Personal Business Analytics. The Top 5 Reasons You Need to Understand Your Customer s Customer

Save this PDF as:
 WORD  PNG  TXT  JPG

Size: px
Start display at page:

Download "Personal Business Analytics. The Top 5 Reasons You Need to Understand Your Customer s Customer"

Transcription

1 The Top 5 Reasons You Need to Understand Your Customer s Customer Personal Business Analytics 1

2 Table of Contents Introduction Renew Your Focus Get Out in Front Create More Targeted Marketing Campaigns Lift All Your Boats No More Excuses Enterprise Customer Intelligence Vendor Selection Criteria Checklist

3 The Changing Market Now that the economy is emerging from the Great Recession, companies around the globe are increasing investment and hiring once more. However, for business-to-business companies looking for opportunities to restore growth to once-prosperous enterprises, it s more critical than ever for sales teams to understand the one group that can make or break your sales. The secret? You need to look beyond your customer to your customer s customer. If you really want to grow your sales, you need to understand this group. Your products have an impact that goes beyond your client relationship. If your sales team doesn t find a way to understand the issues facing your customer s customer, you ll soon lose out to competitors who do. How do you find a solution that gives you an understanding of the market s entire ecosystem? In short, how do you solve the end-customer s problems? To do this, you have to focus on their customer s market using customized intelligence. Once you do that, you can start to paint a picture of what their world is like. You ll have a better idea of what your customer needs to be able to reach this market. Seeing the big picture is just the first step in meeting your goals. Here are the top five reasons why understanding your customer s customer is a key part of helping your company meet its sales and marketing goals: 3

4 1Renew Your Focus 4

5 Don t just sell your product; focus on your customer s business problem. Your customers don t buy products they buy solutions. It may be a cliché, but it s true. Why is your client considering your product in the first place? It s because they have a problem they need to solve. When salespeople pitch their products without considering the potential client s need, they aren t likely to get very far. However, with a greater understanding of the end-customer, they can be more in tune to the needs of the client. Don t just make a pitch have a conversation that starts from real knowledge about your client s market. Salespeople make pitches; trusted colleagues give advice. Once you focus on addressing how your product is specifically beneficial for the prospect, you not only become more successful at making sales, you become a strategic business partner. For example, are you customer s customers driving them down on price? If so, your primary focus should be helping them lower their overhead costs to create a more affordable product. Are they primarily focused on end-user growth? Perhaps you can help them bring their products to market more quickly. Don t just make a pitch have a conversation that starts from real knowledge about your client s market. 5

6 2Get Out in Front 6

7 Aligning Sales to the Buyer s Journey Just as you should avoid pitching a product your potential client doesn t need, you should avoid trying to sell them a product at the wrong moment. A 2012 study by the Corporate Executive Board found that most buyers don t contact vendors until they are, on average, more than halfway through the buying process. This means, by the time they contact you, it may be too late to help them identify the optimal solution package to meet their needs. Understanding your customer s customer can provide vital insight into the buyer s journey, which will help you know the appropriate time to approach them. But when is that, exactly? Depending on what s going on in their market, the sales funnel could look different than it usually does. There is no one-size-fits-all solution to sales, which is why understanding your customer s customer is so important. You need to be able to tailor your sales strategies to each individual buyer s market. There is no one-sizefits-all solution to sales, which is why understanding your customer s customer is so important. 7

8 To solve this conundrum, salespeople have to be proactive. Dig deep in the market of your customer s customer to determine what kind of industry events could be driving clients to move through the buying process more quickly or slowly. Will a bankruptcy or merger put customers under budget pressure, or put a halt to their buying procedures altogether? Knowledge is power. To understand your customer s customer, you will need to keep an eye on their market. Keep your finger on the pulse of their industry and see these events before they happen. When you have the information you need to predict buyer behaviors, you ll be able to tailor a solution specific to them, long before your competitors even get involved. In short, understanding the customer s customer allows businesses to be flexible and proactive. When you cultivate a familiarity with your customer s customer, you will be able to recognize key market signals and turn them into new business opportunities. With the right tools, your team can access this data on their own time, through their CRM system, ipad, or phone wherever they re working. When the delivery platform fits comfortably into daily workflow, and provides a consistent stream of intelligence, your sales people will catch more of these signals and create more leads. The flexibility provided by such a program will increase the chances they will use the solution more frequently and increase sales productivity over time. Keep your finger on the pulse of their industry and see these events before they happen. 8

9 3Create More Targeted Marketing Campaigns

10 Configure your marketing to the buyer s need. The same tools that allow you to discover new sales opportunities can help you hone the marketing strategies that bring in new business. Customer intelligence allows B2B marketers to visualize the bigger picture. Not only are events occurring that shake up your market, but this constant data stream can provide invaluable insight for your marketing team. Without the proper industry knowledge, promotional campaigns can be off-base. Make sure your promotions aren t falling on deaf ears. With the resources available today, it s easier than ever to understand what buyers care about. Harnessing the power of the Web and social media, marketers can tap into industry intelligence to find out what s top-of-mind for B2B end-customers. However, in order to capture information that is specific to your market, you need the right technology to cut through the noise. From blog and social media posts to news articles, every few seconds content is being published that may have an impact on your end-customers. The internet contains an incredible amount of information and gleaning insight is like finding a needle in a haystack. Make sure your promotions aren t falling on deaf ears. 10

