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

Modern Marketing

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.

Marketo’s Take on’s ExactTarget Acquisition

Modern B2B Marketing

Author: Phil Fernandez Today, announced plans to buy ExactTarget. This was a winning recipe for Benioff – in the sales force automation market – as it is for Workday, NetSuite, Cornerstone On-Demand,, and numerous other best-of-breed cloud applications.

Trending Sources

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.

RFP 99

The Eight Best Online Tools for Sales Professionals


It’s hardly news that B2B sales and marketing teams aren’t always on the same page. According to research from IDC , over 40% of all marketing materials aren’t used by sales teams. But in top-performing organizations, sales and marketing are closely aligned.

Tools 86

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. The Workbooks CRM Edition delivers easy to use sales force automation, marketing management and customer support tools.

4 Types of Metrics Every Sales & Marketing Team Should Use


With all of the new sales and marketing technology solutions, obtaining analytics, reporting and key metrics for senior management often becomes cumbersome and sometimes impossible. These are marketing leads that are not ready for sales. Sales Prospects. Sales Conversions.

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.

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?

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. 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.

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. Guest post by Lauren Carlson.

Nine Winning Digital Marketing Strategies From The B2B World


The results speak for themselves: it got Gigamon 1465 leads and a 43% rise in sales. Guest post by Cheryl Joy. According to recent research from Forrester, digital marketing spend in the US will reach $120 billion by 2021.

Cable 102

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. Flows can be shared with sales users, with some or all features locked down to prevent unauthorized changes. 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.

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!’

How to Improve Lead Routing for More Sales

B2B Lead Generation Blog

LeanData also discovered sales and marketing leaders also have different opinions on lead follow-up effectiveness. For example, the chart below shows 30% of marketing leaders believe that sales will always follow-up on marketing-generated leads compared to 61% of sales leaders. In this post, I’m going to share seven tips to help you improve lead routing for more sales. Tip 1: Set up a service-level agreement on lead routing with sales .

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.

View 21

How to Match Great Content to Your Sales Funnel

Modern Marketing

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.

Funnel 127

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. not just sales.”

Why Change Management Comes into Play in B2B Marketing


This week is Dreamforce14 , the mega-event that takes over half of San Francisco. I revisited a recent ANNUITAS eBook, Change Management – Staying Relevant, Productive and Sane in the Changing Landscape of Demand Generation, co-produced with Mathew Sweezey from and pulled out two big barriers to change: Lack of Leadership: Change needs to come from the top, and be demonstrated by example. There’s no better time to be a B2B marketer – we know that.

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.

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

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.

CRM 68

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 twitter

Media 22

The Two-Step for Sales Enablement

Modern Marketing

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.

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.

Why AI will solve Attention Deficit Disorder in Sales Professionals


Over 4% of the adult population is estimated to have ADHD, and many of them are in your sales organizations. It is often estimated that 30% of Sales professionals suffer from ADHD. Lack of focus decreases sales focus and impacts top line revenue growth potential.

GPS 23

PowerViews with Bob Perkins: Inside Sales is Here to Stay


My guest today is Bob Perkins, Founder of AA-ISP and Vice President of Inside Sales at Merrill Datasite. Bob shared his perspective on how inside sales strategies have grown in popularity as companies strive to improve customer service and boost sales as efficiently as possible.

Skype 78

The Ultimate 126 B2B Sales Tools Rankings For 2018

Going into the New Year as a B2B sales professional, you’ll likely have some software subscriptions coming up for renewal, so we wanted to prepare you for those decisions. We sifted through B2B sales tools on Capterra , G2 Crowd , Gartner and more to pull out our top 126 picks for everything from new-age social selling tools to B2B sales automation software. Base: Next-generation CRM software for leading B2B sales teams. Top 8 B2B Sales Intelligence Tools.

Dreamforce 2011: Talks Platforms #DF11

Modern Marketing

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. announced that Heroku for the Enterprise packages were now available.


[VIDEO] How to Get 30% Response Rates with Prospecting Emails


Whether you’re in sales or marketing , you’ve probably spent a lot of time thinking about your email messaging. See How Accurate Data Can Supercharge Your Sales.

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

The Biggest Contributor to B2B Revenue

B2B Lead Generation Blog

To keep valuable field sales resources productive, many of the more innovative sales and marketing departments build “sales development” teams. They then turn over the appointment or the opportunity to a sales person. Improved sales productivity.

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. Remember how much simpler life was back in 2010?

API 44

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.

B2C 68

15 Great Posts About Sales Enablement You May Have Missed

Sales Intelligence View

Sales 2.0 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 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: 10 fresh Ideas on Sales 2.0

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.

Intelliverse® Integrates HG Focus to Help Companies Accelerate Sales

HG Data

For 30 years, Intelliverse® has worked with companies of all sizes and industries to increase and accelerate sales, while also improving the predictability of their sales process. It also frees up the sales force to focus on revenue generating activities.

How Data Science Is Transforming Sales and Marketing

Marketing Action

In few places is the use of predictive analytics potentially more valuable than in marketing and sales. It would also mean that sales forecasting could evolve from the dart-throwing exercise that it is at most companies today. Data science is radically changing B2B marketing and sales.

Private Social Networks and the “Bathroom Moment”

Modern Marketing

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. This is the reason we partnered with to integrate Chatter, a social networking platform for the enterprise , into our marketing automation platform.

Why sales isn’t off the hook for generating referral leads


Originally published on Marketers get it, too, and they’re ready to help sales teams generate more referrals and follow up on the great leads. What sales exec wouldn’t love that? CEOs, CIOs, COOs, HR employees, sales or marketing teams)?