MADISONLOGIC B2B WHITE PAPERS | FRIDAY, MAY 22, 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 | FRIDAY, MAY 22, 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 | FRIDAY, MAY 22, 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.
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.
HINGE MARKETING | MONDAY, MARCH 23, 2015
[CRM, Process] 10 Essential B2B Marketing Strategies to Grow Your Professional Services Firm
Market research also gives you insight into how your processes are performing. This process of nurturing leads through content is illustrated below: A second component of your website you need to consider is design. CRM: Another essential software is a Customer Relationship Management System (CRM). Embrace them, use them.
CMO ESSENTIALS | MONDAY, MARCH 23, 2015
[CRM, Process] The Voice of the Customer in Branding: A Simple Formula for Success
This data is then integrated within relevant technology systems such as CRM and marketing automation to help employees and executives with insights into customer needs. Tuning in to the needs of empowered customers is very much like a “crawl, walk, run” process. Reactive: Act After Customers Raise an Issue.
HUBSPOT | SATURDAY, MARCH 21, 2015
[CRM, Process] The #1 Productivity Investment Sales Teams Are Making This Year [Research]
Improving process, skills, or competency training (81%). According to the survey, the two least commonly planned productivity investments are deploying a new CRM system (48%), and deploying new sales productivity applications (54%). This post originally appeared on the Sales section of Inbound Hub. Implement new technology? Technology.
FATHOM | FRIDAY, MARCH 20, 2015
[CRM, Process] 5 Tips for Successful Marketing Automation Integration
Without successful implementation companies will more than likely miss out on the full potential of marketing automation. I’ll lay some ground rules for a successful marketing automation implementation process with the following 5 tips. Sync your CRM and Marketing Automation platform to manage lead to closed deals.
BIZNOLOGY | FRIDAY, MARCH 20, 2015
[CRM, Process] Content marketing metrics – process metrics and outcomes metrics
There are two kinds of metrics in content marketing: process metrics and outcomes metrics. Process Metrics. Web traffic is an example of a process metric in that it tracks how our audience is interacting with our content. In addition to website traffic, process metrics include things like. Page views. Site visitors.
ANNUITAS | TUESDAY, MARCH 17, 2015
[CRM, Process] The Key Marketing Automation Players On Your Team
Without these key players, you risk being able to execute programs and campaigns that support the business and integrate the system with your CRM to effectively to maximize opportunities and track revenue. The CRM User. Blog certification CRM Demand Generation Strategy key players LinkedIn marketing automation power user Wrong.
EMAGINE B2B BLOG | TUESDAY, MARCH 17, 2015
[CRM, Process] 17 Reasons Why I’m Lucky To Be In Business Development
CRM: Everyone in a sales position should be thankful for a simple, easy to use CRM to manage contacts and the sales process. Seems like a no-brainer, but I also know that many sales people ignore the power of CRM. Also , LinkedIn has been a great tool to find contacts and actual titles with targeted prospects.
BIZNOLOGY | TUESDAY, MARCH 17, 2015
[CRM, Process] Enterprise automation: artificial intelligence in the making
Data mining is becoming more efficient with increased processing power, artificially-created neural networks are actually starting to beat humans at things , and robots are no longer simply taking their first steps; they are leaping and running. Though the alarm bells have been rung, machines continue to grow wittier as time passes.
IT'S ALL ABOUT REVENUE | MONDAY, MARCH 16, 2015
[CRM, Process] SXSW Preview: Mind the Modern Marketing Vision Gap
On the other side, the world's biggest enterprise companies (such as Oracle) promise a one-stop shop for integrating your most crucial marketing systems—including CRM, marketing automation, content marketing, data management, and social advertising among other business functions. In Austin? Data Attributes & Quality Data Managemen
MODERN B2B MARKETING | MONDAY, MARCH 16, 2015
[CRM, Process] Sights and Sounds of SXSW: Transformational Marketing and The Era of Engagement
Use holistic, agile methodologies, software, and processes. To uncover insights, consider taking these three steps: Aggregate data from relevant sources—your CRM, marketing automation tool. Where people enter the decision process matters. Author: Dayna Rothman Every year SXSW Interactive brings a pretty diverse group to Austin!
