Trending Sources

Breaking: Announces the Marketing Cloud. So What is It?

It's All About Revenue

The “marketing cloud”, which has hinted at for a while, was announced today at Dreamforce ’12. Marketers who use both Eloqua and will be able to enjoy an enhanced version of the social marketing cloud. The result is better nurturing of leads, using both social and proven digital marketing tactics, and an actual gauge of how actions on the social Web drive revenue at the end of a sales and marketing pipeline. Breaking: Announces the Marketing Cloud. So what is the “marketing cloud?”. Get more. Subscribe to our blog.

Godzilla vs. King Kong aka Hubspot vs.

Fearless Competitor

This announcement puts them squarely into battle with one of the toughest firms on Earth, If you want more and better sales leads in your company, fill out the form below to contact Find New Customers. contact-form] Filed under: CRM , Hubspot , CRM Hubspot Godzilla vs. King Kong. It will be very fun to watch.

Marketo’s Take on’s ExactTarget Acquisition

Modern B2B Marketing

Author: Phil Fernandez Today, announced plans to buy ExactTarget. Many of our customers, prospective customers and business partners may be wondering what this move means for Marketo, since we are a leader in the marketing software space and so many customers also choose Marketo as their marketing automation platform. Where marketing is going.

Tomorrow People Leaves in Favour of Workbooks CRM

Tomorrow People

Tomorrow People has selected British Cloud CRM provider to replace its CRM system after two years of using the Salesforce Professional Edition. Alistair Norman, Marketing Director at Tomorrow People commented, “Workbooks is not only far more cost-effective than, it is also more intuitive for our users and much easier for us to customise.

Content Selling: How Sales Can Better Leverage Marketing Content

The Point

Recently I had the opportunity to sit down with Daniel Chalef, CEO of KnowledgeTree , developers of an intriguing new solution, built for both and mobile (iOS), that enables sales teams to instantly find, surface, and present the ideal content in any selling situation. This makes it critical that sales teams are seen as partners that add value to the conversation.

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Dreamforce Cheatsheet for Sales Pros


Best Parties for Sales People ( Full List of Parties ) Dreamforce Welcome Reception. Follow this list I created of all the top Sales Influencers… includes @benioff , @jillkonrath , @iannarino , @sales4_startups , etc. Tweets from MegaTrends: Shaping the Future of Sales: McKinsey. General. Mon 6:00 PM.

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4 B2B Insights from’s Acquisition of Radian6

Social Media B2B

Today announced the acquisition of Radian6. is an evolution from standalone versions to a web-hosted, company-wide platform that can integrate with other company systems. The addition of Radian6 to the suite of tools (even though the companies will still run separately) creates awareness among salespeople that company or industry mentions found through social media monitoring can be considered trackable events in their CRM tools. 2. classic struggle in many B2B organizations is the one between sales and marketing.

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Return on Sales Enablement: The Adoption Challenge

The ROI Guy

This weeks’ Dreamforce event, with some 135,000 attendees, brought home the enormous investment organizations make in their CRM solutions and sales reps. But also begs the question – is the large investment in CRM and sales enablement delivering an adequate payback? The goal: the bionic sales rep ready for the 21 st century customer. And what about all that great content?

Is a Player in Marketing Automation Software?

Webbiquity is the cloud computing darling of customer relationship management (CRM) software. They have significant control of mind share in that space, and their legacy in customer service and sales force automation software is strong. It is made up of sales, service and—wait for it—marketing! So, where does stand as a marketing automation solution?

Why is Inside Sales So Scared of Lead Nurturing?

The Point

Recent studies tell us while the adoption of marketing automation technology continues to gain momentum, fewer than 20 percent of marketing executives say that they are fully integrating the technology into their current sales and marketing initiatives. Whatever the motivation, any “push back” from Inside Sales to marketing automation and automated lead nurturing/qualification is misplaced.

Good-bye Hello

Fearless Competitor

Dear Jeff, We have received your request to cancel, upon your contract end date of 7/30/2012, your subscription. Sincerely, Billing. I’m a longtime user of I’ve implemented it many time in my companies and I use it at the sales lead generation company Find New Customers. Feel free to reply to this email.


