• STRATEGIC-IC  |  FRIDAY, JANUARY 12, 2018
    [CRM, Process] Account-Based Marketing - New Concept or Not?
    As Account-Based Marketing (ABM) is increasingly adopted by B2B marketing and sales teams, you may wonder how ABM differs from a traditional sales process. While key account marketing was previously used by larger companies to target a handful of major accounts, developments in technology and strategy have refined the process, allowing for the emergence of ABM. So how does all this work in a modern ABM process?
  • LEADCRUNCH  |  THURSDAY, JANUARY 11, 2018
    [CRM, Process] 4 Common Reasons You’re Not Closing The Deal
    It’s a phrase salespeople love and hate — closing the deal , or making sure the customer signs on the dotted line and the sale processes. According to Get CRM, 80 percent of sales require at least five follow-up calls after a meeting, but when should your sales reps be making those five calls? Make the follow-up process feel as natural as possible, by learning to identify with and relate to your customer as a person, not a potential sale.
  • LEADCRUNCH  |  THURSDAY, JANUARY 11, 2018
    [CRM, Process] These Sales Statistics Will Change Your Approach in 2018
    If you’re ready to make some changes to your approach, here are five sales statistics that are sure to alter the way you engage with customers in 2018: More than 40 percent of salespeople say prospecting is the most difficult part of the sales process, followed closely by closing and qualifying. Instead, prepare yourself for a long and drawn out process that can last several months or even longer, as frustrating as that may be.
  • BIZNOLOGY  |  THURSDAY, JANUARY 11, 2018
    [CRM, Process] Integrating and automating email marketing and your website
    By integrating them with one another and automating processes between them. Rather than a marketing intern waiting around for those emails to come in so they can immediately respond with the link to the report or white paper, the process is automated. In more advanced systems, that same content download might have your email address added to a CRM system that tracks what content you’ve consumed and evaluates your potential as a lead.
  • SNAPAPP  |  THURSDAY, JANUARY 11, 2018
    [CRM, Process] A B2B Guide to Engagement Marketing (with Strategies, Tools and Examples)
    And, prospects are much more educated — 90% of the buying process is over before a prospect ever speaks to a salesperson. . At no point in this process did that customer do their own research, get nurtured by a number of dealerships, interact with different salespeople, read reviews… . . For example, this manual recruiting cost savings calculator crunches the numbers for you to find out whether you could be saving money on this very costly process: . . . .
  • MODERN B2B MARKETING  |  WEDNESDAY, JANUARY 10, 2018
    [CRM, Process] How to Generate Leads with Webinars
    Therefore, case studies are the best way to convince and persuade before beginning the sales process. Pipedrive uses product tutorial webinars to empower users to educate themselves on the CRM software. Any marketing and sales professional knows that most buyers don’t make a purchase decision right away. As WebAttract co-founder Mike Agron puts it: “77% or more of today’s B2B buyers will research you before they even want to speak with you.
  • THE ROI GUY  |  TUESDAY, JANUARY 9, 2018
    [CRM, Process] Top Two of Three Sales Barriers for 2018 are Business Value Challenges
    These two business value deficiencies exceeded many other sales challenges, but currently don’t receive nearly the attention or investments of other much less impactful issues in alignment, sales process, CRM and sales training. Sales still lacks the ability to effectively communicate and quantify business value, this according to new research from consultancy Sales Mastery.
  • ACTIVEDEMAND  |  FRIDAY, JANUARY 5, 2018
    [CRM, Process] How Demand Generation is Limiting Your Business Growth
    Demand generation is a complex process. Ideally, the platform should work with multiple channels, allow for the creation of dynamic campaigns, and integrate a CRM or have CRM functionalities to take advantage of customer profiles. Factors Limiting Business Growth: Demand Generation. While there are many factors that limit business growth, demand generation issues are one of the most common bottlenecks small and medium businesses face.
  • CHIEFMARTECH  |  TUESDAY, JANUARY 2, 2018
    [CRM, Process] 3 New Year’s resolutions for your martech stack in 2018
    The benefits of those good reasons outweigh the “costs” of having those multiple tools — not just their subscription costs, which are often modest, but the organizational costs associated with different data and different processes. This should be a fast-tracked process on your end, as you want these trials to be relatively low-overhead experiments. Happy New Year! I hope you had a wonderful holiday season. Ready to get to work?
  • EMEDIA  |  WEDNESDAY, DECEMBER 27, 2017
    [CRM, Process] How Paycor Hit Pay Dirt: Align Sales and Marketing (Part 2)
    Work to become a partner with Sales through the entire process, not just through acquisition of Marketing-Qualified Leads. Start with the fundamental core, at least a CRM and marketing automation solution, and build from there as you justify your growing success. To align sales and marketing get set for an evolving process. As your organization evolves, and as its market and environment mature, your learning process continues.
  • ALTITUDE BRANDING  |  TUESDAY, DECEMBER 26, 2017
    [CRM, Process] 30+ Best Marketing And Tech Blogs To Follow In 2017 – Part 3
    The ONTRAPORT blog is packed with in-depth, step-by-step information on topics including email marketing, landing pages, marketing campaigns, CRM and marketing automation all aimed to support entrepreneurs and small business marketers in growing their business. Founded by Daniel Borg, Daniel combines creativity and design thinking in an efficient and engaged client process. The universe of tech blogs is vast!
  • EMEDIA  |  WEDNESDAY, DECEMBER 20, 2017
    [CRM, Process] How Paycor Hit Pay Dirt Through Marketing-Sales Alignment
    When I arrived, Paycor used CRM merely for lead management. Focus more on the sales process. In this week’s blog article we discuss a truth that we at emedia have realized since the early years of demand generation: Those who prioritize Marketing-Sales alignment enjoy the greatest growth within their markets. Enjoy the story of HR & payroll solutions vendor Paycor , and their VP of Sales & Marketing Technology Brian Vass.
  • CONTENT STANDARD  |  WEDNESDAY, DECEMBER 20, 2017
    [CRM, Process] Brand Positioning Strategy for the Modern Marketer: How Brands Use Consumer Psychology Today
    These principles hold true for B2B brands: Salesforce wants you think of its name first when you’re looking for a CRM solution. For a clothing brand, this might mean emphasizing fair-trade materials, eco-conscious manufacturing processes, or fair living wages paid to its factory workers.
