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  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, SEPTEMBER 4, 2012
    [Salesforce.com] Sales Growth: 5 Proven Strategies
    The forward was written by Marc Benioff, CEO of SalesForce.com. Sales Growth. Five Proven Strategies from the Worlds Sales Leaders. Over the Labor Day weekend I picked up a book with the above title, written by Thomas Baumgartner, published by John Wiley & Sons. What makes this a great read for sales leaders at ANY size organization are the real case study examples that the authors used to prove their strategies.
  • THE EFFECTIVE MARKETER  |  FRIDAY, JUNE 1, 2012
    [Salesforce.com] Getting Started Guide for Marketing Automation
    If you have the standard flavor of Salesforce.com with no customizations or if you are a startup just beginning to make use of the CRM system, then integration won’t be a problem. With all the (deserved) hype surrounding marketing automation, is no wonder that many companies, startups especially, are adding the technology as a key component to their marketing activities.
  • MODERN B2B MARKETING  |  THURSDAY, APRIL 7, 2011
    [Salesforce.com] 5 Essential Books to Understand B2B Sales 2.0
    Salesforce.com Secrets of Success: Best Practices for Growth and Profitability. The key takeaway from Taber’s book is how to leverage the Salesforce.com system. by Katie Byrnes To effectively build relationships with prospects, sales teams need to learn to leverage evolving sales strategies. Without utilizing social networking, content marketing and other strategies, sales teams are likely leaving money on the table.
  • SALESPREDICT  |  MONDAY, NOVEMBER 30, 2015
    [Salesforce.com] Do Your 2016 Sales & Marketing Plans Align with Your Company Goals?
    If you're looking for solutions that integrate with Salesforce, you'll find thoroughly tested, and SFDC-certified solutions on the Salesforce.com AppExchange. Here’s how top B2B companies approach annual planning. In my background working with small businesses all the way up to large enterprises like Microsoft, I've noticed that companies consistently use this time of year to plan for the next, but they take different approaches to that planning.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, FEBRUARY 21, 2014
    [Salesforce.com] Bizo and DemandBase Lead B2B Marketing Automation to Web Advertising and Beyond
    These now extend beyond display ads to social media advertising through Facebook and LinkedIn, Web site personalization through Adobe, Web analytics through Google Analytics and Adobe, and integration with Salesforce.com CRM, BlueKai DMP, and Eloqua marketing automation.
  • FEARLESS COMPETITOR  |  THURSDAY, AUGUST 25, 2011
    [Salesforce.com] 3 Reasons I’m not going to Dreamforce next week
    If you don’t know Dreamforce, it’s an amazing user conference by Salesforce.com. B2B Marketing | Not Going to Dreamforce. Want to understand the values and culture of Find New Customers? I suggest you watch last Friday’s Laugh and Learn show. Our Lead Nurturing and Scoring Service goes up from $24,995 to $29,995 on September 1, so book today! I’m not going to Dreamforce next week.
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, JULY 31, 2011
    [Salesforce.com] Why Eloqua is Working with Habitat for Humanity
    Companies like Microsoft, and Salesforce.com have long been active in “community service&# or charity work, but now companies like Eloqua are building our Community Service Committee to enable employees, partners and those associated with the company to give back as well. This activity not only made me feel good personally, but I gained a lot of respect for Marc Benioff and his commitment to the Salesforce.com foundation. by Erika Goldwater | Tweet this Like to give back?
  • B2B MARKETING INSIDER  |  TUESDAY, JULY 28, 2015
    [Salesforce.com] 10 Marketing Over Coffee Podcasts You Should Check Out
    He led social at Salesforce.com, co-founded Addvocate and according to John is now doing something stealth at the time of this writing around an electric car. Podcasts (And Coffee) Are Hot! Recently I was interviewed by Marketing Over Coffee podcast host John J. So I checked out some of their episodes and found some really great stuff I’d like to share. What is Marketing Over Coffee ?
  • VIDYARD  |  TUESDAY, JANUARY 17, 2017
    [Salesforce.com] 11 Free Sales Tools to Pump Up Your Pipeline
    If Salesforce.com is a bit out of your price range, or you’re looking for a CRM tool that you can start using right away, Streak is handy, easy to set up, and free for up to 200 tracked emails per month. As a salesperson, you only get so many minutes in the day. We all do, really.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, MARCH 2, 2015
    [Salesforce.com] Reborn AutoPilot Aims to Simplify Multi-Channel Marketing
    These include Salesforce.com for CRM, InsideView and FullContact for data enhancement, Twilio for text messaging, Lob for postcards, Segment for event tracking, and GoodData for reporting. Autopilot *, formerly AutopilotHQ and Bislr before that, relaunched itself today. I wrote about Bislr in November 2013. Back then, they positioned themselves as a “marketing operating system” that provided core functions but would ultimately let users connect with third party apps.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, OCTOBER 29, 2015
    [Salesforce.com] Openprise Gives Marketers Easy(ish) Tool to Manage Their Data
    Most are marketing and sales operations staff supporting Salesforce.com and Marketo who use Openprise to supplement the limited data management capabilities native to those systems. When I first described Customer Data Platforms two and half years ago, all the vendors offered an application such as predictive analytics or campaign management in addition to the "pure" CDP function of building the customer database.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 14, 2014
    [Salesforce.com] Lots of Vendors Can Help You Find Leads on the Web
    Radius finds small business prospects that resemble current customers and deploys them to Salesforce.com, along with key profile information and lead scores. Few people would suggest you learn salesmanship from the play Glengarry Glen Ross ,* but its central message rings true: good leads are the lifeblood of a sales organization.** That’s why scanning the Internet to find new prospects is such an exciting opportunity. At least a dozen firms are now following that path.
  • MODERN B2B MARKETING  |  MONDAY, NOVEMBER 8, 2010
    [Salesforce.com] 14 Things You Probably Don’t Know About Dreamforce
    Tags: B2B Marketing Salesforce.com Tips b2b marketing conference dreamforce.com marketing conference sales conference
  • JUNTA 42  |  SATURDAY, JANUARY 24, 2015
    [Salesforce.com] This Week in Content Marketing: Why is Marketing Still Subservient to Sales?