Gamification of the Sales Process

Sales Intelligence View

In the world of sales, connections and engagement is key to driving pipeline growth and creating new opportunities. A few definitions of gamification: A game is structured play, usually for fun. Gamification for Sales. Turning the sales process into a game is not a stretch of the imagination for companies. This is how most businesses gamify sales to date. Spiffs.

Review: An Admin’s Take on Spring ’14


’ With Spring ’14, has yet again dazzled us with a fantastic new release of salesforce1 mobile, platform, connected and social communities. The post Review: An Admin’s Take on Spring ’14 appeared first on Fathom. Sales & Marketing Alignment Sales Operations CRM The word on the street is ‘salesforce1!’ What I like about this release is that Salesforce is recognizing that connectivity for the sake of connectivity is not enough. With Spring ’14, we don’t need to ask.

CRM 5 Simple Stage Definitions Driven by Prospect/Client Commitment


We use many sales and marketing tools to increase the productivity of our team. We recently streamlined the stage definitions of our Opportunity funnel to eliminate any ambiguity across our client services, sales development, business development and inbound marketing teams. B2B Sales Operations Sales-Marketing Alignment sales sales operations salesforce

Sales and Marketing: The technology behind CRM

B2B Lead Generation Blog

However, the most expansive definition takes a total end-to-end look at every interaction a person has with a company from simply becoming aware of the company at the very top of the sales funnel, all the way through customer service contact after the final conversion to a closed deal. With a complex sale, many personal touch points in customer relationship management are present – such as directly answering a question posted on social media or an online forum. At the same time, the real engine driving CRM and keeping prospects moving through the sales funnel is technology.

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Why Change Management Comes into Play in B2B Marketing


This week is Dreamforce14 , the mega-event that takes over half of San Francisco. However, in speaking with a few marketing colleagues at the event, we discussed how some things are never covered, like change management and that in reality, if your CMO or CEO doesn’t want to accept or believe in the new ways or processes of modern marketing, the need to align everything to your buyer and their journey, your organization, and certainly your marketing and sales efforts, won’t improve. Blog Buyer''s Journey Change Management Dreamforce Mathew Sweezy

MindMatrix Adds Sales Support to Marketing Automation

Customer Experience Matrix

The company’s justification for this claim is that it adds sales-marketing alignment to standard marketing automation features. These include landing pages and forms for lead capture; email and postal mail; lead scoring on attributes and behaviors; branching multi-step campaigns; and bi-directional synchronization with, Microsoft Dynamics, Outlook, and SugarCRM.

Forbes Insights: Value First

The ROI Guy

Although helping sales reps consistently find the right content for each selling situation is deemed important and is garnering much attention / investment, it’s not the top way to create higher performing reps and drive the most revenue. The research highlights the importance of value consistency, where sales enablement can have a big impact with tools and certification.

Enabling Sales: Change the Point of View


One of the most common questions I hear from sales managers is: “What is one of the best ways my sales reps can manage their day more efficiently by using” Report pulling is helpful, but not always on a daily basis and not for the average sales rep. Well, that’s a full-time job in itself; sales should focus on selling. Views are simple, fast and visible to any sales rep who has access to the information. Inline editing allows a sales rep to mass-update the same field for many records in a list view in one quick sweep.

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12 Tips for Building and Managing a Bigger Sales Pipeline

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. Whether you’re managing sales for a large enterprise organization, or are trying to build business for your own one-man-shop, these tips should help guide your thinking, strategy and action when building and managing a bigger sales pipeline. for you. And it works.

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How to Organize Your CRM for Inside Sales Success

Sales Prospecting Perspectives

The most important one could very well be our CRM, which at AG is It allows those of us with slight OCD to breathe easier, since we can plan days and weeks of tasks and reports ahead of time while being able to sift through old campaigns and review information with a few simple clicks. I don’t know how sales firms could operate without an automated CRM.

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Engagio Goes Beyond Account Based Marketing to Unify Marketing, Sales, and Service

Customer Experience Matrix

But Engagio's latest product, Engagio PlayMaker, actually does occupy a space in between marketing, sales development, field sales and customer success by connecting them without replacing existing marketing automation, CRM, or customer success systems. Like Engagio’s earlier analytics products, PlayMaker starts by pulling data from CRM and attaching leads to accounts. Some messages can be automated but most are assigned to human sales or service agents. But coordination across marketing, sales, and support departments is actually a pretty big deal.

