• MODERN B2B MARKETING  |  FRIDAY, AUGUST 28, 2015
    [CRM, Process] QOTD: Are You Managing Your Event Check-In Process the Best You Could Be?
    Marketing automation software empowers marketers by creating workflows to automate marketing programs, campaigns, and processes, including event management and promotion and post-event follow-up with targeted messaging that takes their persona and event attendance into account. Event Check-In Process. What’s that? Well, Voil à !
  • MADISONLOGIC B2B WHITE PAPERS  |  THURSDAY, AUGUST 27, 2015
    [CRM, Process] Quantifying the Value of Social Media Engagement in B2B Marketing
    value they can deliver in the process, the more likely they are to lift sales with. industry practitioners include: Marketing Automation Lead Prioritization Integrated CRM Social Media Engagement Mobile Marketing Lead Nurturing Email Marketing Personalization The Gleanster website also features Deep Dive analyst perspectives on these and.
  • MADISONLOGIC B2B WHITE PAPERS  |  THURSDAY, AUGUST 27, 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  |  THURSDAY, AUGUST 27, 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. customer value.” VP of customer relationship management (CRM) strategy for a global financial. It is by no means.
  • MADISONLOGIC B2B WHITE PAPERS  |  THURSDAY, AUGUST 27, 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.
  • MARKETING ACTION  |  THURSDAY, AUGUST 27, 2015
    [CRM, Process] Marketers: 3 Ways to Make Sales-Based Business Intelligence Work for You
    The tools include programs for data analysis, enterprise reporting, analytical processing, data visualization, and much more. You then have to go into your CRM system to manually find each account and add those names to a marketing campaign. Depending on the size of your organization, this process may be highly impractical.
  • FATHOM  |  WEDNESDAY, AUGUST 26, 2015
    [CRM, Process] Without SaaS Lead Nurturing Your Free Trial User, Conversions to Paid Users will Wither
    SaaS companies choose the length of their free trials based on their business process and the complexity of the product being demoed. For starters, we are going to focus on those users who have just started your free trial process. Today, I am delving into how to best leverage email campaigns with those in the free trial. Urgency.
  • MODERN B2B MARKETING  |  TUESDAY, AUGUST 25, 2015
    [CRM, Process] Build Your Marketing Strategy Like a Construction Site
    but you will need people and tools—like marketing automations software, a CRM system, and social media accounts. Re-evaluate the process and the strategy and decide what needs to be changed. Author: Aseem Badshah Don’t let the title fool you. know what you’re probably thinking, “A construction site?! Not like that at all. Dig a Hole.
  • MARKETING ACTION  |  TUESDAY, AUGUST 25, 2015
    [CRM, Process] 5 Keys to Revenue-Boosting Demand Generation
    When leads are automatically scored, they can then be categorized into different marketing actions, all in one system that integrates with reporting tools and an existing CRM system. Reporting software can speed the measurement process, allowing for near real-time feedback on marketing and sales performance. Score and Qualify Leads.
  • VIEWPOINT  |  THURSDAY, AUGUST 20, 2015
    [CRM, Process] The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How
    Pipeline management: What process do we have in place to ensure every lead is touched and routed to the next stage of the journey? Marketing and sales technology: Are our systems integrated and improving the efficiency and effectiveness of our lead-to-revenue process? Step 1 – Revenue Influencer Feedback. Step 2 – Data Gathering.
  • SYNECORE  |  WEDNESDAY, AUGUST 19, 2015
    [CRM, Process] Why Your Sales Team Needs to Embrace an Inbound Marketing Strategy
    There are four parts that make up the sales process when using the Inbound Methodology. The biggest advantage of the inbound process over the outbound is the greater ability to close on a deal. Outreach was key and I should call as many people as I can every day. needed to put myself out there and be recognized….
  • BIZNOLOGY  |  WEDNESDAY, AUGUST 19, 2015
    [CRM, Process] 5 Best practices of trade show lead qualification
    At the end of most trade shows, a large number of booth visitor’s badges have been scanned, and some information may even have been recorded in a CRM system (or other method) to record potential leads. When beginning a lead qualification process, the tendency is to attempt complete qualification during the first call. We all know this!
  • KEO MARKETING  |  MONDAY, AUGUST 17, 2015
    [CRM, Process] Boost Conversion Rates with Predictive Lead Scoring
    If you aren’t familiar with the term, predictive lead scoring refers to the process of using statistical algorithms in conjunction with marketing automation systems to prioritize leads and predict behaviors. It also is able to take into account a number of buying signals that traditional processes cannot consider.