  • MARKETING ENVY  |  WEDNESDAY, DECEMBER 20, 2017
    [CRM, Process] 41% of Marketers Admit to Not Understanding What GDPR Entails. Are You One of Them?
    The new regulation completely changes the way marketers must manage their prospect's data, email list subscribers and databases that are stored within CRM systems and marketing automation platforms. While in itself it is a pretty simple process, it entails that a form submission is followed by an email that asks the contact to confirm the submission. Right to restrict processing. Set up a process for erasing contacts or rectifying information for contacts who requested it.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, DECEMBER 19, 2017
    [CRM, Process] Surprising Results in Customer Data Platform Survey
    One-third reported they had many disconnected systems, just over one-third reported (37%) they had many systems connected to a central platform of some sort (9% unified customer database, 9% unified database and orchestration system, or 19% marketing automation or CRM platform), 6% said one system does almost everything, and the remaining 23% said they had some other configuration or didn’t know.
  • TELEVERDE  |  TUESDAY, DECEMBER 19, 2017
    [CRM, Process] Simplify Your Approach with Technology
    Not long after integrating Eloqua with Salesforce CRM, this client recouped its investment and created a $36 million opportunity pipeline. And you need to commit to people and process excellence in order to optimize the technology and get the best results. Typical problems include: ♦ Not anticipating process changes in advance. ♦ An inability to interpret insights generated by the technology. ♦ Difficulty integrating disparate technologies to tell a single story.
  • TERMINUS  |  FRIDAY, DECEMBER 15, 2017
    [CRM, Process] 12 Ways to Segment Account-Based Advertising Campaigns
    By creating a field in your Salesforce CRM that indicates which product or feature is most relevant to each account, you can easily target them with messaging that fits their needs and goals. You can create an account-based advertising campaign for a specific stage of the sales cycle, or you can develop a full-funnel campaign that contains one tactic for each stage of your marketing and sales process.
  • WEBBIQUITY  |  THURSDAY, DECEMBER 14, 2017
    [CRM, Process] How to Create an Effective Email Newsletter for Your Business
    Creating a clear unsubscribe process lets you know which subscribers are really interested in your brand. Ff you complicate the unsubscribe process, you increase your risk of being flagged as a spammer. Prasad Reddy is a content analyst at Agile CRM. . CRM Email Marketing Agile CRM email marketing metrics email marketing tips email newsletters Prasad ReddyGuest post by Prasad Reddy.
  • EXO B2B  |  TUESDAY, DECEMBER 12, 2017
    [CRM, Process] B2B Martech: take your time, but hurry up!
    But what about Quebec B2B small to medium-sized entrprises (SMEs) that are still struggling to integrate a simple CRM? Recently, at a conference, I was talking about the human aspect and processes to put in place in martech, rather than the latest “edgy” thing. Sales is still struggling to use CRM effectively. Entering useful marketing information in the CRM system still seems like a waste of time!
  • SNAPAPP  |  TUESDAY, DECEMBER 12, 2017
    [CRM, Process] 30 Experts Discuss Marketing Automation Trends That Will Have The Biggest Impact On B2B Marketers In 2018
    Enrichment data collection and improvements in natural language processing will make chatbots a more targeted and convenient resource for lead education than even knowledge bases or static content. . But too many companies don’t have adequate processes, skills or equipment, so their opportunities keep turning to ashes. . Automation that systematizes content marketing processes and reduces the required skills will save the day. . Hyper Precise Sales Process Paths.
  • WEBBIQUITY  |  TUESDAY, DECEMBER 12, 2017
    [CRM, Process] Six Essential Time Management Tips for Small Business Sales Success 
    Here are a few time management tips for your small business sales process: Waste not, want not: Pay rigorous attention to how much time is being wasted every day on non-essential activities. Whether it’s a simple pen-and-paper to do list or a customized spreadsheet or a more sophisticated CRM system or project management system, you need to find a way to systematically map out your sales prospects and keep updated notes on where each prospect stands in your sales process.
  • LEAD LIAISON  |  FRIDAY, DECEMBER 8, 2017
    [CRM, Process] Marketing Automation with Squarespace
    The smart web forms can pre-fill data, use advanced features like progress profiling, and most importantly easily capture the lead and/or inquiry and add it to your CRM. With the marketing automation platform, businesses can easily wrap critical business processes around the form submission. For example, lead distribution, lead qualification, lead follow up, and lead nurturing are all processes that can be built and automated using the marketing automation platform.
  • ACTIVEDEMAND  |  FRIDAY, DECEMBER 8, 2017
    [CRM, Process] ActiveDEMAND and Pipedrive: Sales and Marketing Integration that Go Together Like Milk and Cookies
    Marketing agencies and B2B companies serious about sustainable growth for their business use a marketing automation platform (MAP) to automate marketing processes and centralize marketing campaigns, in addition to a customer relationship management ( CRM ) system to manage contacts, leads and other sales related business processes. Tight integration with your marketing platform and CRM systems allow for the transfer of lead information seamlessly between marketing and sales.
  • OUTREACH  |  FRIDAY, DECEMBER 8, 2017
    [CRM, Process] Customer Post: How Outreach helped my SDRs attain 100% of Quota
    However, even if we had the right concepts, the right processes, and the right training, without the right system in place, we wouldn't be where we are today, and for that, we have to thank Outreach.io. Back in the day, while working with ShareFile, we had to use "Coffee", their in-house built CRM. Over the past few months AltiSales has drawn some attention due to our success putting together SDR strategies for B2B companies and executing those effectively.
  • NUDGE.AI  |  FRIDAY, DECEMBER 8, 2017
    [CRM, Process] The Ultimate 126 B2B Sales Tools Rankings For 2018
    Top 10 CRM Systems. Base: Next-generation CRM software for leading B2B sales teams. Close.io: The inside sales CRM of choice for B2B startups and SMBs. Hubspot CRM: Everything you need to organize, track, and nurture your B2B leads and customers. Microsoft Dynamics: Break down the silos between CRM & ERP to capture new business opportunities. Monday: Simplified the complexity of a CRM into one visual tool. Streak: CRM inside Gmail.