    How Content Marketing Is Bringing Together Sales and Marketing Teams (10:36): A new post on Salesforce.com’s blog makes a compelling case for sales and marketing teams to learn to work together more closely — a case that Robert and I have been championing for years. PNR: This Old Marketing with Joe Pulizzi and Robert Rose can be found on both iTunes and Stitcher.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JUNE 29, 2011
    [Salesforce.com] ExactTarget and Eloqua Stake Their Claim To Centralized Customer Management
    The IMH, as we cognoscenti call it, combines ExactTarget's email, mobile, Web pages, Web visitor tracking, and social media with external touchpoints as well as Salesforce.com and Microsoft CRM. Eloqua’s AppCloud is obviously modeled on Salesforce.com’s AppExchange and other application stores.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JULY 25, 2011
    [Salesforce.com] Eloqua Goes Titanium
    by Joe Chernov | Tweet this Salesforce.com dubs their annual Dreamforce conference “The Cloud Computing Event of the Year.” We think that’s an understatement. It might just be the event of the year. It’s got it all: superstar speakers, a veritable “who’s who” list of attendees, all the top cloud vendors, and always an immensely entertaining entertainer.
  • HUBSPOT  |  WEDNESDAY, DECEMBER 8, 2010
    [Salesforce.com] The Evolution of Search Engine Marketing [Dreamforce 2010]
    Yesterday, HubSpot's Vice President of Marketing Mike Volpe took the stage at Dreamforce 2010 , Salesforce.com's user conference in San Fransisco, to share insights about gaining visibility in search engine results pages for businesses. In his presentation, Volpe discussed marketers' addiction to advertising. He encouraged them to build marketing assets instead of "renting" an audience from advertisers.
  • ANNUITAS  |  THURSDAY, OCTOBER 27, 2016
    [Salesforce.com] What The Top 4% of Account-Based Marketers Have in Common
    Cash-to-quote solution provider Apttus has reaped benefits from account-based targeting of Salesforce.com customers but still maintains a “…really balanced marketing mix … investing in growing the Apttus brand,” and “…still doing broader demand generation.”. I just received the latest issue of ABM in Action (October 2016), a monthly eMagazine dedicated to Account-Based Marketing from the publishers of Demand Gen Report, and I had to comment on the lead article.
  • FEARLESS COMPETITOR  |  MONDAY, OCTOBER 24, 2011
    [Salesforce.com] Marketing automation starves without a Content Marketing strategy
    And that lead was instantly dumped into salesforce.com and the little bell rang for the salesperson, you’ve got a lead, and as you can imagine salesperson came to realize that those were not what we would call sales ready leads. B2B Demand Generation | The Importance of Content Marketing. Marketing Automation without great content is a like a Ferrari sitting in the garage. It has no fuel. If you’ve invested in Eloqua , Marketo , Silverpop , Pardot or the like, this post is for you.
  • CLOUD POTENTIAL  |  MONDAY, MARCH 28, 2016
    [Salesforce.com] Turning CRM into a revenue generator
    We have used Salesforce.com for years. By Jennifer Smith, Director of Global CRM and Global Digital Marketing, MasterCard. One of the things that fascinates me about CRM is how the data you gather can be used to identify opportunities for commercialization of the data. When I first started working on CRM, our primary focus was making sure that our customers were interacting with us safely, all of their data was secure, and that we were properly adhering to privacy and security regulations.
  • ORB INTELLIGENCE  |  FRIDAY, DECEMBER 19, 2014
    [Salesforce.com] The Role of Data in Predictive Marketing
    Begemoths Salesforce.com and Marketo have recently acquired predictive marketing software companies ( RelateIQ and Insightera ), indicating that they are serious about data intelligence, too. Originally posted on VentureBeat. Data You Need To Drive Your B2B Sales Engine. Marketing software is becoming increasingly intelligent, with vendors building predictive algorithms to improve every aspect of demand generation and sales. But it’s only as good as the data fueling those algorithms.
  • NUSPARK  |  SATURDAY, MAY 28, 2011
    [Salesforce.com] An Email to Bob in Sales: Thanks for aligning with us in Marketing
    You guys only knew the basics of Salesforce.com. Dear Bob, It’s Paul in Marketing. How are you? I haven’t seen you much around the office lately; I know we’re both crazy busy people. You’re busy training all those sales guys and going to conferences. I’ve been speaking to some of the folks in sales recently, and they seem to be in better spirits lately since we implemented our new initiatives. I’m sure you remember the old days. Your definitions of quality leads differed from ours.
  • HUBSPOT  |  THURSDAY, OCTOBER 27, 2011
    [Salesforce.com] 5 Reasons Not to Give Inbound Leads to an Outbound Sales Team
    a former sales director at Salesforce.com, and author of the Amazon best-seller, Predictable Revenue. Building a highly productive, modern sales organization requires increasing specialization of roles — and frankly, it's a big reason companies like Salesforce.com have such an amazingly phenomenal sales organization. This a guest post written by Aaron Ross, managing partner of Predictable Revenue, Inc. ,
  • MANHATTAN MARKETING MAVEN  |  FRIDAY, SEPTEMBER 21, 2012
    [Salesforce.com] The Coming Battle Over Social CRM
      The big guys, Oracle, Adobe and Salesforce.com, bought up the first round of start-ups like Vitrue, Buddy Media and Wildfire , who pre-built social media applications and paved the way for thinking about how to identify, engage and stimulate brands’ fans. There’s a colossal social CRM battle shaping up.
  • MODERN B2B MARKETING  |  MONDAY, DECEMBER 13, 2010
    [Salesforce.com] 5 things you need to know from Dreamforce 2010
    It was available to everyone who had a salesforce.com license and $15 more per person per month for everyone else in the organization that wanted to join in. This is going to be a freemium product, as you can upgrade from there to a professional version which will cost you $15 per month, or receive all the professional features for free by adopting salesforce.com as you CRM. And Salesforce.com knows it.”.
