• MADISONLOGIC B2B WHITE PAPERS  |  THURSDAY, NOVEMBER 20, 2014
    [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, NOVEMBER 20, 2014
    [CRM, Process] Start engaging from the first click in the Customer Journey
    Enabled by the Internet, prospects and customers are taking control of the buying process and revealing far. We need better processes for shortening the period of anonymity; for eliminating the marketing blind spot. VP of customer relationship management (CRM) strategy for a global financial. All Rights Reserved. general way.
  • MADISONLOGIC B2B WHITE PAPERS  |  THURSDAY, NOVEMBER 20, 2014
    [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.
  • ANNUITAS  |  THURSDAY, NOVEMBER 20, 2014
    [CRM, Process] Why Don’t We Market To Our Customers?
    Data sits in different parts of the organization, CRM systems are full of duplicates, finance has their own database that consists of procurement contacts and there is no one database that provides a holistic view of the customer.  –          What is the data hygiene process? '* This post first ran in July 2014.
  • MARKETING ACTION  |  THURSDAY, NOVEMBER 20, 2014
    [CRM, Process] Lead Scoring Strategies for Agencies: Best Practices
    Lead Lizard serves clients from a multitude of industries around the world, and they’re dedicated to helping these organizations get more value out of their marketing automation and CRM systems. It’s an ongoing process, and if you let it run without fine-tuning it, it will break down. They also have a great logo.) Settling the Score.
  • HUBSPOT  |  TUESDAY, NOVEMBER 18, 2014
    [CRM, Process] How an A/B Test of Landing Page Form Copy Improved Lead Quality
    Which CRM you use. So this didn''t just help us get cleaner data at scale -- it helped make our sales process more lovable. 'When most people talk about getting quality lead information from forms, they usually talk about one tactic: changing the length of the form. The longer the form, the better quality the leads will be. right?
  • ENGAGE  |  FRIDAY, NOVEMBER 14, 2014
    [CRM, Process] How to Market Healthcare Affiliations, Partnerships and Mergers
    Once the answers were defined, a clear direction and understanding of brand values and objectives become the keys in guiding you through the process. Looking forward, this means integration around important efforts like a unified CRM solutions, call centers, website efforts, continued marketing integration. Constantly differentiate.
  • SOCIAL MEDIA B2B  |  THURSDAY, NOVEMBER 13, 2014
    [CRM, Process] 9 Steps to Highly Productive B2B Lead Generation
    Just like any other large problem, the best way to address this is to break the process down into bite-size pieces rather than trying to digest it all at once. You need to develop a lead generation process, and support it with robust systems and the right people in the right places. Create a Strategy. Start with the big picture.
  • HUBSPOT  |  WEDNESDAY, NOVEMBER 12, 2014
    [CRM, Process] The Ultimate Smarketing Glossary: 62 Common Sales Terms Explained for Marketers
    " An antiquated sales strategy that basically says everything a sales rep does throughout the sales process is in pursuit toward the singular goal of closing a deal. Adoption process. Another way of saying "the buying process." Buying Process/Cycle. Customer Relationship Management (CRM). Benefit.
  • B2B LEAD GENERATION BLOG  |  MONDAY, NOVEMBER 10, 2014
    [CRM, Process] Marketing Automation and SMBs – an Overview
    If you think about an enterprise-level company, automation is almost a requirement to augment the CRM software. You want them to be part of this process, one, because they’ve written those contracts. Lead Generation: Revamped marketing automation and CRM technology drives 75% more leads [MarketingSherpa case study].
  • BIZNOLOGY  |  THURSDAY, NOVEMBER 6, 2014
    [CRM, Process] Branding and data – the new alliance
    Some data was also recorded on the early CRM systems such as ACT. The increasing degree of relevancy of message and offer as an individual moves forward in their buying process. trade shows) that communicates the macro story and value proposition. Data – something needed for direct marketing, and alternately referred to as lists.
  • B2B LEAD GENERATION BLOG  |  MONDAY, NOVEMBER 3, 2014
    [CRM, Process] Introduction to Lead Management
    Lead management is a multi-stage process that manages the conversion of sales leads to customers. It’s the process of managing and tracking customer interactions from first contact to close. Here are the 5 major stages of an effective lead management process: Lead capture (Generating inquiries). Processes. Are they a fit?
  • CUSTOMER EXPERIENCE MATRIX   |  SATURDAY, NOVEMBER 1, 2014
    [CRM, Process] Seven Marketing Automation Myths to Ignore - Illustrated Edition
    ll be giving a speech in Milwaukee next week on marketing automation myths, and early in the preparation process had the idea of illustrating it with mythical creatures from the films of Ray Harryhausen, the stop-action animation genius whose best known images are probably the skeleton warriors in Jason and the Argonauts (1963). 'I’m sad.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, OCTOBER 30, 2014
    [CRM, Process] Wise.io Provides Another Choice for Automated Predictive Modeling
    It can handle pretty much any type of data and includes advanced natural language processing to extract information from text. has almost fully automated the data loading, variable selection, model building, and scoring processes. had already planned this week to write about Wise.io This week, I’ll stick with Wise.io. as the subject.