How to Match Great Content to Your Sales Funnel

It's All About Revenue

Unlike in B2C marketing, your future customer doesn't simply walk up to your vending machine, make a purchase, and become a closed sale. It's about driving them through to the sale by creating great content at each stage of their journey. Navigating the Sales Funnel. 1. Lastly, the bottom of funnel is sales-driven. and the same holds true for the sales cycle.

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8 Million Sales Triggers Delivered

Sales Intelligence View

Summer of Sales Intelligence: InsideView Sees Huge Gains in Customers and Major CRM Platforms, Delivers 8 Million Sales Triggers in Recent Quarter. That’s according to the latest numbers from InsideView, the leading provider of sales intelligence for the enterprise. The company also revealed it delivered more than 8 million unique new opportunity sales triggers to its customers during the same period. InsideView’s sales intelligence provides something data simply can’t: a competitive advantage. Sales Intelligence b2b sales CRM Enterprise 2.0

Have No Fear: Why Sales Teams SHOULD Be On Social Media

Sales Intelligence View

Social media has become a defacto marketing tool for any organization, but it’s incredible how scared sales managers and teams still are of letting their sales reps join the sales 2.0 Prospecting Sales 2.0 Sales Intelligence Social CRM Social Media Tips Social Selling B2B b2b sales crm 2.0 facebook Inbound Marketing jigsaw linkedin Microsoft Dynamics netsuite oracle oracle crm on demand Sales Sales Data sales productivity Salesforce social intelligence social media social selling twitter Web 2.0party.

The Two-Step for Sales Enablement

It's All About Revenue

by Melissa Madian | Tweet this There was a time I would experience a what-if-no-one-reads-my-stuff panic before sending information out to the sales team. After all, great content produces little results if sales doesn’t know of its existence. Sales Enablement is kind of like a dance where delivering the right content requires ryhthm, just about posting another piece of collateral to the internal sales portal then wondering why no one was reading or using it. So I developed a two-step process for getting the content Sales needed in their hands. 1.

6 Tips for Successfully Onboarding New Inside Sales Reps

Sales Prospecting Perspectives

Whether you’re building your own inside sales team or considering outsourcing your teleprospecting functions, it’s important to know and perfect the training process for new hires. How do you become a better inside sales rep? You practice with a stronger inside sales rep. The hardest aspect in our training for new inside sales reps to master is the use of

High Sales Efficiency Expectations with Marketing Automation [Infographic]

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Brian Hansford , Director of Client Services and Marketing Automation Practice at Heinz Marketing. Some Survey Takeaways: Measuring Sales Performance – The two biggest areas marketers want improvement with Marketing Automation platforms is pipeline reporting and improving sales effectiveness. Sales Alignment – Marketing Automation success relies heavily on alignment with sales. Marketing Automation is deeply ingrained in our sales and marketing organizations, as much as is.

Sales 2.0 Starts with You

Sales Intelligence View

With a large focus being made in the movement away from sales data and [.]. Prospecting Sales 2.0 Sales Intelligence Social CRM Social Selling Technology B2B b2b sales CRM crm 2.0 facebook google linkedin Sales sales productivity sales prospecting sCRM social intelligence social media social selling socialprise twitterThere is a shift being made in businesses regarding their approach to gaining new business and managing their customers. customer 2.0

Salesforce “State of Marketing” Report: Better Happy Than Good

The Point

No surprise here – the leading sales and marketing technology company says that investing in sales and marketing technology is a good thing. Salesforce has released their “ 2016 State of Marketing Report ”, a massive 70-page tome and the result of surveying nearly 4,000 marketing executives worldwide. You can download a copy of the report here (registration required.).

Powerful Sales Brain Trust Speaks on #1 Competitive Edge

Jill Konrath's Fresh Sales Strategies Blog

Last Wednesday, I spoke at Dreamforce , the big event that draws 130,000+ people globally. talked about today''s #1 competitive edge. (It''s what my new book, Agile Selling , is all about.) I also lead a panel discussion on this topic, featuring this extraordinary brain trust. Agile Learning

Dreamforce 2011: Talks Platforms #DF11

It's All About Revenue

by Jesse Noyes | Tweet this This is the moment most of the people that flock to Dreamforce each year can’t wait for:’s CEO and Chairman Marc Benioff ‘s keynote addresses. But it was also about’s investments as it pushes deeper into enterprise operations market. In his second keynote, he did it again. million round for the startup.

