[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.
    [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.
    [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.
    [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.
    [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.
    [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.
    [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.
    [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.
    [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.
    [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.
    [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.
    [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.
    [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.
    [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.
    [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.
    [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.
    [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?
    [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.
    [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.
    [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.
    [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.
    [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.
    [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!
    [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.
    [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.
    [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.
    [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.
    [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.
    [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?
    [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.
    [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.
    [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).
    [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?
    [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.
    [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.
    [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.
    [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.
    [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
    [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.
    [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.
    [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?
    [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.
    [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.
    [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.
    [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.
    [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?
    [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.
    [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.
    [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.
    [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).
    [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
    [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.
    [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!
    [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.
  • BIZIBLE  |  TUESDAY, AUGUST 16, 2016
    [CRM, Process] 5 Reasons Mastering Marketing Attribution Helps You Become A Better Business Leader
    If you’re tracking your campaigns with advanced web tracking and connecting that to your CRM, you've got a source of problem solving opportunities. What was a bestseller, reaching 10,000 copies sold per year, in colonial America? Answer: Ben Franklin’s “Poor Richard’s Almanac.” So let’s change that. Is this high quality information?
  • 6SENSE  |  TUESDAY, AUGUST 16, 2016
    [CRM, Process] 5 Essential Tools for Your Salesforce Account-Based Marketing Cloud
    For sales and marketing teams, the selection process of identifying target accounts has become the most critical component to drive marketing and sales outcomes at scale. For the ABM Cloud for Salesforce, 35 vendors whose products integrate and work seamlessly with the Salesforce CRM have joined the initiative. Latest
    [CRM, Process] A High-Level B2B Marketing Budget Breakdown
    In addition to creating a scalable content creation process , you may need to seek out the services of vendors or consultants to help you refine your plans. Author: Daniel Kushner We’re in the age where marketing is recognized as the foundation for business growth. You might use a variety of metrics to determine your ROI (e.g.
  • THE ROI GUY  |  TUESDAY, AUGUST 16, 2016
    [CRM, Process] The Five Pillars to Business Value / ROI Selling Success
    A business value / ROI sales tool can be a fantastic foundation to business value selling success, but to elevate to greatness, you need more. They should. Your business value / ROI sales tools should be simple, easy and fun to use, all while providing credible analyses and results. And the support shouldn’t stop there.
    [CRM, Process] 5 Ways to Immediately Boost Account Based Marketing (ABM)
    Here’s a transcript of that discussion: Paul:   Welcome once again to another episode of CRM Radio Today; the voice of CRM today and tomorrow. And this is a big thing with account-based marketing where we have a complex sales is five or more five, 15, in some cases 25 people or more will be involved in that buying process.
  • HUBSPOT  |  TUESDAY, AUGUST 16, 2016
    [CRM, Process] The Biggest Opportunities for Agencies in 4 Charts
    the strategy), and design -- creating a proposal can be a time-consuming and arduous process. Increasing the conversion rates of your proposals by improving your sales process should be a priority. You've heard this common theme repeated by your parents, your teachers, your managers. In fact, the opposite is often recommended.
  • BIZIBLE  |  MONDAY, AUGUST 15, 2016
    [CRM, Process] How To Adopt ABM Predictive Analytics at Your B2B Organization
    As there are stages to most every strategy adoption process, there are steps to adopting ABM predictive analytics as well. Omnichannel tracking (online and offline) Integration with the CRM Lead-to-account mapping. [ ] ABM STRATEGY. This enables a comprehensive display of all key marketing touchpoints within the same system (the CRM).
    [CRM, Process] 6 Skills Today’s Lead Nurturers Must Have
    Therefore, sales prospecting with content requires a more complex process than it did even five years ago, largely because the buyer has a lot more control and salespeople are no longer the sole gatekeepers to the information they need. Record keeping and CRM knowledge. An understanding of the sales process. head for analytics.
  • BIZIBLE  |  FRIDAY, AUGUST 12, 2016
    [CRM, Process] An Inside Look at how Multi-Touch Attribution Data Moves from First Touch to Closed Won
    From the moment a potential buyer first encounters a B2B brand, a multi-touch attribution solution is tracking, modeling, organizing, and reporting that data inside the organization’s CRM. This created a contact inside our organization’s CRM, and since the session began with a referral from LinkedIn, that channel receives credit for the lead.