  • HEINZ MARKETING  |  WEDNESDAY, DECEMBER 6, 2017
    [CRM, Process] Which Tech Comes First, Account Based Marketing or Marketing Performance Management?
    Here at Allocadia we’re believers in the promise of ABM – we’ve organized around tiered levels of accounts, partnered with sales both on high-reach demand generation tactics and more targeted campaigns like direct mail and field workshops, and have invested into data and process around ABM with Engagio. When I approach marketing technology, I am a big believer in focusing on foundational technologies first – including CRM and MAP.
  • ACTIVEDEMAND  |  THURSDAY, NOVEMBER 30, 2017
    [CRM, Process] ActiveDEMAND provides seamless tool integration with Clearbit providing enriched data
    Many CRM systems can add additional data to existing email subscribers but if that isn’t possible, create an incentive driven campaign to get them to submit the data you need. That is why ActiveDEMAND also provides a ClearBit Data Enrichment widget to use in automation workflows such as a form submit autoresponders and lead processing workflows. Good Data and Tool Integration Essential to Personalization.
  • MODERN B2B MARKETING  |  THURSDAY, NOVEMBER 30, 2017
    [CRM, Process] 3 Ways Automation Can Accelerate Event Growth
    APIs can customize the way each piece of technology communicates with the others, streamlining processes and making automation what it was always supposed to be: automatic. automatically adding new contacts from your CRM to your engagement platform—and saving your team countless hours of manual labor). Don’t let manual processes overwhelm staff and hinder your event from reaching its full potential. Hosting events is like growing a small business.
  • EMEDIA  |  WEDNESDAY, NOVEMBER 29, 2017
    [CRM, Process] How to Barrel Through the Latest SiriusDecisions Demand Waterfall
    When you source a list for audience development, or as you develop your audience organically through the lead nurturing and progressive profiling processes, how should you focus on the Active Demand stage? For example, if you offer certain data analytics solutions you probably already try to reach CRM clients. By now you have probably seen or discussed SiriusDecisions’ latest upgrade to its Demand Waterfall – the 2017 Demand Unit Waterfall.
  • NAVIGATE THE CHANNEL  |  TUESDAY, NOVEMBER 28, 2017
    [CRM, Process] The Insights You Should Be Following in the 2017 B2B Market
    Do yourself a favor – start automating your initial email outreach or CRM updates and watch how much free time you have for more creative pursuits. Going omnichannel is great, but have you integrated these channels into a single nurturing process that is easy to fulfill? Funnel all of your channels into a single CRM so that you can effectively track your prospects through the sales funnel.
  • LEADFEEDER  |  SUNDAY, NOVEMBER 26, 2017
    [CRM, Process] 41 Top Lead Generation Tools of 2017
    Process Automation. Email Lookup Tools These tools help to automate the process of finding someone’s email address. Instead of having a separate platform for creating surveys, another for lead forms, another for CRM, and so on, Fieldboom ties in all of these activities together. With the tool, you can select from a variety of different sales funnels, and build the process out from there. There are a lot of different ways to generate leads for your company.
  • LEADFEEDER  |  SUNDAY, NOVEMBER 26, 2017
    [CRM, Process] 41 top lead generation tools 2017
    Process Automation. Email Lookup Tools These tools help to automate the process of finding someone’s email address. Instead of having a separate platform for creating surveys, another for lead forms, another for CRM, and so on, Fieldboom ties in all of these activities together. With the tool, you can select from a variety of different sales funnels, and build the process out from there. There are a lot of different ways to generate leads for your company.
  • CONTENT MARKETING INSTITUTE  |  SUNDAY, NOVEMBER 26, 2017
    [CRM, Process] 5 Steps to Improving Subscriber Data for More Personalized Emails
    Making the data collection uniform means the naming conventions in our CRM all match. When your data collection is uniform, the naming conventions in your CRM will match too, says @cmcphillips. Want to be one of CMI’s valued subscribers – and experience the data connection process yourself? When I started at the Content Marketing Institute in 2012, I sat with founder Joe Pulizzi to discuss the 2013 marketing goals.
  • HUBSPOT  |  FRIDAY, NOVEMBER 24, 2017
    [CRM, Process] "Why Did My SEO Ranking Drop?" How to Find and Fix Falling Blog Posts Before It's Too Late
    Take a look at the results for “How to use CRM”: Unfortunately, there isn't much that can be done about these paid results -- except to just accept the dip in traffic. Yes, this process is a time- and energy-intensive one. Wanna see something scary? That, my friends, is what I would call a definite downward trend -- and for a post that, at its high point, received 10,000 views per month. Maybe it looks familiar.
  • MARKETING CONVERTS  |  THURSDAY, NOVEMBER 23, 2017
    [CRM, Process] Challenges in Not Using Leads in Your CRM: Data and Process
    Last week I professed my love for only using contacts and accounts in CRM (and my disdain for using leads). Broadly they fit into two categories: data and process. Data is focused on how an organization manages and structures its CRM data and process is focused on how people use and interact with a CRM. Duplicates and errant accounts: When you stop using leads and just use contacts and accounts, more accounts are created in the CRM. Process.
  • MARKETING CONVERTS  |  THURSDAY, NOVEMBER 23, 2017
    [CRM, Process] Challenges in Not Using Leads in Your CRM: Data and Process
    Last week I professed my love for only using contacts and accounts in CRM (and my disdain for using leads). Broadly they fit into two categories: data and process. Data is focused on how an organization manages and structures its CRM data and process is focused on how people use and interact with a CRM. Duplicates and errant accounts: When you stop using leads and just use contacts and accounts, more accounts are created in the CRM. Process.
  • MARKETING CONVERTS  |  THURSDAY, NOVEMBER 23, 2017
    [CRM, Process] Challenges in Not Using Leads in Your CRM: Data and Process
    Last week I professed my love for only using contacts and accounts in CRM (and my disdain for using leads). Broadly they fit into two categories: data and process. Data is focused on how an organization manages and structures its CRM data and process is focused on how people use and interact with a CRM. Data: Accounts Duplicates and errant accounts: When you stop using leads and just use contacts and accounts, more accounts are created in the CRM.