Fast Growth Marketing: From 0 to 500,000 Users

B2B Lead Generation Blog

first met Fowler when he was co-founder of the cloud-based contact management platform Jigsaw which he sold to for $175 million (now It’s used by all business professionals, but our biggest participants are sales and marketing folks that really need to keep their finger on the pulse of their competitive grasps. Sales are the point of the spear.

Marketing Automation News from Dreamforce: B2B More Integrated, B2C Stays Separate

Customer Experience Matrix

I spent the early part of this week at ’s annual Dreamforce conference. Conference presentations confirmed that Pardot, the B2B marketing automation system that Salesforce acquired as part of its ExactTarget acquisition, has been separated from the rest of ExactTarget and made part of the Sales cloud. What this means is that Salesforce sees B2B marketing automation as just an appendage of sales automation. The logical consequence is to make lead scoring and nurture campaigns standard features within the Sales offering and discard Pardot as a separate product.

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Measuring the True Impact of Marketing Campaigns: A Conversation with Bonnie Crater

The Point

In 2011, she became President and CEO of Full Circle CRM , a company dedicated to helping VPs of Marketing use to get accurate and useful performance data about marketing campaigns. I sat down with her recently to find out more about her company and what makes their solution different. HS: Where did the idea for Full Circle CRM’s product come from? HS: Thanks Bonnie!

Should Sales People Be Blogging?

Sales Intelligence View

Sales people blogging comes up when talking to companies about ways to involve more sales and marketing alignment programs. I was reading Dave Brock’s recent post on the same subject and he explains that companies are “dead wrong&# from a business point of view if they have sales bloggers. Sales 2.0 Social Media Tips Social Selling B2B b2b sales Content Marketing CRM customer 2.0 linkedin Microsoft Dynamics netsuite oracle Sales social media social selling twitterThere could be some healthy discussion [.].

Everstring Offers Fast, Flexible, Account-based Predictive Models for B2B Sales and Marketing

Customer Experience Matrix

Today, at least a dozen vendors are offering predictive models for B2B lead scoring, sales intelligence, and customer success management. The two factors are related: Everstring can work quickly because it only imports a client’s account list and sales activities, saving complicated data mapping and analysis, and because it has preclassified its master database of six million U.S. Everstring has standard integrations with , Marketo and Oracle Eloqua , which can send data for the initial model building and score new accounts as they are added to those systems.

Private Social Networks and the “Bathroom Moment”

It's All About Revenue

Our own CEO likes to refer to’s Chatter as “my Twitter.”. Nowhere is this separation more obvious than in sales and marketing. Too often sales feels removed from their marketing counterparts efforts. And marketing is unsure of sales’s real needs in the field. Private social networks give enterprises the opportunity to break down these barriers by creating a single social layer between sales and marketing, providing a natural space where the two can interact and collaborate on content and programs that drive revenue.

15 Great Posts About Sales Enablement You May Have Missed

Sales Intelligence View

Sales 2.0 is the bread and butter of what we do here at InsideView. Essentially, we want salespeople to incorporate sales intelligence into the new generation of sales where social selling comes into play. Unfortunately, this methodology of sales 2.0 is skewed in various definitions and discussions of its effectiveness. As a result, I have had the privlidge of gathering 15 great sales 2.0 Sales Tip: The Social Graph is Your Friend – Nigel Edelshain. 37 Character Tweet Led to Huge Sales Opportunity – Anneke Seley. Sales 2.0

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On Demand: Leveraging Tablets to Increase Selling Effectiveness

The ROI Guy

How to leverage tablets to increase selling effectiveness and enhance conversations your sales reps have with your buyers? Q&A session with Jim Ninivaggi, Sales Enablement Services Director from SiriusDecisions. Sales Enablement the challenger sale Tablets Pisello Alinean Value Selling Sales Tools Provocative Selling ipadlink].