ANNUITAS

OCTOBER 27, 2016

The bottom line, according to the study, is that “43% of the marketers surveyed saw ABM as a sales enablement approach, noting that it’s most effective for converting leads to deals. Look at the case studies in this same issue. Specifically, “… ABM lacks specificity and is applied inconsistently to many different approaches.”.

Account Based Marketing 168

Account Based Marketing Marketing Management Planning ABM 168

Salesforce Marketing Cloud

JUNE 28, 2022

August Scott is the manager of Physical Security Technology Systems, where she leads a team responsible for the deployment, maintenance, and administration of all Salesforce.com global security systems. According to a recent UCLA study , more than 1.6 She officially reintroduced herself to her professional network as August Scott.

Salesforce.com 95

Salesforce.com Viral Marketing Work Management Training 95

ViewPoint

DECEMBER 17, 2013

My colleague Bernice Grossman and I recently conducted a new study indicating that B2B marketers now have the opportunity to target prospects more efficiently than ever before. Out-of-business indicator, plus credit rating and parent/subsidiary linkages (Salesforce.com). Bernice and I are always open to ideas for future studies.

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120

Customer Experience Matrix

OCTOBER 26, 2006

(The paper is available here from the CSO Insights Web site, although be forewarned that registration is required and I received a follow-up inquiry from Salesforce.com. I don’t recall being asked whether I wanted one. This is not exactly a best practice.) Personally, I doubt it.

Demand 120

Demand CRM Salesforce.com Studies 120

Convince & Convert

JULY 28, 2015

According to the superlative study from Salesforce.com on social media ad results (Salesforce is a sponsor of my Social Pros podcast) , the average cost-per-click on Facebook ads in Q1 2015 was 39 cents. Summary: you are spending 50 cents each to “acquire” someone that is unlikely to do what you need them to do.

Facebook 166

Facebook Advertisements Advertising Buy 166

ANNUITAS

OCTOBER 27, 2016

The bottom line, according to the study, is that “43% of the marketers surveyed saw ABM as a sales enablement approach, noting that it’s most effective for converting leads to deals. Look at the case studies in this same issue. Specifically, “… ABM lacks specificity and is applied inconsistently to many different approaches.”.

Account Based Marketing 100

Account Based Marketing Marketing Management Planning ABM 100

The Point

JUNE 18, 2013

Recently I had the opportunity to sit down with Daniel Chalef, CEO of KnowledgeTree , developers of an intriguing new solution, built for both Salesforce.com and mobile (iOS), that enables sales teams to instantly find, surface, and present the ideal content in any selling situation. The same principles apply to Content Selling.

Salesforce.com 100

Salesforce.com Work Management Marketing Management Content 100

Customer Experience Matrix

NOVEMBER 24, 2016

It competes with the usual enterprise suspects: Adobe , Oracle , Salesforce.com , IBM , and SAS. Companies with the scale to afford the system can expect it to pay for itself: in one published study, the three-year cost was $7.7 I won't go into details of other Decision Hub components, but they’re equally advanced.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

Biznology

NOVEMBER 27, 2013

My colleague Bernice Grossman and I recently conducted a new study indicating that B2B marketers now have the opportunity to target prospects more efficiently than ever before. Out-of-business indicator, plus credit rating and parent/subsidiary linkages (Salesforce.com). Bernice and I are always open to ideas for future studies.

Lead Ranking 80

Lead Ranking Marketing Management B to B Lead Scoring 80

DealSignal

AUGUST 27, 2020

Industry studies find that up to 50 percent of CRM data is incomplete, out-of-date, or inaccurate. Salesforce is a registered trademark of Salesforce.com, inc. Note : All company and product tradenames contained herein are the property of their respective owners. CRM Data Health is a trademark of DealSignal, Inc.