11 Focus on industry trends. Understanding your customer s customer is all about focusing on what matters in their industry. Once you understand where to concentrate, you can start designing marketing campaigns to gauge interest from people who can actually benefit from your services. Marketers who show real prowess demonstrate market intelligence in three key views of the customer s business: 1. Target vertical market 2. Business line 3. Buyer persona When you understand how all of these elements align in the buying process, your marketing solutions will be much clearer. Make sure your marketing campaigns are hitting the mark every time. Make sure your marketing campaigns are hitting the mark every time. 11

12 4Lift All Your Boats 12

13 Make your people more efficient. What makes a rock star sales rep? The most successful salespeople are the ones who do research about their customer and their customer s industry. They know how to close sales because they understand what their prospects need. Through the power of understanding your customer s customer, you can make your whole sales team as productive as your top 5 percent. With market intelligence, you can get all your salespeople plugged into to the customer s world. When you integrate customer research into each day, you no longer have to cram before the pitch. You ll have an overall better understanding of the individual you re talking to. Suddenly, the dreaded sales pitch becomes more like an actual conversation between two professionals. Imagine what could happen when your whole team is doing their homework on a consistent basis. With access to the right tools, all of your sales reps could immerse themselves in the markets that matter to their customers. They would see industry events on the horizon, cultivate a deep understanding of individual verticals and become experts in the things that matter to their clients. Using a reliable platform that delivers personalized analytics, your whole sales team can enjoy a boost in productivity. With access to the right tools, all of your sales reps could immerse themselves in the markets that matter to their customers. 13

14 5No More Excuses 14

15 When your organization places more emphasis on your customer s customer, you can get the entire sales team to focus their energy on what really matters. While your client s customers may seem far away, they are the ones truly driving your revenue. B2B companies that recognize this are investing in personal business analytics systems for their sales teams and pulling ahead of the competition. However, finding the right solution for your business is another challenge. Here are the specific solutions that worked for two major companies. Company Profile: Global Telecommunications Company A global, Fortune 500 telecommunications company has a centralized market intelligence team responsible for providing insight to their entire organization, including their sales and marketing departments. 15

16 THE CHALLENGE: Finding Intelligence To Meet an Entire Organization s Needs The company uses its own social enterprise software to help its teams collaborate and access needed intelligence. This portal is organized into three primary sections, each requiring personalized intelligence for a range of different user groups: 1. Accounts Featuring individual pages for each major customer account and serving mainly enterprise sales teams 2. Competitors Containing pages for each significant competitor, serving both sales and marketing teams 3. Markets Delivering industry and market intelligence for a range of marketing and product development teams The challenge? How to integrate fresh, relevant, high-quality intelligence on every customer, competitor and market that needs to be covered. THE RESULTS: Precise Intelligence, More Informed Decisions FirstRain enriches the company s social collaboration platform with data that s more relevant to the business of each sales and marketing professional. This means: 1. Increased use of the Quad Portal market intelligence pages, driving increased collaboration and more shared insight 2. Better detection of emerging customer and market risks and opportunities, allowing management teams to react more quickly and maintain competitive advantage 3. Improved knowledge of critical events impacting enterprise accounts, helping sales teams find more reasons to contact prospects and strengthening customer relationships 16

17 Company Profile: Leading Medical Devices Company A global supplier of analytical and laboratory equipment has a sales enablement team, under the VP of Sales, in charge of providing useful customer intelligence to sales reps. This team supports the major accounts sales team by servicing customers in managed care, pharmacies, state and national government and other large customers. THE CHALLENGE: 360-degree Customer Intelligence On-the-Go The company s major accounts sales team relies on the ability to form strong relationships with prospects and clients to achieve business objectives. Being highly knowledgeable about their customer s businesses is a crucial element to establishing credibility and winning opportunities. Since customer face-time is also important, account managers spend most of their time on the road, visiting clients nationwide. FirstRain s challenge? To provide highly-specific customer intelligence that keeps each account manager informed of the latest events impacting their account while on the go. 17

18 THE SOLUTION: Mobile and ipad-based Customer Intelligence The company s sales enablement team invested in FirstRain s system for delivering centrally-configured, individual customer monitors for each account manager, who can then receive account-specific intelligence in realtime using FirstRain s ipad, iphone and Android apps or via daily brief. Now, the company s account managers are always aware of: 1. The latest industry events impacting their account 2. Emerging regulatory developments 3. Critical events signaling sales opportunity or risk The intuitive interface of FirstRain s ipad and mobile apps also allows for on-demand business searches so account managers are able to walk into every customer meeting armed with up-to-the-second Web- and Twitterbased intelligence. THE RESULTS: Better Customer Knowledge, Stronger Relationships Having a seamless, mobile customer intelligence solution keeps account managers closer to their most important customers anywhere, anytime. This means: 1. Sales reps get the intelligence they need without searching multiple sources or relying on noisy consumer news alerts 2. An increased use of ipads for customer intelligence, significantly improving ROI on enterprise ipad investment 3. Increased knowledge of the events impacting their most important accounts, helping their reps find more reasons to engage and strengthen customer relationships 18

