• LEANDATA  |  MONDAY, DECEMBER 5, 2016
    [CRM, Process] The Sales Operations Playbook
    other than the fact they somehow work their data-driven magic with the CRM and other software tools. And it’s why every company is investing in making sure their process runs intelligently and efficiently.”. That’s still something of a mystery. . . This is more than just shining a bright spotlight on Sales Ops. Organizing the team.
  • ACT-ON  |  MONDAY, DECEMBER 5, 2016
    [CRM, Process] B2B Marketing Automation Software for Fast Growing Companies
    This means reviewing the past year’s accomplishments, identifying bad habits, and rethinking marketing processes. You’ve been told you needed email, CRM, and marketing automation solutions. As each new year approaches, marketing teams often search for ways to be more productive and successful. We want to help. The Future is Now.
  • MODERN B2B MARKETING  |  FRIDAY, DECEMBER 2, 2016
    [CRM, Process] How to Automate Your Account-Based Marketing Strategy
    Let’s break down the typical process for building and managing an ABM audience to see where sophisticated marketing automation platforms help deliver on your strategy while reducing the amount of manual work. Author: Patrick Groover Marketers are always looking for the next best thing. Audience Management for  Account-Based Marketing .
  • MODERN B2B MARKETING  |  THURSDAY, DECEMBER 1, 2016
    [CRM, Process] 3 Reasons Your B2B Marketing Reports Stink and How to Fix Them
    Many companies aren’t able to report on marketing and sales efforts due to data and process issues. In reality, the reports and dashboards might function great, but bad processes and bad data will result in inaccurate reporting. I’m a baseball fan so I’ll use a baseball analogy to break down the problem. Is data blank?
  • DISCOVERORG  |  TUESDAY, NOVEMBER 29, 2016
    [CRM, Process] Maslow’s Hierarchy for SDR Teams
    As a result, I’ve spent most of the last year thinking about how to accomplish that (and do it well), how to keep those reps fed with leads, how to keep them motivated, and how to optimize their process and results. Without basic infrastructure, it’s impossible to have processes that optimize that infrastructure. So how do we hire?
  • B2B LEAD GENERATION BLOG  |  TUESDAY, NOVEMBER 29, 2016
    [CRM, Process] Better Social Selling, an Interview with Jill Rowley
    For you, Brian, lead generation, B2B marketing, strategy, CRM. Your job is to help the customer solve the problem, achieve the goal, and if it’s your solution that they need, your job is to facilitate that purchase process. Jill’s a modern marketing expert, and now she’s applying her innovative thinking to social selling.
  • KAPOST  |  MONDAY, NOVEMBER 21, 2016
    [CRM, Process] Collaboration and Workflows: The Secret to Full-Funnel Content Marketing
    Even after you’ve developed a scalable and repeatable process, you aren’t generating leads—or you’re attracting the wrong leads. The process is simple. Buyer journeys are more complex than ever—especially as target customers are navigating multiple devices and marketing channels to learn about your brand.
  • ACT-ON  |  MONDAY, NOVEMBER 21, 2016
    [CRM, Process] Herding cats? The Hidden Costs of Multiple Marketing Tools
    Analysis may be the foundation for marketing in our networked age, but when you’re depending on separate point tools that deliver discrete reports, data continuity turns into a manual process. How many of you are entering data by hand, into your CRM system or some other tool? This all happens inside the CRM. The flip side?
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, NOVEMBER 18, 2016
    [CRM, Process] Oracle Attains Highest Score for Current Offering in The Forrester Wave™: Lead-To-Revenue.
    According to Forrester, a L2RM business system includes integrated goals, processes, and metrics that reshape marketing practices to drive effective customer engagement across the entire customer life cycle — from awareness to advocacy. Achieving quarterly MQL goals is no longer sufficient for establishing success. categories.
  • MODERN B2B MARKETING  |  THURSDAY, NOVEMBER 17, 2016
    [CRM, Process] 20 Ideas from Power Users to Power Up Your B2B Marketing Automation
    Without strategy, people, and process, Marketo is just another email tool.  Mike White, Marketing Automation Specialist at Ipswitch, advises that you should leverage tokens when setting up your program structure to make your marketing operations process much more scalable and reduce errors. Tokens Avoid the shiny object syndrome. 
  • CONTENTLY  |  TUESDAY, NOVEMBER 15, 2016
    [CRM, Process] How to Fix a Broken Lead-Nurturing Strategy
    The process might be slow, but the boulders in our path are powerless to our brilliant marketing. ” Lead nurturing lends itself well to automation; many of the tasks involved are repetitive, and an automated process allows you to test hypotheses and improve your methods. Still, an automated process has its drawbacks.
  • ACT-ON  |  TUESDAY, NOVEMBER 15, 2016
    [CRM, Process] Successful Sales and Marketing Alignment, Part 3: Designing the Lead Process
    With this post, you’ll find out how to design a successful lead process. The most basic version of the lead process tracks the flow of leads from the point at which they are generated, to the point at which they are passed to sales, to the feedback loop on lead quality. Define all the steps in the process. Define the steps.
