Martech

APRIL 16, 2024

Inspire : You’re trying to get the attention of customers and prospects when they may not be thinking about you. How Data Cloud saves you time and money Learn how you can make your marketing more efficient by using AI to optimize campaign performance and spend. You send emails with offers, show ads on Facebook and Instagram, etc.

Enterprise Management 98

Enterprise Management Paid Search Agency Planning Marketing Management 98

InsightSquared

DECEMBER 19, 2017

They spend most of their time just getting stuff done. When it comes to updating workflows in Salesforce.com (or another CRM system) or debugging things gone awry, they don’t need their hands held. Salesforce.com is the go-to CRM for most companies, so that’s where sales ops analysts end up spending most of their time.

Salesforce.com 136

Salesforce.com Work Management CRM Distribution 136

Webbiquity

MARCH 12, 2019

Only 19% of prospects want to connect with a sales person during the awareness stage, when they are first learning about a product; 60% don’t want to talk until they are in the consideration stage, after they’ve done their online research and created a short list. Those things are not a “one-click” purchase.

Burn Rate 198

Burn Rate eCommerce Salesforce.com Click Rate 198

Adobe Experience Cloud Blog

JULY 30, 2009

David is the author of the new Prentice-Hall book, " Salesforce.com Secrets of Success ," which covers the people, policy, and process issues surrounding effective CRM solutions. Spend time experimenting to set the correct point values and time factors, "tuning" the resulting priority list for the sales folks. Average time to convert.

Salesforce.com 48

Salesforce.com Lead Ranking Thought Leadership Lead Scoring 48

Customer Experience Matrix

JUNE 27, 2014

Like all the others except ReachForce, the company builds a master database of information about businesses and individuals by scanning the social networks, company Web pages, job sites, paid search spend, search engine page rank, and other sources. This model can score new leads and classify existing opportunities in the sales pipeline.

Lead Ranking 120

Lead Ranking Lead Scoring Marketing Automation Services Reachforce 120

Zoominfo

NOVEMBER 22, 2019

Most of the time, you don’t actually have to spend much time sorting out your Ideal Customer Profile (ICP) , because it already exists within your own customer data. Identify each milestone along the way from prospect to customer and build a playbook. An interested prospect will quickly visit your website to learn more information.

Account Based Marketing 218

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 218

Salesforce Marketing Cloud

JULY 6, 2023

It’s about the prospect.” I realized that even with all my experience, I never truly understood the importance of a champion: someone with influence inside a prospect company who can advocate for the sale on your behalf when you’re not there. This book changed how I speak to prospects,” he said. It’s not about me.

Enterprise Management 86

Enterprise Management Lead Scoring Lead Ranking Salesforce.com 86

ViewPoint

MAY 13, 2016

This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. A couple of years ago I wrote a blog for Salesforce.com about lead definition. One day, in frustration, he offered sales management the following approaches regarding spending $100,000 to generate leads.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

markempa

MARCH 27, 2005

« Give Lead Generation Some Respect | Main | Podcast: How Trigger Events improve Lead Generation » Sales Leads Via RSS via Salesforce.com Otter Group CEO, Kathleen Gilroy , pointed me Charlie Woods, Moonwatcher Blog , and his intriguing post on the subject of distributing sales leads via RSS. " Here is his original concept.

RSS 120

RSS Salesforce.com Lead Generation Sales Leads 120

InsightSquared

MARCH 8, 2019

My transition into a BDR role at InsightSquared came shortly after spending my first few post-grad years gaining experience in a highly transactional, customer-facing sales role. From there, I was able to hit more prospects, make headway into accounts I’d been having trouble with, and book more meetings–big wins. It’s a fact.

Zoominfo 265

Zoominfo Work Management Outreach Linkedin 265

ViewPoint

JULY 11, 2011

Curious about how long each has been a public company, I checked on the years in which their stocks were offered: Salesforce.com – 2004; SuccessFactors – 2007; and NetSuite – 2007. Could the reasons why point to similar expense paths for the marketing automation vendors looking at going public?

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

Jackie Walts

MARCH 6, 2019

I’ve recently found the ability to see better engagement metrics, especially specifics on who opened an email but didn’t click and how prospects interacted with each part of an email. Ditto for diving into platforms like WordPress, ABM technology and some more advanced functions of Salesforce.com. Data modeling has gotten easier too.

Demand 54

Demand Marketing Automation Services Budget Programs Salesforce.com 54

Leadspace

JANUARY 4, 2017

DMP becomes mainstream, and not just for ad buying. Why did Oracle, Adobe, Salesforce.com, Neustar, Neilsen all pay top dollar the last few years to acquire leading DMP technology companies? Once they do, they’ll be able to measure the impact, optimize it, and shift spend to the content, channels, and influencers they must figure out.