  • CONTENT STANDARD  |  THURSDAY, NOVEMBER 23, 2017
    [CRM, Process] How Will Content Personalization Shape Your MarTech Stack? A Conversation with Paul Roetzer and John Mihalik
    Standard personalization capabilities have existed over the last five to ten years, mainly in marketing automation, CRM, email marketing, and web personalization based on behaviors and visit history. PR: In 2015, I attended a SXSW talk where the Associated Press had automated the process of writing earnings reports. AI is the umbrella terminology for the tools, technology, and processes to make machines smarter.
  • ENGAGIO  |  MONDAY, NOVEMBER 20, 2017
    [CRM, Process] How to Research Target Accounts in ABM
    In fact, most companies use some form of sales intelligence solution, integrating new data sources to accelerate the process and add detail. Integrating your marketing automation with your CRM system makes it easy to pull this kind of data into your profiles. Insight drives Account Based Marketing. And valuable, relevant commercial insight comes from research. The depth of research will reflect which tier a given account is in.
  • HEINZ MARKETING  |  MONDAY, NOVEMBER 20, 2017
    [CRM, Process] Sales Pipeline Radio, Episode 93: Q&A with Scott Salkin
    But you also, you lose a lot of control over the process. If you’re using, marketing automation, if you’re using CRM, if you’re using account-based marketing technology, how can you leverage that for your channels, not create an entirely separate stack. Companies needing to get their sales and marketing teams together and aligned on things like, who the target buyer is and what the buying process is. By Matt Heinz, President of Heinz Marketing.
  • THE MX GROUP  |  FRIDAY, NOVEMBER 17, 2017
    [CRM, Process] Your Questions About ABM — Answered!
    If you are using a process or technology to dynamically prioritize accounts, this will typically fall to Marketing. How can Sales identify and tag appropriately in a CRM? This is why we sometimes add a custom object into CRM systems to store this information, as it is an important element in understanding how an account makes purchases. We are using salesforce.com as our CRM — how well will it work to support our efforts?
  • BIZIBLE  |  THURSDAY, NOVEMBER 16, 2017
    [CRM, Process] The Complete Guide To Multi-Channel Attribution Models
    But the weakness here is that reporting is all in Google Analytics and revenue and opportunity data is housed in the CRM, which tracks information on upsells, opportunities in an account, account-based marketing campaigns and offline marketing. To better help in your evaluation process, here are additional resources: Revenue Attribution Audit.
  • MODERN B2B MARKETING  |  WEDNESDAY, NOVEMBER 15, 2017
    [CRM, Process] The Key to Successful ABM: Marketing and Sales Alignment
    With ABM, sales and marketing work together throughout the process, but that alignment has to be strategically planned—at least for a little while. Keeping this organized so that no target account receives the same content twice, or irrelevant content for their stage requires a sophisticated marketing automation platform and CRM. Account-based marketing (ABM) is a game-changer, but it’s not uncommon for sales to push back against implementing it as a new strategy.
  • TERMINUS  |  THURSDAY, NOVEMBER 9, 2017
    [CRM, Process] Use This Template to Orchestrate Account-Based Marketing Campaigns
    Account-based marketing orchestration refers to a deliberate series of marketing activities and sales touches throughout a target account’s buying process. Fill out the (Stage) cells with the stages of your sales process. Make sure you align these stages with the way you define them in your CRM. Depending on how you’ve set up your CRM, these stages may be defined in the Opportunity Stage, Account Status, Working Status, and/or Lead Status fields.
  • LEAD LIAISON  |  WEDNESDAY, NOVEMBER 8, 2017
    [CRM, Process] Converting More Online Leads: Sales Team & Marketing Team Coordination
    Many companies find communication between departments to be difficult, so identifying the communication “pain points” is the first step in the process. Follow-ups : To be certain that no lead falls through the cracks, both departments should create a plan of action to follow-up with any lost leads identified throughout the online lead generation process. This should be completed on a monthly basis and can often be done by using a CRM tool.
  • LISTENLOOP  |  WEDNESDAY, NOVEMBER 8, 2017
    [CRM, Process] Understanding the 3 Types of Account-Based Marketing
    “structured process for developing and implementing highly-customized marketing programs to strategic accounts, partners, or prospects.”. Technologies such as CRM and Marketing Automation are used to implement and personalize marketing campaigns for specific, named accounts at scale, The ultimate focus is lead generation from both new and existing targets.
  • HG DATA  |  TUESDAY, NOVEMBER 7, 2017
    [CRM, Process] Account Scoring with Technographics in Salesforce
    In the upcoming weeks, we’ll be showing you how to use technographics to score your leads, create campaign segments, generate reports, and develop various triggers and workflows to build more intelligent business processes. HG Data has partnered with Salesforce.com to build HG Data for Salesforce, which allows companies to enrich, append, and update their customer and prospect accounts with detailed technographics – directly in Salesforce CRM.
  • HG DATA  |  TUESDAY, NOVEMBER 7, 2017
    [CRM, Process] The Right Technographics for B2B Technology Marketers
    For example, some third-party data providers will identify a very small number of companies that use a certain type of CRM or marketing automation platform and then proceed to build a model to extrapolate other companies who may be using the same technology. In order to achieve what we were after, we felt we needed the ability to process as much data as we could so that we could develop accurate, verifiable business intelligence. Salesforce CRM vs. a global salesforce.
  • DISCOVERORG  |  MONDAY, NOVEMBER 6, 2017
    [CRM, Process] How to Operationalize Account-Based Marketing
    If you’re having trouble converting leads – or getting leads at all – here’s your simple, three-step process to keep your eye on the ball. This process, whether you call it ABM or just plain great B2B marketing, leads to efficient growth. Implementing data-driven processes and platforms is easier than ever, so you can streamline your marketing, sales development, and sales processes in pursuit of your revenue goals.
  • EMEDIA  |  MONDAY, NOVEMBER 6, 2017
    [CRM, Process] How to Justify the Demand Generation Budget You Need in 2018
    Rather than being invested in the lead generation process – to run demand gen campaigns, develop content for future campaigns, enhance inbound traffic and online presence, or other projects that will provide positive returns – your budget will simply evaporate. Do an end-of-year data cleanse and append project , ideal for setting your team up for 2018 success with a tuned-up CRM database.