  • MARKETING ACTION  |  THURSDAY, OCTOBER 30, 2014
    [CRM, Process] Turning Website Visitors into Leads
    It really takes a lot of the manual process of marketing out of it, because you’ve got a path that they take. We want to make sure that those leads are ranked properly, and that the information is available to the sales team in their CRM. All of the lists and segments are done within Act-On, but it syncs with the CRM.
  • MARKETING ACTION  |  MONDAY, OCTOBER 27, 2014
    [CRM, Process] LEGO Education North America Builds a Winning Strategy Using Marketing Automation
    Read on to learn how all the pieces fit together as the LEGO Education team went through the process of finding and adopting a technology solution for their unique needs. BRANDEE: Our company hasn’t yet implemented a full CRM that’s integrated with Act-On, so I’m very excited that we’re going to be doing that in the upcoming year.
  • B2B LEAD GENERATION BLOG  |  MONDAY, OCTOBER 27, 2014
    [CRM, Process] 10 Ways to Optimize Your Lead Conversion Rate
    Improve your lead qualification  process to increase “sales ready” lead conversion rates. Improve Sales, marketing systems and process alignment. ” Finally, connect the marketing and sales process to the customer’s buying process. Does this sound like you or someone you know? Remember, people buy from people.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, OCTOBER 24, 2014
    [CRM, Process] SalesPredict Offers Highly Automated, Highly Flexible Predictive Modeling
    Results appear as lists in a CRM interface or as scores on a marketing databaset. The whole process takes just a few hours from making the Salesforce.com connection to seeing scored records, with most of the time spent downloading CRM data and scanning the Web for other information. User interface is a second differentiator.
  • CMO ESSENTIALS  |  MONDAY, OCTOBER 20, 2014
    [CRM, Process] Why Customer Experience is Critical to Company Success
    Lynn Tsoflias is the vice president of customer success at Insightly , a San Francisco-based company that provides a customer relationship management (CRM) and project management solution for small businesses. 'Happy customers define company success. After all, your customers are your company’s biggest assets. Listen and listen.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, OCTOBER 20, 2014
    [CRM, Process] Do You Know Your A, B, C’s?
    If you purchase data bases, those demographics become your criteria, in your CRM system call frequency patterns are set to connect with all the A’s , B’s, six times a year. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. 'Do You Know Your A, B, C’s?
  • 3D2B  |  THURSDAY, OCTOBER 16, 2014
    [CRM, Process] The Secret of Lead Generation For the Complex Sale — Part 1
    Joanne, a sales executive for a Fortune 500 company, envisions her sales people being empowered with instant, unencumbered access to the company’s customer relationship management (CRM) data. Or, is it Raul, who has helped Joanne step by step through her decision-making process, built a relationship and trust? Become their GPS.
  • VOICE-BASED MARKETING  |  WEDNESDAY, OCTOBER 15, 2014
    [CRM, Process] Getting Your Customers Out of Line With a Virtual Call Center
    We all know these struggles, and it’s even more frustrating when it seems that there are a thousand simple ways for the airlines and TSA to expedite the process of commercial flying. Wouldn’t it speed up the process infinitely with just a few more employees? 'Airports always provide numerous sources of frustration. Virtual Call Cente
  • THE ROI GUY  |  WEDNESDAY, OCTOBER 15, 2014
    [CRM, Process] Return on Sales Enablement: The Adoption Challenge
    'This weeks’ Dreamforce event, with some 135,000 attendees, brought home the enormous investment organizations make in their CRM solutions and sales reps. But also begs the question – is the large investment in CRM and sales enablement delivering an adequate payback? You are not alone if you are getting mixed results.
  • FATHOM  |  TUESDAY, OCTOBER 14, 2014
    [CRM, Process] Marketing Automation Tips for Manufacturers
    'Manufacturing companies have been figuring out ways to automate repeatable processes for over two centuries. However, many manufacturers have built their empires using more labor intensive marketing methods such as tradeshows, direct mail and printed catalogs combined with a manual lead management process managed by the sales team.
  • FATHOM  |  TUESDAY, OCTOBER 14, 2014
    [CRM, Process] Marketing Automation Tips for Manufacturers
    'Manufacturing companies have been figuring out ways to automate repeatable processes for over two centuries. However, many manufacturers have built their empires using more labor intensive marketing methods such as tradeshows, direct mail and printed catalogs combined with a manual lead management process managed by the sales team.
  • HUBSPOT  |  MONDAY, OCTOBER 13, 2014
    [CRM, Process] Inbound Marketing’s Next Industry Disruption: The IT Reseller World
    Microsoft buying Marketing Pilot and Netbreeze to bolster Dynamics CRM. Indeed, a statistic from Corporate Executive Board, and cited here by Microsoft Dynamics CRM’s Seth Patton , suggests 57% of buyer research is completed before a vendor is ever contacted; you can bet this includes referrals as well. The Switch to SaaS.
