Acquiring Minds

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Network Solutions levers Sales 2.0 for a 360 degree customer view

Acquiring Minds

Travis admitted that Network Solutions is still working on aligning sales and service. A wiki has been created with, Network Solutions' sales CRM system, that helps reps find answers to their questions. All collateral and training materials are posted to including a one page cheat sheet with FAQ. CallEffect is a click-to-call and call logger that is integrated with An internally developed tool that generates a proposal based on an evaluation of the prospect's website - SEM , ecommerce , security etc. at the Sales 2.0

Sales 2.0 Techniques for the Job Search

Acquiring Minds

As an out-of-work B2B practioner, you may be looking for innovative ways to search for your next position. FREE CRM - Yes that's right - the entry level version of (Personal Edition) is free. 99 per year - The Group Edition provides trackable email. Looking for Work 'New School' by Monica Hamburg, Me Like the Interweb Blog. Usually I write for the B2B professional who is conducting lead generation programs. Today's post is for the professional who is the program. The next generation of web applications (aka 2.0) In Job Search 2.0,

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. That’s why Benioff has been working towards a marketing cloud, and why he waited for the fanfare of Dreamforce to officially announce it. Breaking: Announces the Marketing Cloud. by Jesse Noyes | Tweet this The long-whispered rumors are finally confirmed. So what is the “marketing cloud?”. Get more. Subscribe to our blog. Acquires ExactTarget


The impact of the convergence of these technologies continues to grow, made evident today by the acquisition of ExactTarget by As companies move beyond marketing automation as a standalone product and into a more integrated solution, I expect''s entry into this space to shine a huge spotlight on the integration issue. That was yesterday. Be awesome.

Dreamforce 2011: Will Leave Marketing Automation Alone. But Revenue Performance Management Might Be Another Story.

Customer Experience Matrix

I spent most of this week at ’s Dreamforce conference. Peer pressure worked, and there I was. So I wouldn’t be surprised to see Salesforce encourage third party developers to build marketing automation systems using Salesforce's and Heroku platforms and database, or to see them encourage existing vendors to migrate to the infrastructure. dreamforce revenue performance management enterprise software b2b marketing automationMaybe so. Oh dear, I do sound pretty crotchety, don’t I? As a $2.1

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 But in this world of social media, is built for engaging in that world for better than is. Feel free to reply to this email.

Great work with Find New Customers client Mintigo yesterday

Fearless Competitor

Yesterday, I was working with their content marketing expert, Sophia Wong. I told Sophia about the blog post publishing on October 20th called “ The Importance of Attitude.” Don’t miss The Importance of Attitude publishing at on October 20th. loved this story too, about how I was so badly hurt and going through a divorce, but i never stopped smiling and never complained. Soon she emailed me that my advice worked and their infographic published at VentureBeat. Thanks, Sophia. What do you think?

How I Work with Jeff Ogden of Find New Customers

Fearless Competitor

Matt Heinz of Heinz Marketing.contacted me about his How I Work series and he asked me to answer a series of questions. How I Work” is one of my favorite recurring features in Inc Magazine as well as via Lifehacker’s This Is How I Work Series, and recently several sales experts (including Anthony Iannarino , Dave Brock and Trish Bertuzzi ) participated as well. Simple Stage Definitions Driven by Prospect/Client Commitment


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. Jim states, “there is a certain level of work both the sales person and the prospect must perform together for any sales cycle to be efficient and successful.”.

Oracle Buys Eloqua: Winners and Losers for B2B Marketing Automation

Customer Experience Matrix

So that’s all fine, but what industry observers really want to know is how will react. Working marketers care more about how this affects the products and services they’ll get as current or potential Eloqua customers. Okay, now we can talk about As I say, this is really just inside gossip that's not terribly relevant to most working marketers.

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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. telesales Content marketing content selling daniel chalef knowledgetree sirius decisions

RFP 101

A Marketing Automation Evangelist and Change Management


Today we launched our latest eBook, Change Management – Staying Relevant, Predictive and Sane in the Changing Landscape of Demand Generation , a joint venture by Mathew Sweezey , author and Marketing Automation Evangelist for and Carlos Hidalgo , CEO and Principal, ANNUITAS. ANNUITAS: What does the Marketing Automation Evangelist at do on a daily basis?

Facebook Can Work for B2B Marketers, But You Gotta Know the Rules

Paul Gillin

In my work with B2B organizations, the question of how to use Facebook is invariably front and center. Contests and giveaways work well on Facebook. Here’s how it works. leverages Facebook to drive attendance to its many events. As a result, most of the wall comments come from people who want to work for UPS. SAP plays inline videos. Respond.