CRM 52

CRM Ideal Customer Profiles Account Based Marketing Salesforce.com 52

ANNUITAS

JUNE 18, 2012

A recent study conducted by Focus and The Marketing Automation Institute (Full disclosure #2 – The Annuitas Group is a founding member of the Marketing Automation Institute), showed that 77% of marketers rate themselves as somewhat or not at all effective. The best vendor event I ever attended was a Salesforce.com road show.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Vendors 100

ANNUITAS

JUNE 18, 2012

A recent study conducted by Focus and The Marketing Automation Institute (Full disclosure #2 – The Annuitas Group is a founding member of the Marketing Automation Institute), showed that 77% of marketers rate themselves as somewhat or not at all effective. The best vendor event I ever attended was a Salesforce.com road show.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Vendors 100

Zoominfo

NOVEMBER 22, 2019

Each step along that path requires an individualized experience – you wouldn’t want to send case studies to someone who doesn’t even know you exist, just as you wouldn’t want to send an informational blog to someone deep in the buying process. Understanding your account’s position in the customer journey can help craft your strategy.

Account Based Marketing 218

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 218

Adobe Experience Cloud Blog

AUGUST 31, 2010

The CSO Insights 2010 Lead Generation Optimization Study identifies some of the best practices that companies are focusing on to optimize their lead generation performance. For the first time in the history of the LGO study, over half the firms stated that they have processes in place to track campaign ROI. Measure Campaign ROI.

Lead Generation 48

Lead Generation Lead Scoring Lead Ranking Studies 48

Customer Experience Matrix

DECEMBER 19, 2011

Marketers define “challenges”, such as sharing content, making a referral, creating case studies, or providing a reference, and the system issues points to advocates who perform them. Influitive tackles the control issue head on. It applies game-based motivational methods to company advocates.

Work Management 120

Work Management Peer-to-peer Marketing Management Planning 120

The Point

APRIL 1, 2014

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. Once initiated, the steps are as follows: 1. Marketo sends first follow-up email.

Lead Nurturing 100

Lead Nurturing Sales Qualified Leads Lead Scoring Lead Ranking 100

Vidyard

OCTOBER 7, 2013

With thought leaders from both Salesforce.com and DocuSign set to speak, I wasn’t the only one in the room geekin’ out at the prospect of learning about marketing strategy direct from Victor Haseman and Meagen Eisenberg – and they didn’t disappoint! As Salesforce.com discovered, CTAs outperform traditional banner ads.

Video Marketing 50

Video Marketing Salesforce.com B2B Thought Leadership Paid Search Agency 50

markempa

DECEMBER 19, 2016

We went from zero to 20% to 30% of our opportunities in Salesforce.com resulting from video in the first six months.”. Case studies like “ Success Story: iCharts ” are deeper in the funnel. Linda and her team are taking a different path. We’re ending our dependency on eBooks.” And no wonder. “We

Top of Funnel 120

Top of Funnel Marketing Automation Services Video Marketing B2B Marketing 120

The Customer

OCTOBER 7, 2020

Airkit CEO Stephen Ehikian and CTO Adam Evans were previously the COO and CTO/co-founder, respectively, of RelateIQ, a relationship intelligence company acquired by Salesforce.com in 2014.

Salesforce.com 52

Salesforce.com SMS API Mobile Marketing 52

Digital B2B Marketing

APRIL 2, 2013

In most B2B organizations, Salesforce.com or a similar solution is the system of record. Assess the change in perception of your brand or product as well as the overall intent to purchase using attitudinal research (aka brand studies). The problem doesn’t begin with marketing though.

Top of Funnel 100

Top of Funnel Peer-to-peer B2B Work Management 100

The ROI Guy

MARCH 28, 2016

A recent study by Forbes Insights indicates that top performing Sales Enablement organizations are distinctly different in their ability to: 1) Create content that is relevant to the needs of the customers they call on (67%) 2) Communicate the company’s value story (63%). If you are heavily competing, you want to be aggressive.

Salesforce.com 40

Salesforce.com Marketing Proposals CMO Differentiation 40

Allocadia

JUNE 17, 2019

In our industry-wide benchmark study , the data clearly shows that organizations expecting budget and revenue increases have a much stronger approach to their overall marketing technology stack and tech strategy. At Allocadia, we’d consider ours to be Marketo, salesforce.com, and Allocadia (of course).

Marketing Automation Services 55

Marketing Automation Services Marketing Management Budget Programs Salesforce.com 55

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. An interesting post by SoftwareAdvice.com’s Derek Singleton— What Does Social Manufacturing Look Like?

