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Preview: Accelerating Growth Through Better Sales & Marketing Decisions

Accelerating Growth Through Better Sales & Marketing Decisions

Open discussion on sales & marketing strategy, process and technology using mapping and CRM tools to build effectiveness for sustained growth.

Last Build Date: Mon, 16 Mar 2015 14:29:04 -0400


A CRM Client in Need

Mon, 16 Mar 2015 14:29:04 -0400

Recently we received a request from a client in need of some changes. Their challenge was that they had to remove all of their current and historical data and reports from the parent Dynamics CRM, keep emails connected to CRM, and upgrade CRM to the newer version to leverage the mobile connectivity, all while keeping their sales team selling.

CRM Deployment: Do You Need the Drill or the Hole?

Thu, 05 Mar 2015 15:18:46 -0500

If you're thinking about a CRM system or getting ready to implement one, ask yourself: Am I focused on the "Drill" or the "Hole"? In other words, CRM on its own is like any tool, it's not of much use without the right plans in place.

More Sales This Month – This Quarter – Next … ?

Wed, 18 Feb 2015 10:39:23 -0500

When account reps and managers lack a view into the sales pipeline process of their organization, even with CRM, they forfeit the advantages gained from the information associated with a sales opportunity. Aligning the data from a prospect's opportunity and the overall sales process is imperative to future success.

Should Sales & Marketing be changed to Marketing & Sales?

Mon, 09 Feb 2015 11:46:03 -0500

Marketing and sales are changing, evolving into a new paradigm where responsibilities are moving and expectations are shifting. No longer is marketing only responsible for creating and pushing content, but instead is tasked with setting measured expectations for lead generation.

CRM Helps B2B Companies Gain a Competitive Advantage

Mon, 08 Dec 2014 09:17:00 -0500

Successful business is all about finding, serving, and keeping satisfied, loyal customers. The right CRM system integration, along with an accurate CRM database can result in the accomplishing the former successful business goals.

How Marketing Automation Can Be Successful Yet Fail

Mon, 17 Nov 2014 09:15:00 -0500

With marketing automation generating quality leads, how can a sales rep fail to capitalize? Easy, don't follow up on them.

Using SIC/NAICS Codes to Segment and Utilize Prospect Data

Mon, 10 Nov 2014 14:02:17 -0500

If you are looking for prospect lists to add to your sales database and would like to consider SIC/NAICS as a factor for gaining more accurate information on your potential customers, it is crucial that you segment and append additional factors like annual sales volume or number of employees per company to guide you to the right list provider.

Moving Sales Reps From Order Takers to True Lead Developers

Mon, 06 Oct 2014 09:47:27 -0400

We are visual animals and turning customer or prospect information into dots on a map can do more than you think. It turns data into the type of knowledge that allows sales reps to focus on their best customers and close by potential best customers, resulting in more customers and more sales.

Filling the Sales Pipeline for Manufacturing - Hitting 2014 Sales Goals

Tue, 30 Sep 2014 10:38:55 -0400

Have you begun to plan your sales goals for 2015? Did you reach them in 2014? If your CRM wasn't helping you to find new customers or increase your sales results, it should have. Plan for greater success in the new year.

We Will Always Begin with Knowing Your Business.

Mon, 15 Sep 2014 12:02:13 -0400

We will always start by knowing your business, without that we cannot truly make your CRM system work for you. It's time you got what you wanted out of your CRM: Increased sales revenue, new customers, qualified leads, and reps working more efficiently.

The Importance of Visualization in CRM

Fri, 05 Sep 2014 10:42:59 -0400

Visualization is as important in business as it is in sports, and with CRM mapping your team can better see its goals, increasing the odds that they will accomplish them and increasing the value of your sales territories.

CRM for Success - Importance of Consistent Messaging and Data Mining

Wed, 11 Jun 2014 16:51:45 -0400

CRM for Success - bringing you the best practices for elements of CRM to employ in your day to day business usage.

14 Ways Marketing Automation Helps B2B Marketers Use Data More Effectively

Tue, 20 May 2014 09:15:00 -0400

"Marketing automation" is software that replaces manual methods for marketing purposes. Marketing automation is data-driven, requiring data that is valid, up-to-date, reliable, and complete. Generally, data originates in various places; however, to be used most effectively, data should be managed in a central database where all contributors and users follow a format-and-content standard.

13 Ways Marketing Automation Can Improve Your B2B Emails

Thu, 01 May 2014 10:00:00 -0400

While a basic email marketing program will find and keep satisfied customers, Marketing Automation offers more advanced capabilities and automated features, for both email and beyond.

Marketing Needs a Chief Marketing Technologist

Tue, 22 Apr 2014 09:30:00 -0400

New technology-related strategies and processes, such as marketing automation, CRM, web analytics, and SEO auditing, require that marketers master their own technology. For this, the marketing department needs a Chief Marketing Technologist who can interface with other C-level functions and bridge the gap with IT.

Guest Blog - 5 Business Fundamentals That Lead to Great Marketing

Tue, 15 Apr 2014 09:55:52 -0400

You don’t have to be a FORTUNE® 500 company to create your own marketing success story. If you focus on the fundamentals of building a great business, smart marketing is sure to follow.

CRM for Success - Well-Executed Follow-ups

Thu, 10 Apr 2014 09:04:00 -0400

March’s installment focused on -Well-Executed Follow-ups. It covered follow-ups for the right reason, at the right time, using the right method, as well as activities created by workflows and “renewal” opportunities.

We Will Help You Leverage Technology for YOUR Growth

Tue, 08 Apr 2014 09:42:00 -0400

We will help you leverage technology for your growth by communicating a roadmap for you success, even if it means referring you to other resources if we’re unable to meet your needs.

Guest Blog - Lead Nurturing from a Sales Perspective

Tue, 01 Apr 2014 09:56:00 -0400

The marketing department can get useful insights on the buying cycle from the sales team. Sales and marketing should work together to segment the buying cycle in the top, middle and bottom of the funnel. The marketing team can then proceed to match lead nurturing content to prospects in the different buyer levels.

Make the Most Out of Your Marketing Automation System

Wed, 26 Mar 2014 11:13:25 -0400

When selecting a MA system, marketers often go through a checklist of desired product features and CEOs identify expected results. These, of course, are basic steps to successfully automate your marketing processes. But there's more.