  • HUBSPOT  |  THURSDAY, NOVEMBER 10, 2016
    [CRM, Process] The Free Growth Tools I Recommend For Modern Businesses to Grow & Scale
    To execute on your strategy, you're going to need a powerful set of tools that leverage every stage of the customer experience, from the first point of contact, through the sales and marketing process, and over the lifetime of the customer. Free CRM. 1) HubSpot CRM. And if you use HubSpot's free CRM , you can start a join.me
  • HUBSPOT  |  THURSDAY, NOVEMBER 10, 2016
    [CRM, Process] 3 Core Sales Support Services Your Agency Needs To Offer
    To improve client retention and ROI, there are three core sales support packages every agency can offer: sales and marketing alignment, CRM implementation, and sales enablement. From a technology standpoint, agencies can also build custom SLA reports and dashboards in a client's CRM. 2) CRM Implementation. Initial CRM Setup.
  • HUBSPOT  |  WEDNESDAY, NOVEMBER 9, 2016
    [CRM, Process] Growing Businesses Need a Growth Stack
    Ten years ago, the VP of Sales made the call on a CRM system, their only piece of technology. Over the past few years, we’ve been hammering away to make our CRM, sales tools, and marketing platform an awesome triad to help our customers power their growth. But here’s the thing -- change is constant when it comes to people.
  • LEANDATA  |  WEDNESDAY, NOVEMBER 9, 2016
    [CRM, Process] Stack & Flow featuring LeanData’s Evan Liang
    There’s a lot of people just buying shiny new objects and not really understanding how they fit into their process,” said Liang, the co-founder and CEO of lead-management company LeanData. “. . . But you have to realize that everyone’s process is different.”. They’ve loaded up on solutions that appear to be really cool gadgets.
  • MODERN B2B MARKETING  |  WEDNESDAY, NOVEMBER 9, 2016
    [CRM, Process] 5 Do’s and Don’ts of Employee Advocacy
    While many have already started the process of building employee advocates, with few resources and peer examples, they’re writing their own playbooks and building programs from scratch. This means providing options on mobile, desktop, through browser extensions, and even direct sharing from other tools like a CRM.
  • MODERN B2B MARKETING  |  TUESDAY, NOVEMBER 8, 2016
    [CRM, Process] What Qualities Should You Look for in a Marketing Automation Manager?
    They will need to understand the ins and outs of your system rules, filters, segmentation, scoring model, revenue stages and flows, CRM platform capabilities (if you have one), and more. Because they’re already familiar with your organization’s culture, processes, and business model, they’ll be easier to get up to speed.
  • SNAPAPP  |  TUESDAY, NOVEMBER 8, 2016
    [CRM, Process] Stronger Inbound Marketing With Interactive Content: How to Get Started
    are experiencing a slow death due to an over saturation, and today, audiences more and more expect a variety of different formats to choose from for their learning process. This means: Integrating data collection with your CRM. This modern approach is highly effective and increasingly popular. So what does this mean on a mass scale?
  • BIZIBLE  |  FRIDAY, NOVEMBER 4, 2016
    [CRM, Process] Account-Based Marketing Budget Approval [And How To Get It]
    Lead-to-account mapping inside the CRM. Alignment with the sales team around ABM processes. The most important technologies necessary to these processes are (a) data enrichment technologies, (b) an advanced attribution solution, and (c) CRM integrations with both of these technologies. Turtle or hare?
  • LEADERSHIP  |  FRIDAY, NOVEMBER 4, 2016
    [CRM, Process] Interesting Infographics: Converting Chats to Sales
    While live website chats are most commonly looked at as a customer service tool rather than part of the B2B lead generation process, savvy businesses have begun to look at them as also offering a new source of conversions. Connect with your CRM. In fact, chatters are 2.8x This week’s infographic is from  WhosOn. Track, then talk.
  • BIZNOLOGY  |  THURSDAY, NOVEMBER 3, 2016
    [CRM, Process] Real examples of how account-based marketing & selling is driving higher revenues on LinkedIn
    But when your programs have a nice-sized investment and when you have a complex sales process, then you better be sure you’re focusing on specific audiences and that you are relevant. He has also created market assessments where he evaluated the positioning of market leaders in the CRM, CPM/BPM, BI industries plus many others.
  • HALEY MARKETING  |  THURSDAY, NOVEMBER 3, 2016
    [CRM, Process] How Is Your Staffing Firm Like a Tootsie Pop?
    Put clients first when designing policies and processes, defining services, developing solutions and resolving issues. Leverage the information you gain from your CRM, on-site visits, feedback surveys, conversations and more to develop an in-depth picture of your clients’ objectives, obstacles to success and pain points.
  • HG DATA  |  THURSDAY, NOVEMBER 3, 2016
    [CRM, Process] A Complete Strategic and Tactical Sales Guide
    Sales & Marketing Uncategorized CRM HG Data inside sales inside sales rep lead gen lead generation lead generation program leads Marketing Mike Grossman outside sales prospect qualified opportunity Rules of Engagement sales sales cycles sales management sales organization sales process SDR SDR Leader SDR team Startup target accounts
  • RADIUS  |  WEDNESDAY, NOVEMBER 2, 2016
    [CRM, Process] Stop Yelling At Prospects: How To Build An Ideal Customer Profile
    Often there is misalignment here, which will lead to inefficiencies in the sales/demand generation process, a frustrated sales team, a confused marketing team, and abandoned potential revenue. Taking a look into your CRM, what are some commonalities among your Closed-Won accounts? won’t be very successful. Sales knows this best.