B2B MARKETING UNPLUGGED | MONDAY, MARCH 16, 2015
[CRM, Process] Three Reasons Customer Experience Management Fails – Part II
To be sure, a problem is an inflexion point in the relationship, and if you screw it up by trying to process all the emotion out of it, you’re probably not going to turn it around. But CRM B2B marketing bizmarketer CEM customer experience management Elizabeth Williams linkedin porcupines Reason #2: We focus on the problem. Uh oh.
MODERN B2B MARKETING | SATURDAY, MARCH 14, 2015
[CRM, Process] 13 Tips for Marketing Transformation: A Checklist for Change Agents
Collaboration and alignment are essential : • Define roles and process clearly. Bring sales into the process early—and keep them in it! Document and communicate your data model and lead management processes : And, be sure to update them. It’s a challenge that alters the course of companies and careers. Where do you start?
BIZNOLOGY | FRIDAY, MARCH 13, 2015
[CRM, Process] Data Driven Sales 2.0
The introduction of CRM (for sales) and now MRM (for marketing) has brought sales people out of the “information on paper and in my head” era kicking and screaming and into the age of technology and data. We’ve all heard far too many stories of the difficulties this transition created. B2B Marketing CRM MRM sales productivity sales rates
B2B MARKETING UNPLUGGED | WEDNESDAY, MARCH 11, 2015
[CRM, Process] Three Reasons Customer Experience Management Fails
Even the purchase process can be meticulously engineered to engage us emotionally. Now, when our brand engages with our customers, it’s clinical, process-driven and comes with an automated voice system. CRM Social Media bizmarketer CEM customer service Elizabeth Williams linkedin social media Now that’s fun. Let’s dig in!
WINDMILL NETWORKING | MONDAY, MARCH 9, 2015
[CRM, Process] Applying Content to the Social Sales Process
Although what we will be exploring in this article may be similar to content marketing, using content to attract a target audience, I want to talk to you today about using content to specifically, and proactively, assist and direct identified prospects through the selling process. Author information. Craig Jamieson. Craig M. Craig Jamieson.
MARKETING ACTION | MONDAY, MARCH 9, 2015
[CRM, Process] The Future of CRM is Customer Engagement
What’s the future of customer relationship management (CRM) and what does it take to create lasting customer engagement? Recently I had the chance to sit down with Paul Greenberg, who’s sometimes referred to as “the Godfather of CRM.” The future of CRM. ACT-ON: How do you see CRM evolving over the next few years?
MARKETING ACTION | TUESDAY, MARCH 3, 2015
[CRM, Process] Don’t Let Prospects Get Lost: Create a Customer Journey Map
There are many different ways a new potential customer could find you, so it’s important to understand the channels they’ll use and the content they’ll be looking for, in order to move them along the process. In the later stages of the process, it boils down to a win – the customer chooses your solution or goes to a competitor. Expand.
BIZNOLOGY | FRIDAY, FEBRUARY 27, 2015
[CRM, Process] How to get 50% more leads with smart content marketing
Let’s say you sell credit card processing software, and you have several target markets: small businesses, restaurants, and farmer’s market vendors. You’re not trying to talk to everyone who needs credit card processing software, but rather a very specific type of person. Start With Targeted Content. Create a Killer Call to Action.
ANNUITAS | THURSDAY, FEBRUARY 26, 2015
[CRM, Process] Two Things That Destroy Strategy
However, your content strategy should be created to align to each step of the buying process for your targeted buyer personas. Imagine spending months getting your marketing automation platform integrated with your CRM system, new third-party content created, and lead scoring models built. Short-Term Vision.
CUSTOMER EXPERIENCE MATRIX | WEDNESDAY, FEBRUARY 25, 2015
[CRM, Process] Will New Marketing Automation Tools Let Sales Climb Back Up The Funnel?
If the pendulum is really swinging the other way, then sales people will be taking a more active role earlier in the buying process. Advanced data enhancement and lead scoring make it easier for sales people to automate lead nurture processes without becoming marketing automation experts. That''s pendulum swinging with a vengeance.
VIDYARD | WEDNESDAY, FEBRUARY 25, 2015
[CRM, Process] From Viewer to Customer: Attributing Deals to Video Views
You can get away with manually searching through your lead database to complete the last step of this, but having a CRM that integrates with your Marketing Automation platform makes this as easy as one click. Since 60-90% of the buying process happens before your prospects put their hand up to ask for help, this is info you need to have.