19 Enterprise Customer Intelligence Vendor Selection Criteria Checklist

20 Enterprise Customer Intelligence Vendor Selection Criteria Checklist Relevance: Is the intelligence specific to the precise business lines or end-markets of your customer s customer? Is the solution able to filter out the noise and direct you straight to the relevant topics for your customer businesses, or does it rely on keyword searching? Does the intelligence provide your team with the selling triggers and big-picture intelligence which will make them experts in the eyes of customers? Market Freshness: Can the vendor provide timely insights and context on your customer s end-markets from a wide range of relevant Web and social media business sources? Can you get this information delivered on platforms that will allow your team to get up-to-theminute intelligence when they need it most? Workflow and Control: Does the platform support a variety of user workflows and needs, managed by either a central admin or individual users themselves? Will the intelligence efficiently integrate within a CRM system (like Salesforce.com), or social enterprise portals (such as SharePoint, Chatter, Jive, Yammer, etc.), and support a range of mobile delivery options including ipad, iphone, Android or ? 20

21 Enterprise Customer Intelligence Vendor Selection Criteria Checklist Set-up and Configuration: How complex is the initial user account setup? Does the solution include functionality for users or admins to personalize their intelligence or to configure the content they want to see? Can your personalized intelligence stream by easily updated as your market changes or as new customers are added? Total Cost: What s the commercial model (usage based? Per-user subscription?) and the ongoing total cost of ownership? What are the costs to customize the solution for your company s needs? Does the solution reduce the time your teams spend doing research using non-business tools or other alternative solutions? FirstRain Headquarters 1510 Fashion Island Blvd. Suite 120 San Mateo, CA

A New Age of Selling. Deliver amazing customer experiences EXECUTIVE SUMMARY TODAY TO-BUSINESS BUYER USINESS-TO

A New Age of Selling. Deliver amazing customer experiences EXECUTIVE SUMMARY TODAY TO-BUSINESS BUYER USINESS-TO A New Age of Selling Deliver amazing customer experiences EXECUTIVE SUMMARY Technology has turned the sales function upside down. On the one hand, it has made selling more difficult because customers can

More information

A New Age of Selling:

A New Age of Selling: A New Age of Selling: Work Like a Network to Grow Your Business Published: July 2014 For the latest information, please visit http://aka.ms/microsoftsalesproductivity 1 Table of Contents Executive Summary

More information

ENGAGEMENT. Special Report ACCELERATION. Cool Tools & Wrap-Up Report INTELLIGENCE ANALYTICS WATCH LIST

ENGAGEMENT. Special Report ACCELERATION. Cool Tools & Wrap-Up Report INTELLIGENCE ANALYTICS WATCH LIST ENGAGEMENT Special Report ACCELERATION Cool Tools & Wrap-Up Report INTELLIGENCE ANALYTICS WATCH LIST Dreamforce 2014 Cool Tools & Wrap-up Report Special Report Salesforce s big news at this year s Dreamforce

More information

Enhancing productivity. Enabling success. Sage CRM

Enhancing productivity. Enabling success. Sage CRM Enhancing productivity. Enabling success. Sage CRM Customer Relationship Management Customer Relationship Management (CRM) is far more than just a software application. It is a business solution that gives

More information

Enhancing productivity, enabling. Success. Sage CRM

Enhancing productivity, enabling. Success. Sage CRM Enhancing productivity, enabling Success. Sage CRM Customer Relationship Management Customer Relationship Management (CRM) is far more than just a software application. It is a business solution that gives

More information

Sell Effectively. Drive sales productivity and deliver amazing customer experiences PATRICIA SERNA ESPECIALISTA > DYNAMICS CRM

Sell Effectively. Drive sales productivity and deliver amazing customer experiences PATRICIA SERNA ESPECIALISTA > DYNAMICS CRM Sell Effectively Drive sales productivity and deliver amazing customer experiences PATRICIA SERNA ESPECIALISTA > DYNAMICS CRM Reps spend more than 75% of their time on nonselling activities Workers lose

More information

Mothernode CRM ENTERPRISE (ERP) EDITION

Mothernode CRM ENTERPRISE (ERP) EDITION Mothernode CRM ENTERPRISE (ERP) EDITION Everything you need to run your business from sales to order fulfillment, inventory management to invoicing, and much more. Mothernode CRM The easiest way to run

More information

Why Marketing Automation is a Must-Have For Every B2B

Why Marketing Automation is a Must-Have For Every B2B Why Marketing Automation is a Must-Have For Every B2B VP of Sales Robert M. Walmsley President and CEO, Tailwind Strategies In the age of Internet marketing there is no salesmarketing alignment issue more

More information

MARKETING AUTOMATION & YOUR CRM THE DYNAMIC DUO. Everything you need to know to create the ultimate sales and marketing tool.

MARKETING AUTOMATION & YOUR CRM THE DYNAMIC DUO. Everything you need to know to create the ultimate sales and marketing tool. MARKETING AUTOMATION & YOUR CRM THE DYNAMIC DUO Everything you need to know to create the ultimate sales and marketing tool. Table of Contents Introduction...3 Chapter 1: What Is Marketing Automation?...4

More information

Elevate Customer Experience and Engagement in the New Digital World

Elevate Customer Experience and Engagement in the New Digital World Elevate Customer Experience and Engagement in the New Digital World John Chan CRM Solutions Lead, Microsoft Business Solutions Microsoft Asia Customer buying behavior has fundamentally changed therefore,

More information

Enhancing Productivity. Enabling Success. Sage CRM

Enhancing Productivity. Enabling Success. Sage CRM Enhancing Productivity. Enabling Success. Sage CRM Customer Relationship Management Customer Relationship Management (CRM) is far more than just a software application. It is a business solution that gives