Enterprise Management 116

Enterprise Management Paid Content Marketing Management Marketing Automation Services 116

ViewPoint

FEBRUARY 23, 2018

Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones. Quality conversations and personal engagement with prospects. We start every program by spending a period of time talking to targets to test response. All the time we’re having unscripted conversation with our clients’ prospects.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

OCTOBER 24, 2011

—noted the Dreamforce announcement of Salesforce.com’s support for Kenandy , a cloud-based manufacturing solution that incorporates the social tool, Chatter. Another major benefit is that our prospect development services provide thorough market coverage, a requirement that few companies are able to address successfully.

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Generation 120

DiscoverOrg

AUGUST 14, 2018

Most of the time, you don’t actually have to spend much time sorting out your Ideal Customer Profile (ICP) , because it already exists within your own customer data. Identify each milestone along the way from prospect to customer and build a playbook. An interested prospect will quickly visit your website to learn more information.

Account Based Marketing 136

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 136

Customer Experience Matrix

FEBRUARY 21, 2014

The business value is that DemandBase is allowing marketers to tailor messages to target accounts even before they engage directly with the company, thereby (hopefully) luring new prospects into the top of the funnel and engaging them if they accounts don’t respond. Other partners will be added over time.

DemandBase 120

DemandBase Advertising Agencies Marketing Automation Services Paid Search Agency 120

DiscoverOrg

AUGUST 14, 2018

Most of the time, you don’t actually have to spend much time sorting out your Ideal Customer Profile (ICP) , because it already exists within your own customer data. Identify each milestone along the way from prospect to customer and build a playbook. An interested prospect will quickly visit your website to learn more information.

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 120

markempa

SEPTEMBER 12, 2016

I first met Fowler when he was co-founder of the cloud-based contact management platform Jigsaw which he sold to Salesforce.com for $175 million (now Data.com). That means, their competitors, their customers, their prospects, their partners, etc. And they’re on pace to exceed a million users by the end this year. Transcript.

Jigsaw 120

Jigsaw Growth Marketing Enterprise Management Work Management 120

Customer Experience Matrix

SEPTEMBER 7, 2010

LeadPAC lets marketers order prospect lists based on segmentation criteria such as title, industry and company size. Like AdWords, LeadPAC lets clients set a target cost per name and a weekly budget for their spending. The prospects come through LeadPAC’s partnerships with major consumer and business list vendors.

Marketing Automation Services 120

Marketing Automation Services Lead Ranking Work Management Adwords 120

SnapApp

AUGUST 10, 2015

Marketers spend a lot of time and money investing in the right infrastructure and analytics – platforms like Salesforce.com, Marketo, Eloqua, Omniture, Google Analytics and more. You’re a tech-savvy marketer. So you’re always on the lookout for funnel-boosting new technologies at each layer in your marketing stack.

Interactive Marketing 48

Interactive Marketing Top of Funnel Paid Search Agency Marketing Analytics Tools 48

LeanData

DECEMBER 22, 2014

Sales reps rarely use the assigned leads view in Salesforce.com. If reps actually looked at the assigned leads view in Salesforce.com and saw mistakes or non-targeted leads, they become weary about that info and won’t re-visit as often. That’s a poor experience for your prospect and a complete waste of sales rep productivity.

Lead Ranking 40

Lead Ranking Lead Scoring Sales Qualified Leads Salesforce.com 40

LeanData

DECEMBER 22, 2014

Sales reps rarely use the assigned leads view in Salesforce.com. If reps actually looked at the assigned leads view in Salesforce.com and saw mistakes or non-targeted leads, they become weary about that info and won’t re-visit as often. That’s a poor experience for your prospect and a complete waste of sales rep productivity.

Lead Ranking 40

Lead Ranking Lead Scoring Sales Qualified Leads Salesforce.com 40

LeanData

DECEMBER 22, 2014

Sales reps rarely use the assigned leads view in Salesforce.com. If reps actually looked at the assigned leads view in Salesforce.com and saw mistakes or non-targeted leads, they become weary about that info and won’t re-visit as often. That’s a poor experience for your prospect and a complete waste of sales rep productivity.

Lead Ranking 40

Lead Ranking Lead Scoring Sales Qualified Leads Salesforce.com 40

LeanData

DECEMBER 22, 2014

Sales reps rarely use the assigned leads view in Salesforce.com. If reps actually looked at the assigned leads view in Salesforce.com and saw mistakes or non-targeted leads, they become weary about that info and won’t re-visit as often. That’s a poor experience for your prospect and a complete waste of sales rep productivity.