  • BIZIBLE  |  MONDAY, OCTOBER 31, 2016
    [CRM, Process] Guide To Marketing Performance Measurement: Scaling and Reporting Paid Media Channels [Part 3]
    It’s critical to loop your channel performance data into your CRM and track touchpoints to their respective accounts and contacts. This requires a process known as “lead-to-account mapping” or “contact-to-account mapping.”. Welcome back to our series on marketing performance management. Let's get started. Ad Campaign Name.
  • VIDYARD  |  MONDAY, OCTOBER 31, 2016
    [CRM, Process] Vidyard Named a Leader for Online Video Platforms for Sales and Marketing by Independent Research Firm
    The Forrester Wave methodology included a rigorous process of vendor surveys, scenario-based product demos, executive strategy briefings and customer reference calls to validate each vendor’s products and qualifications. About Vidyard. Media Contact: Brad Hem. Phone: (281) 543-0669. press@vidyard.com. Press Releases
  • BIZIBLE  |  THURSDAY, OCTOBER 27, 2016
    [CRM, Process] How To Create Buyer Personas In Your CRM And Gain Deep Insights Into Marketing Performance
    By creating personas inside reporting systems like the CRM, marketers can measure marketing performance in terms of how well they engaging audiences who fit persona criteria. In other words, personas are no longer characters but real contacts inside your CRM. How To Define And Create Personas In Your CRM. marketing reports
  • BIZIBLE  |  THURSDAY, OCTOBER 27, 2016
    [CRM, Process] How To Create Buyer Personas In Your CRM And Gain Deep Insights Into Marketing Performance
    By creating personas inside reporting systems like the CRM, marketers can measure marketing performance in terms of how well they engaging audiences who fit persona criteria. In other words, personas are no longer characters but real contacts inside your CRM. How To Define And Create Personas In Your CRM. marketing reports
  • BIZIBLE  |  TUESDAY, OCTOBER 25, 2016
    [CRM, Process] Measure ROI on "Hardest to Track" B2B Marketing Channels [Using Attribution]
    How attribution changes channel reporting: Attribution is the process of tracking every touchpoint across all channels, both online and offline. And because an advanced attribution solution integrates seamlessly with a CRM, those touchpoints are captured and displayed for each contact/lead and account. This is, in fact, the case.
  • MODERN B2B MARKETING  |  FRIDAY, OCTOBER 21, 2016
    [CRM, Process] Manufacturers, It’s Time to Take Back Control in the Buying Cycle
    Now, cloud computing is driving the creation of a network of connected machines that act as an intelligent network that can predict failures and trigger maintenance processes autonomously. As much as two-thirds of B2B deals are lost before a formal request for proposal (RFP) process even begins. Not a Campaign, But a Process.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, OCTOBER 20, 2016
    [CRM, Process] Hull.io Offers A Customer Data Platform for B2B Marketers
    Its clients are mostly small, B2B companies – exactly the firms that were first to adopt software-as-a-service (SaaS) technologies including marketing automation and CRM. This is the reverse of the data loading process, since complex records must be assembled from the simplified internal model. Hull.io is an exception.
  • RADIUS  |  THURSDAY, OCTOBER 20, 2016
    [CRM, Process] A Product Executive’s Perspective On Unlocking B2B Data’s Latent Potential
    The growth of the Martech stack and explosion in data has led to most marketers sitting on a wealth of information in the cloud across their CRM and Marketing Automation (MAT). So if you’re in the process of integrating platforms across your tech stack, make sure you do it the right way. Salesforce is a trailblazer in their space.
  • HINGE MARKETING  |  TUESDAY, OCTOBER 18, 2016
    [CRM, Process] AEC Marketing Fundamentals Can Still Have a Role in Winning New Business
    Here’s a common way this process works today: People search online for answers to their questions. Does your firm have a process for maintaining an updated list of references? If you haven’t invested in customer relationship management (CRM) software yet, I urge you to do so. Marketing your firm is no different. Locations.
  • HUBSPOT  |  MONDAY, OCTOBER 17, 2016
    [CRM, Process] 9 Meeting Scheduler Tools to Make Your Day More Productive
    The process makes your meeting a hassle before it even starts. HubSpot Meetings. A lot of meeting scheduler tools connect to your inbox, but what if you need your meeting schedule available in your CRM as well? When someone schedules a meeting, it will automatically be added to your calendar, and pushed to the CRM. Rally. Clara.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, OCTOBER 14, 2016
    [CRM, Process] Datorama Applies Machine Intelligence to Speed Marketing Analytics
    And it integrates with advertising and Web analytics data on one hand and social listening, marketing automation, and CRM on the other. This lets them manage a process that would otherwise require many different products and lots of technical support. Naturally, there are cases where the answer isn’t clear. Datorama is one of them.
  • RADIUS  |  FRIDAY, OCTOBER 14, 2016
    [CRM, Process] Why B2B Data Is Holding Back Your Marketing Efforts
    Just look at the numbers: 80% of marketing teams blame data quality for ineffective demand gen processes ( Demand Metric Report ). Marketers’ CRM fill rates are low, missing many key attributes needed to successfully engage prospects. Most marketers would agree that data is a crucial part of an effective B2B marketing strategy. Radius.