  • MARKETING ACTION  |  MONDAY, OCTOBER 13, 2014
    [CRM, Process] The Benefits of Marketing Automation for Sales: Give Your Teams X-Ray Vision
    Sorting through large numbers of visitors to find qualified leads was a time-consuming process for the sales organization. Here are three ways the CobbleStay sales teams used increased visibility to make the sales process more effective. 'Marketing automation provides a variety of benefits to sales teams. 1.    Eliminate Cold Calls.
  • SYNECORE  |  SUNDAY, OCTOBER 12, 2014
    [CRM, Process] HubSpot CRM: Breaking Down the Barriers between Sales and Marketing
    The story the marketing team weaves together with analytics has a dramatic effect on if and how the sales department utilizes the data in the sales process. The quest for the perfect harmony between the CRM and marketing automation systems begins. Marketing Automation + CRM = Integrated Digital Marketing at its Finest.
  • MARKETING ACTION  |  THURSDAY, OCTOBER 9, 2014
    [CRM, Process] Discover 3 Types of Marketing Automation Engagements for Agencies
    Here are three types of marketing automation engagements for agencies that can help you define how you can add marketing automation to your technology + process + creativity = profit equation. An increasing number of agencies are turning to marketing automation to gain a strategic advantage in both areas. Social media management and creative.
  • VOICE-BASED MARKETING  |  FRIDAY, OCTOBER 3, 2014
    [CRM, Process] Making the Perfect VBMA Sandwich: 4 Essential Ingredients for Call Analytics and Automation
    Integrate with your existing CRM, web analytics, bid management, or any other solution you use to provide truly seamless call data. Ifbyphone takes that thought process out of the equation with our Voice360 platform. 'There are a lot of things that you can eat for lunch these days. Things have definitely gotten overwhelming.
  • CRIMSON MARKETING  |  THURSDAY, OCTOBER 2, 2014
    [CRM, Process] How Inbound Marketing, Blogs and Social Media Generate Qualified B2B Leads
    Generate Better Relationships with CRM. The most profitable leads and relationships are those “that you draw in through the targeted and steady process of effective inbound marketing and lead nurturing.” That means filtering out prospects based on your resources and goals, and narrowing your attack.”
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, OCTOBER 1, 2014
    [CRM, Process] 3 Sales Tools That Are Changing the Way Salespeople Do Business
    Email attachments have made the process of sending documents faster, but, until recently, once a document was sent out, its fate was a mystery. Lightweight CRM. For Gmail users, Streak is useful because it works within your inbox, eliminating the inefficiency of hopping back and forth between inbox and CRM. Social Media.
  • HUBSPOT  |  TUESDAY, SEPTEMBER 30, 2014
    [CRM, Process] Speak Your CEO's Language: 3 Ways to Show Marketing's Impact on Revenue
    If you have HubSpot CRM, there is no setup necessary (and if you don''t have it yet, you can sign up at hubspot.com/sales ). If you have another CRM, you can use the Deals API to set up your custom integration. Though revenue is just one metric, it can give you insight into many different parts of your marketing. Next Steps. Analytic
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, SEPTEMBER 30, 2014
    [CRM, Process] A Breakdown of the Top 5 Sessions for Content Marketing at INBOUND14
    One factor I noticed across the board was the focus on the ever-elusive future - the future of CRM, the future of B2B marketing the future of storytelling. My 4-Step Process to Marketing Research for Content Creation. 'Two weeks ago, I entered the Boston Exhibition and Conference Center in awe. Their biggest emphasis? Then answer.
  • MARKETING ACTION  |  TUESDAY, SEPTEMBER 30, 2014
    [CRM, Process] 6 Strategies to Help You Unify Sales and Marketing Teams
    It’s up to the leadership team to create an organization that encourages and promotes collaboration between the sales and marketing organizations very early in the process. Your CRM should be standardized to capture feedback on campaigns. Outline a process and expected results. Train on process. They divide a team.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, SEPTEMBER 29, 2014
    [CRM, Process] Should Salespeople Prospect Anymore?
    In this format there maybe a series of marketing campaigns, tele-sales people and a well-designed CRM reporting system. What is your sales process? This process is repeated each week. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.
  • MODERN B2B MARKETING  |  MONDAY, SEPTEMBER 29, 2014
    [CRM, Process] Traditional and Predictive Lead Scoring: a Match Made in Data Heaven
    predictive lead scoring strategy helps marketers expedite the qualification process, and prioritize leads for your sales team – so that you can reach the right prospects first and fast. Here’s how it works: Start by analyzing all closed opportunities in your CRM – those you’ve won, and those you’ve lost. Register today!
  • MARKETING ACTION  |  MONDAY, SEPTEMBER 29, 2014
    [CRM, Process] I’ll Always Have Paris: My Virtual Vacation with CobbleStay Vacation Rentals
    But sorting through massive numbers of visitors in order to find qualified leads can be a time-consuming process.  Once CobbleStay vacation rentals implemented a customer relationship management (CRM) solution, they had a good start. The CRM gave them a great deal of information about their customers and prospects. Zut alors! ).
