ViewPoint
MARCH 6, 2012
Overall, it requires an understanding of the purchase process from the buyer's point of view. According to a recent CSOinsights 2012 Sales Performance Optimization survey, a mere 11% of sales people have a strong understanding of their customers’ buying process. In the process it increased conversion rates by 136%.
Customer Experience Matrix
DECEMBER 27, 2010
I’ve finally had time to work up the vendor scores based on the 150+ RFP questions I distributed back in September. Summary: The first of three posts describing my new scoring system for B2B marketing automation vendors. The result will be one of those industry landscape charts that analysts seem pretty much obliged to produce.
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Hubspot
APRIL 21, 2014
Last year Freeman’s employer, a telecom company called ShoreTel , moved from Eloqua to HubSpot, and it fell to Freeman, the head of demand generation at ShoreTel, to oversee the project. “We took landing pages we had from Eloqua and applied styling and template changes,” Freeman says. But it had to be done.
Hubspot
MAY 13, 2013
Not too long ago, my colleague Katie Burke wrote a great article, " The Right Way to Think About Your Marketing Software RFP ," and it got me thinking about my own experiences as a buyer of marketing technology. 1) Automating bad processes doesn''t magically make marketing better. What''s wrong with this picture? This is a good thing!
Convince & Convert
MARCH 22, 2012
Eric: The guys as Eloqua , I’ve read some of their content and they do a really good job about that. They talk about white papers at the top of the funnel and then buying guides and RFP guides a little further down the funnel. They’re thinking about content marketing in a buying process context. Ian: Exactly.
Convince & Convert
MARCH 22, 2012
Eric: The guys as Eloqua , I’ve read some of their content and they do a really good job about that. They talk about white papers at the top of the funnel and then buying guides and RFP guides a little further down the funnel. They’re thinking about content marketing in a buying process context. Ian: Exactly.
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