  • MARKETING CRAFTMANSHIP  |  FRIDAY, AUGUST 14, 2015
    [CRM, Process] Bare Essentials: Marketing as a Necessary Evil
    The two necessary component are an up-to-date database (or CRM system), and interesting, relevant content to send to them on a quarterly basis. Here are some ways to make this process simpler and more effective: Create a repeatable format, such as an interview series, a partner letter, or hypothetical (or real) case studies.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, AUGUST 14, 2015
    [CRM, Process] Oracle Chosen as Leader in Gartner Magic Quadrant
    Today, marketing is leading a significantly higher percentage of the buying process than ever before. For example, according to a study by Google and Corporate Executive Board, “buyers are 60% through their decision process before engaging with a sales person.” Oracle remains the leader in this Magic Quadrant.
  • KOMARKETING ASSOCIATES  |  TUESDAY, AUGUST 11, 2015
    [CRM, Process] How To Illustrate Popular B2B PPC Performance Metrics
    Depending on the depth of user tracking that happens in a CRM you may also be able to track lifetime value and order size by client or keyword. We often are presented with a range of unique challenges when trying to demonstrate the value and impact of our search engine advertising campaigns. Not Here are three essential metrics.
  • MARKETING ACTION  |  TUESDAY, AUGUST 4, 2015
    [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.
  • HUBSPOT  |  MONDAY, AUGUST 3, 2015
    [CRM, Process] The Marketing Stack for Publishers: What Tools Do You Need?
    At the top of the funnel (TOFU), a user is trying to find a solution to a problem, and they need information and education to help them with the process. This is arguably the most important part of the conversion process, because you as a publisher want to help your advertisers be the ones chosen to fill that hole. CRM System.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JULY 30, 2015
    [CRM, Process] The Path to Adaptive Marketing: An Introduction
    My definition of adaptive marketing is the use of data, technology and processes to build customer experiences that evolve instantly based on the behaviors, interests and needs of real people. To be clear, this doesn’t mean CRM or other transactional data warehouses don’t play an important role. They must adapt.
  • BIZNOLOGY  |  TUESDAY, JULY 28, 2015
    [CRM, Process] My online influencer research and engagement process
    GroupHigh is truly a social media CRM and it works even better than if you were going to try to hack it using SugarCRM or even Salesforce.  So, to me, Inkybee is the best research tool. So, my process is: set up SDL SM2, add all the keywords I have collected through going down a Wikipedia rabbit hole, let it go to parse, search, and churn.
  • VIDYARD  |  MONDAY, JULY 27, 2015
    [CRM, Process] Marketing Automation: The Foundation of Your Marketing Tech Stack
    Coordination with sales , including sharing CRM data in marketing campaigns. Efficient alignment of your inbound and outbound marketing strategies, multiple platforms and channels, and programs and processes, is a monumental, manual, tedious, nearly impossible job without using a MAP. Forms and landing pages to capture lead data.
  • SYNECORE  |  MONDAY, JULY 27, 2015
    [CRM, Process] How to Keep Track of Your Leads with HubSpot's Sidekick
    Sidekick is a sales enablement program created by HubSpot to integrate seamlessly across multiple email clients and CRM systems, such as HubSpot or Salesforce. Knowing which emails are being opened is also key to the sales process. For HubSpot users, this data can be saved into the CRM with just one click.
  • B2B MARKETING INSIDER  |  MONDAY, JULY 27, 2015
    [CRM, Process] Why Personas Fail
    In reality, organizations are struggling to realize value from buyer personas as they relate to a complex sales and marketing process. What’s worse, without refreshing personas on an ongoing basis, you may miss critical new influencers that emerge in the buying process. Why is this the case? Personas fail: 1. It’s 10am.
  • B2B MARKETING INSIDER  |  MONDAY, JULY 27, 2015
    [CRM, Process] The Best In B2B Technology Content Marketing
    The B2B technology process is complicated. In 1999, Salesforce was founded as a CRM company. The marketplace is crowded and the complexity of the sale only increases as more stakeholders get involved. Technology marketers, however, can leverage content marketing to simplify their message and connect to these decision-makers.
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, JULY 22, 2015
    [CRM, Process] Interview with Gregg Thaler from RingLead
    CRM and marketing automation are merely vessels, it is the data they contain that is the true treasure. What do you get from an automated process when you put garbage in? Here is a recent interview with my new friend, Gregg Thaler , is a self-professed data quality junkie and the Chief Revenue Officer of RingLead. hope you enjoy!
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JULY 20, 2015
    [CRM, Process] How to Match Great Content to Your Sales Funnel
    There's a long cycle that has a lot of money and resources at stake, so you need to nurture your prospects all the way through the process. In the B2B marketing world, the buying cycle is long. Unlike in B2C marketing, your future customer doesn't simply walk up to your vending machine, make a purchase, and become a closed sale.
  • MARKETING ACTION  |  MONDAY, JULY 20, 2015
    [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. Automate the process. Define all the steps in the process.