  • LEANDATA  |  THURSDAY, OCTOBER 13, 2016
    [CRM, Process] Infer + LeanData = Happy SDR Team
    SAN FRANCISCO — Nick Ezzo compares running a smart demand generation process to the evolution of naval ships. Ezzo needed a better process of getting the best prospects to the right sales reps as quickly as possible. In the Salesforce CRM architecture, there is no native connection between leads and accounts. But hear him out.
  • HUBSPOT  |  THURSDAY, OCTOBER 13, 2016
    [CRM, Process] The Productive Marketer's Guide to Better Team Collaboration
    Outlining a project’s purpose and motivation can help your team stay engaged throughout the process. That repetition can be avoided by using a tool that already exists within your current CMS, CRM, or workflow platform. How many different productivity tools do you use? But guess what? So what does that look like? Be honest.
  • BIZIBLE  |  WEDNESDAY, OCTOBER 12, 2016
    [CRM, Process] How To Create A Revenue Generating B2B Marketing Strategy
    Company size codes for different processes and technologies. When developing personas include as much information as possible on influential people in the buying process. What are the technologies or processes that need to be in place for customers to gain value? Strategy. It’s the justification for marketing spend. Conclusion.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, OCTOBER 12, 2016
    [CRM, Process] Using Data-Driven Marketing for Business Success
    The data has many sources like a company’s CRM or ERP system or its website and social media presence. In turn, this will improve your campaigns and help you get closer to succeeding at every marketing tactic you are implementing and achieve a greater ROI in the process. Increase investment once you have the right formula.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, OCTOBER 10, 2016
    [CRM, Process] Scaling Events Across Your Enterprise With Event and Marketing Automation
    For example, only when your marketing and event automation systems are fully synced can you fully-automate event manual processes. Flagging prospects in CRM systems help marketing and sales teams qualify their leads and accelerate the buyer’s journey. So how can you address this wide variety of challenges and come out ahead?
  • RADIUS  |  FRIDAY, OCTOBER 7, 2016
    [CRM, Process] Predictive Acquisition: Get Up To Speed, Then Go After Those Promising Prospects
    Predictive acquisition can also help you identify promising current prospects within your CRM. Understand Predictive Acquisition Principles and Processes. Predictive acquisition is the process of using machine learning and predictive algorithms to identify the best prospects for your marketing or sales teams to pursue.
  • RADIUS  |  THURSDAY, OCTOBER 6, 2016
    [CRM, Process] Predictive Acquisition: Get Up To Speed, Then Go After Those Promising Prospects
    Predictive acquisition can also help you identify promising current prospects within your CRM. Understand Predictive Acquisition Principles and Processes. Predictive acquisition is the process of using machine learning and predictive algorithms to identify the best prospects for your marketing or sales teams to pursue.
  • ACT-ON  |  THURSDAY, OCTOBER 6, 2016
    [CRM, Process] What is a Marketing-Qualified Lead? What MQL Really Means
    Definitions were set, processes were tested, sales and executives bought in across the board, and the panacea of the Lead Marketing Funnel brought peace to all. They don’t speak marketing-ese, they use the terms to define their own business processes, the ones that increase the chances for success. Shouts were heard from the rooftops.
  • LATTICE  |  WEDNESDAY, OCTOBER 5, 2016
    [CRM, Process] Preparing your Enterprise for AI: Lessons from predicting sales for B2B
    For 90% of our deployments, these “external signals” are much better predictors than signals derived from CRM or Marketing automation alone. Artificial Intelligence (AI) lurks behind consumer applications, often without the end-user’s knowledge. neural networks) potent and capable of beating humans at similar tasks.
  • RADIUS  |  TUESDAY, OCTOBER 4, 2016
    [CRM, Process] Mastering Direct Mail Marketing: How To Build A High-Converting Campaign
    The best practice is to build out segments of your target accounts and use fit, behavioral, and intent data (from your CRM, marketing automation, and predictive platforms) to ensure you’re reaching the right audience. A big misconception with direct mail is that it’s a “one-size-fits-all” channel. From the DMA Response Rate Report 2015.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, OCTOBER 4, 2016
    [CRM, Process] News from Krux, Demandbase, Radius: Customer Data Takes Center Stage
    Krux now has an “intelligent marketing hub” that can also load a company’s own data from CRM, Websites, mobile apps, and offline sources, and unify customer data to build complete cross-channel profiles. If Dreamforce seems a little less crowded than you expected this week, perhaps it's because I didn’t attend. billion for LinkedIn.
  • VIEWPOINT  |  TUESDAY, OCTOBER 4, 2016
    [CRM, Process] PipeLiner CRM #SalesChats Webinar on Prospecting
    John asked two questions: Which stage of the buying process should a salesperson engage with a prospect? During the video I talk about the five steps in the sales process and how most sales people only use two steps which results in bad experiences for their prospects and NO DEALS. Simplified.” and “Sales Management. Simplified.”).
  • INFER  |  TUESDAY, OCTOBER 4, 2016
    [CRM, Process] CEO Insights: The AI Overhype
    Many of them will encounter challenges when it comes to processing data in a way that’s amenable for modeling, monitoring, etc. Just build a model in their cloud and connect it somehow to your business database like CRM. Part 1 – Defining AI-First. Part 2 – The Last Mile of AI. Part 3 – The Overhype Issue. Manning at Stanford ).