More information

Where CRM Falls Short and What to Do About It. Ron Siahpoosh

Where CRM Falls Short and What to Do About It. Ron Siahpoosh Where CRM Falls Short and What to Do About It Ron Siahpoosh Where CRM Falls Short and What to Do About It Ron Siahpoosh CRM software has the potential to transform companies by helping them strengthen

More information

The Spark Small Business Guide: Graduating from Email Marketing to Marketing Automation

The Spark Small Business Guide: Graduating from Email Marketing to Marketing Automation The Spark Small Business Guide: Graduating from Email Marketing to Marketing Automation MARKETING AUTOMATION is technology that allows you to nurture leads through automated campaigns. Because marketing

More information

CREATE A MARKETING PLAN

CREATE A MARKETING PLAN CREATE A MARKETING PLAN IN 10 EASY STEPS WORKING OUT A PLAN Building a marketing plan is a lot like the first time you go to a gym. There s some apprehension, some indecision, and as a whole you may not

More information

Customer Activation. Marketing with a Measurable Purpose

Customer Activation. Marketing with a Measurable Purpose Customer Activation Marketing with a Measurable Purpose INTRODUCTION As a marketing leader, you need to think about the lifecycle that each of your customers progresses through from potential customer

More information

Companies that use a demand generation technology reported 181% higher average close rates.

Companies that use a demand generation technology reported 181% higher average close rates. Companies that use a demand generation technology reported 181% higher average close rates. 5 Five Core Principles for Empowering Sales Reps with Demand Generation Tools The crisis in the financial market

More information

Your relationships. Your information. Your CRM.

Your relationships. Your information. Your CRM. Your relationships. Your information. Your CRM. Your relationships. Your information. Your CRM. In short, this means CRM without compromise. Your processes for identifying prospects, acquiring customers,

More information

Gain Business Insight and Achieve Sales Success with CRM

Gain Business Insight and Achieve Sales Success with CRM Gain Business Insight and Achieve Sales Success with CRM Salesboom.com Salesboom.com looks at the challenges businesses face in their attempts to increase sales success and the On-Demand Customer Relationship

More information

Lead Generation Best Practices:

Lead Generation Best Practices: How to Improve the Quality and Cost of B2B Leads A White Paper Introduction: In today s age of competitive markets and shrinking budgets, marketing and sales teams are stretched extremely thin, forcing

More information

IBM Global Business Services Microsoft Dynamics CRM solutions from IBM

IBM Global Business Services Microsoft Dynamics CRM solutions from IBM IBM Global Business Services Microsoft Dynamics CRM solutions from IBM Power your productivity 2 Microsoft Dynamics CRM solutions from IBM Highlights Win more deals by spending more time on selling and

More information

Got CRM? WHY YOU NEED MARKETING AUTOMATION, TOO. AN ACT-ON ebook

Got CRM? WHY YOU NEED MARKETING AUTOMATION, TOO. AN ACT-ON ebook Got CRM? WHY YOU NEED MARKETING AUTOMATION, TOO AN ACT-ON ebook MARKETING AUTOMATION IS THE MARKETING COUNTERPART TO YOUR CRM SALES SYSTEM. CRM SUPPORTS SALES... Your established customer relationship

More information

PIVOTAL CRM. CRM that does what you want it to do BROCHURE

PIVOTAL CRM. CRM that does what you want it to do BROCHURE PIVOTAL CRM CRM that does what you want it to do BROCHURE THE PIVOTAL CRM PHILOSOPHY THE PIVOTAL ADVANTAGE Today s business world is a fast moving and dynamic environment one in which your teams expect

More information

More Enquiries, Same Budget: Solving the B2B Marketer s Challenge

More Enquiries, Same Budget: Solving the B2B Marketer s Challenge More Enquiries, Same Budget: Solving the B2B Marketer s Challenge You need to increase inbound enquiries, both in volume and quality, but your budget is restricted. Sound familiar? Prospect Analytics offers

More information

Sage 300 ERP 2014 Get more done.

Sage 300 ERP 2014 Get more done. Sage 300 ERP 2014 Get more done. Get more done by connecting your business, providing a better customer experience, and increasing revenue. New web and mobile functionality: driving better customer experiences

More information

35 Examples How Sales Teams Benefit from Microsoft Dynamics CRM

35 Examples How Sales Teams Benefit from Microsoft Dynamics CRM 35 Examples How Sales Teams Benefit from Microsoft Dynamics CRM Achieving Growth Targets 1. Managing Sales Goals Sales teams need to know how they re performing in comparison to their sales goals. Are

More information

Effective B2B Selling. The Guide to Effective B2B Selling with Insights

Effective B2B Selling. The Guide to Effective B2B Selling with Insights Effective B2B Selling The Guide to Effective B2B Selling with Insights What this ebook is: It s a guide written to show professionals in Microsoft Dynamics CRM how to increase their productivity using

More information

White Paper. An itelligence White Paper SAP Cloud for Sales: An Innovative Approach to Navigating a New Era of Sales Challenges

White Paper. An itelligence White Paper SAP Cloud for Sales: An Innovative Approach to Navigating a New Era of Sales Challenges White Paper An itelligence White Paper SAP Cloud for Sales: An Innovative Approach to Navigating a New Era of Sales Challenges SAP Cloud for Sales: An Innovative Approach to Navigating a New Era of Sales

More information

GET REAL ABOUT BUSINESS DEVELOPMENT. BUSINESS DEVELOPMENT FROM THOMSON REUTERS ELITE CHANGES THE GAME.