  • MARKETING ACTION  |  TUESDAY, SEPTEMBER 23, 2014
    [CRM, Process] Marketing Automation: Building Trust Between Sales and Marketing
    Transparency: You have visibility into our motives, goals, and processes. If our results are below target,  do we look to review our internal systems, processes, content, and more first , rather than engaging in a blame game? Marketing automation systems, in partnership with a good CRM, have a unique role in this equation.
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 22, 2014
    [CRM, Process] 5 Ways to Deal with Change for Successful Marketing
    Even our customer buying process has changed. Our customers are moving deeper into their buying process before they need to directly engage with us or our sales team. For example, if you’re going to invest in technology, you need to clearly map the processes within that technology. But how do we do it? You might also like.
  • BIZNOLOGY  |  FRIDAY, SEPTEMBER 19, 2014
    [CRM, Process] Content marketing is for salespeople, too
    But you need to take all that learning and apply it to your sales process, too. Have you taken the step of aligning your Buyer’s Journey with the sales funnel in your CRM system? Lastly, do you provide your salespeople with that content in your CRM dashboard, so that they can send it to clients to get them to the next step?
  • MARKETING ACTION  |  THURSDAY, SEPTEMBER 18, 2014
    [CRM, Process] The 3 & 5 of Winning Drip Marketing Campaigns
    Drip marketing is an ideal purpose for your content marketing engine because it allows you to deliver relevant, timely information to your target audience based on where they are in the decision-making process and what they’re interested in. 'How many times does a prospect need to see your message before taking action? MarketingSherpa says 5.
  • HUBSPOT  |  WEDNESDAY, SEPTEMBER 17, 2014
    [CRM, Process] Getting Exceptional Growth: Meet the New HubSpot Marketing Platform
    Campaign Wizard : We know that creating marketing campaigns takes time, so we’ve added a Campaign Wizard to speed up the process of creating and organizing all your campaign assets. 'Years ago, when Brian and I started HubSpot, we were on a singular mission. We wanted to help companies get off of the sidelines and into the game. or ten.
  • EARNEST ABOUT B2B  |  WEDNESDAY, SEPTEMBER 17, 2014
    [CRM, Process] The changing role of the CMO - HubSpot Inbound 2014, Tuesday 16th September
    They need to understand targetting and how customers convert and have a much more involved role in the purchase process. The key one being a new CRM system - free for HubSpot users. The intention is not for companies to ditch their existing CRM, but instead to have access to a good platfrom where previously they mght not have had one.
  • CLIENT BRIDGE  |  TUESDAY, SEPTEMBER 16, 2014
    [CRM, Process] HubSpot Reveals New Tools to Accelerate Sales
    An Insiders Look at HubSpot’s New CRM Tools. HubSpot Sales (or CRM) was built from the ground up on modern technologies which allows for some unique and powerful features for the sales team. Phone Integration (additional cost) - Make calls with one click in your CRM system. big time-saver. Recording optional.). Click to Tweet!
  • FATHOM  |  FRIDAY, SEPTEMBER 12, 2014
    [CRM, Process] What I Learned by Monitoring Competitors in Higher Education
    Trademark Violators: TSM makes this easy with its setup automated emails you can use to submit your trademark violations directly to the engines for faster processing. like to use this simultaneously with a CRM to find out which programs we’re losing leads with. During the peak season, we do a lot of competitor monitoring.
  • BIZNOLOGY  |  THURSDAY, SEPTEMBER 11, 2014
    [CRM, Process] B2B data – Get smart not big
    Common examples are: purchased lists, responses from marketing campaigns, qualified lead lists, visitors to trade show booths, webinar registrations, sales staff CRM inputs, inbound inquiries, survey results, and of course, the transaction records held  in accounting.  For 99.9% Why is this true?  So now you’re asking, what’s Smart Data ?
  • VOICE-BASED MARKETING  |  WEDNESDAY, SEPTEMBER 10, 2014
    [CRM, Process] Four Ways Marketers and Agencies Score Phone Leads to Prove (and Improve) ROI
    m presenting them as an integrated, step-by-step process, but you may choose to use just one or two of these techniques, depending on the nature of your campaigns and business. Since it obviously isn’t practical to listen to every conversation to access value, you can automate the process with keyword spotting technology.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, SEPTEMBER 8, 2014
    [CRM, Process] The Best Sales Prospecting Qualification Questions to Ask
    'If you are a company just starting out with your teleprospecting strategy or you are looking to revamp your methods when it comes to questions to ask during the lead qualification process, you''ve come to the right place. What does your budget process look like? What CRM system do you use? The answer to these questions is No.
  • VIDYARD  |  MONDAY, SEPTEMBER 8, 2014
    [CRM, Process] Perfect Your Process: Proven Best Practices For Every Marketing Automation Admin
    When I first joined the marketing automation world in 2010, I was excited about bringing in a more regular process for managing leads as well as more automation to handle that process. Create process visualizations. And know how it works with your CRM, your website, and your product. Know Your systems. Put Data First.