  • INFER  |  MONDAY, OCTOBER 3, 2016
    [CRM, Process] CEO Insights: AI’s Last Mile
    signals not in the CRM or marketing automation platforms — a big trick we employ to improve our models and to de-noise dirty CRM data). For example, say you’re continuously and automatically retraining with every new example, but the customer was in the middle of a messy data migration process. Part 1 – Defining AI-First.
  • ACT-ON  |  MONDAY, OCTOBER 3, 2016
    [CRM, Process] What You Get When You Buy Technology
    But technical choices determine how hard it is to import or export data, to interact with other systems, to make changes to system functions and data models, to process data in large enough volumes and at adequate speeds, and even to use existing corporate networks, servers, and personal devices. Automated transfer of qualified leads to CRM.
  • BIZIBLE  |  FRIDAY, SEPTEMBER 30, 2016
    [CRM, Process] A Scorecard for B2B Marketing Operations [Download Evaluation]
    Within the greater “martech” category, the marketing ops role are also responsible for working out the integrations process. An attribution solution integrates with multiple other types of marketing technology, including the CRM. Attribution data organized by account in the CRM. This scorecard is meant to help with that.
  • HUBSPOT  |  FRIDAY, SEPTEMBER 30, 2016
    [CRM, Process] How Building Tools Can Generate New Leads for your Agency
    Using our SEO tool as an example, I will run through what that process looks like for us, as well as what data we collect: Our tool allows you to run an analysis on your site or a competitor's site for free and get an instant performance score. The contact is added to our HubSpot CRM. But Why Should You Build Your Own Tools?
  • BIZIBLE  |  WEDNESDAY, SEPTEMBER 28, 2016
    [CRM, Process] What is Account-Based Marketing? Everything You Need to Know
    For example, say your product needs CRM data to function, if the prospective account isn’t using a CRM, you’d most likely grade them as an F. As we mentioned earlier, the buying journey includes touchpoints from multiple personas and you’ll begin to notice trends in which job titles have a role in the decision making process.
  • BIZIBLE  |  TUESDAY, SEPTEMBER 27, 2016
    [CRM, Process] How To Decide Whether Marketo RCA Is Right For You
    The technology journey for B2B marketers includes the implementation of an advanced marketing automation system and a CRM. For complex reporting across multiple channels and websites, you’ll need JavaScript code that can accurately process a wide variety of ad formats and a platform architecture that makes complex reporting easily accessible.
  • LEAD LIAISON  |  TUESDAY, SEPTEMBER 27, 2016
    [CRM, Process] How to Run a Webinar: Have a Marketing Automation System in Place
    You’ve defined your invitation and registration process. The next step is to consider using your marketing automation software to help you with the entire process. Marketing automation is used to manage the Invite, Registration, and Follow Up Processes. This is the fifth installment in the series  How to Run a Webinar.
  • BIZIBLE  |  THURSDAY, SEPTEMBER 22, 2016
    [CRM, Process] 8 Roles You Need to Build an Ace ABM Team
    Advanced attribution solutions that are also integrated within the CRM can automatically map leads/contacts to accounts without any huge hassle, custom solution, or manual maintenance. The data is organized by account and displayed within the CRM. A CRM integration also allows the sales team to have access to the same account data.
  • ACT-ON  |  THURSDAY, SEPTEMBER 22, 2016
    [CRM, Process] 4 Steps to Get Started with Marketing Automation
    Open up your marketing plan (just fyi: if you don’t already have an overall plan and a few processes in place , you’re not ready to automate anything). Got a CRM? Integrate your CRM. CRM integration is often a first priority, and for most companies, it should be! Throughout this process you’re bound to have questions.
  • VIDYARD  |  WEDNESDAY, SEPTEMBER 21, 2016
    [CRM, Process] How Top Sales Reps Leverage Video to Crush Their Monthly Numbers
    All that data means you can skip unnecessary steps in your follow-up, and speed up the sales process. They leverage their CRM on the proper timing of videos sent. What if you could make your sales job easier by using video intelligence to help determine exactly when to follow up with a prospect and what message to deliver? Not anymore!
  • HUBSPOT  |  WEDNESDAY, SEPTEMBER 21, 2016
    [CRM, Process] 5 Proven Tips to Keep Leads Engaged With Retargeting
    With some research, AdRoll discovered that when running both traditional email and email retargeting, email retargeting produced 3x the open rate and 6x the clickthrough rate. 3 ) Dig into your CRM. typical CRM campaign is focused on one channel, email. Why limit your CRM efforts only to that channel? shoes). The Bottom Line.
  • WRITING ON THE WEB  |  MONDAY, SEPTEMBER 19, 2016
    [CRM, Process] Managing Your Newsletter Email List:5 Must-Do’s
    Your list should now include the elements of your process. If you are considering a shopping cart or customer relationship management software (CRM), price is a consideration. CRM pricing is typically based on records (clients or prospects), users or a combination. Creating a newsletter email list  is no exception.
  • MODERN B2B MARKETING  |  FRIDAY, SEPTEMBER 16, 2016
    [CRM, Process] Top 5 Marketing Must-Haves for Asset Managers and More
    Whether you’re at a small shop that manages a few hundred million or at a firm that manages billions, you may still be relying on antiquated processes for driving demand. Small and large businesses alike face similar challenges, and financial services in general are often behind the curve when it comes to new technology and processes.
