CRM, Process] Real examples of how account-based marketing & selling is driving higher revenues on LinkedIn
    But when your programs have a nice-sized investment and when you have a complex sales process, then you better be sure you’re focusing on specific audiences and that you are relevant. He has also created market assessments where he evaluated the positioning of market leaders in the CRM, CPM/BPM, BI industries plus many others.
  • HALEY MARKETING  |  THURSDAY, NOVEMBER 3, 2016
    [CRM, Process] How Is Your Staffing Firm Like a Tootsie Pop?
    Put clients first when designing policies and processes, defining services, developing solutions and resolving issues. Leverage the information you gain from your CRM, on-site visits, feedback surveys, conversations and more to develop an in-depth picture of your clients’ objectives, obstacles to success and pain points.
  • HG DATA  |  THURSDAY, NOVEMBER 3, 2016
    [CRM, Process] A Complete Strategic and Tactical Sales Guide
    Sales & Marketing Uncategorized CRM HG Data inside sales inside sales rep lead gen lead generation lead generation program leads Marketing Mike Grossman outside sales prospect qualified opportunity Rules of Engagement sales sales cycles sales management sales organization sales process SDR SDR Leader SDR team Startup target accounts
  • RADIUS  |  WEDNESDAY, NOVEMBER 2, 2016
    [CRM, Process] Stop Yelling At Prospects: How To Build An Ideal Customer Profile
    Often there is misalignment here, which will lead to inefficiencies in the sales/demand generation process, a frustrated sales team, a confused marketing team, and abandoned potential revenue. Taking a look into your CRM, what are some commonalities among your Closed-Won accounts? won’t be very successful. Sales knows this best.
  • RADIUS  |  WEDNESDAY, NOVEMBER 2, 2016
    [CRM, Process] Stop Yelling At Prospects: How To Build An Ideal Customer Profile
    Often there is misalignment here, which will lead to inefficiencies in the sales/demand generation process, a frustrated sales team, a confused marketing team, and abandoned potential revenue. Taking a look into your CRM, what are some commonalities among your Closed-Won accounts? won’t be very successful. Sales knows this best.
  • BIZIBLE  |  MONDAY, OCTOBER 31, 2016
    [CRM, Process] Guide To Marketing Performance Measurement: Scaling and Reporting Paid Media Channels [Part 3]
    It’s critical to loop your channel performance data into your CRM and track touchpoints to their respective accounts and contacts. This requires a process known as “lead-to-account mapping” or “contact-to-account mapping.”. Welcome back to our series on marketing performance management. Let's get started. Ad Campaign Name.
  • VIDYARD  |  MONDAY, OCTOBER 31, 2016
    [CRM, Process] Vidyard Named a Leader for Online Video Platforms for Sales and Marketing by Independent Research Firm
    The Forrester Wave methodology included a rigorous process of vendor surveys, scenario-based product demos, executive strategy briefings and customer reference calls to validate each vendor’s products and qualifications. About Vidyard. Media Contact: Brad Hem. Phone: (281) 543-0669. press@vidyard.com. Press Releases
  • BIZIBLE  |  THURSDAY, OCTOBER 27, 2016
    [CRM, Process] How To Create Buyer Personas In Your CRM And Gain Deep Insights Into Marketing Performance
    By creating personas inside reporting systems like the CRM, marketers can measure marketing performance in terms of how well they engaging audiences who fit persona criteria. In other words, personas are no longer characters but real contacts inside your CRM. How To Define And Create Personas In Your CRM. marketing reports
  • BIZIBLE  |  THURSDAY, OCTOBER 27, 2016
    [CRM, Process] How To Create Buyer Personas In Your CRM And Gain Deep Insights Into Marketing Performance
    By creating personas inside reporting systems like the CRM, marketers can measure marketing performance in terms of how well they engaging audiences who fit persona criteria. In other words, personas are no longer characters but real contacts inside your CRM. How To Define And Create Personas In Your CRM. marketing reports
  • BIZIBLE  |  TUESDAY, OCTOBER 25, 2016
    [CRM, Process] Measure ROI on "Hardest to Track" B2B Marketing Channels [Using Attribution]
    How attribution changes channel reporting: Attribution is the process of tracking every touchpoint across all channels, both online and offline. And because an advanced attribution solution integrates seamlessly with a CRM, those touchpoints are captured and displayed for each contact/lead and account. This is, in fact, the case.
  • MODERN B2B MARKETING  |  FRIDAY, OCTOBER 21, 2016
    [CRM, Process] Manufacturers, It’s Time to Take Back Control in the Buying Cycle
    Now, cloud computing is driving the creation of a network of connected machines that act as an intelligent network that can predict failures and trigger maintenance processes autonomously. As much as two-thirds of B2B deals are lost before a formal request for proposal (RFP) process even begins. Not a Campaign, But a Process.
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