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How to Make Your Mobile Marketing Work Harder

Lead Liaison

This article was posted as a Guest Blog Post by Jennifer B as it relates to How can you make your mobile marketing work harder and smarter? Does your mobile marketing match your consumers’ use of their devices? If you’re like most companies, the answer is “Probably not.”. Of course, push notifications equals more times opening an app. Download this infographic.

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20 Experts, 1 Awesome Resource: The Social Media ProBook

It's All About Revenue

Unlike last year’s basic Playbook, this advanced resource was written for professionals with some working knowledge of social marketing. by Joe Chernov | Tweet this You may have noticed that over the past month or so, several influential social media professionals changed their profile pictures to funky avatars of themselves. That project goes live now. Right now. The rest is the who.

How B2B Companies Can Know If Their Trade Show Marketing Works

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer B2B companies who measure their trade show ROI are able to increase the effectiveness of their marketing investment and determine which shows are working. An example of a CRM product is And which aren’t. For many companies, trade show marketing is driven by one the most powerful forces on the planet: inertia.

B2B: How To Get Marketing and Sales To Work Together And Stop Fighting

The Forward Observer

But marketing and sales CAN work better together and be aligned. For Marketing to speak this it needs to do some math and work backward from sales: 1. With marketing automation software and a CRM (like HubSpot and ), companies can avoid that. If marketing and sales sit together at work, it helps communication dramatically. Here''s how to do it. Try it.

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. In terms of infrastructure, Pardot will eventually work directly from the CRM data objects, rather than maintaining its own synchronized database. That''s certainly a change but bear in mind that departmental buyers will have the same preference as corporate IT groups for working with the smallest possible number of vendors. app exchange customer data management dreamforce exacttarget marketing automation marketing software trends pardot predictive modeling

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Forbes Insights: Value First

The ROI Guy

In the Forbes Insights study, over half (52%) of top performers say that “working closely with marketing to better support value selling with content is the top way that sales support (sales operations) can drive sales productivity”. Alinean CSO Insights Forbes Pisello Sales Enablement sales execution Value Selling Value StoryIt’s a mindset.

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. It was the third time they had worked on such a request. I sat down with her recently to find out more about her company and what makes their solution different. HS: Thanks Bonnie!

My online influencer research and engagement process


GroupHigh is truly a social media CRM and it works even better than if you were going to try to hack it using SugarCRM or even Salesforce. Gerris Corp , the latest iteration of my career, is a hybrid of personal billable hours and a collaboration with partners, professionals, and a global, decentralized staff. At least, right now, it’s a one man band. Really big. Got it?

8 Key Business Takeaways From Yahoo! CEO Marissa Mayer

It's All About Revenue

Expected to draw a whopping 135,000 attendees, the annual annual event is focused on cloud, mobile, social, and connectivity. Salesforce CEO Marc Benioff hosted a keynote fireside chat with Mayer on Tuesday, during which she talked about leadership and work-life balance, as well as the opportunities to drive business innovation. 3) Distinguish Usable versus Useful.

Buying B2B Email Marketing Lists: Challenges and Recommendations

Digital B2B Marketing

In their report, DemandGen also includes a number of recommendations to improve B2B email list purchases: Work with multiple data or list sources. Your Turn Will inbound marketing erode list buying, or will companies like (formerly JigSaw, now part of integrate data purchases into B2B sales and marketing operations and make them a key part of day-to-day activity?

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4 Types of Metrics Every Sales & Marketing Team Should Use


When we work with clients (and even internally together), it is a common misunderstanding that the data is non-existent or inaccessible. A statement of work is drafted and sent to John. John signs the contract and work begins. Visit Fathom’s sister site SalesQuants for more and sales acceleration resources. Marketing Conversions. Sales Prospects.

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9 Criteria for Selecting a Social Media Monitoring Tool


Whether you’ve a selection team working on this or the entire project has been delegated to you, here are nine critical considerations to keep in mind as you review and evaluate your options. ), marketing automation tools and web analytics packages. Social media monitoring tools are increasing essential for companies of all sizes as the explosion of social media content renders manual monitoring efforts hopeless. But how do you choose one? Range of coverage. Many include at least the most popular blogs as well. Frequency of alerts. Workflow capabilities.