GET REAL ABOUT BUSINESS DEVELOPMENT. BUSINESS DEVELOPMENT FROM THOMSON REUTERS ELITE CHANGES THE GAME. GET REAL ABOUT BUSINESS DEVELOPMENT. BUSINESS DEVELOPMENT FROM THOMSON REUTERS ELITE CHANGES THE GAME. 2 THE MARKET HAS CHANGED. DOES YOUR FIRM HAVE THE TOOLS TO KEEP UP? Person-to-person contact with

More information

The Buyer 2.0 Content Strategy Checklist

The Buyer 2.0 Content Strategy Checklist The Buyer 2.0 Content Strategy Checklist Consumers have dramatically changed the way they buy products and services in the past seven years. Today, buyers are taking the lead in the decision-making process,

More information

HOW A CRM SOLUTION HELPS SMALL BUSINESSES

HOW A CRM SOLUTION HELPS SMALL BUSINESSES Book 3 of 4 HOW A CRM SOLUTION HELPS SMALL BUSINESSES PART OF THE CRM SUCCESS SERIES Introduction LEARNING ABOUT CRM Technology has changed the game for small businesses. Where department size was once

More information

Guided Selling 101. What Matters Most and What to Ask

Guided Selling 101. What Matters Most and What to Ask Guided Selling 101 What Matters Most and What to Ask 2 What is Guided Selling? Think of Guided Selling as a GPS for the sales person, dynamically providing them the support and guidance they need to reach

More information

Marketing Automation User; 2010 marketing review notes and 2011 plans

Marketing Automation User; 2010 marketing review notes and 2011 plans Marketing Automation User; 2010 marketing review notes and 2011 plans Each December we ask our marketing customers if they would like to participate in a short, informal yearend review. The scope of the

More information

what is Interactive Content & why it works

what is Interactive Content & why it works what is Interactive Content & why it works About SnapApp SnapApp s content marketing platform gives companies the power to drive engagement, generate leads and increase revenue by easily creating, publishing,

More information

IS YOUR WEBSITE LEAKING LEADS?

IS YOUR WEBSITE LEAKING LEADS? GETSMARTCONTENT ACCOUNT BASED MARKETING IS YOUR WEBSITE LEAKING LEADS? Always Relevant Marketing Catches Missed Opportunities to Connect www.getsmartcontent.com I. THE DREAM OF THE MARKETER It s the dream

More information

Contract Management Software

Contract Management Software White Paper Contract Management Software Buyers Tips, hints and invaluable guidance An invaluable guide for buyers of Contract Management Software. Covering the entire procurement cycle, this guide highlights

More information

Email Marketing and Marketing Automation in Complex Buying Processes

Email Marketing and Marketing Automation in Complex Buying Processes Email Marketing and Marketing Automation in Complex Buying Processes Email Marketing and Marketing Automation in Complex Buying Processes 1 Introduction We often hear the question: How is Marketing Automation

More information

How to Optimize Your Web Presence for Lead Generation

How to Optimize Your Web Presence for Lead Generation How to Optimize Your Web Presence for Lead Generation Introduction B2B Buyer behaviour is changing. In Four B2B Buyer Behaviour Trends Changing Business we identified and explored four key trends that

More information

Mothernode CRM SALES & MARKETING EDITION

Mothernode CRM SALES & MARKETING EDITION Mothernode CRM SALES & MARKETING EDITION Increase lead acquisition and conversion, measure campaign revenue and integrate with popular marketing applications. Mothernode CRM The easiest way to run your

More information

New Solutions New Opportunities

New Solutions New Opportunities New Solutions New Opportunities What is Penton Marketing Services Penton Marketing Services offers a full range of content solutions, digital services and lead nurturing and qualifying services that leverage

More information

WHITE PAPER CRM and Marketing Automation. Integration for the Ultimate ROI

WHITE PAPER CRM and Marketing Automation. Integration for the Ultimate ROI WHITE PAPER CRM and Marketing Automation Integration for the Ultimate ROI The B2B sales and marketing landscape has changed tremendously. Marketers no longer gather copious amounts of leads and hand them

More information

SAP Solution Overview: SAP Cloud for Sales Sell Smarter and Engage to Win with SAP Cloud for Sales

SAP Solution Overview: SAP Cloud for Sales Sell Smarter and Engage to Win with SAP Cloud for Sales SAP Solution Overview: SAP Cloud for Sales Sell Smarter and Engage to Win with SAP Cloud for Sales SAP Cloud for Sales 1 Selling today is more complex than ever. You need to know your customer s unique

More information

The best of gamification, big data and neuroscience in one powerfully simple solution. Mobile Sales Enablement

The best of gamification, big data and neuroscience in one powerfully simple solution. Mobile Sales Enablement The best of gamification, big data and neuroscience in one powerfully simple solution. Mobile Sales Enablement The radically new way to boost sales force success in minutes! Despite big investments in

More information

New to CRM? Discover Cloud Delivered CRM in 30 minutes!