  • SNAPAPP  |  TUESDAY, JUNE 16, 2015
    [Salesforce.com] How Clean Data Impacts Your Lead Scoring Program
    She has spent the last three years in content marketing and community management at salesforce.com and Radian6, and has a background in account management for interactive and full service advertising agencies. Amanda Nelson, Director of Marketing at RingLead. Even the most organized lead scoring program is doomed to fail without clean, quality data. Dirty data lives within your existing database, and will continue to infiltrate your system as your contact data decays.
  • WEBBIQUITY  |  MONDAY, SEPTEMBER 10, 2012
    [Salesforce.com] The Top #Nifty50 Women in Technology on Twitter for 2012
    San Francisco-based Alex Hisaka is Growth Builder at Desk.com, part of the Salesforce.com family. A year ago, the #Nifty50 honored 50 remarkable men and women on Twitter. This year, colleague Cheryl Burgess and I changed things up a bit, opening the award to nominations but focusing specifically on outstanding men and women who work for technology companies and are active on social media.
  • WEBBIQUITY  |  MONDAY, FEBRUARY 13, 2017
    [Salesforce.com] The 29 Best Social Media Monitoring Tools
    Live TV dashboard software that enables you to build dashboards that show live progress towards goals; integrates with Google Analytics, Buffer, Facebook, MailChimp, HubSpot, mixpanel, Twitter, Trello, Salesforce.com and other data sources. Social media monitoring is vital for virtually every B2B or B2C brand. 58% of consumers follow brands on social media.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, JUNE 11, 2015
    [Salesforce.com] Highspot Sales Enablement Helps Sales People Find Content and Marketers Measure What Works
    The July release will supplement this with opportunity information from Salesforce.com 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.
  • FEARLESS COMPETITOR  |  TUESDAY, FEBRUARY 19, 2013
    [Salesforce.com] “All there is in business is (digital) marketing and innovation” – Peter Drucker
    Technology cloud – software to manage these processes, such as Marketo/Eloqua/Salesforce.com. Buffer “Business has only two functions — marketing and innovation.” Digital Marketing). ? Peter F. Drucker. (He He did not use the term digital marketing, but it was added to bring his quote up to date.). The late Peter Drucker is right. Make good stuff and sell it. That’s all there is in business. The formula for business success is simple. Make good stuff and sell it.
  • FEARLESS COMPETITOR  |  THURSDAY, JULY 14, 2011
    [Salesforce.com] Why do some companies prosper – despite a terrible economy?
    Salesforce.com. B2B Demand Generation | Growing a business in a terrible economy. “Job Growth Falters, Clouding Hope for Recovery&# New York Times. “U.S. Worries Grow Over Jobs&# Wall St. Journal. Those headlines, on the front pages of the New York Times and Wall St. Journal on Saturday, July 9, 2011, talk about. how bad times are and how few companies are hiring. It sounds bleak. But the terrible economy is not hitting everyone equally.
  • SALES INTELLIGENCE VIEW  |  MONDAY, APRIL 18, 2011
    [Salesforce.com] What’s the Difference Between “Sales 2.0? & “Social Selling”?
    This trend became even more clear with the purchase of Radian6 by Salesforce.com last month. The sales environment continues to evolve. Most if not all companies are familiar with the term Sales 2.0 and now we are introducing Social Selling to the vocabulary of sales leaders. So whats the difference? Like I mentioned in the post Sales 3.0 is a myth , adding a number to the end of a word doesn’t magically make it more high-tech or innovative. In the case of Sales 2.0,
  • LEANDATA  |  TUESDAY, SEPTEMBER 29, 2015
    [Salesforce.com] Why Three Top Marketers Saw The Light About Account-Based Marketing
    LeanData matches leads to accounts in the Salesforce.com platform, which enables businesses to act on their ABM strategy. Confession is supposed to be good for the soul. With that in mind, three notable B2B figures came together recently to unburden themselves on a webinar they titled: “Confessions of Former Lead Marketers about the Move to Account-Based Marketing.”
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 2, 2014
    [Salesforce.com] How Should I Structure My Marketing Automation Team?
    Depending on volume/size of organization, the Salesforce.com person (#1) and technical email coordinator (#2) could be the same person, although simply developing and launching email campaigns can be a full time job. Author: Mike Stocker Football season can remind us how the right team, and team structure, can drive success.
  • HUBSPOT  |  THURSDAY, MARCH 8, 2012
    [Salesforce.com] Why You Need Marketing Analytics, Not Web Analytics
    The only dependency here is that your marketing analytics system be hooked up with your customer relationship management (CRM) platform such as Salesforce.com, SugarCRM, etc. Measuring marketing effectiveness has always been a challenge. According to Unica's State of Marketing in 2011 report , 57% of marketers cited "measurement, analysis, and learning" as the biggest bottleneck they face within their organizations.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, OCTOBER 17, 2014
    [Salesforce.com] 5 Marketing Takeaways From Dreamforce 2014
    The Salesforce.com hosted event provided face-to-face opportunities to hear industry visionaries and world leaders. Downtown San Francisco was overtaken by the annual Dreamforce conference this week, as more than 140,000 attendees swarmed the event. The high-energy gathering of innovative thinkers formed a virtual cloud of inspiration over Moscone Center, which was filled with product demonstrations and exhibits.
  • BIZNOLOGY  |  FRIDAY, FEBRUARY 13, 2015
    [Salesforce.com] B2B data decay and list rental – buyer beware!
    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. Overview: There are four primary elements of a B2B targeted marketing campaign: Targeting, segmentation and list selection. Offer for response. Contact media sequence and frequency. Creativity. Of the four, no experienced B2B marketer disagrees that the targeting, segmentation and list element is the most important.