  • MARKETING ACTION  |  THURSDAY, SEPTEMBER 4, 2014
    [CRM, Process] Survey Says: 42% of CRM Users Plan to Invest in Marketing Automation
    'Customer relationship management (CRM) systems are vital to businesses both large and small across multiple industries. well-chosen and ably used CRM solution can save time, reduce costs and help your sales and customer service teams become more productive – and more effective. But what does the future hold for CRM users?
  • MARKETING ACTION  |  WEDNESDAY, SEPTEMBER 3, 2014
    [CRM, Process] Getting to Yes: 5 Marketing Automation Myths Debunked
    It’s a cumbersome manual process and so it gets done in between other (often less important) things. After a few weeks, they could add capabilities, perhaps integrating with their CRM system, stepping up their social media marketing, or learning how to use lead scoring to identify hot prospects for the sales team. The answer is no.”.
  • MARKETING ACTION  |  TUESDAY, SEPTEMBER 2, 2014
    [CRM, Process] Are You Ready For the Future of Email?
    HEATHER : What aspects of behavior are most crucial to the buying process? AARON : One example is how we integrate very select data partners with our CRM. In late June we did some technology-focused campaigns on companies that were using a CRM, and also did not have marketing automation. It’s ‘all-bound.’ That’s great.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 28, 2014
    [CRM, Process] 6Sense Finds B2B Prospects Using Web Site Activities
    6Sense wouldn''t be a CDP if it merely displayed its data on a CRM screen without letting the CRM system import it. Starting at the beginning, the system imports a list of each client’s customers and sales opportunities from CRM and marketing automation systems. and from a network of third-party Web sites.
  • MARKETING ACTION  |  WEDNESDAY, AUGUST 27, 2014
    [CRM, Process] Cohort Analysis: 2 Simple Steps to Better Understand Your Leads
    Creating the above data set requires stitching together data from CRM and marketing automation systems. The process to do this will vary based your specific environment. 'Cohort analysis is an often-overlooked area of marketing analytics. In this post, we will talk about cohort analysis of leads. Lead to Win Velocity. SQL stage to Win.
  • B2B LEAD GENERATION BLOG  |  MONDAY, AUGUST 25, 2014
    [CRM, Process] Lead Gen Tactics from 4 MarketingSherpa Case Studies
    Case Study #2 – Lead Generation: Revamped marketing automation and CRM technology drives 75% more leads. To meet this challenge, the team audited the current situation, and ended up replacing both existing marketing automation and CRM solutions, and found new technologies that were more integrated. What were the results?
  • MARKETING ACTION  |  THURSDAY, AUGUST 21, 2014
    [CRM, Process] 3 Steps to Choosing the Right Marketing Automation Solution for Your Agency
    Before you even get started in the process of evaluating vendors: Take a long look at your own organization and your existing marketing processes; what do you want to do more? Would it make existing processes better? Once you’ve done that, you’re ready to begin the process. Better? What new capabilities do you want?
  • VOICE-BASED MARKETING  |  WEDNESDAY, AUGUST 20, 2014
    [CRM, Process] Marketing Challenges Agencies Face and How to Solve Them with VBMA
    Tools like Google’sUniversal Analytics are great for tracking web leads, orSalesforce’s CRM platform that can track how these leads progress through the sales funnel, and lastly, optimization platforms like Optimizely that can help you drive more leads from your website. The Importance of Phone Leads. Call Tracking. Lead Scoring.
  • B2B INTERNET MARKETING STRATEGIES  |  TUESDAY, AUGUST 19, 2014
    [CRM, Process] Marketing Engines as a Game-Changing Strategic Advantage
    And finally, imagine your marketing engines feeding your sales reps with leads only after the prospect has gotten so far through their buying process that reps spend most of their time closing deals, not selling them…all while your competitors’ sales reps spend the vast majority of their time prospecting and educating rather than closing.
  • VOICE-BASED MARKETING  |  TUESDAY, AUGUST 19, 2014
    [CRM, Process] Outstanding Technology: Ifbyphone Is a Finalist in the ITA CityLIGHTS Awards!
    There are multiple categories in which winners can be honored, including the Outstanding Technology Development Award, presented to the company or organization that utilizes or developed a technology tool, process or service that made a substantial improvement on business metrics. And And guess what? Ifbyphone is a finalist! Vote for Us!
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, AUGUST 19, 2014
    [CRM, Process] 6 Email Prospecting Tools Every Inside Sales Rep Should Be Using
    Streak - A CRM in Your Inbox. Streak has an interesting value proposition: “You already live in your inbox; shouldn’t your CRM?” The company was born out of the frustration of inside sales reps having to switching between the email inbox and the CRM. Just group your email recipient into the right “box” (i.e.,
  • VIDYARD  |  MONDAY, AUGUST 18, 2014
    [CRM, Process] How to Streamline Your Video Content Marketing Operation
    Ensure everyone involved in the video process can see it, and that there’s some buffer time built in for feedback before a video goes live. Depending on how far along you are in the process it’s a good idea for your videographer to define the feedback rules in this phase. Step 1: Plan Your Upcoming Topics and Scope.