HINGE MARKETING | TUESDAY, FEBRUARY 24, 2015
[CRM, Process] Lead Nurture Drip Email Campaigns 201: 4 Tools to Implement Campaigns
Marketing automation replaces high-touch, repetitive manual processes with automated ones supported by technology solutions. CRM consists of the processes a firm uses to track and organize opportunity and client information. CRM software is used to support these processes. On Twitter or Facebook? Lead Generation
HUBSPOT | TUESDAY, FEBRUARY 24, 2015
[CRM, Process] 8 Rookie Mistakes You Might Be Making With Buyer Personas
There are, however, some simple mistakes you can avoid making during the process. Our guide on creating negative personas will walk you through the whole process. 3) Thinking personas are only for Marketing. Dig into your CRM, look for trends, and survey your current or past customers. Not sure what questions to ask?
MARKETING ACTION | TUESDAY, FEBRUARY 24, 2015
[CRM, Process] Insights from New Gleanster Report: Dealing with the B2B Marketing “People Problem”
Clearly these Top Performers are successful, but they also deal with many people, process, and technology challenges that prevent them from achieving all their goals. Agency B2B Marketing CRM Recruiting good candidates for your B2B marketing team is rarely easy, but it’s arguably harder today. And the biggest issue? The People Problem.
VOICE-BASED MARKETING | THURSDAY, FEBRUARY 19, 2015
[CRM, Process] Tracking Mobile Call Conversions from Google Call Extensions
Call recordings, how callers navigate through IVR menus, and the geo-location of the caller all provide useful signals in this process. Integrating mobile call conversion data with bid management and CRM platforms Calls from mobile call extensions can be integrated into bid management systems such as Kenshoo and Marin Software.
VOICE-BASED MARKETING | THURSDAY, FEBRUARY 19, 2015
[CRM, Process] Tracking Mobile Call Conversions from Google Call Extensions
Call recordings, how callers navigate through IVR menus, and the geo-location of the caller all provide useful signals in this process. Integrating mobile call conversion data with bid management and CRM platforms. With the growth of mobile website traffic and the explosion of smartphone adoption worldwide, it?s website, and then call.
HUBSPOT | THURSDAY, FEBRUARY 19, 2015
[CRM, Process] 5 Customer Retention Tools for Long Term Ecommerce Success
You can get the power of gamification working for your customer experience and purchase process. These systems are good if your customers need additional information or instruction. 5) CRM. A study in the Harvard Business Review showed that increasing customer retention by 5% can lead to a 25% - 95% increase in profit. Ecommerce
VOICE-BASED MARKETING | WEDNESDAY, FEBRUARY 18, 2015
[CRM, Process] Let’s Get Personal: Customizing the Call Experience for the Consumer
These automated surveys can route and qualify calls, process orders, survey customers, and more. With CRM screen pops , your agents will have immediate access to the caller’s name, number, location, the source of the phone call, and any search keywords that led the caller to you. Marketing has become extremely personal.
VOICE-BASED MARKETING | WEDNESDAY, FEBRUARY 18, 2015
[CRM, Process] Let?s Get Personal: Customizing the Call Experience for the Consumer
These automated surveys can route and qualify calls, process orders, survey customers, and more. With CRM screen pops , your agents will have immediate access to the caller?s Marketing has become extremely personal. Through vast amounts of data collection, marketers are able to tailor more interactions around the specific consumer.
SALES PROSPECTING PERSPECTIVES | WEDNESDAY, FEBRUARY 18, 2015
[CRM, Process] #ProspectingChat: Aligning Content and Sales with Brian Hansford
Today’s chat will focus on aligning the marketing and sales process towards content with sales enablement strategies and tools. Q1: What are some first steps marketing and sales teams can take to align content marketing and the selling process? Q6: Explain an effective content hand-off process. Time: 1:30 PM EST / 10:30 PM PST.
MARKETING ACTION | WEDNESDAY, FEBRUARY 18, 2015
[CRM, Process] Should Marketers Be the Stewards of the Customer Relationships? Gleanster Research Results
To find out, Gleanster Research and Act-On Software conducted a comprehensive study to understand the state of customer lifecycle engagement, CRM, and what separates Top Performing organizations from Average firms in midsized B2B organizations. What is the Real Meaning of CRM? As it turns out, CRM can mean many things to many people.