Lead Generation 120

Lead Generation PointClear Sales Qualified Leads Generation 120

DealSignal

AUGUST 28, 2019

Industry studies find that up to 50 percent of CRM data is incomplete, out-of-date, or inaccurate. Salesforce is a registered trademark of Salesforce.com, inc. Note : All company and product tradenames contained herein are the property of their respective owners. CRM Data Health is a trademark of DealSignal, Inc.

CRM 45

CRM Ideal Customer Profiles Account Based Marketing Salesforce.com 45

Adobe Experience Cloud Blog

JANUARY 18, 2011

In this sales session, Achieving Predictable Revenue: Case Studies in Improving Sales Effectiveness , Bill Binch, SVP of Sales at Marketo, and a panel of sales professionals tackle the following objectives: creating a high-velocity revenue engine, unleashing sales productivity and the death of cold calling.

Case Studies 48

Case Studies Case Study Studies Effectiveness 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. The leads weren’t assigned to the right rep. When a lead is “not for them”, the lead is ignored.

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. The leads weren’t assigned to the right rep. When a lead is “not for them”, the lead is ignored.

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. The leads weren’t assigned to the right rep. When a lead is “not for them”, the lead is ignored.

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. The leads weren’t assigned to the right rep. When a lead is “not for them”, the lead is ignored.

Lead Ranking 40

Lead Ranking Lead Scoring Sales Qualified Leads Salesforce.com 40

ANNUITAS

FEBRUARY 19, 2015

When I ran the Salesforce.com User Group in San Francisco, for example, I loved to hear how the non-profit organizations were creating innovative solutions on very tight budgets. If the speaker is not from your industry, it does not necessarily mean that their point of view is not valuable (or applicable) to your situation.

B2B Thought Leadership 100

B2B Thought Leadership B2B Thought Leadership Salesforce.com 100

Customer Experience Matrix

FEBRUARY 21, 2014

As you might imagine, DemandBase offers many case studies to show how much this improves performance. It also goes beyond Web site personalization, which requires people to at least visit your Web site and in most cases actively provide information about themselves. Other partners will be added over time.

DemandBase 120

DemandBase Advertising Agencies Marketing Automation Services Paid Search Agency 120

Allocadia

APRIL 15, 2019

In our industry-wide benchmark study , the data clearly shows that organizations expecting budget and revenue increases have a much stronger approach to their overall marketing technology stack and tech strategy. At Allocadia, we’d consider ours to be Marketo , salesforce.com, and Allocadia (of course).

Marketing Automation Services 40

Marketing Automation Services Marketing Management Budget Programs Salesforce.com 40

DiscoverOrg

AUGUST 14, 2018

Each step along that path requires an individualized experience – you wouldn’t want to send case studies to someone who doesn’t even know you exist, just as you wouldn’t want to send an informational blog to someone deep in the buying process. Well, each account’s journey will go through some unique phases: Awareness. Informational.

Account Based Marketing 136

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 136

Customer Experience Matrix

JANUARY 20, 2009

The categories don’t make much sense to me because they overlap: products like Salesforce.com are both CRM systems and SaaS. For example, Jim Lenskold 's 2008 Marketing ROI and Measurements Study found 26% of respondents measured ROI on some or all campaigns; the combination of "some" and "all" in the SLMA study is 53%.)

Work Management 120

Work Management Marketing Management Demand Generation Agencies Lead Scoring 120

Biznology

FEBRUARY 13, 2015

In 2009, we updated our original 2002 study on B2B Data Decay that has been cited by Dun & Bradstreet, Zoom, Jigsaw (now part of Salesforce.com) and others. In brief, the study showed that on average B2B data decays at a rate of just over 5% per month, or 70.3%

List Brokers 80

List Brokers Ad brokers B2B Work Management 80

DiscoverOrg

AUGUST 14, 2018

Each step along that path requires an individualized experience – you wouldn’t want to send case studies to someone who doesn’t even know you exist, just as you wouldn’t want to send an informational blog to someone deep in the buying process. Well, each account’s journey will go through some unique phases: Awareness. Informational.

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 120

NuSpark Consulting

JULY 17, 2010

In this space, there has recently been a multitude of white papers, ebooks, case studies, and webinars pushing the technology, hoping a key executive finally says to the boss- “I suppose we should look into this.&# As he/she should. Most systems integrate well with SalesForce.com, but also others. Add 5 points to his score.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation Email Marketing 100