  • LEANDATA  |  FRIDAY, NOVEMBER 3, 2017
    [CRM, Process] LeanData Launches Next Generation Routing with Insights
    All of this results in a more complex funnel with a greater likelihood of friction in the process. As a result, it’s impossible to optimize this process. Native to Salesforce: LeanData operates completely natively within Salesforce, so your CRM data is always safe and never leaves the system. One Inside Sales leader has even called it “one of the biggest developments in CRM in the last 20 years.”
  • VIDYARD  |  THURSDAY, NOVEMBER 2, 2017
    [CRM, Process] New Research Finds Use of Video Accelerating in B2B with 71 Percent Reporting that Video Converts Better than Other Content Types
    More companies today (37 percent) use video as part of their sales conversion process, up from 25 percent last year. Integrating video viewing data into marketing automation platforms (MAP) or customer relationship management platforms (CRM) like Salesforce, Marketo, Eloqua, Hubspot, and others enable marketing and sales teams to monitor and track video usage metrics. Today, 90 Percent Report that Video is Becoming a More Important Content Type for Driving Business Results.
  • CIRCLE STUDIO  |  THURSDAY, NOVEMBER 2, 2017
    [CRM, Process] 8 Best Practices That Will Improve Your A/E/C Firm’s Email Marketing
    Regularly update your contact list with contacts in your CRM database. Establish a process to regularly acquire new contacts from BD staff and “seller-doers”. Email marketing remains to be a powerful online marketing tool when properly executed. And while most A/E/C firms are using email marketing to communicate with clients and prospects, many aren’t necessarily seeing results and could use a boost.
  • MARKETING CONVERTS  |  THURSDAY, NOVEMBER 2, 2017
    [CRM, Process] Don’t Use Leads (Only Use Contacts) in Your CRM
    Rather this post is all about the “sexy” world of B2B contact management in CRM systems and how the majority of B2B organizations still use a leads object in CRM. The primary benefits of diminishing the use of leads and promoting the use of accounts and contacts in your CRM system are: Better segmentation and personalization. Download a spreadsheet of accounts from your CRM that are active customers. Download a spreadsheet of all the leads in your CRM.
  • MARKETING CONVERTS  |  THURSDAY, NOVEMBER 2, 2017
    [CRM, Process] Don’t Use Leads (Only Use Contacts) in Your CRM
    Rather this post is all about the “sexy” world of B2B contact management in CRM systems and how the majority of B2B organizations still use a leads object in CRM. The primary benefits of diminishing the use of leads and promoting the use of accounts and contacts in your CRM system are: Better segmentation and personalization. Download a spreadsheet of accounts from your CRM that are active customers. Download a spreadsheet of all the leads in your CRM.
  • MARKETING CONVERTS  |  THURSDAY, NOVEMBER 2, 2017
    [CRM, Process] Don’t Use Leads (Only Use Contacts and Accounts) in Your CRM
    Rather this post is all about the “sexy” world of B2B contact management in CRM systems and how the majority of B2B organizations still use a leads object in CRM. The primary benefits of diminishing the use of leads and promoting the use of accounts and contacts in your CRM system are: Better segmentation and personalization. Download a spreadsheet of accounts from your CRM that are active customers. Download a spreadsheet of all the leads in your CRM.
  • BIZIBLE  |  WEDNESDAY, NOVEMBER 1, 2017
    [CRM, Process] How To Launch An Account-Based Marketing Program From Scratch
    Our ABM Framework includes the ingredients for success across the entire ABM program planning and execution process. Let’s dive right in with a step-by-step process for launching your ABM program. Within these ideal customer profiles are “account personas” and these are the typical buying unit involved in the sales process. Execution checklist: When you and the sales team go to execute, what’s the process include and what are the sequential steps?
  • KOMARKETING ASSOCIATES  |  WEDNESDAY, NOVEMBER 1, 2017
    [CRM, Process] One-Quarter of Marketers Report Digital Maturity
    Thirty-eight percent are investing in all areas of digital maturity, such as structure, people, processes, and tools. In terms of their tactics, 48 percent claim that they are now using a CRM to augment data-driven marketing. Nearly all (95 percent) of respondents stated that they intend to grow their digital maturity in the coming months by investing in some or all of its key pillars (structure, people, processes and tools).
  • HG DATA  |  TUESDAY, OCTOBER 31, 2017
    [CRM, Process] How Technographics Help Define and Target Demand in the SiriusDecisions Demand Unit Waterfall
    Business-to-business companies seeking to improve sales processes are adopting SiriusDecisions’ Demand Unit Waterfall to help them clarify their market demand at each stage of the sales process. Demand Unit Waterfall Defines Sales Process. The Demand Unit moves through the stages outlined in the figure below as it progresses through the sales process.
  • LEADSPACE  |  TUESDAY, OCTOBER 31, 2017
    [CRM, Process] AI for Marketing: What the Future Holds
    The central benefit of AI for B2B marketers is that it gives them the power to see through their impenetrable sea of data , by being able to process volumes of data that a human couldn’t get through in their lifetime — in a matter of minutes. Essentially, it’s a form of AI which mimics the human thought process, and enables machines to learn “rules” independently by analyzing the data themselves, instead of being fed rules by humans.
  • LEADFEEDER  |  MONDAY, OCTOBER 30, 2017
    [CRM, Process] How to align sales and marketing with a lead management process
    That’s why having a solid lead management process in place can save lead generation programs from the chopping block. A good lead management process includes a warm hand-off to sales Gil Allouche, CEO at Metadata.io said they have a process for all inbound leads that includes enriching each lead with demographics, technology stack, marketing data, and sorting by alphabet and assigning leads to sales development team members.
  • NUDGE.AI  |  MONDAY, OCTOBER 30, 2017
    [CRM, Process] How An Enterprise Sales Leader Builds Relationships to Close Global Business
    Throughout the article, we’ve pulled out these key insights for you: Step-by-step process for discovering your target customers. Its a totally different deal than if we were selling HR or CRM software where customers already understand the concept, might already have a solution and are being pitched by many other vendors. Nudge: How did the sales process differ between these clients?
  • KOMARKETING ASSOCIATES  |  THURSDAY, OCTOBER 26, 2017
    [CRM, Process] 3 Must-Ask ABM Questions for B2B Marketers
    The B2B sales process can be especially long and convoluted. This may lead to a winding path of contacts and discussions on CRM software, which ultimately need to be discovered and vetted to verify ROI and assign attribution. In my last post , I discussed how paid media tactics could influence and improve the effectiveness of your account-based marketing (ABM) initiatives.