  • MARKETING ACTION  |  MONDAY, AUGUST 18, 2014
    [CRM, Process] Full-Service Technology Vendors: Marketing Automation Support and More
    And a simple way to make sure people and processes are fully integrated is to provide a single, full-service solution that everyone can depend on to get their projects done. To distinguish themselves from one another, they often partner with specific brands that focus on a particular facet of the business process. Email marketing.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, AUGUST 15, 2014
    [CRM, Process] The Role of Webinars in the Sales and Marketing Process
    As illustrated below, the effectiveness of webinars spans the entire sales and marketing process, from driving awareness to lead generation and nurturing to cross-selling and upselling. Move prospects and opportunities faster in the purchase process. Enhance marketers’ lead scoring and nurturing process. Engaging Buyers.
  • HINGE MARKETING  |  FRIDAY, AUGUST 15, 2014
    [CRM, Process] Intermediate Techniques to Build a Better Email Marketing Campaign
    Leads further along in the sales process may find progressively closer engagements useful: think webinars and complimentary consultations. Generally, this software integrates with your CRM and expands on its capabilities. Now it’s time to step up your game and make your campaigns as effective as possible. Offer strategies.
  • LEADERSHIP  |  TUESDAY, AUGUST 12, 2014
    [CRM, Process] 5 Ways to Recognize B2B Lead Generation Failure ���and Move On
    Common issues include not following a regular list hygiene process, missing solid account mapping and lead scoring metrics, not being in touch with the dynamics of your market and not fully comprehending the issues your customers find most challenging. YOU HAVE NOT MAPPED THE B2B BUYING PROCESS: B2B procurement is not a simple process.
  • HUBSPOT  |  MONDAY, AUGUST 11, 2014
    [CRM, Process] 57 Little Things to Double Check Before Your Website Launch
    Lead generation forms, social sharing, CRM integration, and any other technology should work flawlessly across your website. Integrations with third-party tools, such as your CRM, e-commerce software, and/or marketing platform, are running smoothly. Website is PCI compliant (if you’re storing and processing credit cards).
  • HINGE MARKETING  |  WEDNESDAY, AUGUST 6, 2014
    [CRM, Process] Marketing Automation: How to Choose the Right Software for Your Firm
    Be sure to include all of the technology solutions that marketing automation software will need to integrate with, such as your website CMS, CRM system, social media profiles, and webinar tools. What is the on-boarding process? Let’s get started. Preparing for Research and Evaluation. Rather, it will only magnify your problems.
  • MARKETING ACTION  |  WEDNESDAY, AUGUST 6, 2014
    [CRM, Process] 5 Reasons Sales Should Be Excited About Marketing Automation
    But the real benefit comes from lead scoring and integration with CRM , because it allows marketing and sales to dynamically adjust messaging based on individual prospect behavior. Sometimes changes in sales processes and CRM layouts disrupt the norm. It sure would be nice if CRM was more than a management tool.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, AUGUST 5, 2014
    [CRM, Process] VEST Report: Analytics Tops List of Upgraded Marketing Automation Features
    By golly, the results were similar – 19 of the items fell into analytics, compared with just four each in the next most common groups (campaign management, content marketing, and CRM integration). 'I finished the latest release of the B2B Marketing Automation Vendor Selection Tool (VEST) yesterday, which is always a great relief. Who knew?
  • HUBSPOT  |  SATURDAY, AUGUST 2, 2014
    [CRM, Process] The 6 Elements of a High-Performing Modern Sales Culture
    Your gut feeling vs. your CRM. Modern sales leaders create healthy competition among the team -- and this really starts with finding people in the hiring process that are both naturally competitive but still team players. To lead a modern sales organization, you can''t be a leader that''s stuck on a process that worked in the past.
  • MARKETING ACTION  |  THURSDAY, JULY 31, 2014
    [CRM, Process] Sales & Marketing Alignment: A Pragmatist’s View
    It’s imperative to understand – and respect – both types of messages, and use them together optimally, in a mutually agreed-on process. How are they put into the CRM? What’s the review process?  Is there a time frame on the sales-nurturing process? A quick search returns over 22 million results. It’s good news. Resist.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, JULY 30, 2014
    [CRM, Process] How to Create a Roadmap For Personalized Marketing
    In contrast, top performers have revenue predictability built into their process. Even if they have a CRM, there’s no integration with the email engine. 'Customer obsession holds the keys to the kingdom for marketing nirvana. And customers crave personalized attention from the brands with which they interact. Breakdown of the M5.
  • 3D2B  |  WEDNESDAY, JULY 30, 2014
    [CRM, Process] How to Create a World-Class B2B Call Center
    Processes and Systems. To get the best results, you need to support excellent agents with world-class processes and systems that make your call center run like clockwork. You need to integrate your marketing automation with your CRM system. But she heard nothing. Complete silence. Aren’t the sales people happy with the leads?
  • SALES CHALLENGER  |  MONDAY, JULY 28, 2014
    [CRM, Process] Boost Your Sales With Big Data
    'By now, you probably know that customers, on average, have completed 57% of the buying process before engaging suppliers. Many sales organizations struggle to maintain all of the data within their CRM systems , and big data and predictive analytics mean more data from more sources to maintain. Analytical capability.