  • KAPOST  |  FRIDAY, JANUARY 6, 2017
    [Salesforce.com] 10 New Year’s Resolutions to Improve Customer Experience
    A sales leader at Salesforce.com once told me: “We have a policy here called, stay in your lane.” You’ll encounter three major Varieties of data: Structured / Relational data: Stored in rows and columns (CSV, Excel, Salesforce.com, Marketo, most SaaS). It’s that time of year again! After holiday work parties, family, food, more food, more drinks, even more food, and even more drinks…reality sets in. We’re all collectively over the hangover and ready for a fresh start.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, JANUARY 10, 2012
    [Salesforce.com] The Consumerization of the Enterprise App
    Salesforce.com’s Chatter app and Yammer provide the same kind of real-time collaboration for the enterprise. by Jesse Noyes | Tweet this This week tech companies from the around the globe plan to show off the latest gadgets at the Consumer Electronic Show (CES) in Las Vegas. Thousands gather for a first look at what might be the “next big thing.”. Consumer devices and apps that take off typically do something novel. But novelty is rarely enough.
  • MODERN B2B MARKETING  |  MONDAY, APRIL 15, 2013
    [Salesforce.com] The Top Takeaways from Marketo Summit to Bring Back to Your Office and Implement
    If you’re not on Salesforce.com you may have different nomenclature here, but you get the point – marketers speak to people. Those people can be called lots of things (they are usually “leads” in your marketing automation platform’s database, then they can be “leads” or “contacts” in Salesforce.com), but when it comes down to the short strokes of sales, opportunities are primarily associated with companies.
  • ANNUITAS  |  THURSDAY, FEBRUARY 19, 2015
    [Salesforce.com] B2B Events in 2015 – Where to Go and How to Learn
    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. I have been to a lot of marketing events, on both sides of the booth. It can be difficult to apply the things you learn at these events to your own situations, but here are some tips to help get more out of the events when you get to go as an attendee, not a sponsor.
  • MODERN B2B MARKETING  |  MONDAY, DECEMBER 9, 2013
    [Salesforce.com] Independents vs. Software Suites: How the Cloud Affects the Solutions Landscape
    I am mainly referring to Salesforce.com and NetSuite. Author: Rajiv Kapoor The world of enterprise software is moving to the cloud. This move enables an ease of integration across other cloud vendors, and – by my prediction – will lead to a profound change. In the pre-cloud days, any integration across cloud vendors was a huge pain – customers had to build custom integrations any time a new vendor was brought on.
  • LEANDATA  |  WEDNESDAY, APRIL 8, 2015
    [Salesforce.com] What’s Behind the Resurgence for Account-Based Marketing
    As an example, the marketing automation platforms market including Marketo ( NASD: MKTO ), Oracle Eloqua ( NYSE: ORCL ), Pardot – a salesforce.com company ( NYSE: CRM ), Hubspot ( NYSE: HUBS ), and quickly growing Act-On, and a few others combined to make this a $1.2Billion market in 2014, a 60% growth from 2013. As recently posted on LinkedIn By Dan Ziman.
  • HUBSPOT  |  MONDAY, OCTOBER 13, 2014
    [Salesforce.com] Inbound Marketing’s Next Industry Disruption: The IT Reseller World
    This trend, first popularized by Salesforce.com and now the dominant software model for start-ups in the last 10 years, reduces the need for large on-premise installation projects -- the bread and butter of the reseller community. This post originally appeared on the Insiders section of Inbound Hub. To read more content like this, subscribe to Insiders.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JUNE 27, 2012
    [Salesforce.com] Dell To Resell Pardot Marketing Automation
    Other products in the suite include Salesforce.com for sales automation and customer service, Adobe EchoSign for e-signatures, AppExtremes Conga Composer for proposal creation, Dell’s own Boomi for application integration, and a Dell-built analytics platform. Dell announced today that it has added Pardot marketing automation to its list of Dell Cloud Business Software applications.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, MARCH 8, 2012
    [Salesforce.com] The Golden Question For Inside Sales: What Metrics Are Good Metrics?
    Our operations team frequently re-evaluates which metrics to capture for our clients and strategic ways to use Salesforce.com and other tools to gather this data. I recently read a great question from one of my LinkedIn groups, Inside Sales Management: “Is anyone measuring activity rather than opportunities? If so, what activities are you measuring and how?
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JANUARY 4, 2012
    [Salesforce.com] CallidusCloud Buys LeadFormix Marketing Automation for $9 Million Cash
    Callidus isn’t a sales automation system like Salesforce.com , but it does provide a range of other systems that help sales departments. The list of independent marketing automation systems shrank by one yesterday when Leadformix was purchased by sales enablement vendor CallidusCloud for $9 million. The price is surprisingly low for an established marketing automation vendor.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, SEPTEMBER 13, 2011
    [Salesforce.com] Pardot Stays Focused on Small and Mid-Size Clients
    Pardot also has connectors for SugarCRM , NetSuite , and Microsoft CRM as well as Salesforce.com – not unique, but a broader range than most. I caught up last week with Pardot co-founder and Chief Operating Office Adam Blitzer. It had been over a year since I’d had a serious briefing from Pardot, although we do keep in touch and I have current information on them in my VEST report on industry vendors.
  • MARKETING ACTION  |  TUESDAY, OCTOBER 21, 2014
    [Salesforce.com] Customers are still King.
    Our satisfaction rating beat some of the biggest and best-known companies at DF-14, including Salesforce.com, Evernote and DropBox. Even if you were nowhere near San Francisco last week, you probably got a bit of the Dreamforce buzz. Some 135,000 conference attendees took in 1,400 expert-led sessions, soaking up fast-forward tips from all types of industry experts and meeting new technologies screen-to-screen.
  • MARKETING ACTION  |  TUESDAY, OCTOBER 21, 2014
    [Salesforce.com] Customers are still King.
    Our satisfaction rating beat some of the biggest and best-known companies at DF-14, including Salesforce.com, Evernote and DropBox. Even if you were nowhere near San Francisco last week, you probably got a bit of the Dreamforce buzz. Some 135,000 conference attendees took in 1,400 expert-led sessions, soaking up fast-forward tips from all types of industry experts and meeting new technologies screen-to-screen.
  • FEARLESS COMPETITOR  |  FRIDAY, FEBRUARY 20, 2015
    [Salesforce.com] How I Work with Jeff Ogden of Find New Customers
    We’re glad he’s back (worth reading his story of recovery and attitude on the Salesforce.com blog here ), and reinvesting in the growth of his business Find New Customers from a new home base in Tampa, Florida.(Actually, Matt Heinz of Heinz Marketing.contacted me about his How I Work series and he asked me to answer a series of questions. Thank you, Matt. I’ll have to start these too. These are Matt’s words and not mine.