  • ANNUITAS  |  THURSDAY, SEPTEMBER 15, 2016
    [CRM, Process] B2B Marketing Enters the US Market – Q&A with James Farmer
    However, saying that, I think the key critical issue in the market is joining up and fully utilizing all the different platforms; MA to CMS to CRM etc… it needs real technical insight. ” James shared a few insights into some of the industry’s challenges and what B2B marketers can expect from their launch into the US market.
  • INTEGRATED B2B  |  THURSDAY, SEPTEMBER 15, 2016
    [CRM, Process] The Big Bang Theory of B2B marketing
    CRM systems. Process design. Standing in the center of the B2B marketing universe, you can be forgiven for having the distinct feeling that the job of the B2B marketer, already large and complex enough, is expanding at an alarming rate. B2B’s Big Bang. By 2016, B2B marketing has truly become rocket science. B2B skillsets.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, SEPTEMBER 14, 2016
    [CRM, Process] Oracle Named a Leader for 5th Consecutive Year in Gartner Magic Quadrant for CRM Lead Management
    Digital marketers are in a constant battle between driving leads and managing their CRM systems. With the ever growing and evolving CRM Lead Management market Gartner offers their Magic Quadrant evaluation of 17 providers to assist IT and Marketing Leaders to determine the right fit for their business. What is CRM Lead Management?
  • BIZIBLE  |  WEDNESDAY, SEPTEMBER 14, 2016
    [CRM, Process] Multi-Touch Attribution, A Full User Debrief
    The models, methods, data, reporting, strategy, and results are all part of the process. This matches the touchpoint activity history with the user’s name and email address, and all of that vital information is then pushed into the company’s CRM (which we’ll cover later on). What is multi-touch attribution? This hardly seems fair.
  • INFER  |  WEDNESDAY, SEPTEMBER 14, 2016
    [CRM, Process] WalkMe Aligns Go-to-Market Effort with Business Impact
    We use Salesforce CRM and are in the process of migrating to Pardot for marketing automation, which will be very big for us. With more and more world-class marketers joining the predictive revolution, we at Infer want to amplify their knowledge by sharing best practices throughout the community.
  • 3D2B  |  TUESDAY, SEPTEMBER 13, 2016
    [CRM, Process] B2B Lead Generation: Help Your Prospects Climb the Sales and Marketing Pyramid
    The image of a sales and marketing pyramid helps you understand that you need to be more responsive to buyers’ needs throughout the sales process. sales pyramid presents a more accurate model of today’s sales process. We all love the sales funnel…at least in concept. And buyers flow out the bottom. Or do they? Sadly, that’s not true.
  • MODERN B2B MARKETING  |  TUESDAY, SEPTEMBER 13, 2016
    [CRM, Process] The 3 ABM Essentials You Need to Start Off and Take Off
    Quick wins: short purchase-decision process (e.g. Collaborate with your sales team and review your customer relationship management (CRM) history for high-yield and quick win companies. Make sure you can import your list(s) from your CRM, define them as a specific audience, and modify them at any time. Fortune 500 companies).
  • HUBSPOT  |  TUESDAY, SEPTEMBER 13, 2016
    [CRM, Process] Why You're Thinking About Digital Marketing Analytics All Wrong
    Having this data makes it possible to implement an effective lead management process, enabling you to score and prioritize your leads and identify which activities contribute to a marketing qualified lead for your business. 3. Measuring the effectiveness of digital marketing is one of the greatest challenges facing organizations. From Google?
  • LEANDATA  |  MONDAY, SEPTEMBER 12, 2016
    [CRM, Process] Setting the Stage for Sales Success
    And that’s why he believes a strong sales process must be the bedrock foundation for every business. “I honestly don’t think it’s much different than having a playing system in sports,” said Rosenberg, who is one of the featured speakers at the upcoming Ops-Stars at Dreamforce event. Everyone in the organization sticking to the process.
  • LEAD LIAISON  |  MONDAY, SEPTEMBER 12, 2016
    [CRM, Process] Lead Liaison Integrates with Pipedrive
    The robust marketing automation platform Lead Liaison announces their valuable integration with CRM software company Pipedrive. With over 30,000 customers, and reaching across more than 140 countries, Pipedrive helps companies manage complex sales processes. Data is pushed from the system into the CRM instantaneously. Benefit.
  • PUREB2B  |  SUNDAY, SEPTEMBER 11, 2016
    [CRM, Process] 30 Terms Every Sales and Marketing Professional Should Know
    This refers to the process of testing two different variations of a single variable to determine which one performs best. A/B testing is most prominent when optimizing email marketing , CTAs, landing pages, forms, and content in general. Adoption Process. Customer Relationship Management (CRM). Churn Rate. ToFu, MoFu, Bofu.
  • BIZNOLOGY  |  FRIDAY, SEPTEMBER 9, 2016
    [CRM, Process] How a smarter website can improve your marketing effectiveness, Part II
    That means integrating it with your email marketing, social media, and CRM platforms. The goal is to personalize each prospect’s experience based on their behaviors, and what you can learn from their behavior about their interests and the best ways to move them through their buying process. Yes, it’s their buying process that matters.