    [CRM, Process] How to Promote Your Website and Increase Your Online Presence
    Hinge’s research verifies that a professional services firm’s website is a critical component of its business development process. Hinge’s research verifies that a professional services firm’s website is a critical component of its business development process. Start with goals and outcomes. What are the typical pain points? Figure 1.
    [CRM, Process] LeanData Joins ABM Cloud for Salesforce — First-Ever Account-Based Marketing Partnership for the Salesforce Platform
    The ABM Cloud is geared toward Salesforce users because it’s the most widely used CRM in the SaaS ecosystem. LeanData simplifies the complexity of the B2B sales process through better lead management. LeanData will collaborate with more than 30 other companies to help marketers build ABM technology solutions. BOSTON, Mass.
    [CRM, Process] Building a Sustaining Partner Community: a Channel Strategy
    CRM, for pipeline standardization. This process lead to categorizing their existing partner community into four segments: Legacy Oriented, Farmers, Peak Performers and Rising Stars. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Phase One. Summary.
    [CRM, Process] Solving The Challenge of Marketing ROI
    Marketing ROI Challenges Many marketers struggle with marketing ROI due to following reasons: Time: The process seems overwhelming when you consider all the channels, content, and agencies that support marketing efforts. CRM systems have become ubiquitous and mandatory technology for modern marketers. Warning! How do you get started?
    [CRM, Process] 7 Stages of B2B Marketing Sophistication [Which Level Are You?]
    It’s a multi-faceted process that spans months to years of a buyer’s journey. Using an attribution solution, which is integrated directly with the company’s CRM, B2B marketers can take advantage of bottom-of-funnel (BOFU) tracking. B2B marketing is no easy task. And an organization doesn’t move from beginner to expert overnight.
  • KAPOST  |  MONDAY, AUGUST 8, 2016
    [CRM, Process] Marketing and Technology: Lessons from Salesforce’s Marketing Technology Director
    From my viewpoint, there are three tenets of marketing technology: The WHO: Model and Identify Prospects (Profile Store) – Provides the capability to identify who your prospective customers are by ingesting user interaction, profiles, and CRM data. Coming from an IT background, I look at things in terms of people, process, and technology.
  • ACT-ON  |  MONDAY, AUGUST 8, 2016
    [CRM, Process] 10 Things You Need to Know About Account-Based Marketing
    In the past, account-based marketing was a tedious, time consuming, manual process. Today , the basic process remains much the same, but technology has changed the labor equation, making ABM practical for any company that already uses marketing technology well. Account-based marketing (ABM) is a big deal. ABM = Increased ROI.
  • PUREB2B  |  SUNDAY, AUGUST 7, 2016
    [CRM, Process] How to Lose a Lead in 10 Ways
    Allowing your leads to fall through the cracks due to a faulty process is not just a waste of time, but a serious waste of money. Most businesses nowadays integrate their social media management system with their CRM platform. Are you inundated with articles telling you to nurture your qualified leads? Ignore Your Leaky Sales Funnel.
    [CRM, Process] 16 Proven Ways to Get Better Opportunities Now (Part 2)
    To remain relevant to people during the nurturing process, you have to be consistent. Having precise profiles of the different leads means that you can automate that process. The re-engagement or nurturing process has to start with a human being. Touch longer-term leads frequently and relevantly. . Click To Tweet.
    [CRM, Process] How to Prevent Your Best Clients From Leaving (And Stop the Endless New Business Cycle)
    Too often failure to pull this process into one place occurs, and instead the pro ject is managed by email, Slack, phone calls, WhatsApp messages (yeah, that has happened), Facebook messenger, LinkedIn messenger, and even bumping into clients and having an impromptu half an hour meeting. New business is everything, right? Wrong! Say it.
  • 6SENSE  |  WEDNESDAY, AUGUST 3, 2016
    [CRM, Process] The 5 Priorities of the Data-Driven CMO
    Sales teams record and track scores of data points in CRM tools. While getting the data and using it to create team alignment across the organization are important steps, at the end of the day the major goal is building a data-driven decision-making process for your organization. Data is coming at us from all sides today. Alignment.