  • REACHFORCE  |  FRIDAY, OCTOBER 29, 2010
    [Salesforce.com] In the Race for Sustained Capability, Training Just Got Lapped…Again!
    Looking at and learning from an industry pioneer and leader such as Salesforce.com, we can start to see best practices such as setting up These days social media and videos that reach and educate the prospect base are all the rage, but how do we as B2B marketers employ these tools?
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, FEBRUARY 10, 2017
    [Salesforce.com] Lead Genius Adds a Dash of Artificial Intelligence to Account Based Marketing
    Response data can also be posted to Salesforce.com or Marketos, with additional integrations planned for the near future. You may have noticed that I’m writing a little less about artificial intelligence than I had been. It may be that Skynet has imprisoned the real David Raab to block him from issuing dire warnings about its imminent threat to humanity and replaced him with a less alarmist simulation. You can’t actually prove that isn’t happening.
  • MODERN B2B MARKETING  |  THURSDAY, APRIL 4, 2013
    [Salesforce.com] CRM Series: 3 Ways CRM Integration Creates Alignment and Drives Sales
    Whether you use Salesforce.com, Microsoft Dynamics CRM, or some other platform, the following tips will help you form a clean integration that drives revenue. by Dayna Rothman We’d like to welcome Justin Gray as a guest blogger in today’s post. He is the CEO and chief marketing evangelist at LeadMD. The company helps businesses generate and manage leads better through marketing automation processes and technologies. He can be reached at jgray@leadmd.com.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, APRIL 17, 2013
    [Salesforce.com] Lattice Engines Automates All Steps in Prospect Discovery
    Lattice Engines is directly integrated with cloud-based CRM from Salesforce.com, Microsoft Dynamics, and Oracle, and via file transfer with SAP CRM. There’s nothing new about using public information to identify business opportunities: it’s why lawyers chase ambulances and bankers phone lottery winners. But the Internet has exponentially grown the amount of data available and made it easily accessible.
  • FEARLESS COMPETITOR  |  TUESDAY, DECEMBER 16, 2014
    [Salesforce.com] Jeff Ogden of Find New Customers is one of the Top 50 Marketing Thought Leaders over 50
    Despite the fact I wore it 24 hours a day and I could not take a shower or put my head on a pillow, I never once complained or stopped smiling, which resulted in rave reviews and a very popular story on the Importance of Attitude on the Salesforce.com blog.
  • LEANDATA  |  THURSDAY, SEPTEMBER 10, 2015
    [Salesforce.com] Dreamforce Extravaganza is about to Arrive in Style
    But so many business professionals are about to converge upon San Francisco for the annual Dreamforce conference that host Salesforce.com has chartered a Celebrity Cruises ocean liner to be docked at Pier 27. We probably should start with the boat. Well, it’s not exactly a “boat.” Unless you consider a 1,000-foot, 91,000-ton luxury cruise ship as simply a boat.
  • HUBSPOT  |  MONDAY, MARCH 23, 2015
    [Salesforce.com] The Essential Reading List for Growth Hackers: 15 Experts to Follow
    He''s helped brands like Mint and Salesforce.com to improve their businesses. I''ve always been in awe of growth hacking. Although I see a lot of different definitions surrounding this buzzword, I like growth hacker Aaron Ginn’s summation the best: A growth hacker is someone whose passion and focus is pushing a metric through use of a testable and scalable methodology.
  • FEARLESS COMPETITOR  |  FRIDAY, FEBRUARY 6, 2015
    [Salesforce.com] Keynote Speaker with zero interest in your marketing conference
    Keynote Speaking is my #1 goal in 2015, so I have zero interest in any marketing conference anymore without a chance to use my keynote speaking skills, especially since my remarkable recovery and the fact that I’m a true medical miracle, which is a great story that was featured in a very popular post at Salesforce.com called “ The Importance of Attitude.”
  • CUSTOMER EXPERIENCE MATRIX   |  SUNDAY, OCTOBER 2, 2011
    [Salesforce.com] HubSpot's Strategy for Winning the Marketing Automation Horserace
    He also cited previous enhancements including custom fields in list imports, custom lists and segments, increased email limit from 5,000 to 50,000 messages, better email templates, optimized email for mobile and social platforms, and improved Salesforce.com integration. Back on September 20, I posted various tips from the Inbound Marketing Summit and HubSpot User Group.
  • AMPLIFINITY  |  THURSDAY, OCTOBER 29, 2015
    [Salesforce.com] Why sales isn’t off the hook for generating referral leads
    Originally published on Salesforce.com. Salespeople aren’t the only ones who understand the value of referrals. Marketers get it, too, and they’re ready to help sales teams generate more referrals and follow up on the great leads. Equally important, marketing has the tools to streamline the sales process so that every single client becomes part of your team’s referral network. Sound too good to be true? It’s not.
  • FEARLESS COMPETITOR  |  WEDNESDAY, MAY 18, 2011
    [Salesforce.com] Marketing Automation Venture Funding: Profitable or Profligate?
    SuccessFactors and NetSuite are still unprofitable, and Salesforce.com is only marginally profitable with a 6% operating margin. Lead Generation Companies | Analysis of marketing automation space – great guest post. Our goal is to share great guest posters. Here we feature the marketing automation experts at Software Advice. We thank them for their contributions here. SoftwareAdvice does great analysis of the marketing automation space.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JULY 11, 2011
    [Salesforce.com] 14 Sanity Saving Apps For Business Travelers
    Lastly, the Chatter mobile app from Salesforce.com helps me keep on top of what’s happening with my Eloqua colleagues around the globe. by Jesse Noyes | Tweet this If your job involves a lot of travel, you know how maddening it can be: the delayed flights, the missed connections, the inability to find a good cup of coffee in a foreign city.