  • CMO ESSENTIALS  |  WEDNESDAY, JULY 15, 2015
    [CRM, Process] Lead to Close: Best-in-Class Sales Acceleration Techniques that Win
    “I can’t hit my number if I have to work inside this antiquated, bloated CRM!” Figure 2: Best-in-Class Lead Management: Better Process, Full Automation. Sales Don’t Happen in a Vacuum. Of interest in Figure 1, too, is a top-five strategy around improving sales activity profitability. CMO Insights Trending
  • CRIMSON MARKETING  |  THURSDAY, JULY 9, 2015
    [CRM, Process] Marketing’s Battle: How Big Data and Marketing Technology Helps Win The Game
    It seems like the opposite of hard data, because intuition doesn’t appear to come at the end of a linear analytical process. Invest in IT architecture purpose-built for real-time processing and decision-making: distributed storage and processing, scalable analytical tools, and visual dashboards. percent. billion.
  • MODERN B2B MARKETING  |  WEDNESDAY, JULY 8, 2015
    [CRM, Process] 5 Vital Strategies for a Successful Marketing Automation Implementation
    Everyone who has a stake in both the implementation journey and in the finished process needs to understand your business goals and timelines. These people also need to be given the chance to agree and commit to a realistic plan for their participation in the process. Get Alignment among Stakeholders. Identify Any Skills Gaps.
  • B2B MARKETING INSIDER  |  SUNDAY, JULY 5, 2015
    [CRM, Process] 3 Incredibly Easy Ideas To Get Customers To Pay For Content
    This CRM contribution is vital to your sales pipeline. It is critical for content marketers to find and build their credibility and articulate their value proposition to collect their customers’ relationship currency – and shorten the buyer’s journey and the sales process! However, this swift and easy access comes at a price.
  • MODERN B2B MARKETING  |  THURSDAY, JULY 2, 2015
    [CRM, Process] [Video] What Every Marketer Should Know: What Is Marketing Automation?
    With nearly 70% of businesses using (or currently implementing) a marketing automation platform, according to the Aberdeen Group’s State of Marketing Automation 2014: Processes that Produce , marketing automation has changed the way companies are approaching the vast marketing landscape. CRM integration. Sound too good to be true?
  • HINGE MARKETING  |  THURSDAY, JULY 2, 2015
    [CRM, Process] A Mindset Shift for AEC Professionals
    Because visitors interested in this content tend to be farther along in the buying process, it’s a good idea to “gate” them behind a registration wall that requires contact information before a download is permitted. Online marketing works. Your Website. Your website is a critical component of your marketing strategy. Video.
  • HINGE MARKETING  |  TUESDAY, JUNE 30, 2015
    [CRM, Process] Marketing Toolkit Essentials: CRM and Email Marketing Software
    Let’s break down our discussion into the two types of software you will likely want to purchase to enhance your marketing toolkit : a customer relationship management (CRM) tool and email marketing software. What You Need to Know Before Choosing CRM Software. Data is at the heart of good CRM software. Capabilities.
  • VIEWPOINT  |  TUESDAY, JUNE 30, 2015
    [CRM, Process] Status quo, you know, is Latin for 'the mess we're in.'
    However, marketing is still asking the same questions and using the same processes; therefore, they continue to fail in the eyes of the salespeople. CRM and marketing automation systems. This title is a quote from Ronald Reagan. Here’s the problem. Salespeople consistently say that they do not get enough qualified leads. The result?
  • VERTICAL RESPONSE  |  MONDAY, JUNE 29, 2015
    [CRM, Process] A Look at Features Past, Present and Yet to Come
    VerticalResponse has now automated this process so you can enjoy the benefit with just a couple clicks. Email marketing and Customer Relationship Management (CRM) are two tools that when paired together are much more powerful than when used separately. You may find this an odd time for reflection. It’s only July! Past. 1.
  • MODERN B2B MARKETING  |  MONDAY, JUNE 29, 2015
    [CRM, Process] Why Video Is Crucial to Your Marketing Automation Strategy
    With the intense focus on guiding buyers through the purchase process with valuable content and targeted nurture streams, as well as the development of video-based technology, marketing with video is a whole new ball game. Author: Kimbe MacMaster Video is on the rise. But it’s not just consumption patterns that are on the up and up.
  • MARKETING ACTION  |  FRIDAY, JUNE 26, 2015
    [CRM, Process] Thinking About Adopting Marketing Automation? Here’s a Quick Start Guide
    This process should include: Connect your marketing automation and CRM systems. Agree on a handover process. Define a sales follow-up process. Once you’ve put your essential people and processes in place, it’s time to start automating your programs. 417% increase in revenue when combined with process.
  • ANNUITAS  |  THURSDAY, JUNE 25, 2015
    [CRM, Process] The Myth of Graduation – We Never Stop Learning
    Marketing enablement is a something I am fascinated with because there are more and more technologies, processes and skills that we as marketers need to know (to master) to do our jobs well. Analytics, search engine optimization, marketing automation, HTML, CMS , CRM and others are essential, basic tools for B2B marketing. Focus.