  • RADIUS  |  MONDAY, AUGUST 1, 2016
    [CRM, Process] The Future is Here With Predictive Account-Based Marketing
    The growing adoption of customer relationship management (CRM) and marketing automation technology (MAT) systems has created an unprecedented amount of data for optimizing ABM initiatives. CRM is the foundation of ABM because it serves as the system of record for data about accounts and contacts. The emergence of the ABM tech stack.
    [CRM, Process] 3 Tips to Improve Marketing Accountability
    Even when an organization has processes in place to leverage technologies, refinement and optimization strategies must continually evolve in tandem with marketing goals. Organizations previously focused on their known marketing channels—for example email data stored in a familiar place: CRM systems. billion by 2017.
  • RADIUS  |  FRIDAY, JULY 29, 2016
    [CRM, Process] 6 Best Practices For More Effective Direct Mail Campaigns
    Leverage existing data in your CRM to identify the right prospects for your direct mail campaign. Use all available information not just from from your CRM and marketing automation platform, but external sources that gather prospect data to personalize the campaign experience. But what about direct mail?  response rate. Be persistent.
  • SALES ENGINE  |  FRIDAY, JULY 29, 2016
    [CRM, Process] If Your Leads Stink, Time to Update Your Buyer Personas
    What roles do they play in the buying process? What information do you need to collect in your CRM that will give you more insight into whether the prospect has a problem that might be worth discussing? Sales reps need leads, and it’s marketing’s job to get at least some of them—a majority would be nice. Who are they? Content Strateg
  • LEANDATA  |  THURSDAY, JULY 28, 2016
    [CRM, Process] FunnelWise and LeanData Partner to Deliver Unprecedented Funnel Optimization
    FunnelWise integrates with marketing automation and customer relationship management (CRM) software to provide real-time visibility of an organization’s revenue velocity, goal tracking and forecasting. LeanData, a Series A-funded Silicon Valley startup, is passionate about simplifying the B2B sales process. About FunnelWise.
  • HUBSPOT  |  THURSDAY, JULY 28, 2016
    [CRM, Process] 9 Companies Using Live Website Chat in a Creative Way
    Sure, customers can call an 800 number, send an email or fill out a contact form when they run into hiccups in their decision-making or purchasing process, but for every second that it takes a business to respond, the customer’s likelihood to purchase exponentially decreases. Live chat technology has been around for a while. With 1.09
  • INFER  |  WEDNESDAY, JULY 27, 2016
    [CRM, Process] Infer Named a 2016 CRM Market Rising Star
    Infer is honored to be named a 2016 CRM Market Rising Star! The Market Awards aim to recognize leaders in the CRM industry, and are selected based on a composite score that includes revenue, company growth, market share, customer wins, reputation for customer satisfaction, depth of product functionality, and company direction.
  • INFER  |  WEDNESDAY, JULY 27, 2016
    [CRM, Process] Infer Named a 2016 CRM Market Rising Star
    Infer is honored to be named a 2016 CRM Market Rising Star! The Market Awards aim to recognize leaders in the CRM industry, and are selected based on a composite score that includes revenue, company growth, market share, customer wins, reputation for customer satisfaction, depth of product functionality, and company direction.
  • BIZIBLE  |  WEDNESDAY, JULY 27, 2016
    [CRM, Process] Best Practices For Identifying And Developing Marketing Personas For ABM
    See if they have a few minutes to chat about their process and what was involved on their end. These questions can be answered with multi-touch attribution and data in your CRM. Of course, this also requires lead-to-account mapping, the process of tying each of the individual’s interactions to the account. Who are they?
  • LEANDATA  |  TUESDAY, JULY 26, 2016
    [CRM, Process] A Tale of Three Sales Processes
    And there isn’t one, single way to design a productive selling process, either. With that in mind, the recent “Sales Operations Fireside Chat — A Tale of Three Sales Processes” webinar took a deep dive into how a trio of up-and-coming tech companies are solving the data problems that every B2B organization confronts. Dirty data.
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