New to CRM? Discover Cloud Delivered CRM in 30 minutes! New to CRM? Discover Cloud Delivered CRM in 30 minutes! Software applications delivered over the Cloud and based on the SaaS subscription model have gone through hyper growth over the last few years and

More information

Customer Timeline - New in Summer 2012. Web Lead Capture - New in Summer 2012. Built-In Dashboards - New in Summer 2012

Customer Timeline - New in Summer 2012. Web Lead Capture - New in Summer 2012. Built-In Dashboards - New in Summer 2012 What s New Maximizer CRM 12 Features New Mobile Access User Interface Enhanced Mobile Access Appointment Management Enhanced Web Access User Interface Improved Web Access Speed & Navigation LinkedIn Integration

More information

What s the difference between email marketing and marketing automation?

What s the difference between email marketing and marketing automation? Marketing automation is a technology platform for marketers to create, nurture, and pass leads to sales. Most marketing automation platforms (MAPs) have functions for email marketing, social media, contact

More information

Spotting Opportunities With Your CRM

Spotting Opportunities With Your CRM white paper Spotting Opportunities With Your CRM 3 Must-Fix Issues To Boost Lead Conversion & Accelerate Deals In today s competitive environment, companies are both increasing their investments in lead

More information

THE 10 Ways that Digital Marketing + Big Data =

THE 10 Ways that Digital Marketing + Big Data = 1 Ways that Digital Marketing + Big Data = Sales Productivity The best global companies are transforming the way they market and sell. Here s how! Evolves into Digital TOP 10 about us MarketBridge is a

More information

PUTTING THE i IN CRM. Series 1: The Impact to the Sales Team. ebook

PUTTING THE i IN CRM. Series 1: The Impact to the Sales Team. ebook PUTTING THE i IN CRM Series 1: The Impact to the Sales Team. ebook Table of Contents Section I Empowering the Individual 3 Section II Management Benefits 6 of Individualized CRM Section III Expanding your

More information

THE BIG EASY GUIDEBOOK TO MARKETING AUTOMATION

THE BIG EASY GUIDEBOOK TO MARKETING AUTOMATION THE BIG EASY GUIDEBOOK TO MARKETING AUTOMATION The essential guide to EASILY creating sophisticated, automated marketing programs that drive revenue 2009 Marketo, Inc. All rights reserved Forget the Hard

More information

8 New Year s Resolutions for B2B Marketers. Take your content marketing to the next level in the new year!

8 New Year s Resolutions for B2B Marketers. Take your content marketing to the next level in the new year! 8 New Year s Resolutions for B2B Marketers Take your content marketing to the next level in the new year! With the new year quickly approaching, there s no better time to start thinking about your marketing

More information

Re-energizing Field Sales Staff

Re-energizing Field Sales Staff Re-energizing Field Sales Staff I was recently at an Indian wedding, a vibrant celebration that lasted two days. By the end of Day 2, I met 20 different people, whom I connected with on Facebook and other

More information

Things you should be doing with Salesforce

Things you should be doing with Salesforce Things you should be doing with Salesforce Postcode Anywhere has teamed up with Salesforce experts, Westbrook, to put together top tips on how you can use Salesforce to its full potential. Introduction

More information

Powering Marketing. The Five Tenets of Modern Marketing in Financial Services and Insurance. Marketing Technology

Powering Marketing. The Five Tenets of Modern Marketing in Financial Services and Insurance. Marketing Technology Powering Marketing Transformation The Five Tenets of Modern Marketing in Financial Services and Insurance Targeting Engagement Conversion Analytics Marketing Technology THE FIVE TENETS OF MODERN MARKETING

More information

ez Marketing Automation

ez Marketing Automation ez Marketing Automation The next generation digital experience solution to accelerate sales conversion and boost customer engagement. Today marketers are challenged by their colleagues in sales to increase

More information

Affordable solutions designed for SMEs as well as large enterprises.

Affordable solutions designed for SMEs as well as large enterprises. edition 3 The world around us is changing constantly. It s almost impossible to keep up with technological developments. But you can t change your ERP system overnight. After all, this is often a comprehensive,

More information

SOLUTIONS FOR CORPORATIONS READ ALL ABOUT IT HOW NEWS MONITORING CAN HELP A BUSINESS COMPETE. bloomberg.com/content-service

SOLUTIONS FOR CORPORATIONS READ ALL ABOUT IT HOW NEWS MONITORING CAN HELP A BUSINESS COMPETE. bloomberg.com/content-service READ ALL ABOUT IT HOW NEWS MONITORING CAN HELP A BUSINESS COMPETE It s important for companies of all sizes to stay up-to-date on their industry, competitors and customers. And, with so many media outlets

More information

The Data-Driven Marketer s Guide to Interactive Content and Event Data. 8 Tips to Attract, Engage, and Convert More Event Leads

The Data-Driven Marketer s Guide to Interactive Content and Event Data. 8 Tips to Attract, Engage, and Convert More Event Leads The Data-Driven Marketer s Guide to Interactive Content and Event Data 8 Tips to Attract, Engage, and Convert More Event Leads Events are about more than just the planning of logistics. Events are about

More information

Pivotal CRM for Small and Mid-Sized Business. Big Benefits. Small Price.

Pivotal CRM for Small and Mid-Sized Business. Big Benefits. Small Price. Pivotal CRM for Small and Mid-Sized Business Big Benefits. Small Price. Before Pivotal CRM, we were like an eight-cylinder car that was operating on only two cylinders. When we jumped into Pivotal CRM,

More information

10 TIPS FOR ACCELERATING YOUR PIPELINE

10 TIPS FOR ACCELERATING YOUR PIPELINE 10 TIPS FOR ACCELERATING YOUR PIPELINE Accelerate the Funnel The average sales cycle length has increased 22% over the past five years due to more decision makers being involved in the buying process (SiriusDecisions).