  • CMO ESSENTIALS  |  TUESDAY, JUNE 23, 2015
    [CRM, Process] Marketing Automation Integration: Ensuring Critical Connections
    lone CRM as well wouldn’t be enough to sustain your efforts. study from Aberdeen found the following: 73% of Best-in-Class companies integrate their marketing campaign results with CRM or sales force automation (SFA). Welcome to the age of the customer. What’s more, marketing automation integration has practically become table stakes.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, JUNE 22, 2015
    [CRM, Process] Tealium Grows from Tag Manager to Customer Data Platform
    Most of these are for tag management but about 20 are to message delivery systems including ecommerce, email, marketing automation, CRM, and advertising vendors. Pricing is based on events processed and starts around $12,000 for a small implementation. To some degree, the difference is just a matter of presentation. lots of connectors.
  • MARKETING CRAFTMANSHIP  |  FRIDAY, JUNE 19, 2015
    [CRM, Process] Making the Short List: Get into the B2B Game or Go Home
    He knew I was motivated, and different from those applicants who were willing to participate in his selection process. Struggling to make ends meet as a young teacher, I pursued a part-time job as a waiter at a popular local restaurant, where I was told there were no positions available. You see this big pile of applications?” he chuckled.
  • MARKETING ACTION  |  FRIDAY, JUNE 12, 2015
    [CRM, Process] The Secret to Connecting with Self-Educating Buyers
    Further, if you’re in an environment, like a B2B environment where it might be an RFP-type environment, or where buyers will form a short list (and those are the people that really engage deeply with a sales process), you’ll find various different research resources. It’s not going to show up in your CRM. Huge, right?
  • ANNUITAS  |  THURSDAY, JUNE 11, 2015
    [CRM, Process] Two Reasons Your B2B Marketing Programs Are Failing
    At ANNUITAS, we call that Demand Process: the proactive management of the demand chain from lead-to-revenue, and from pain point to solution. Demand Process considers all elements that drive and convert demand at a people, process, content and technology level, and it spans both marketing and sales interactions with the buyer.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, JUNE 9, 2015
    [CRM, Process] Know When to Say When
    At my last company when we won a deal, it would be active in our CRM system on average for 90 days. We kept them in our CRM system for on average 200 days! Salespeople: Know When to Say When.   Ken : Today we have are offering a guest blog from Adam Honig who is the co-founder and CEO of Spiro Technologies. Deals we lost? Or can they?
  • HUBSPOT  |  FRIDAY, JUNE 5, 2015
    [CRM, Process] How Marketing Can Work With Sales to Close More (and Better) Leads
    If, after this conversation, an inbound lead is still not ready to move forward, pass them back to marketing and be sure to include any new context you have on the contact in your CRM. An alternative would be to create some email template templates in your email tool, CRM system, or even Sidekick for Business. They like pink?
  • SMALL MANUFACTURER BLOG  |  WEDNESDAY, JUNE 3, 2015
    [CRM, Process] How a Strategically Designed Website Can Make People’s Jobs Easier
    “We want to eliminate telling people to click the ‘back’ button” When Holly first called, she was considering having her website completely redesigned because it hindered the company during the sales process. strategically designed website should tie into your business processes. “Thank you so much.
  • SYNECORE  |  WEDNESDAY, JUNE 3, 2015
    [CRM, Process] Expert Interview: How to Get Started with Marketing Automation
    TA: When you look at marketing automation, the conversation does come up around CRM, about how you’re able to use content at the very top of the funnel, then use a drip campaign to convert that person into an actual sales lead or a sales-ready lead. Chris joined Buckner to discuss marketing automation and social media engagement.
  • MODERN B2B MARKETING  |  TUESDAY, JUNE 2, 2015
    [CRM, Process] The Various Lifecycle Species: Which One Are You?
    The answer is a lifecycle process. Allow me to clarify: Lifecycle is a process that enables leads to move through a joint sales and marketing process (sales and marketing, unite!) If you are tasked with catalyzing people to engage with your organization, a net new lifecycle process could work for you. Generate more leads.
  • HUBSPOT  |  TUESDAY, JUNE 2, 2015
    [CRM, Process] Building Buyer Personas? Here Are 5 Insightful Reports You Should Pull
    You also have to know which information out of all the data in your CRM, marketing automation, and customer support systems will actually be helpful -- and which could steer your marketing astray. And if you'd like help with the qualitative part of the buyer persona creation process, you can check out this blog post.).
  • FATHOM  |  THURSDAY, MAY 28, 2015
    [CRM, Process] 4 Types of Metrics Every Sales & Marketing Team Should Use
    This is the most difficult metric to link back to the beginning of the sales funnel (the marketing prospect metric in #1) and why it’s important to utilize customer relationship management (CRM) tools like Salesforce. CRM tools not only report on sales conversion metrics (#4) but all previous metrics (#1-3). Marketing Conversions.
  • ANNUITAS  |  THURSDAY, MAY 28, 2015
    [CRM, Process] Ending the Great Divide
    Sure, sending emails and creating landing pages are all functions of marketing, but managing inbound leads and sharing prospect data with the CRM, is something that when done correctly- supports the entire organization. Alignment needs to happen across all aspects of the organization including People, Process, Content and Technology.