Lead Ranking 40

Lead Ranking Lead Scoring Sales Qualified Leads Salesforce.com 40

Buzz Marketing for Technology

APRIL 6, 2010

When you think of lead nurturing platforms you typically think of firms like Eloqua, Marketo, Aprimo, LeadLife, Market2Lead, Silverpop, even Salesforce.com is getting into the lead nurturing space. But Facebook? Element #2 – Email – the most critical element of a lead nurturing platform is email. (to

Lead Nurturing 100

Lead Nurturing Facebook Market2Lead Leads 100

The Point

APRIL 18, 2011

Good video content engages customers and prospects like no white paper or webinar can. At a recent marketing conference I attended, an exec from CRM giant Salesforce.com tagged video as far and away their heaviest focus for new marketing investment, but not all of us have the same kind of marketing spend at our disposal.

Cost 100

Cost Video Marketing Effectiveness Microsite 100

Vidyard

JANUARY 17, 2017

Here are 11 of the best free sales tools we’ve discovered to help you find more leads, collaborate with your team, and spend less time prospecting so you can spend more time selling: Rapportive Used for: Gathering data on prospects right inside your email.

Marketing Automation Services 71

Marketing Automation Services Budget Programs Tools Ideal Customer Profiles 71

LeanData

AUGUST 18, 2014

In Salesforce.com, leads come in as individuals, not accounts. How come no one told me that my prospect showed up at our trade show booth 3 months ago? There’s a fundamental challenge within Salesforce.com whereby the inbound leads are not associated to accounts until a sales rep manually attaches the lead to the account.

Salesforce.com 40

Salesforce.com Marketing Qualified Leads Lead Ranking Top of Funnel 40

LeanData

AUGUST 18, 2014

In Salesforce.com, leads come in as individuals, not accounts. How come no one told me that my prospect showed up at our trade show booth 3 months ago? There’s a fundamental challenge within Salesforce.com whereby the inbound leads are not associated to accounts until a sales rep manually attaches the lead to the account.

Salesforce.com 40

Salesforce.com Marketing Qualified Leads Lead Ranking Top of Funnel 40

Customer Experience Matrix

JANUARY 5, 2010

Could marketers finally be ready to spend on measurement? This contrasts with traditional demand generation pricing on database size and/or activity volume, but is the way sales automation systems like Salesforce.com are usually sold. But enhanced reporting was the most common improvement of all. So much for 2009.

Marketing Automation Services 120

Marketing Automation Services Manticore Market2Lead Marketing Automation 120

Valasys

MAY 22, 2019

Knowing the customers nowadays is easier than ever; however, in order to convert them into sales prospects & ultimately sell them a product or service, one not only needs to collect the customer data but also needs to keep accurate & accessible records of customer transactions, inclinations, requests & concerns. Nurturing Leads.

B2B Sales 53

B2B Sales Top of Funnel CRM Work Management 53

ANNUITAS

MARCH 18, 2014

I spoke about the CMO’s need to spend more time building and owning the strategy for the usage of marketing technology tools before deployment, understanding the depth and breadth of these offerings and how they work together, and perhaps most importantly effectively managing the individual “power users” of their technology stack.

Process 100

Process Planning Marketing Automation Services Demand Generation 100

LeanData

MAY 19, 2014

While it may be great to see which marketing programs or events your customers and prospects are checking out, you don’t have time to dig through your salesforce system to discover everything. That’s the time that you want to spend calling on accounts. Then, you’ll be on your way to spending more time connecting with your clients.

Salesforce.com 40

Salesforce.com Work Management Marketing Management B2B Sales 40

LeanData

MAY 19, 2014

While it may be great to see which marketing programs or events your customers and prospects are checking out, you don’t have time to dig through your salesforce system to discover everything. That’s the time that you want to spend calling on accounts. Then, you’ll be on your way to spending more time connecting with your clients.

Salesforce.com 40

Salesforce.com Work Management Marketing Management B2B Sales 40

Customer Experience Matrix

MARCH 18, 2009

I originally spoke with Treehouse Interactive in late January, but didn’t write about them because weren’t quite ready to talk about their Salesforce.com integration. This report can be turned into a list of hot prospects. This applies both to SalesView and Salesforce.com. Partner management.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Enterprise Management 120

NuSpark Consulting

JULY 17, 2010

Standard email programs are limited in identifying hot prospects. Your time will be spent more efficiently as you will only be spending time with quality high-scored leads and not the tire kickers. When you spend time with quality leads, your close rates increase, and your revenue per deal increases.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation Email Marketing 100