More information

5IMPROVE OUTBOUND WAYS TO SALES PERFORMANCE: Best practices to increase your pipeline

5IMPROVE OUTBOUND WAYS TO SALES PERFORMANCE: Best practices to increase your pipeline WAYS TO 5IMPROVE OUTBOUND SALES PERFORMANCE: Best practices to increase your pipeline table of contents Intro: A New Way of Playing the Numbers Game One: Find the decision maker all of them Two: Get ahead

More information

Reshaping Field Marketing. in a Digital World

Reshaping Field Marketing. in a Digital World Reshaping Field Marketing in a Digital World CONTENTS Introduction... 2 Challenge... 3 Reshaping Field Marketing for a Digital World... 3-6 Digital World Introduction The increasing use of the Internet

More information

Customizing and Integrating

Customizing and Integrating Customizing and Integrating CRM The Essential Guide 1 THE ESSENTIAL CRM BUYER S GUIDE INTRODUCTION What s in this Guide This guide is meant to help business who are using Zoho CRM software, specifically

More information

Oracle Business Intelligence Commenting & Annotations Solution Brief

Oracle Business Intelligence Commenting & Annotations Solution Brief Oracle Business Intelligence Commenting & Annotations Solution Brief Collaborative BI Provides: Enhanced application functionality Increased user adoption Social engagement Additional ROI metrics for BI

More information

Sage CRM Solutions. CRM The Way You Want It. Freedom

Sage CRM Solutions. CRM The Way You Want It. Freedom Sage CRM Solutions freedom of choice CRM The Way You Want It. Sage CRM Solutions Freedom Picture all of your customers in a single room. It s a big room. You look left. You look right. You see row upon

More information

ROI of Marketing Automation a comprehensive look at how marketing automation delivers exceptional return on investment for users

ROI of Marketing Automation a comprehensive look at how marketing automation delivers exceptional return on investment for users ROI of Marketing Automation a comprehensive look at how marketing automation delivers exceptional return on investment for users one CHAPTER ONE The FYI on ROI Of the newest breed of marketing tools, marketing

More information

CUSTOMER RELATIONSHIP MANAGEMENT FOR MANUFACTURING

CUSTOMER RELATIONSHIP MANAGEMENT FOR MANUFACTURING WWW.HSO.COM The rise of CRM and how it s transforming business interactions CUSTOMER RELATIONSHIP MANAGEMENT FOR MANUFACTURING Why customer loyalty pays dividends Delivering a personal experience Unsurprisingly,

More information

WHITE PAPER Turning Insight Into Action. The Journey to Social Media Intelligence

WHITE PAPER Turning Insight Into Action. The Journey to Social Media Intelligence WHITE PAPER Turning Insight Into Action The Journey to Social Media Intelligence Turning Insight Into Action The Journey to Social Media Intelligence From Data to Decisions Social media generates an enormous

More information

TOP 10. Features Small and Medium Businesses

TOP 10. Features Small and Medium Businesses Introduction Once thought of as only relevant for enterprises, CRM technology is increasingly being used by small and medium businesses across industries. Even the smallest organizations recognize the

More information

Lead Scoring for Success. A practical guide to achieving better results with lead scoring

Lead Scoring for Success. A practical guide to achieving better results with lead scoring Lead Scoring for Success A practical guide to achieving better results with lead scoring Lead Scoring The Growing Need for Lead Scoring The Growing Need for Lead Scoring A company s website is still one

More information

Successful Steps and Simple Ideas to Maximise your Direct Marketing Return On Investment

Successful Steps and Simple Ideas to Maximise your Direct Marketing Return On Investment Successful Steps and Simple Ideas to Maximise your Direct Marketing Return On Investment By German Sacristan, X1 Head of Marketing and Customer Experience, UK and author of The Digital & Direct Marketing

More information

Going Beyond The Obvious With Predictive Analytics

Going Beyond The Obvious With Predictive Analytics Going Beyond The Obvious With Predictive Analytics How Progressive Marketing Organizations Are Looking Beyond Behavioral Triggers To Truly Understand Their Best Potential Customers In the world of B2B

More information

ebook 10 TIPS FOR USING FOR LEAD GENERATION

ebook 10 TIPS FOR USING FOR LEAD GENERATION ebook 10 TIPS FOR USING FOR LEAD GENERATION 10 Tips for Using SlideShare For Lead Generation The rise of visual content marketing is forcing marketers everywhere to re-evaluate their overall strategy.

More information

Table of Contents. Introduction 3. Why You Need a Customer Relationship Management (CRM) System 4. The Sales and Marketing Funnel 8

Table of Contents. Introduction 3. Why You Need a Customer Relationship Management (CRM) System 4. The Sales and Marketing Funnel 8 Table of Contents Introduction 3 Why You Need a Customer Relationship Management (CRM) System 4 Key benefits of CRM systems 4ting Sales Processes via Email 6 Why email? 6 Sales email cycles 7 The Sales

More information

Your relationships. Your information. Your CRM - without compromise.