  • BIZNOLOGY  |  THURSDAY, MAY 28, 2015
    [CRM, Process] Three barriers to B2B data-driven marketing
    Organization and process. Bampos credits enabling technology, and organizational and process changes for their success in transforming the EMC’s Total Customer Experience program. B2B Marketing B-to-B marketing B2B marketing Big Data CRM Customer experience data-driven marketing database marketing go-to-marketLike this post?
  • CMO ESSENTIALS  |  THURSDAY, MAY 28, 2015
    [CRM, Process] Clarity on Customer Analytics for Marketing: A Q&A with Lynn Tsoflias
    About Lynn : 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. Lynn Tsoflias: Obviously, just collecting customer analytics has no value if you don’t use the data.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, MAY 28, 2015
    [CRM, Process] Is Growth Hacking a thing? The experts sound-off
    ” “The term ‘successful marketing’ [referring to Mark's quote] doesn’t instill in me any understanding of the process … using a term like ‘growth hacking’ tells me that something was ‘hacked’ to grow faster than ‘successful marketing’ would typically allow.” Whoops.
  • B2B MARKETING UNPLUGGED  |  MONDAY, MAY 25, 2015
    [CRM, Process] The Agony of Defeat: Why Lost Business Reporting Isn’t Helpful
    Sales people, however, can elevate that to truly masterful storytelling when it comes to their results. . I don’t think I have ever heard a sales person credit their big win to an efficient lead nurturing process, a great brand, fabulous sales materials or even competitive pricing.  Do you get the Win-Loss report? told you this was fun.
  • MODERN B2B MARKETING  |  FRIDAY, MAY 22, 2015
    [CRM, Process] Referral Marketing: Catapulting SaaS Businesses to the Next Level
    The logic behind this technique is pretty simple considering that most new customers would also continue the same process and gain from it. This can be attributed to a number of factors, but to optimize for success, be sure to have a simple process for referral. 2) Two-Way Referral Technique. Tying It All Together.
  • MARKETING ACTION  |  FRIDAY, MAY 22, 2015
    [CRM, Process] 5 Disruptive Social Selling Technologies
    Each of the five technologies I have chosen focus on different problems in the sales process, so they do not compete with each other, despite having some overlapping features/benefits.  These Eliminates the manual process of content sharing. This eliminates the process of going back into the CRM. Benefits It Offers.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, MAY 21, 2015
    [CRM, Process] 5 Ways to Reactivate Lost Leads Using Marketing Automation
    Despite having been around for many years, retargeting is more powerful than ever thanks to the CRM and behavioural insights offered by marketing automation software. 2. How much money would you estimate your company is leaving on the table by not having a process for reactivating leads? When a lead expires, what do you do?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, MAY 21, 2015
    [CRM, Process] 33 Inspiring B2B digital marketing case studies
    In this post, we wil feature case studies in the areas of content marketing, social media marketingm social CRM, social selling, LinkedIn marketing, and webinars. SOCIAL CRM ALLINA HEALTH : Used CRM to manage its data warehouse. Within 2 years, the CRM initiative had an ROI of +152% and generated $1,052,828 each year.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MAY 18, 2015
    [CRM, Process] Are You the Maestro of Your Sales Team?
    Dashboard and CRM reports are one thing but does your team as individuals and together feel accountable to achieving the organizations goals? Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Are You the Maestro of Your Sales Team? Learn to read your team.
  • MARKETING ACTION  |  MONDAY, MAY 18, 2015
    [CRM, Process] Zyme Solutions Uses Marketing Automation to Conquer the Complex Sale
    Delivering the right content, at the right time, during the right phase of the buying cycle is a difficult proposition under the best of circumstances, and it’s especially problematic when the sales process takes place over a period of months – or years. Business is booming, but making the sale can become a convoluted processes.
  • ANNUITAS  |  FRIDAY, MAY 15, 2015
    [CRM, Process] SiriusDecisions Summit 2015: The Un-Death of B2B Sales
    In fact to borrow a graphic from Jeff Lash’s post, here’s how we felt: For years (four long years to be exact) we’ve heard, read and repeated in every presentation we’ve prepared that 67% of the buying process happens online. Author: Jennifer Harmel @JenniferHarmel2 EVP, Demand Process Strategy Practice and Principal, ANNUITAS .
  • VIEWPOINT  |  TUESDAY, MAY 12, 2015
    [CRM, Process] When One Out of Ten is an Abject Marketing Program Failure
    Using the complete CRM/marketing automation tool set. Sales Process Sales & Marketing ManagementBut I asked him, “Why do you feel this way?”. First of all it’s predictable. If I win one out of ten, I just have to propose enough business to keep the doors open and make a profit.”. How would you feel?”. Repeat.