  • MARKETING ACTION  |  FRIDAY, FEBRUARY 7, 2014
    [Salesforce.com] 50+ Expert Resources for Internet Marketers
    50 Ways to Generate Leads With Social Media” by Amanda Nelson on Salesforce.com. “4 Regardless of background, most marketers start off in the industry green as can be, always on the search for as much information as we can learn to elevate ourselves to the next level. Even if you’re not a newbie, you’re sure to be on the forever quest to become a better marketer … and things change quickly.
  • DOCALYTICS  |  WEDNESDAY, FEBRUARY 4, 2015
    [Salesforce.com] Good Question: How is Docalytics Priced?
    For instance, the marketing team at Salesforce.com uses Docalytics very differently than a customer like Alexion Pharmaceuticals. For those who have spent any time researching our product offerings on our website , you’ve probably noticed that in some instances we’ve omitted pricing details. To publish pricing or not to publish has been a hotly debated topic in the SaaS world since the advent of pricing pages some time ago.
  • LEANDATA  |  WEDNESDAY, APRIL 8, 2015
    [Salesforce.com] LeanData Grows Customer Base by 400% and Releases Update to Account-Based Marketing Suite
    Salesforce, Salesforce AppExchange, and others are trademarks of salesforce.com, inc. Solution Includes Account-Based Nurturing for Marketo. Download. View PDF. Sunnyvale, Calif., April 8, 2015 — LeanData, Inc. experts in lead management solutions, announced that its customer base has increased to over 85 customers, a 400% increase compared to a year ago.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, OCTOBER 18, 2012
    [Salesforce.com] Infor Epiphany Marketing and Interaction Advisor: Good Examples of B2C Marketing Automation
    The vendor has integrated with Orbis Global for marketing resource management and has an AppExchange integration with Salesforce.com. Epiphany was one of the high-fliers of an earlier marketing automation boom: launched in 1997 with an initial public offering in 1999, it traded stock for a variety of customer management systems before its price collapsed. The remains were scooped up in 2005 by SSA Global, which was itself purchased in 2006 by enterprise software vendor Infor.
  • FEARLESS COMPETITOR  |  WEDNESDAY, OCTOBER 12, 2011
    [Salesforce.com] A Busy Day in Marketing Automation Software
    Act-On announced Hot Prospects – a Salesforce.com plug-in (similar in concept to an optional product offered by Marketo.) B2B demand generation | Marketing automation software. Yesterday was a very busy day in the marketing automation space with big announcements from Marketo and Act-On Software. Marketo Launches Spark. Marketo launched Spark , their new product for the SMB market, starting at $750 per month.
  • SNAPAPP  |  MONDAY, NOVEMBER 2, 2015
    [Salesforce.com] Note From the CEO: Series A Announcement
    If we can make SnapApp an amazing experience for our team and channel that into success for our customers, we can be the next Salesforce.com, the next Oracle, the next Adobe – and that’s our ambition. As CEO, I spend a lot of time thinking about one thing: “How do we make our customers successful?”. Everything else is a derivative of that single purpose we have as a passionately customer-centric company.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, AUGUST 22, 2012
    [Salesforce.com] 5 Dreamforce Sessions Sales People Must Attend and Why #DF12
    From objects to workflows, providers to partners, see how they redesigned their business from the ground up, including transitioning towards a subscription-based sales model, all with salesforce.com. High Tech Kickoff: The Social Enterprise from Vision to Value. Join us to learn how to become a Social Enterprise from two Technology powerhouses.
  • HUBSPOT  |  FRIDAY, JUNE 15, 2012
    [Salesforce.com] The Ultimate Guide to Creating Compelling Case Studies
    Salesforce.com displays their case study content in short, easy to read bullet points, while Microsoft uses the opportunity to tell an engaging story in a long format. When shopping for a new product or service, who do you trust the most? The sales guy, or the customer who has already used the product or service? If you are anything like me, getting a real life opinion from someone is always more helpful, because it's both unbiased, and often rooted in a common experience.
  • MARKETING ACTION  |  MONDAY, SEPTEMBER 15, 2014
    [Salesforce.com] How Data Science Is Transforming Sales and Marketing
    Companies like salesforce.com have been wildly successful in automating sales processes in organizations around the world. What in the world is data science? And why should you care? Data science – and predictive analytics, in particular – is moving the goalposts for salespeople and marketers alike. In fact, it’s moving the entire stadium.
  • PUZZLE MARKETER  |  TUESDAY, APRIL 10, 2012
    [Salesforce.com] 5 Offers to Drive Lead Generation
    If you’re using a CRM (customer relationship management system) such as SalesForce.com or Oracle, those contacts have some real measurable value. If you’re executing a digital marketing campaign, there is a good chance you’re ROI (return on investment) is based on how many emails, prospects, or customers you can get inside of your database.
  • HUBSPOT  |  TUESDAY, APRIL 3, 2012
    [Salesforce.com] The Sales Game Has Changed: Here's How to Adapt
    In fact, what Salesforce.com calls the Social Enterprise starts with developing a Customer Social Profile and interacting in modern ways. CRM tools like Salesforce.com and Landslide make it easier to memorialize, track, and stay on top of opportunities in the sales pipeline. This is a guest post written by Dave Kurlan , a top rated speaker, best selling author, and sales development thought leader.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, JUNE 9, 2011
    [Salesforce.com] Swyft Offers Low-Cost Interaction Management Software as a Service
    Intriguingly, the company offers its product on the Salesforce.com App Exchange, specifically offering a smartphone-enabled version that can use geolocation to identify a salesperson’s current location and recommend the most efficient prospects to visit. Summary: Swyft offers a Software-as-a-Service real-time interaction manager. It costs less than traditional versions of those products but has similar features.
  • FEARLESS COMPETITOR  |  TUESDAY, AUGUST 20, 2013
    [Salesforce.com] What Makes Marketing Made Simple TV Such an Awesome Show? Reason 2 – Syndication
    Results like those makes Marketing Made Simple TV an ideal sponsorship platform for companies such as Hoovers, Data.com, Netprospex, Hubspot, IBM, Act-On Software, Marketo, Salesforce.com, DemandBase, etc. Via syndication Marketing Made Simple TV reaches a potential audience of over 2.5 million people! When one wanted to reach the nationwide audience of women watching Oprah Winfrey, you made a big payment to Harpo Productions. That’s how Oprah became so wealthy.