  • MARKETING ACTION  |  MONDAY, JULY 28, 2014
    [CRM, Process] Got CRM? Why You Need Marketing Automation Too
    CRM changed sales… All this changed when we got an early version of a CRM system. CRM had made us more efficient. That’s where your goals and process come in. CRM and marketing automation are complementary. Even the sales process embodied within your CRM system is just strategy. 
  • MARKETING ACTION  |  TUESDAY, JULY 22, 2014
    [CRM, Process] ? 5 Tips for Marketing in a Highly Regulated Industry
    There are many customer relationship management (CRM) processes that have a direct impact on financial reporting. For strongly regulated organizations, adapting existing protocols to a dynamic marketplace can be a slow and painful process. In the new world of marketing, the rules are changing every day. Ed. ).
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JULY 17, 2014
    [CRM, Process] 4 Tips For Data-Driven Glory: Insights From Interact 2014
    “We have what we call an ‘embarrassment of riches,’” said Patti Rutkin, associate director of digital CRM and direct marketing at Verizon. 'by Courtney Buchanan | Tweet this Marketers today swim in a sea of data. Combine data streams. But for Verizon Wireless , highly personalized newsletters are driving value.
  • ANNUITAS  |  THURSDAY, JULY 17, 2014
    [CRM, Process] Why Companies Don’t Market to Their Customers
    Data sits in different parts of the organization, CRM systems are full of duplicates, finance has their own database that consists of procurement contacts and there is no one database that provides a holistic view of the customer.  This was a significant statement that would have major impact for the organization.  Lack of Data Governance.
  • ANNUITAS  |  TUESDAY, JULY 15, 2014
    [CRM, Process] Marketing & Sales Misalignment…the Impact
    While it’s certainly true that content created for the early stages (Engage stage) of the buying process doesn’t need an eagle-eye review by a sales rep, it is critical that content meant for later stages (Convert stage) meets sales’ needs.  'It’s as as inevitable as death and taxes…marketing and sales misalignment.
  • MODERN B2B MARKETING  |  TUESDAY, JULY 15, 2014
    [CRM, Process] [Report] What Does Demand Generation Mean to You?
    But regardless of what else your marketing strategy needs to accomplish, demand generation (the process of generating promising buyers for the sales team) probably tops the list. 'Author: Raymond Coppinger Today, B2B marketers have many core objectives – brand building, customer communications, multi-channel coordination…the list goes on.
  • SALES CHALLENGER  |  MONDAY, JULY 14, 2014
    [CRM, Process] 5 Principles to Managing CRM Data Quality
    'In response to increasing sales complexity, many organizations are “doubling down” on CRM to drive rep productivity, generate better insight, and improve customer experience. That said, your reps won’t use CRM if the data is not good, and it’s unwise for executives to make strategy decisions using data that is poor or incomplete.
  • MARKETING ACTION  |  MONDAY, JULY 14, 2014
    [CRM, Process] An Act-On Conversation: Aaron Bolshaw Talks Automated Email Programs … and Why They’re Awesome
    You needed to plan the message and the offer, you needed a copywriter, someone with web graphics chops, and process people to support the whole thing – list pulls, testing, sign-offs, et cetera. AARON:  Conditional branching allows you to add business logic to your process. 'Pure gold. It’s been condensed for brevity. AARON:   Yup.
  • HINGE MARKETING  |  WEDNESDAY, JULY 9, 2014
    [CRM, Process] Marketing Automation: What it is and How to Know if Your Firm Needs it
    You are able to measure results of each step of your lead generation and lead nurturing process as well as ROI of your marketing programs and campaigns. Automate the process of nurturing prospects based on their interests until they are ready to buy. Pass qualified leads over to CRM system for business development follow up.
  • VOICE-BASED MARKETING  |  TUESDAY, JULY 1, 2014
    [CRM, Process] 3 Use Cases That Might Change Your Mind About IVR
    But many of our customers have found that a simple IVR survey takes a lot of the pain out of the process. But when you add IVR into the mix, you make it possible for that customer to begin the reordering process right there on the spot. They might make you stop and think about how you can use this flexible technology in your company.
  • VOICE-BASED MARKETING  |  TUESDAY, JULY 1, 2014
    [CRM, Process] 3 Use Cases That Might Change Your Mind About IVR
    But many of our customers have found that a simple IVR survey takes a lot of the pain out of the process. But when you add IVR into the mix, you make it possible for that customer to begin the reordering process right there on the spot. They might make you stop and think about how you can use this flexible technology in your company.
  • HUBSPOT  |  TUESDAY, JULY 1, 2014
    [CRM, Process] So You Just Hired an Agency: Here's How to Start Off on the Right Foot
    Everything in the sales process points to the fact that your marketing budget is in the right hands. You should also give the agency the opportunity to go through your sales process. Turn your agency’s employees into this as well -- by walking them through your sales process, not by paying an invoice. Make them a customer.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JUNE 30, 2014
    [CRM, Process] 5 Most Frequently Asked Questions About Outsourcing Inside Sales
    'I have the opportunity to join calls with our inside sales team during the sales process frequently. It takes a month or two to reach that goal, and the key is to be patient and make the necessary tweaks in scripting and process during this crucial ramp time. How do I know where to buy my list from? How will data, opportunities, etc.