  • TERMINUS  |  WEDNESDAY, OCTOBER 25, 2017
    [CRM, Process] Operationalize Account-Based Marketing with Fit, Intent, & Engagement Data
    This process, whether you call it ABM or just plain great B2B marketing, leads to efficient growth. This requires data tools to build accounts in your CRM, build out contacts for your target buyer personas at each account, and, ideally, use AI-assisted or “predictive” scoring that allows you to score the fit of accounts so you can prioritize. Fit, intent, and engagement provide the core data you need to be successful with your account-based marketing program.
  • LEAD LIAISON  |  WEDNESDAY, OCTOBER 25, 2017
    [CRM, Process] 5 Reasons Sales Teams Benefit from Microsoft Dynamics CRM and Marketing Automation Integration
    We’ve talked about the 5 ways that marketing teams can benefit from Microsoft Dynamics CRM and Marketing Automation integration here. Having a CRM like Microsoft Dynamics will certainly help. Get quality Leads straight to your CRM. Now you’ve got a steady stream of Leads in your CRM that you know are qualified. Our plugin lets send a copy to your CRM. This is a two-step process to allow both teams to equally vet new prospects.
  • TERMINUS  |  WEDNESDAY, OCTOBER 25, 2017
    [CRM, Process] What Do Football & Account-Based Marketing Have in Common?
    This misalignment between sales and marketing is notorious for creating friction in the buying process and creating a rift between the teams. Advance those accounts quickly through the buying process using coordinated plays. Sales Database Administrator – This data guru is responsible for keeping the contact and account information in your CRM up-to-date and managing day-to-day sales operations.
  • HG DATA  |  TUESDAY, OCTOBER 24, 2017
    [CRM, Process] Best in Class Technographics Now Easier to Use Than Ever in Salesforce
    In conversations with our customers and in the technographics we collect on Salesforce CRM installations, it’s been apparent for some time now that Salesforce is the most popular CRM in the market today, providing sales and marketing teams with a central location from where to access key account and prospect information for their outreach efforts.
  • NAVIGATE THE CHANNEL  |  TUESDAY, OCTOBER 24, 2017
    [CRM, Process] Why B2B Marketers Could Learn Some Things From B2C Brands
    It is becoming important to recognize even the largest of companies as a personal partner in the sales process. If your sales process consists of checking off boxes in your CRM, you may soon find yourself supplanted by a company that drills down into the personal information of your former customer. It may seem counterintuitive to talk about streamlining the sales flow process while expanding the communications platforms upon which the sales funnel takes place.
  • VIDYARD  |  TUESDAY, OCTOBER 24, 2017
    [CRM, Process] Vidyard Helps Top B2B Sales Teams 3x Customer Engagement with Personalized Prospecting Videos
    PostBeyond , a leading employee advocacy platform, uses video in their sales process to build trust, establish authenticity, and strengthen relationships with their buyers which has led to accelerated sales cycles. Ali Powell, a principal account executive at HubSpot, found that personalized video gave her a better way to show prospects that she was not just writing random emails to anyone and everyone who popped up on her CRM view.
  • THE LEAD AGENCY  |  MONDAY, OCTOBER 23, 2017
    [CRM, Process] B2B Marketing Attribution – How Single Source Attribution Is Hurting Your Business
    There are an abundance of channels and devices – making the process of tracking a customer journey more complex than ever. CRM integration. The last step in integrating your sales and marketing data is to connect your metrics to your customer resource management (CRM) software. The data on CRM software contains insights into what turns leads into sales.
  • CUSTOMER EXPERIENCE MATRIX   |  SUNDAY, OCTOBER 22, 2017
    [CRM, Process] When to Use a Proof of Concept in Marketing Software Selection -- And When Not
    Savvy buyers have insisted that demonstrations execute scenarios based on their own business processes. Back in the day, it required detailed analysis of the source data and hand-tuning of the transformation processes to put the data into the vendor’s database. The ultimate example of easier data loads is the one-click connection between many marketing automation and CRM “platforms” and applications that are pre-integrated with those platforms.
  • BIZIBLE  |  FRIDAY, OCTOBER 20, 2017
    [CRM, Process] How To Run A Cohort Analysis In B2B Marketing
    So the process of mapping all this out for the purpose of cohort analyses is nearly impossible. Repeat this process for a comparison cohort, then compare the results. Step 10 : Repeat this process for the February Leads Table. With Bizible Data Warehouse and your favorite BI tool, you're much less likely to be constrained by the data and reporting architecture that comes with your CRM or MAP.
  • MODERN MARKETING  |  WEDNESDAY, OCTOBER 18, 2017
    [CRM, Process] What Is The Meaning Of Pipeline in Sales and Marketing?
    There are several processes that make (or break) a business. Perhaps the most important of these is the process that goes into your marketing and sales pipeline. At which stages of your pipeline does the process stall? Until recently, when the power of CRM and data put a lot of guesswork on the wayside, lead generation was the metric that determined your sales pipeline’s success.
  • THE MX GROUP  |  WEDNESDAY, OCTOBER 18, 2017
    [CRM, Process] Two Minutes with Tim: How to Get Started with Account-Based Marketing
    Disconnected systems and processes — and the limitations of most CRM and MA platforms, which were designed with leads and not accounts in mind — are the biggest obstacles we’re seeing with our clients. That makes me wonder: Are CRM platforms, like the Salesforce.com, set up to handle ABM? Salesforce.com and other CRM systems were developed to track individual leads. Lately, I can’t open my email without finding a message referring to account-based marketing.
  • LEADSPACE  |  WEDNESDAY, OCTOBER 18, 2017
    [CRM, Process] How to Automated The Most Tedious Aspect of ABM
    Then there’s all the duplicate leads/accounts that you already have in your CRM and/or Marketing Automation Platform. The Solution: Automating the Target Account List-Building Process. Instead, Tipalti used look-alike modeling to automate the entire target account list-building process for them. Account-based marketing (ABM) has proven its mettle over the past several years, and is now well on the way to becoming an industry standard.