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Highspot Sales Enablement Helps Sales People Find Content and Marketers Measure What Works

Customer Experience Matrix

It has now redefined its core mission as improving results by showing which content is working. The July release will supplement this with opportunity information from CRM, allowing correlation of content usage with funnel stage conversions and revenue. “Sales enablement” is something of a catch-all term for a wide range of solutions that help sales people do their jobs better. Highspot has staked out the corner of this world occupied by systems that help sales people find the right marketing materials. But the firm soon learned that this wasn’t enough.

A History of Dreamforce [Infographic] #DF11

It's All About Revenue

It’s with this balance in mind that I introduce A History of Dreamforce , an infographic that was in the works for more than three months before being published today. We are thrilled that 100% of the data – the lifeblood of all great infographics – behind A History of Dreamforce was supplied by, then painstakingly visualized by our friends at JESS3. Facebook.

10 of the Best B2B Facebook Timeline Cover Photos

Social Media B2B

If you don’t have an existing image that works for this dynamic space, find someone either inside your company or outside of it that can help you create one. Facebook Caterpillar Cisco dell Dow Fluke marketo Ogilvy SAP VolvoOne month ago, Facebook announced the Page changes , and you had the whole month to get your Page in line. Ogilvy.

Microsoft’s $1.2 Billion Ticket to “Social Business”

It's All About Revenue

Indeed, as Gartner analyst Larry Cannell explained to ComputerWorld , Microsoft has fallen behind enterprise competitors like SAP, Oracle and when it comes to cranking out truly social tools. Incorporating Yammer, which works much like a Twitter for the office, will help shake off the dust. Social Media b2b marketing Chatter Eloqua marketing automation Microsoft Salesforce social business social enterprise Yammerby Heidi Melin | Tweet this If you were wondering when Microsoft was going to join the social party, they’ve shown up in a big way.

Best CRM for Marketing Automation:, Microsoft or Oracle?


If you look at Marketing Automation systems, the best supported CRM system is By the way: tomorrow I’m presenting a webinar with SalesFUSION, a Marketing Automation vendor that focuses heavily on Microsoft Dynamics CRM (but also supports, of course). First of all, you should choose a CRM system that works well for you. Register now ».

Getting the Most from A Conversation with David Taber

The Point is a dominant player in the CRM category and an integral part of many companies’ lead management, database marketing, and demand generation programs. To learn how we marketing types can get more from, I spoke recently to David Taber, CEO of CRM consultancy Saleslogistix and author of the Prentice-Hall book, Secrets of Success.

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.

Private Social Networks and the “Bathroom Moment”

It's All About Revenue

But while the big, public social networks may get the most attention, it’s hard to see how incessantly refreshing your newsfeed improves work performance. Our own CEO likes to refer to’s Chatter as “my Twitter.”. This is the reason we partnered with to integrate Chatter, a social networking platform for the enterprise , into our marketing automation platform. Social Media b2b marketing Chatter marketing automation sales and marketing sales and marketing alignment social business

Top tools to keep your contacts in order. in theory


I used to love Scrubly when it worked for me. I love it and would probably recommend it if Scrubly’s tech team could actually make my install work. Until then, highly recommended when it works. I use this tool as often as they send me email reminders and the contact DB grooming does work via desktop and mobile phone. EasilyDo: it works if you work it !

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Eric Schmidt: The Next Facebook will be Social, Mobile & Local

It's All About Revenue

During his sit down talk with’s CEO Marc Benioff at Dreamforce 2011 , Schmidt praised Facebook’s founder and chief. “He will be seen in the context as one of the great leaders in our industry. “Many people doubted that the cloud computing apps model would work,&# he said. by Jesse Noyes | Tweet this Who will be the next Mark Zuckerberg? Twitter.

Is Eliminating the Bargaining Power of Customers More Important Than Working On the Customer Experience?


Given that Apple, Amazon, Zappos, USAA, SouthWest Airlines, Zanes Cycles, Richer Sounds,, O2, American Express. – Is Eliminating the Bargaining Power of Customers More Important Than Working On the Customer Experience? Listening to the Steve Jobs biography by Walter Isaacson I am left with the impression that nothing was more important to Steve Jobs then using technology to produce great products that delivered a great user experience. Good enough was good enough, even great, for many in the computer industry. Why is it an issue? Because of ‘Other Priorities’.

Live Blog DF12: Inspiration from Tony Robbins’ Coaching in the Cloud Keynote

Modern B2B Marketing

He tells the audience that the shortest program he does is about 50 hours, but that he has worked hard on summing up some key takeaways from his speeches in the 4 hour slot that he has for Dreamforce. Here are the steps you need to take to get to your breakthrough: A new strategy: If you are doing things a certain way and it doesn’t work, things won’t get better.