Infographic: The Inbound Call Channel is Huge… and Untapped

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One industry that’s vastly underserved and a huge opportunity for marketers is call tracking. As smartphones become more prevalent in business for reading emails, searching for businesses, and researching our purchases – more and more people are simply clicking the phone number they find on the site. For companies who advertise across media channels, this is a huge problem because they misreport the channel that’s generating the call, the lead and the conversion. We have a client that has this issue – providing the same phone number on their television … Continue reading

The Problem with “Big Data”

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Big Data

One of the most popular terms that seems to be popping up on every technology site nowadays is big data. I think the industry is doing a disservice with its overuse and the inaccurate picture it depicts of what’s really happening. Big data is a buzzword, or catch-phrase, used to describe a massive volume of both structured and unstructured data that is so large that it’s difficult to process using traditional database and software techniques. According to Webopedia The problem is that big data is not just a big database. … Continue reading

Cirrus Insight: Salesforce and Gmail Integration

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Colleague Chris Theisen pointed Cirrus Insight out on Facebook as a must have if your company is utilizing Google Apps for email and Salesforce as your CRM. After viewing the video and screenshots, I can see why! Features of the integration between Gmail and Salesforce include: View Contextual Salesforce Information in Your Inbox – as you open an email you’ll see a snapshot summary of the sender’s records in Salesforce, including a summary of open and closed Opportunities and Cases. Save Emails & Attachments to Salesforce – automatically relate emails … Continue reading

Build Branded Proposals as Beautiful as Your Website

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We recently rec’d a proposal and contract from a company that had impeccable branding. The documents were a disaster, though. The borders extended beyond our printer settings, it came in two sections (two print jobs, two signatures) and I had to print, sign, scan and email the signed proposal back. Worse of all, the proposal was difficult to read and terribly written, requiring me to turn on tracking, make edits, and go back and forth with the company several versions. Ugh… what a waste of time. For a brand with … Continue reading

Infographic: Improving Sales Proposal Effectiveness

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In a world where there are so many different options and all the information available to us with a quick search and click, the sales cycle has gotten longer over the past decade. In fact, the average sales cycle is 22% longer than it was five years ago. What gives? Our sales proposal automation sponsor, TinderBox, actually did a study with Miller Heiman and the Sales Management Association to find out what challenges sales organizations are facing with sales proposals and their sales cycles. One of the main goals of the … Continue reading

Evercontact: Update your Contact info with Inbound Email Signatures

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About half an hour ago, a PR person called me to start an online interview… I answered the phone and said, “Hi Rebecca – I’m ready to go!” and she was surprised that I knew who was calling. The reason why I know is that Rebecca had contacted me a few times to coordinate the event and her contact details were automatically added to my Google contacts, and synchronized to my phone. It’s a fantastic service called Evercontact. Evercontact intelligently scans your incoming email and auto-enriches contact details in your … Continue reading

Gainsight: A Customer Insight and Retention Platform

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Gainsight launched the Spring Release of its Customer Success Management platform, which makes it even easier for marketers to get a 360° customer view and collaborate with other customer success stakeholders across the organization using the power of data analytics. At larger companies where many different departments – from sales to product development and marketing – marketers are challenged with disparate data points about customer activity, yet must make a joint effort to keep customers happy and engaged. Here’s how Gainsight assists: Adoption Management module enables recurring revenue businesses to … Continue reading

They Never Taught this in Marketing Class

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I don’t believe it’s a secret, but I do believe the most successful strategy that’s often ignored in sales and marketing is the value of your network. People tend to focus on return on investment, statistics, research, branding, design, features, efficiency, productivity, etc. as they work through their marketing efforts. That’s all well and good but if you detail all of those things, none of them provide you the path to money that your business needs to survive and flourish. Marketing is nothing without an audience or community. At its … Continue reading

Infographic: B2B Marketing Guide to Drive Sales Results

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B2B Social Selling

This infographic from Introhive does a nice job in breaking down tactics to channels for business to business (B2B) marketing efforts that drive sales results. I’m not convinced that the advice here should be literally accepted by every B2B organization, but it does supply some great descriptions as to how the channels can benefit your sales efforts. This resource is meant to help you understand the B2B marketing and sales landscape so you can identify the right strategies and tactics for your organization. After careful analysis and years of experience … Continue reading