  • LEANDATA  |  TUESDAY, MARCH 25, 2014
    [Salesforce.com] Lead Management Software Firm LeanData Secures $5.1M In Funding
    a startup vendor specializing in lead management software for Salesforce.com , has secured $5.1 DemandGen Report: LeanData, Inc. million in Series A funding.
  • HUBSPOT  |  MONDAY, APRIL 21, 2014
    [Salesforce.com] An 8-Step Plan for Migrating to a New Marketing Automation Program
    Sync your contacts with Salesforce.com, and start recreating workflows, lists, and forms. This post originally appeared on the Opinion section of Inbound Hub. To read more content like this, subscribe to Opinion. Michael Freeman wasn’t psyched about having to migrate from one marketing automation system to another. But it had to be done.
  • B2BBLOGGERS  |  WEDNESDAY, OCTOBER 20, 2010
    [Salesforce.com] Fostering Innovation - Eloqua Experience Day Two Keynotes.
    We heard from Kendall Collins, CMO of Salesforce.com and Heidi Melin, SVP/CMO of Polycom , and thought leader and pioneer in business visualization Tom Wujec , Senior Fellow at Autodesk. Kendall Collins – Chief Marketing Officer – salesforce.com Kendall shared many experiences about what its like being the CMO of a company with over 80,000 customers and revenue exceeding $1.5B.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, JULY 1, 2016
    [Salesforce.com] YesPath Takes Its Own Route to Managing ABM Journeys
    Model inputs include content consumption as sourced from Bombora, behaviors captured by a YesPath Javascript tag on the marketers’ own Web site and emails, and campaign responses imported from CRM ( Salesforce.com only so far) and marketing automation (the first integration will be announced shortly). Account based marketing is clearly an important technique for B2B marketers, but I don’t see it displacing all other approaches.
  • EMEDIA  |  FRIDAY, DECEMBER 11, 2015
    [Salesforce.com] Salesforce
    Salesforce Bulletin Example See all emedia audiences Audience: Marketing and sales managers, and IT managers, with a strong vested interest in the Salesforce.com CRM platform; CRM managers, end users, Marketing/Sales Management Audiences Salesforce Homepage Article
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JANUARY 22, 2015
    [Salesforce.com] The State of Marketing Technology in Asia
    Salesforce.com or other CRM systems should be integrated with outbound messaging. Editor's Note: Today's post comes courtesy of David Ketchum, CEO and Founder at Current Asia and author of the book BIG M, little m Marketing: New Strategies for a New Asia. David is a strong advocate for the business value that marketing and communications add at every level of the sales funnel, from building brand awareness, to engaging customers, to driving sales, to CRM.
  • THE POINT  |  TUESDAY, SEPTEMBER 6, 2011
    [Salesforce.com] Segmentation, Social Media Drive Lead Nurturing Success for iDirect
    First, the company invested in Marketo , a leading marketing automation platform that integrated well with the company’s CRM system, Salesforce.com. Working with Spear, iDirect developed a system of classification to identify specific categories of end users and partners, a system that required the set-up of new fields in both Salesforce.com and Marketo. When marketers embark on a formal lead nurturing strategy, opportunities for process improvement can arise in unexpected ways.
  • HUBSPOT  |  SUNDAY, FEBRUARY 9, 2014
    [Salesforce.com] Pinterest FAQs, Browser Bookmarks, and More in HubSpot Content This Week
    Good news: Elay Cohen, Salesforce.com''s former SVP of sales productivity, has some great advice for you. Here''s a question: How do you become a better inbound marketer? Well, for starters, there''s experience. By showing up everyday, putting in the work, and learning from those around you, you''ll naturally get better at what you do. Practice, after all, makes perfect.
  • MARKETING ACTION  |  THURSDAY, JANUARY 22, 2015
    [Salesforce.com] Chris Kiersch on Best Practices for Choosing and Implementing a Marketing Automation Solution
    Certainly integration with salesforce.com was critical for us. Certainly integration with salesforce.com was critical for us. An Act-On Conversation. Chris Kiersch is the CEO of myBusinessIntegrated. Chris is a serial entrepreneur and Internet marketing specialist with over 23 years of technology, marketing, and sales experience. He has started, sold, and partnered with digital agencies aimed at integrating sales and marketing platforms for a variety of businesses.
  • B2B MARKETING UNPLUGGED  |  THURSDAY, SEPTEMBER 13, 2012
    [Salesforce.com] Finally, A Marketing Book That Helps
    Salesforce.com successfully beat Siebel using ease-of-use vs. feature bloat; Hyundai took on Honda on the basis of same-car-better-price and, apparently Microsoft had no choice but to squish Netscape when it dared to start a browser race. Interesting things happen when we tidy up.
  • KAPOST  |  FRIDAY, OCTOBER 21, 2016
    [Salesforce.com] Listen Up Marketers: We Need Our Own Operating System
    Nearly every department has such an OS: Sales: CRM, sometimes referred to as Sales Force Automation; Salesforce.com is the dominant player, along with Microsoft, Sugar, and Oracle. Marketing is not the same function it was ten years ago—when B2B marketers were considered “sales support.” Today, we hold our place as an equal partner among various corporate functions, including equal accountability to deliver tangible business results.