  • MARKETING ACTION  |  TUESDAY, MAY 12, 2015
    [CRM, Process] NuGrowth Update: Delivering Sales and Marketing as a Service is Easier – and More Profitable – with Marketing Automation
    Their focus is on helping B2B companies build world-class sales and marketing organizations using proven, scalable processes for acquiring new clients. Leveraging your CRM and marketing automation in combination so you can view and act on those demographics is critical. Is that still the case? Do you have any updated numbers to share?
  • HUBSPOT  |  MONDAY, MAY 11, 2015
    [CRM, Process] Marketing in 2015: Not for the Faint of Heart
    We can deliver compelling messages with pinpoint accuracy, with tools like HubSpot CRM letting you personalize content based on country, device, even entry channel. Think Apple Store employees using iPhones to navigate multiple processes, including payment. You aren’t crazy. Your brand story has to stand out in that craziness.
  • HINGE MARKETING  |  MONDAY, MAY 11, 2015
    [CRM, Process] New Rules of Marketing: What High-Visibility Firms Do to Market Themselves Differently
    It has to be a fine-tuned lead-generating machine that showcases your expert blog content, uses search engine optimization, contains prospect contact forms, and integrates everything with your CRM/lead tracking system. We live in a world overflowing with information vying for our attention. We call them high-visibility firms. Expert content.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MAY 11, 2015
    [CRM, Process] Your Sales Management Guru - Untitled Article
    Rate the quality of your interviewing process that ensures the best candidate is selected not the best available candidate is selected? 1, 2, 3, 4, 5. Rate the quality of your CRM/SFA system, is it being used effectively?  Is it up to date?  Is it backed-up? 1, 2, 3, 4, 5. Acumen Management Group, Ltd. Sales Management Audit Plan.
  • VIDYARD  |  THURSDAY, MAY 7, 2015
    [CRM, Process] Marketers Report Hurdle of Video Marketing as Proving ROI … and it’s 100% Unwarranted
    Okay – so maybe my request wasn’t that compelling … but if you felt so moved, I bet you’d be looking at reports in your marketing automation platform (MAP), CRM, or some combination of the two. At the end of last month, the International Advertising Bureau (IAB) released a report on the current state of video marketing spending. return.
  • MARKETING ACTION  |  THURSDAY, MAY 7, 2015
    [CRM, Process] Seriously, Chill on the Cold Calling
    This is a totally automatic process once it’s set up. For now, the lead found on social becomes the lead nurtured in the marketing automation system, then closed in the CRM. Turned out that showing up really was 80% of success in those days). We called it “dialing for dollars.” Took a lot of dials to make a dollar. That was then.
  • ANNUITAS  |  TUESDAY, MAY 5, 2015
    [CRM, Process] How To Hire The Best Intern
    The important thing is to understand what the students’ educational backgrounds are and to clearly communicate in the interviewing process how those skills align with the internship role you’re hiring for. Not As the weather warms up, it is time to start thinking about summer interns. Who to hire and what to look for in an intern?
  • MODERN B2B MARKETING  |  FRIDAY, MAY 1, 2015
    [CRM, Process] Master the Changing Sales Landscape: 8 Key Strategies to Becoming a B2B Salesperson of the Future
    Here’s the situation: it’s not news that the buying process has changed. The process needs to adapt to ensure continued success. You must agree on definitions (such as what determines a lead, MQL, SQL, and so on) and what your lead handoff processes look like. 3. Know Your Customer. It’s time to play nicely!
  • HUBSPOT  |  FRIDAY, MAY 1, 2015
    [CRM, Process] What Is CRM (Customer Relationship Management) Software?
    CRM stands for 'customer relationship management.' I know, I know -- that doesn't exactly clear things up. Keep on reading, folks, and we'll explain exactly what CRM software is and how to figure out whether you actually need one. And if you decide your business could use a CRM system of its own, get HubSpot's free CRM software here.
  • MARKETING ACTION  |  WEDNESDAY, APRIL 29, 2015
    [CRM, Process] 5 Steps to Creating a Successful Lead Scoring Program
    Ask the sales team about content that they send to potential customers during the sales process. The next step in your lead scoring process is to assign criteria and a point value to each behavior. In order to nurture your leads, it’s important to have an idea about where they are in the buyer’s journey. Define your ideal buyer.
  • MODERN B2B MARKETING  |  TUESDAY, APRIL 28, 2015
    [CRM, Process] 4 Easy Steps to Building A Winning Sales Enablement Program With Marketing Automation
    Successful sales enablement is a symbiotic process that involves both marketing and sales. Marketing team:  Some marketing team members may need to be directly involved in the process, while others simply need to be made aware of what is happening. Sales Platform/CRM. Identify Your Stakeholders. Assess Your Current Situation.
  • B2B MARKETING UNPLUGGED  |  MONDAY, APRIL 27, 2015
    [CRM, Process] Stop Letting Your Customers Talk to Strangers
    In our final look at the miserable set of misaligned processes and emotionally empty engagements that pass for customer experience management, it’s time we define a customer communications function once and for all. Are you a self-starter with an eye for detail, a passion for great customer service and unresolved hostility issues?