MI6 MARKETING AGENCY | SATURDAY, FEBRUARY 14, 2015
[CRM, Process] Mi6 Marketing Wrap Up #19
This article outlines how important it is to understand what’s on the mind of key individuals in the buying process. They know who the decision makers, influencers, advocates, fans and detractors are and the decision making process. Next, this tacit learning needs to be recorded in a database, most likely a CRM system. Finally,
CMO ESSENTIALS | FRIDAY, FEBRUARY 13, 2015
[CRM, Process] How the CMO Can become the Chief Solution Officer: 9 Business Problems Solved
The Efficiency Anxiety Problem: Organizations feel pressured to remap and re-engineer business processes to be more efficient. Source: Staying Ahead of the Game with Adaptive Process Execution, Nick Castellina, February, 2015. The Budgeting Problem: Budgeting and financial forecasting processes are too long and resource-intensive.
CMO ESSENTIALS | WEDNESDAY, FEBRUARY 11, 2015
[CRM, Process] How Critical Are Technical Skills in Marketing? 13 Leaders Weigh In
Technology and analytics refine that process. Almost all levels of marketing are expected and tasked to use technical tools/software such as content management system websites and email marketing systems, as well as CRM systems and social media. That’s where marketing came from – a history of gut-feel and liquor-fueled inspiration.
MARKETING ACTION | TUESDAY, FEBRUARY 10, 2015
[CRM, Process] How PeopleHR Went From Lead Overload to Record-Setting Revenue
Many companies are turning to software solutions for help streamlining a variety of HR processes – everything from performance management, recruitment, benefits, and document management, to time tracking, training, scheduling. Like many other teams in organizations today, Human Resources (HR) is becoming more automated and data-driven.
YOUR SALES MANAGEMENT GURU | MONDAY, FEBRUARY 9, 2015
[CRM, Process] Efficient Effectiveness: Sales Leadership
To improve your CRM effectiveness. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Sales Management Thought Leadership: efficient effectiveness. Boom’s Day” the largest fireworks display in the U.S Did I mention the potential of rain? Do you have a plan?
GROW - PRACTICAL MARKETING SOLUTIONS | MONDAY, FEBRUARY 9, 2015
[CRM, Process] Your marketing success may hinge on Gray Social Media
If we had a way to scale this process and collect this important gray matter, what would I do with the information? Certainly CRM and automated marketing software are evolving in a way that can help us begin to discover these quiet voices, but there are a lot of conditions. This presents a real problem for marketers. Gray social media.
MARKETING ACTION | WEDNESDAY, FEBRUARY 4, 2015
[CRM, Process] The ROI of Influencer Marketing
To jump start the identification process, ask people – members of your company’s board, investors, executives, friends, colleagues – to introduce you to select people who are likely to be friendly toward your brand. Website visitor tracking lets you connect online behavior to a prospect’s profile in your CRM tool (e.g., Salesforce).
BLOG MY CALLS | TUESDAY, FEBRUARY 3, 2015
[CRM, Process] Call Tracking Collective: Agencies, Ad Performance and Sales
Integrating with Analytics and CRM Platforms. Using Big Data to identify key trends and insights offers significant potential to improve the sales process. We like call tracking. We like it a lot. If you read this blog, you know that we think it’s quite nifty – and we have the data to back it up. Reducing Wasteful Spending. And SMBs.
FATHOM | MONDAY, FEBRUARY 2, 2015
[CRM, Process] Marketing Investment Tips for 2015
Underscoring this pathetic reality, 28% of SiriusDecisions’ Summit 2013 attendees said their organizational content process was in the ‘Dark Ages.’ ’ If this represents the state of your organization’s content process in 2015, consider it a colossal failure of marketing AND salespeople. ”).
VOICE-BASED MARKETING | MONDAY, FEBRUARY 2, 2015
[CRM, Process] Measuring the Impact of Your Email Nurture Campaigns
The B2B buying process has evolved into the “ customer journey ,” and your marketing needs to reflect that. Analyze Conversions by Integrating with Your CRM Platform. By integrating your email automation platform with a CRM platform, such as Salesforce , you can create a direct link between email nurturing and conversion metrics.
MODERN B2B MARKETING | MONDAY, FEBRUARY 2, 2015
[CRM, Process] 4 Steps to Tackle Data Quality and Velocity Issues
Decreased lead velocity and impaired relations with sales: Most marketing organizations are more diligent than simply allowing poor data to pass through the cracks and enter their marketing automation and CRM systems (though some inevitably slips through). This complacency has many negative consequences. This is a problem we need to address.