  • HG DATA  |  WEDNESDAY, OCTOBER 18, 2017
    [CRM, Process] The Right Technographics for B2B Technology Marketers
    For example, some third-party data providers will identify a very small number of companies that use a certain type of CRM or marketing automation platform and then proceed to build a model to extrapolate other companies who may be using the same technology. In order to achieve what we were after, we felt we needed the ability to process as much data as we could so that we could develop accurate, verifiable business intelligence. – Salesforce CRM vs. a global salesforce.
  • KOMARKETING ASSOCIATES  |  TUESDAY, OCTOBER 17, 2017
    [CRM, Process] How B2B Marketers Create and Promote White Papers That Convert
    ” Now that we know many B2B marketers are creating white papers and finding them to be valuable assets for meeting objectives, let’s take a look at some of the steps that can be taken throughout the creation process to ensure they are converting. Now that you have a topic and title in place, it’s time to start the writing process. Establish goal and event tracking parameters within your analytics platform of choice and think about tying it to your CRM as well.
  • SNAPAPP  |  TUESDAY, OCTOBER 17, 2017
    [CRM, Process] Finding Your Ideal Customer: A B2B Guide to the Right Audience
    In this post, we’ll dive into how B2B companies can pin down the right audience, tools that help this discovery process, and building out profiles that help inform smarter marketing and sales materials. . When you’re getting started with the research process that will define your ideal audience, your mind might go straight to building buyer personas (AKA semi-fictional representations of your ideal customer). Say you are a B2B SaaS company selling CRM software.
  • LEADSPACE  |  MONDAY, OCTOBER 16, 2017
    [CRM, Process] Why NOT to be a Data-Driven Marketer
    Any marketer foolhardy enough to try will soon find themselves totally overwhelmed, and spending all their time attempting in vain to managing data they can’t possibly process. For B2B marketing and sales organizations, selecting a quality CRM and Marketing Automation Platform to handle your marketing data is the first, most basic step. This article was originally posted on the Marketo Blog , and is republished here with permission. Marketers: it’s time to stop thinking about data.
  • LEAD LIAISON  |  THURSDAY, OCTOBER 12, 2017
    [CRM, Process] Why Microsoft Dynamics CRM and Marketing Automation Integration Matters
    Why Does Microsoft Dynamics CRM and Marketing Automation Integration Matter? In this article we’ll discuss why Microsoft Dynamics CRM and marketing automation integration matter to businesses with a sales and marketing team. I’ve always been a proponent of CRM systems. When I hear about companies that don’t have a CRM, I cringe! Let’s focus on Microsoft Dynamics CRM for the sake of discussion.
  • HUBSPOT  |  THURSDAY, OCTOBER 12, 2017
    [CRM, Process] How to Start a Competitive Analysis: 57 Questions You Need to Ask [Free Kit]
    You'll want to track down the answers to questions such as: What does the sales process look like? How involved is a salesperson in the process? These helpful pieces of information will give you an idea of how competitive the sales process is, and what information you need to prepare your sales reps with to compete during the final buy stage. What's the prospect's impression of your sales process? When was the last time you ran a competitive analysis for your brand?
  • LEANDATA  |  WEDNESDAY, OCTOBER 11, 2017
    [CRM, Process] Build a Killer Sales Development Machine with Data
    Trish Bertuzzi is a Sales Development expert who specializes in helping B2B tech companies identify costly problems in their revenue-generation process — and then she fixes them. The heart of the webinar was the Avalara story and how The Bridge Group and LeanData worked together to help the SaaS company revamp its Sales Development process. But rapid growth also created complexity in the sales process. The sales process has gotten so complex throughout the industry.”.
  • HG DATA  |  TUESDAY, OCTOBER 10, 2017
    [CRM, Process] Account Scoring with Technographics in Salesforce
    In the upcoming weeks, we’ll be showing you how to use technographics to score your leads, create campaign segments, generate reports, and develop various triggers and workflows to build more intelligent business processes. HG Data has partnered with Salesforce.com to build HG Data for Salesforce, which allows companies to enrich, append, and update their customer and prospect accounts with detailed technographics – directly in Salesforce CRM.
  • CONTENT MARKETING INSTITUTE  |  MONDAY, OCTOBER 9, 2017
    [CRM, Process] How to Deliver Emails That Will Increase Reach, Impact, and Subscriber Satisfaction
    Andrea recommends asking a few targeted questions at the start of your subscriber sign-up process to gauge their top priorities and engagement preferences: How often would you like to receive emails from us? As such, he recommends customizing this valuable bit of real estate to speak to the recipient’s current stage in the buying process. CRM provider Close.io
  • CIRCLE STUDIO  |  THURSDAY, OCTOBER 5, 2017
    [CRM, Process] 7 Factors That Can Derail Your Website Redesign Project
    In addition to the need to avoid some critical mistakes in the website redesign process , there are several common factors that can derail the project along the way. For significant portions of the process, the internal project manager’s time will be dominated by the website redesign. Let’s face it, if you aren’t in the web design and development business, there’s only so much you can know about the process. Looping in the IT department late in the process.
  • NAVIGATE THE CHANNEL  |  TUESDAY, OCTOBER 3, 2017
    [CRM, Process] Are You Properly Using Intent Data?
    Intent data data gives marketers that interpretation and activation without the complicated manual process of analysis. The modern intent data process is not obvious or invasive. The process of lead prioritization, essentially separating good leads from the bad, has never been easier thanks to the ever-increasing automated marketing stack marketers have at their finger tips.
  • SNAPAPP  |  TUESDAY, OCTOBER 3, 2017
    [CRM, Process] Sales and Marketing Alignment: 45 Experts Explain How To Connect The Dots
    Until recent years, the traditional selling process looked something like this: Marketing would hand leads off to the sales team. On top of that, buyers are much more educated - 90% of the buying process is over before a salesperson talks to a lead. . Sellers serve on the front lines of the sales process, talking to prospects and target accounts on a daily basis. Make sure everything in your marketing funnel and sales process is consistent.
  • MODERN B2B MARKETING  |  MONDAY, OCTOBER 2, 2017
    [CRM, Process] Why Not To Be a Data-Driven Marketer
    Any marketer foolhardy enough to try will soon find themselves totally overwhelmed, and spending all their time attempting in vain to managing data they can’t possibly process. For B2B marketing and sales organizations, selecting a quality CRM and Marketing Automation Platform to handle your marketing data is the first, most basic step. Marketers: it’s time to stop thinking about data. Hear me out.