  • BIZNOLOGY  |  FRIDAY, APRIL 24, 2015
    [CRM, Process] Case study in data-driven B2B customer acquisition marketing
    Five9’s solutions provide everything businesses need to run an inbound and/or outbound center for sales and marketing, customer service, or outsourcing, including sophisticated management tools for reporting, recording, workforce management, quality monitoring, and CRM integration. First, we target the right accounts. Like this post?
  • THE ROI GUY  |  THURSDAY, APRIL 23, 2015
    [CRM, Process] Improve Your Content: From Passive to Interactive
    Imagine the discovery responses, benchmarks, key assessment / analysis results and customized download from each buyer interaction shared by the interactive content in real time with your Marketing Automation (MAP) and CRM systems. More white papers, More infographics, More videos. The secret is Interactive Content. In you they trust?
  • YOUR SALES MANAGEMENT GURU  |  THURSDAY, APRIL 23, 2015
    [CRM, Process] Why Can’t I get an accurate forecast?
    This is what I generally see or hear when I begin to poke at the problem: When you review the pipeline report (CRM/Excel) all the Closing Dates are listed as the end of the month-6/30/15 as an example. What is their Decision Process ? (Do you know every step?). Why can’t I get an accurate forecast? What’s the action plan?
  • MARKETING ACTION  |  WEDNESDAY, APRIL 22, 2015
    [CRM, Process] Inbound Marketing Basics: How to Attract More Customers
    Your content strategy can be then focused around the prospects’ needs and issues in order to move them along their buying process and into a productive sales conversation. 2. Where are they in the buying process? We did capture those questions, though, and in this blog post we’ve consolidated our responses and posted them here.
  • EMAGINE B2B BLOG  |  WEDNESDAY, APRIL 22, 2015
    [CRM, Process] Is Your Website All Beauty With No Brains?
    At emagine, our comprehensive design process involves a lot more than merely painting a pretty picture. With your website serving as your company’s most visible face to the world, it’s important to make sure a pretty face isn’t all that it has to offer. Your website should be the marketing machine of your dreams. Gilbane, Inc.
  • B2B MARKETING INSIDER  |  MONDAY, APRIL 20, 2015
    [CRM, Process] Hey Marketing: An Inquiry Is Not A Lead
    spent about half my career in marketing creating, tweaking and optimizing the demand generation process, most recently for the world’s largest software company. And in the process, I somehow managed to accomplish both. Sales Accepted Lead: Usually systematically (CRM) routed and agreed to be worked by sales.
  • MODERN B2B MARKETING  |  FRIDAY, APRIL 17, 2015
    [CRM, Process] 6 Vital Features to Look for in Marketing Automation Software this Year
    While CRM focuses primarily on sales, marketing automation concentrates on—surprise—marketing! Instead of following the conversion trajectory set out for them by a business, prospects can pop in and out of the process as they see fit. In a strange way, this process is a lot like making connections through online dating websites.
  • B2B MARKETING UNPLUGGED  |  THURSDAY, APRIL 16, 2015
    [CRM, Process] Marketing Automation, Meet Customer Communication
    We know that as we lure our prospects toward the top of the selling process, there is a fine balance between gentle encouragement to discover more and a smothering desperation to pry money from their fingers. CRM B2B marketing bizmarketer customer service linkedin Good marketing automation is a subtle thing. For real. Sic transit.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, APRIL 13, 2015
    [CRM, Process] 4 Measures to Find Out if Your Prospecting is Effective
    KiteDesk collects and scores connections found in employees’ emails, calendars and social networks as well as CRM so they are easily accessible and searchable by anyone in the company.   Get 300 free leads from KiteDesk when you sign up for KiteDesk today. 4 Measures To Find Out If Your Prospecting is Effective. By Sean Burke. CEO, KiteDesk.
  • MARKETING ACTION  |  MONDAY, APRIL 13, 2015
    [CRM, Process] Customer Lifecycle Metrics, Part 5: Retention and Expansion
    Be sure to download the eBook,  The New Marketing Metrics for B2B , to get the customer lifecycle metrics for every stage of the journey, as well as a five-step plan to help you analyze your business process and continually improve the r. Top performers are also more likely to personalize campaigns based on their customer preferences.
  • VERTICAL RESPONSE  |  TUESDAY, APRIL 7, 2015
    [CRM, Process] The Dirty Dozen Things You’re Doing Wrong with Your Email Marketing & How to Fix it Pronto
    Not segmenting: Segmenting a list is simply the process of dividing it into sub-groups. Most CRM systems allow you to do some sort of progressive profiling. 6. At VerticalResponse, our customers often ask what they can do to make their email marketing more effective. Everything You Ever Wanted to Know About Email Sign up Forms. single.