BIZNOLOGY | FRIDAY, JANUARY 30, 2015
[CRM, Process] 6 thorny data problems that Vex B2B marketers, and how to solve them
Then, develop a very simple process by which reps pass their data to this group. B2B Marketing Social Media Marketing attribution B-to-B marketing B2B marketing CRM customer data data hygiene data matching database marketing de-duplication marketing database unstructured data Business-to-business marketers are plagued by data problems.
KOMARKETING ASSOCIATES | THURSDAY, JANUARY 29, 2015
[CRM, Process] Google AdWords for B2B Organizations: 8 Questions Leadership Should Ask
Are the user’s credentials placed into a CRM? Organizational leaders want to make sure a lead nurturing program is in place to move leads all the way through the sales process. As the chart above reveals, SEO and SEM were ranked 4th in popularity and effectiveness, and 31% were piloting or planning an SEO / SEM initiative in 2015.
VOICE-BASED MARKETING | THURSDAY, JANUARY 29, 2015
[CRM, Process] 7 Things You Should Probably Think About When Planning a Customer-Focused Event
Event Strategy Every event planning process should start with an event strategy. These are all questions to ask yourself before you start the planning process. Eventbrite and marketing automation platforms like ActOn, HubSpot, or Marketo are a few I recommend using that make the event process as seamless as possible.
MARKETING ACTION | WEDNESDAY, JANUARY 28, 2015
[CRM, Process] Sales Alignment: Put Theory Into Practice
logical strategy needs to be jointly developed to create guidelines for the process – from initial engagement to closing the deal. Theory: Have a well-defined process for lead management and internal team management. From there identify the most useful ones and build them out in your CRM, if you have one. Or does it?
KEO MARKETING | TUESDAY, JANUARY 27, 2015
[CRM, Process] Top 10 B2B Inbound Marketing Predictions for 2015
Marketers can then steer users toward a specific destination (online or in person) early in the decision-making process. Creating engaging content will become increasingly important, and personas will be a helpful tool in guiding that creative process. Mobile/Local Growth Continues to Dominate. Now, it is just the opposite.
B2B LEAD GENERATION BLOG | MONDAY, JANUARY 26, 2015
[CRM, Process] 15 Tips to Generate More Leads in 2015 (Part 3, featuring tips 11-15)
The re-engagement process has to start with a human being. You need an intelligent process to identify the person’s function and role in the company, rather than going by title. With a recent MECLABS partner, we developed a process for determining a contact’s function in the company based on a series of conversations.
CUSTOMER EXPERIENCE MATRIX | SATURDAY, JANUARY 24, 2015
[CRM, Process] New Marketing Automation Options for Small Business in the VEST Report
The system has an impressively broad scope, adding full Web site creation to the usual all-in-one mix of email, lead scoring, landing pages, and CRM. In other words, although GreenRope describes itself as “CRM and marketing automation,” it actually extends beyond those functions to manage activities throughout the business.
IT'S ALL ABOUT REVENUE | THURSDAY, JANUARY 22, 2015
[CRM, Process] The State of Marketing Technology in Asia
David is a strong advocate for the business value that marketing and communications add at every level of the sales funnel, from building brand awareness, to engaging customers, to driving sales, to CRM. Salesforce.com or other CRM systems should be integrated with outbound messaging. This process is hard, expensive, and takes time.
CMO ESSENTIALS | THURSDAY, JANUARY 22, 2015
[CRM, Process] Seven Simple Ways to Screen Marketing Candidates — Just by Looking at Their Resumes
Have you ever received a resume from a marketer that you just knew, at a glance, would not proceed in the hiring process? If the writing isn’t concise and straight-forward, chances are the candidate’s thought process isn’t either. Here are seven red flags to watch for when looking at candidate resumes for your marketing team. 1.
MARKETING ACTION | THURSDAY, JANUARY 22, 2015
[CRM, Process] Chris Kiersch on Best Practices for Choosing and Implementing a Marketing Automation Solution
But in many cases we felt that we first needed to implement the marketing automation platform and then move into the CRM integration. CRM integration is really important as well as scalability. CHRIS : We have implemented processes in our own organization that are implemented for companies who are big and small. LEO : I agree.
3D2B | TUESDAY, JANUARY 20, 2015
[CRM, Process] Turn Leads into Qualified Leads - How to Rock Sales Development in 2015
The sales lead management teams are at their desks with easy access to your customer relationship management (CRM) system. It enables companies to track the flow of leads and conversion rates more precisely, gaining the insights necessary to improve sales processes and optimize conversions. How to rock sales lead development?