  • AMPLIFINITY  |  WEDNESDAY, JULY 22, 2015
    [Salesforce.com] Selling is hard! Tracking referrals in Salesforce is easy
    For Salesforce.com users, tracking referrals in Salesforce is easy! I have a confession to make: I don’t always like sales people. But over time, I have come to realize that being successful in sales is hard. I’ve seen it firsthand, through all the times that I have curtly ended a phone conversation (while wishing I hadn’t picked up in the first place). And all the times I’ve chosen to ignore a prospecting email that arrived in my inbox.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JANUARY 14, 2015
    [Salesforce.com] Top 5 Reasons Why Lead Nurturing Matters for Marketing – Guest Post
    Please note that Fearless Competitor does accept guest posts, just like we write regularly for Salesforce.com blog. Lead nurturing is the practice of building relationships to guide future customers through the sales funnel. The award-winning marketing expert and President of Find New Customers knows a lot about lead nurturing, and we offer a great free guide called 7 Keys to Lead Nurturing Success which you can download. Guest post by SalesFusion with Resource Box below. (We
  • SALES INTELLIGENCE VIEW  |  TUESDAY, NOVEMBER 15, 2011
    [Salesforce.com] InsideView Brings Sales Intelligence to International Sales Teams
    The UK and Ireland Edition of InsideView will be generally available in Q1, as a stand-alone application as well as a mash-up within market-leading CRM applications including Microsoft Dynamics , Netsuite , Oracle CRM On Demand , Salesforce.com , SAP , and SugarCRM. “There is a worldwide demand for more intelligent ways of doing business, nowhere is this more true than in marketing, sales, and service.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, JULY 15, 2013
    [Salesforce.com] Vocus Marketing Suite: Still Mostly Social But Marketing Automation is On the Way
    It lacks the Salesforce.com integration of B2B systems (due early next year), the lightweight CRM of micro-business systems, and the lead scoring and distribution of both. If you’ve heard of Vocus at all, it’s probably as vendor serving public relations professionals. Its core offerings include a huge database of media contacts; media monitoring and social listening; and press release distribution.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, MARCH 27, 2012
    [Salesforce.com] The Importance Of Staying Focused While Teleprospecting
    On a number of occasions I have sat with folks on my team and they will have Salesforce.com open to a lead record, the website of the target organization open, and perhaps yahoo finance open as well. A recent blog in the Harvard Business Review written by Tony Schwartz, entitled, “The Magic of Doing One Thing at a Time caught my eye as I began thinking about my upcoming day and the tasks I had on my “to-do” list.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, MAY 15, 2012
    [Salesforce.com] Business Must Have: Social CRM apps
    Salesforce.com acquired Model Metrics , a mobile and social consulting company, near the end of 2011, and Microsoft recently released software that made CRM apps available on the iPad, iPhone, Droid, and Blackberry. image source Microsoft Dynamics Community When social media started to take shape in the 21st Century, it represented a way for people to connect, interact and share with others more frequently and more remotely.
  • THE POINT  |  WEDNESDAY, NOVEMBER 16, 2011
    [Salesforce.com] No Leads from Social Media? No Excuses.
    Navicure uses Marketo and Salesforce.com to track marketing ROI.). In a recent post , the folks over at Silicon Angle applied their usual insightful analysis to the results of an industry survey by marketing automation company Pardot , a survey that reports fully 42 percent of respondents (all B2B Marketers) have failed to generate any leads from their social media campaigns. At first blush, that number is pretty startling, but on reflection, it really shouldn’t be too surprising.
  • LEADSLOTH  |  TUESDAY, NOVEMBER 16, 2010
    [Salesforce.com] Drip Campaigns: Tips From Marketing Automation Monday
    Another company was saving those replies straight into Salesforce.com. Some used customizations of Salesforce.com, others add-on products from their Marketing Automation vendors, one company was using a Business Intelligence tool, and yet others developed a custom solution. Almost 30 people showed up for the first two Marketing Automation Monday meetups in San Francisco and Palo Alto. The topics for these meetings was drip campaigns and lead nurturing.
  • MODERN B2B MARKETING  |  THURSDAY, APRIL 4, 2013
    [Salesforce.com] CRM Series: How Much CRM Experience Do You Need to Be Successful with Marketing Automation?
    Be sure to see some of our client presentations at this year’s Marketo Summit: Using Salesforce.com Dashboards to track and measure MQL’s, SAL’s, and SQL’s. by Dayna Rothman We are excited to introduce Michael Loop as today’s guest blogger. Michael Loop is the co-founder of Datarati , Asia Pacific’s Fastest Growing Data Driven Marketing Automation Agency. Michael has successfully delivered over 200 marketing automation and CRM implementations across the globe.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, OCTOBER 2, 2012
    [Salesforce.com] KXEN Packages Automated Predictive Models within Salesforce Apps
    As I mentioned in my Marketing Automation Beer Goggles post, KXEN introduced a free lead scoring app for Salesforce.com users at Dreamforce. Scoring happens within the external application itself – Salesforce.com in this case – allowing the system to update scores as Salesforce data changes without running on KXEN’s own servers. Similarly, the app relies only on data stored within Salesforce.com’s own database, so KXEN doesn’t have to keep a copy.
  • THE EFFECTIVE MARKETER  |  WEDNESDAY, FEBRUARY 16, 2011
    [Salesforce.com] Marketing Automation Catching On Fire
    Marketing Automation Software Guide published a B2B Marketing Automation market map that shows a few other players I ignored for the timeline above, like SAP and Oracle because although they do have marketing automation capabilities it is not their core business (and I don’t agree with tagging Salesforce.com as a marketing automation solution).
  • HUBSPOT  |  THURSDAY, JULY 3, 2014
    [Salesforce.com] Everything You Need to Know to Successfully Live-Tweet Your Event
    For example, Salesforce.com made the official hashtag for their Dreamforce conference #DF13 , but some people still tweeted using the hashtags #Dreamforce and #Dreamforce13 instead. Live-tweeting is kind of like note-taking, only it''s online, collective, and interactive. When you hear a great quote from a speaker, or "tweetable takeaway" (as in, a key takeaway that can be abbreviated to less than 140 characters), all you have to do is type it up in a tweet and ship it out to the world.
  • ILLUMINATING THE FUTURE  |  SUNDAY, JULY 10, 2011
    [Salesforce.com] Go Negative or Go Nowhere
    When it first went to market more than a decade ago, SalesForce.com asked its prospects if they were tired of dealing with software (at least, in its conventional manifestation). Sales people tend to be inveterate optimists. They prefer to paint visions of a bright, shining, speculative future -- where everyone's happy, productivity is outstanding and ROIs are just fabulous. . Unfortunately, this kind of approach never really gets the buyer in the gut.
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