  • MARKETING ACTION  |  TUESDAY, APRIL 7, 2015
    [CRM, Process] Nurturing Leads With Webinars: Awareness is Just the Beginning
    B2B technology buyers are using this information in the early stages of the buying process and aren’t engaging directly with salespeople until much later. Marketers’ primary goal is straightforward: to identify new prospects and progress them from one stage of the buying process to the next, ultimately moving them to the purchase stage.
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 6, 2015
    [CRM, Process] Lead Generation That Converts Leads into Sales Opportunities
    You’ll do better by thinking of lead generation as a process of micro-conversions that build an opportunity profile over time. At the same time, the company expanded its email follow-up process and was able to increase the amount of personal data collected over time. Identify the prospect’s stage in the buying process.
  • HUBSPOT  |  FRIDAY, APRIL 3, 2015
    [CRM, Process] 10 Myths About Lead Quality: Busted
    Myth 2: Defining a Process for Scoring Leads Is Not Essential to Produce High Quality Leads. Fact: Defining an in-depth lead scoring process might not be a viable option for all business. In many cases, these scoring systems can be complex, utilizing a lot of data and requiring an extensive CRM system to manage. Lead Conversio
  • AVITAGE  |  FRIDAY, APRIL 3, 2015
    [CRM, Process] More Than Content Needs Overhaulin’
    ” He means easier than figuring out the culture and process changes, aligning siloed functions, enrolling stakeholders, and resolving all the interdependent causes of problems. CRM? I was reminded of this by Tom Pisello’s summary of the Qvidian users conference. sales enablement hasn’t yet met expectations.
  • FATHOM  |  THURSDAY, APRIL 2, 2015
    [CRM, Process] SEM is “Most Effective” B2B Marketing Strategy | CMI Manufacturing Report (2015)
    conversion rates, etc.), AND even tie leads generated via their platforms directly to revenue through a connection to your CRM.   Content Marketing Institute recently released its annual Manufacturing Marketing Trends report.  However, only 34% of those same marketers felt such tactics were successful. Pretty cool (and targeted) stuff! 3.
  • MARKETING ACTION  |  THURSDAY, APRIL 2, 2015
    [CRM, Process] How PeopleHR Found the Right Marketing Automation Vendor
    It should also help you manage and optimize every stage of the customer experience, track online activity, generate and manage leads, automate campaigns, integrate with customer relationship management (CRM) systems, and much more. Robust CRM Integration. But of course, the right solution can (and should) do much more than that.
  • SMALL MANUFACTURER BLOG  |  WEDNESDAY, APRIL 1, 2015
    [CRM, Process] Vendors: Your Content Assets Have to Help B2B Buyers Through their Buying Journey
    Even more important, you have to determine how the new software will impact your existing processes. Most significantly, I visited vendor websites multiple times during my decision making process. Key Takeaway: Create a website that facilitates this research process. read forums and third-party review websites. SPOILER ALERT!
  • MARKETING ACTION  |  MONDAY, MARCH 30, 2015
    [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.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, MARCH 26, 2015
    [CRM, Process] Terminus Offers Targeted Display Ads for B2B
    The system imports lists of target accounts from a company’s CRM or marketing automation system, or lets clients build their own lists from Terminus’ own B2B company database. Terminus selects cookies by using LiveRamp and other data partners to match them against email addresses from the CRM or marketing automation system. pricing.
  • MODERN B2B MARKETING  |  THURSDAY, MARCH 26, 2015
    [CRM, Process] Explosive Growth in Marketing Tech: 7 Categories to Implement Now
    Luckily, today’s vendors can help you manage the content marketing process from end-to-end. data enrichment tool integrates with your marketing automation and CRM systems so you can get all of the right data that you need to find new prospects and market to them. Author: Dayna Rothman There is a ton of marketing technology out there!
  • CMO ESSENTIALS  |  THURSDAY, MARCH 26, 2015
    [CRM, Process] What Shazam Can Teach Marketers about Predictive Analytics
    What’s more, Aberdeen research shows that 42% of Best-in-Class organizations are already creating models of customer buying behaviors and processes to map their customer journeys. Shazam, the app that can identify songs by listening to just a brief sample, has seemingly been around since the Stone Age of mobile apps. It’s the missing piece.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, MARCH 24, 2015
    [CRM, Process] Adobe Marketing Cloud Marches Towards Martech and Adtech Integration
    Data from external systems can be imported to the core service in batch processes, stored within the core service''s own database, and also used in segmentation. Naturally, this caught my attention. As you might expect, Adobe’s reality is considerably more complicated than the simplicity of the “madtech” vision. Confused yet?
  • MARKETING ACTION  |  TUESDAY, MARCH 24, 2015
    [CRM, Process] Insights from Gleanster/Act-On Report: The Trouble with Marketing Technology
    Top Performers also increasingly apply it to retention and expansion, using the same process as for acquisition but different messaging, timing, and offers. It’s actually easier to configure automated campaigns for current customers because in most cases data can be pulled from CRM to inform business ules and segmentation.
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