  • RADIUS  |  THURSDAY, SEPTEMBER 8, 2016
    [CRM, Process] 13 Must-Attend B2B Marketing Sessions at Dreamforce 2016
    Mary Wardley of IDC will share insights into what data has the most impact on marketing programs and sales processes. 6)  3 Best Practices to Manage Marketing Technology. The official Dreamforce Agenda Builder is live! With over a thousand sessions to choose from, deciding which ones to attend can be time-consuming. Predictive analytics.
  • CONTENT STANDARD  |  THURSDAY, SEPTEMBER 8, 2016
    [CRM, Process] Why Sales and Marketing Teams Should be Wary of the Social Selling “Guru”
    They needed to understand and deploy websites, online CRM systems, new payment systems, and more. Incorporate those leads into your CRM, and determine when to organically and authentically escalate engagement towards a sale. Your marketing and sales teams should be operating on social—the measurable benefits are undeniable. But Web 2.0
  • LEANDATA  |  WEDNESDAY, SEPTEMBER 7, 2016
    [CRM, Process] Leadspace and LeanData Partner to Drive ABM with Unparalleled Combination of Predictive Analytics and Lead Management
    CRM and marketing automation treat leads as independent entities. LeanData simplifies the complexity of the B2B sales process through better lead management. Unique Combination of Technologies Will Increase Conversion Rates for B2B Marketers. Partnership Combines Lead Routing, Matching, Predictive Data Enrichment. www.leadspace.com.
  • BIZNOLOGY  |  WEDNESDAY, SEPTEMBER 7, 2016
    [CRM, Process] How even social media & social selling experts are getting LinkedIn wrong – Part 2
    90% of the calls were with prospects who were not in the right stage of the buying process at this time, or they were with people who were not even a decision maker or influencer. You need to think beyond the top of the funnel – and focus on how you’re going to use LinkedIn to move prospects through the complete buying process.
  • BIZIBLE  |  THURSDAY, SEPTEMBER 1, 2016
    [CRM, Process] What is a "Full Path" Marketing Attribution Model?
    Using several tracking methods that funnel data into the CRM, these touchpoints are collected and stored. Weighted touchpoints (or weighted modeling) is the process of assigning how much credit touchpoints in certain positions along the buying journey will receive. What is a Full Path Marketing Attribution Model?
  • HG DATA  |  WEDNESDAY, AUGUST 31, 2016
    [CRM, Process] Account-Based Marketing is Good, But Third-Party Data Makes it Great
    But Draper knew that landing lifeblood accounts takes more than a memorable sales pitch and intuition; it’s about understanding the customer’s collective-decision making process. It streamlines sales processes, optimizes marketing dollars, and aligns resources so stakeholders have common purpose. Get A Reality Check. What’s next?
  • LEANDATA  |  TUESDAY, AUGUST 30, 2016
    [CRM, Process] Finding the Time to Sell
    How much time is a rep on the phone, talking to customers or moving a deal along the sales process? And that effort to streamline the sales process helps explain the growing emphasis on sales ops throughout the B2B industry. Doug Landis was listing all the things that can occupy the typical day of a sales rep. Administrative tasks.
  • INFER  |  TUESDAY, AUGUST 30, 2016
    [CRM, Process] How Belly Aligned Marketing and Sales to Build a Successful Inbound Sales Organization
    Lessons on How Belly Retooled its MarTech Systems and Processes to Increase Leads by 125% and Close Rates by 30%. We found that customer acquisition costs were 30% lower with inside sales than outside sales, and that inside sales were more willing to properly use CRM (Salesforce), giving Marketing more control. Lead qualification.
  • HUBSPOT  |  TUESDAY, AUGUST 30, 2016
    [CRM, Process] How to Get Caught Up on Email After Vacation: 9 Helpful Tips
    For some of the emails that do require a response, you might be able to make the process of responding more efficient. Or, if you use HubSpot CRM, you can use the built-in email templates to easily send personalized emails right from your email tool. 9) Use Boomerang to resurface emails when you need them. My favorite? The result?
  • BIZIBLE  |  FRIDAY, AUGUST 26, 2016
    [CRM, Process] CMO's Organizational Readiness Indicators for Multi-Touch Attribution
    It reveals the standard for improvement, and it also shows historic “wins” that inform the optimization process. -- -- -- -- -- --. 6. Offline touchpoints are integrated into the mix of digital touchpoints in a seamless fashion, because all data is synthesized and consolidated within the CRM. 15 Popular Marketing Channels: Email.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, AUGUST 26, 2016
    [CRM, Process] Your Content Pros' Guide to Crafting the Optimal Experience
    How integrating your platform with marketing automation and CRM leads to a deep understanding of your customers through video metrics. How to identify gaps in your content creation and distribution process. Four top Content Pros have joined us this past month to reveal their prowess in the marketing industry. Setting a Pretty Tone.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 25, 2016
    [CRM, Process] ABM Vendor Guide: Differentiators for Result Analysis
    and we wrap up our review of sub-functions from the Raab Guide to ABM Vendors with a look at Result Analysis. ABM specialists provide account-based result metrics such as percentage of target accounts reached, amount of time target accounts are spending with company messages, and distribution of messages by department within target accounts.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 25, 2016
    [CRM, Process] ABM Vendor Guide: Special Features to Deliver ABM Messages
    Many can also push messages to other channels via marketing automation or CRM integration. Differentiators include: channels supported (display advertising, social advertising, CRM, marketing automation, email, direct mail, telemarketing, text, mobile apps, content syndication, etc.) This narrows the field drastically.
