Data hygiene, for our purposes, can be defined as the software and processes that are used to parse, standardize, validate, verify, match and load data into a database. Select a vendor that makes use of the USPS® and the Canada Post databases for the processing of North American data files. Whether the data is from a finance system or a sales force automation tool it should be inspected and analyzed before it is introduced to your database.  The more often you are able to review your results and adjust your processes the better. Nick Severino. Get to know your data. MORE >>

It seems that data silos are multiplying because many marketers don’t have a defined, actionable strategy for collecting and analyzing data, not only from emerging channels; i.e. web, mobile, and social, but even traditional channels like sales and market research. We started with two data sources (a sales data mart and a third-party market research application) that were not at all designed to be linked and devised a new schema that simultaneously houses both. Alex Alongi. All the rage these days in the marketing world is for companies to become more customer-centric.  MORE >>

And this new step in the sales process is here to stay. And the process of integrating online and offline data is becoming increasingly complex.  The social media marketing process will become a never-ending cycle of 1) research, 2) planning, 3) engagement and 4) measurement.  It also means that multichannel marketers have to become a lot more sophisticated by doing more than allocating sales to the most recent customer interaction.  Kenyon Blunt. There have been similar terms in the past, such as “customer intimacy,” but engagement won’t be a short-term fad.  MORE >>

Lead Nurturing, next to Lead Generating and, of course, the Closed Deal, is the most important part of the sales process. The sales process used to end there Lead nurturing starts with qualifying a new prospect or current client. Are they a good fit for the product or service being offered? Do they have the money available to purchase? Do they have the authority to buy or move the conversation to the next level? Is there an immediate need? As salespeople we have all been taught the Acronym, B.A.N.T. Budget, Authority, Need and Time frame). MORE >>

No sales cycle should ever be looked at from a cookie cutter approach, but this is especially true when examining the B2B sales process.  The secret to a successful B2B sales organization lies largely on the toolset provided to optimize or enable the sales process. Having built sound analytic models for customer acquisition, cross-selling and customer retention, we embarked on a journey to aid one of our clients in jump starting their growing sales organization. Sales Planning Tools. Jump start sales. Wendy Boyce. Tweet This! MORE >>