  • MARKETING CONVERTS  |  SUNDAY, OCTOBER 1, 2017
    [CRM, Process] Why We Hate POI, Dislike Hybrid, and Recommend “Unique” Lead Management
    and CRM your sales team has (Salesforce, Dynamics, Oracle Sales Cloud, GoldMine, etc.). Data management: Point of interest introduces a ton of duplicate records in a CRM and, though hybrid introduces substantially fewer, it still creates a large number of duplicates. As such, when two or more leads or contacts are pulled back from the CRM for the same person (think same email address) they are merged.
  • MARKETING CONVERTS  |  SUNDAY, OCTOBER 1, 2017
    [CRM, Process] Why We Hate POI, Dislike Hybrid, and Recommend “Unique” Lead Management
    and CRM your sales team has (Salesforce, Dynamics, Oracle Sales Cloud, GoldMine, etc.). Data management: Point of interest introduces a ton of duplicate records in a CRM and, though hybrid introduces substantially fewer, it still creates a large number of duplicates. As such, when two or more leads or contacts are pulled back from the CRM for the same person (think same email address) they are merged.
  • MARKETING CONVERTS  |  SUNDAY, OCTOBER 1, 2017
    [CRM, Process] Why Marketing Converts Hates POI, Dislikes Hybrid, and Recommends The “Unique” Lead Management Approach
    and CRM your sales team has (Salesforce, Dynamics, Oracle Sales Cloud, GoldMine, etc.). Data management: Point of interest introduces a ton of duplicate records in a CRM and, though hybrid introduces substantially fewer, it still creates a large number of duplicates. As such, when two or more leads or contacts are pulled back from the CRM for the same person (think same email address) they are merged.
  • BOUND  |  SUNDAY, OCTOBER 1, 2017
    [CRM, Process] Renaming Get Smart Content to Bound
    As we grew we added more and more data sources — growing from website behavioral and marketing automation to include a variety of firmographic, technographic, CRM, DMP and 3rd party behavioral. We launched a six-month process where we interviewed the customers who have been with us the longest and we heard two things over and over again. As you grow, you change and continually take stock in what you put out into the world.
  • COMPUTER MARKET RESEARCH  |  FRIDAY, SEPTEMBER 29, 2017
    [CRM, Process] How to Create a Successful Performance-Based MDF Program
    Allocation Process : A fair process (within your partner network) where any partner has an established ROI or offers to participate in PP-MDF. Approval Process: A step-by-step workflow illustration of the submission, approval, and allocation process. The more objective your performance-based MDF program process is, the better ROI and higher partner adoption you will receive. Process Flow of PB-MDF Funding: Channel partner requests funds.
  • VIDYARD  |  THURSDAY, SEPTEMBER 28, 2017
    [CRM, Process] 3 Takeaways from INBOUND 2017 that Impact Video in Business
    This continues to be a major theme amongst customer engagement technology giants as they expand their capabilities for acquiring and retaining customers while federating the back-end processes and data that manage the entire customer lifecycle. INBOUND took over Boston this week uniting 20,000+ marketers, sales leaders, execs and entrepreneurs hungry for the latest insights on how to accelerate business growth.
  • MODERN B2B MARKETING  |  THURSDAY, SEPTEMBER 28, 2017
    [CRM, Process] ABM Success: Plan, Execute, Evaluate, Breathe, Repeat
    As organizations consider the best ways to efficiently and economically handle the demands of ABM strategy, more of them are embracing marketing process outsourcing to meet their ABM deliverables and reap the benefits of strategic account selling. The same is true for CRM and database management , persona development , and print and digital asset creation.
  • HG DATA  |  WEDNESDAY, SEPTEMBER 27, 2017
    [CRM, Process] The Holy Grail of Data for B2B Technology Companies
    During that market validation process we would preface our interviews by asking folks to describe to us what their Holy Grail of prospect information was. We’re able to provide deep technographic profiles by using advanced data science to dig deep into the billions of offline and online documents we process each day. In our case, we felt it was essential to use advanced machine learning and natural language processing (NLP) techniques.
  • LEADFEEDER  |  WEDNESDAY, SEPTEMBER 27, 2017
    [CRM, Process] Lead Forensics vs Hubspot vs Leadfeeder
    Setup Process 1-Click Google Analytics Integration Must Install Script on Website Must Install Script on Website. CRM Integration MailChimp Salesforce Pipedrive Zoho Web CRM MS Dynamics. This process requires you to talk to a salesperson before you can commit to using Lead Forensics or even demoing their platform. There is Hubspot CRM, Hubspot Sales, and Hubspot Marketing, which do way more than just track which visitors are on your website.
  • LEAD LIAISON  |  WEDNESDAY, SEPTEMBER 27, 2017
    [CRM, Process] CRM and Marketing Automation: How Do They Work Together?
    Customer relationship management (CRM) software collects customer data and manages sales opportunities. Let’s look at some reasons why you need to combine your CRM and marketing automation processes. When your CRM and your marketing automation solution work together , you can interact with and nurture your leads before they even make it to the sales team. Instead, the marketing automation process takes care of this.
  • TERMINUS  |  TUESDAY, SEPTEMBER 26, 2017
    [CRM, Process] 3 Game-Changing Benefits of the Terminus + Salesforce Integration for Account-Based Marketing
    We use the Salesforce.com API to add accounts in your Salesforce database to your Terminus advertising campaigns in an automated nightly process, allowing accounts to dynamically flow in and out of campaigns based on predefined rules. This also allows you to measure pipeline velocity and get insight into the messaging that helps you accelerate your sales process.
  • MARKETING CONVERTS  |  TUESDAY, SEPTEMBER 26, 2017
    [CRM, Process] Lead Management Methods: Point of Interest, Hybrid, and Unique
    It comes down to defining what a lead is and how it is represented and processed within an organization’s CRM. For example, let’s assume you have both a CRM and marketing automation. The marketing automation platform then sends it to your CRM. In the CRM, where do you go to see and access this new lead and how or do the lead recipients convert it into different CRM objects (e.g. form submit) a new lead is generated in the CRM.
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