  • CHIEFMARTECH  |  THURSDAY, AUGUST 25, 2016
    [CRM, Process] A Rosetta Stone of marketing technology terminology
    So, how many different words do you think marketers have for key data records in CRM and marketing automation systems? It’s a key technology for getting customers to a single view of the customer and helping them become more agile with their processes and reporting. Not surprisingly, quite a few. What’s a contact? What’s a campaign?
  • LEANDATA  |  WEDNESDAY, AUGUST 24, 2016
    [CRM, Process] When There’s Too Much in the Tool Box
    What do we need to improve our process? So a big part of my job is figuring out how we can best utilize what we already have by creating a better process around it.”. We had too much stuff and it was creating havoc because we were trying to hook in all of these different tools with our CRM. It’s giving them headaches. Shiny Toy.
  • BIZNOLOGY  |  WEDNESDAY, AUGUST 24, 2016
    [CRM, Process] How to select the perfect B2B data vendor
    Let’s look at this process in detail. Ask if the vendor offers solutions like real-time updating, APIs to your in-house CRM systems, or Data as a Service (DaaS) solutions. Most B2B marketers rely on customer data from third party suppliers. But how do you choose among the myriad data providers out there? Just Here are some examples.
  • MODERN B2B MARKETING  |  WEDNESDAY, AUGUST 24, 2016
    [CRM, Process] 6 Steps for a Successful B2B Cross-Sell and Upsell Strategy
    In fact, according to the Edelman Trust Barometer, 84% of B2B businesses initiate the buying process with a referral. 4. Start by looking at what products or solutions your customers already own (which should be available in your CRM system) and where the “white space,” or opportunity, is. But how can you get started?
  • HG DATA  |  TUESDAY, AUGUST 23, 2016
    [CRM, Process] Once Upon a Time: How to Boost Your Selling Through Storytelling
    That’s why sales and marketing teams are building content databases filled with success stories, case studies, research and predictions that anyone can draw upon via a CRM or a similar system of record. If you listen to my stories or read my blog posts, I often recount my failures, mistakes and the lessons I’ve learned in the process.
  • HUBSPOT  |  TUESDAY, AUGUST 23, 2016
    [CRM, Process] 9 Reasons Why Your New Business Program Is Failing
    We're not going to sugarcoat it: The process of prospecting, pitching, and closing on new business can easily evolve into a long, grueling, and energy-consuming process. The more you understand, the more relevant your proposal will be. 6) You don't use a CRM tool to manage new business. This isn't a wish list.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, AUGUST 22, 2016
    [CRM, Process] ABM Vendor Guide: What to Look for in External Data Sources
    Last week’s posts introduced our new Raab Guide to ABM Vendors ( buy it here ) and introduced a framework four process ABM steps, six system functions, and six key sub-functions. real-time processes to identify Web site visitors, auto-fill Web forms or verify form entries, show data to sales people, support ad targeting, etc.
  • BIZIBLE  |  MONDAY, AUGUST 22, 2016
    [CRM, Process] How To Measure Paid Media ROI (ROAS)
    AdWords, LinkedIn, Facebook) and your CRM, where revenue data is held. In attribution reporting, marketers can use the same process at the lead and opportunity stage. Paid Media - whether it’s search, social, display, etc. - is a critical component of every B2B marketing plan. Cost Per Lead (CPL). Cost Per Opportunity (CPO).
  • SALES ENGINE  |  MONDAY, AUGUST 22, 2016
    [CRM, Process] From Branding to Demand Generation
    Thought leadership is important to our brand, but developing relationships with prospects it’s really what it’s all about, and because we now have a content library that maps to their buying path, we’re able to hit them monthly with a new asset that assists them through the process at their own speed,” said Traxler. Content Strategy
  • BIZIBLE  |  THURSDAY, AUGUST 18, 2016
    [CRM, Process] [INFOGRAPHIC] The Periodic Table of ABM Elements
    Furthermore, for accounts to exist in your CRM, they must match your qualification criteria, meaning they are good fits for your product. The last element in the first column is the Account Grade, the method by which you qualify accounts in your CRM. ABM, as a marketing concept, is relatively new and complicated. ABM BUILDING BLOCKS.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 18, 2016
    [CRM, Process] Just Released: ABM Vendor Guide Gives Detailed Comparison of 40 ABM Vendors
    The first was to define an ABM process – and note that I wrote "an ABM process" not "the ABM process", since more than one process is possible. Identify Target Accounts Plan Interactions Execute Interactions Analyze Results The next step was to define the system functions that support each process step. Awesome!
  • HALEY MARKETING  |  THURSDAY, AUGUST 18, 2016
    [CRM, Process] When one petite pixel caused a huge email headache
    Unlike Haley Marketing’s normal mailings (like the Idea Club Newsletter ), this email was not sent through HaleyMail but instead through our CRM which then attached a tracking pixel to the bottom of the email. Any email developer will tell you that developing emails can be a real pain. So, what happened? We weren’t alone.
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