  • MARKETING ACTION  |  MONDAY, JUNE 30, 2014
    [CRM, Process] Terry Forsey Consulting Builds Business with Marketing Automation
    We used to have disjointed tools for email marketing, analytics, CRM, social, and the website,” said Terry Forsey, Managing Director of Terry Forsey Consulting. Their initial goals were to save time, streamline processes, and provide a coherent view into the consultancy’s own multi-channel marketing efforts. said Terry. Agency
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, JUNE 27, 2014
    [CRM, Process] Fliptop: A Customer Data Platform for Predictive Lead Scoring, Pure and Simple
    When it gets a new client, it loads that company’s own customer list and sales from its CRM system, finds those companies and individuals in the Fliptop database, enhances their records with Fliptop data, and uses the combined information to build a predictive model that identifies the likelihood of someone making a purchase.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, JUNE 24, 2014
    [CRM, Process] 3 Truths to Help Balance Marketing Technology Mayhem
    What processes do you have – do you need – to more effectively manage and measure your marketing driven by technology? Drive timely, relevant data into CRM to increase adoption and value. Kristin is also a proud marketing nerd. Follow Kristin on Twitter @KristinConnell. Only at the precipice do we evolve. ” How so?
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, JUNE 24, 2014
    [CRM, Process] 3 Truths to Help Balance Marketing Technology Mayhem
    What processes do you have – do you need – to more effectively manage and measure your marketing driven by technology? Drive timely, relevant data into CRM to increase adoption and value. Kristin is also a proud marketing nerd. Follow Kristin on Twitter @KristinConnell. Only at the precipice do we evolve. ” How so?
  • CUSTOMER EXPERIENCE MATRIX   |  SUNDAY, JUNE 22, 2014
    [CRM, Process] NextPrinciples Offers Integrated Social Marketing Automation
    Originally envisioned as a platform for social listening and engagement, it evolved before launch into a broader solution that addresses every step in the process of integrating social media with marketing automation. Leads can also be imported from marketing automation or CRM systems to be tracked and enhanced. But that’s really okay.
  • HUBSPOT  |  THURSDAY, JUNE 19, 2014
    [CRM, Process] 60 Marketing Acronyms Every Industry Pro Should Know
    CRM: Customer Relationship Management. At the simplest level, CRM software lets you keep track of all the contact information for these customers. The process of improving your site conversion using design techniques, key optimization principles, and testing. Learn how to create a user-friendly website registration process here.
  • MARKETING ACTION  |  MONDAY, JUNE 16, 2014
    [CRM, Process] Report From New York: How Agencies are Using Marketing Automation
    New technologies let them generate more leads and nurture them more effectively over a longer period of time; marketing automation also helps with identifying, prioritizing, and routing sales-ready leads to their clients’ Microsoft Dynamics CRM accounts. 'Judy Logan of Act-On, seated; Julie Persofsky of Influitive, standing. Agency Corporat
  • MARKETING ACTION  |  WEDNESDAY, JUNE 11, 2014
    [CRM, Process] How to Sell Marketing Automation to Your CXO
    Great sales organizations are successful because they have honed their sales processes and made them repeatable. Disruption of process. 'You’ve reached that point: You need to take your marketing to the next level, beyond the email program that your company is outgrowing. What’s in it for your company? Sell the CMO. Use them.
  • B2B MARKETING INSIDER  |  WEDNESDAY, JUNE 4, 2014
    [CRM, Process] 4 Steps To Success In The New Demand Generation World
    Process. The internal processes you create or enhance will determine if your Demand Generation will be successful, or mired in process paralysis.  It is necessary to have your entire DG Team work out of your CRM System, this will create full visibility and allow you to root cause any issues quickly.  Business Model.
  • VIDYARD  |  WEDNESDAY, JUNE 4, 2014
    [CRM, Process] Assembling an Extra Powerful Marketing Team
    To take on your own Demando, you’re looking for someone who understands buyer behaviour, marketing strategy, the sales process, and the technology landscape. They should be analytical but creative, love process but think out of the box, pay attention to detail but see the big picture. In fact, it’s actually a lot like Marvel’s X-men.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JUNE 2, 2014
    [CRM, Process] How Empowerment Can Rejuvenate Your Inside Sales Organization
    When reps have to make decisions on their own like coming up with ideas for a list, scripting, creating their own reports, creating ways to be more efficient in your CRM system, etc., Because they are millennials, they are a group that likes to be part of everything and are really driven by the latest technology and processes.
  • MARKETING ACTION  |  MONDAY, JUNE 2, 2014
    [CRM, Process] Persona: More Than A Movie
    Begin the process by looking at data that represents your current customers. As an example, one of Act-On’s’ customers analyzed their own data and discovered that most of their best customers were companies of a certain size using a particular CRM technology. Map the buying process of your target buyer personas.
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