Your relationships. Your information. Your CRM - without compromise. Your relationships. Your information. Your CRM - without compromise. The reason Saleslogix stood out to us the most was because we re a very unique company and perform a very unique service, and needed

More information

Enhancing Business Development with Marketing Automation A BUSINESS GROWTH GUIDE BY GORILLA 76

Enhancing Business Development with Marketing Automation A BUSINESS GROWTH GUIDE BY GORILLA 76 Enhancing Business Development with Marketing Automation A BUSINESS GROWTH GUIDE BY GORILLA 76 The future of marketing has arrived. Rather than big media budgets and guessing games, it s rooted in smart

More information

CRM: The Golden Rules CRM. The Golden Rules. Part of the Waterdale Group of Companies

CRM: The Golden Rules CRM. The Golden Rules. Part of the Waterdale Group of Companies CRM The Golden Rules 2 1 CRM isn t just technology, it s a way of life 2 Who is the customer? Nobody has all the answers when it comes to the perfect customer strategy. But there are some basic principles

More information

How to Choose the Best Inbox Integration for Salesforce

How to Choose the Best Inbox Integration for Salesforce How to Choose the Best Inbox Integration for Salesforce This guide is written for information technology specialists who are looking for ways to improve Salesforce productivity. Salesforce is one of the

More information

9 Principles of Killer Dashboards SELL. SERVICE. MARKET. SUCCEED.

9 Principles of Killer Dashboards SELL. SERVICE. MARKET. SUCCEED. 9 Principles of Killer Dashboards SELL. SERVICE. MARKET. SUCCEED. The information provided in this e-book is strictly for the convenience of our customers and is for general informational purposes only.

More information

NINE WAYS TO GET YOUR SALESPEOPLE TO FOLLOW UP ON MORE LEADS by Mari Anne Vanella The Vanella Group, Inc

NINE WAYS TO GET YOUR SALESPEOPLE TO FOLLOW UP ON MORE LEADS by Mari Anne Vanella The Vanella Group, Inc NINE WAYS TO GET YOUR SALESPEOPLE TO FOLLOW UP ON MORE LEADS by Mari Anne Vanella The Vanella Group, Inc Despite advances in CRM, Marketing Automation, and Lead Management, there are still too many leads

More information

The CRM Buyer s Guide. for Humans

The CRM Buyer s Guide. for Humans The CRM Buyer s Guide for Humans In today s technology-dependent world, nearly every company needs software to gain a competitive advantage and achieve success. Specifically, the need to efficiently and

More information

32 Benefits of Pipeliner CRM

32 Benefits of Pipeliner CRM SLIDE DECK: 32 Benefits of r CRM www.pipelinersales.com 32 Benefits of r CRM r originally was designed as a tool for sales empowerment. With its newest release r meets the highest requirements for enterprise

More information

Cloud Sales Management System. Sales Leads Strategy

Cloud Sales Management System. Sales Leads Strategy Cloud Sales Management System Click Here to View a Presentation of the Sales Leads Strategy Effective Sales Leads + Effective Account Assignment = Improved Prospecting Performance & Profitable Sales Growth

More information

Gamification for Enhanced Sales Performance

Gamification for Enhanced Sales Performance Gamification for Enhanced Sales Performance Executive Summary Engaged Enterprise is a new term used to describe today s leading-edge companies that are successfully and actively engaging every aspect of

More information

Coaching your inside sales team to improve online lead conversion

Coaching your inside sales team to improve online lead conversion Coaching your inside sales team to improve online lead conversion Five essential tips to help them get better results As a marketer, you do the best you can to cultivate and prioritize leads so they are

More information

Microsoft Dynamics CRM. Salesforce.com. 8 Reasons Microsoft is the Better Investment. versus

Microsoft Dynamics CRM. Salesforce.com. 8 Reasons Microsoft is the Better Investment. versus versus 8 Reasons Microsoft is the Better Investment 2015 versus : The Choice is Clear When you choose a business management system, the last thing you want is to be surprised once you ve gone through the

More information

Tom Braekeleirs Product Marketing Manager Microsoft Dynamics. Joerg Lorenz Chief Executive Officer ITIS AG

Tom Braekeleirs Product Marketing Manager Microsoft Dynamics. Joerg Lorenz Chief Executive Officer ITIS AG Tom Braekeleirs Product Marketing Manager Microsoft Dynamics Joerg Lorenz Chief Executive Officer ITIS AG Agenda Market Trends and Challenges The Customer-Centric Business Strategies for Profitable Growth

More information

Align Sales and Marketing to Increase Sales

Align Sales and Marketing to Increase Sales Align Sales and Marketing to Increase Sales Using an integrated marketing platform makes the lifecycle of the customer experience visible and measurable, allowing sales and marketing to share real-time

More information

Transforming Customer Data into Customer Journeys. Using Sales Cloud and Marketing Cloud to Personalize Every Interaction

Transforming Customer Data into Customer Journeys. Using Sales Cloud and Marketing Cloud to Personalize Every Interaction Transforming Customer Data into Customer Journeys Using Sales Cloud and Marketing Cloud to Personalize Every Interaction Table of Contents Enable the Single View of the Customer 4 Facilitate Customer Journeys

More information

7 big breakthroughs in 2014 for sales

7 big breakthroughs in 2014 for sales 7 big breakthroughs in 2014 for sales Get to the future, faster. Your sales team will thank you. To grow revenue, you need more than a simple Customer Relationship Management (CRM) application. That s

More information

9 Reasons Your Product Needs. Better Analytics. A Visual Guide

9 Reasons Your Product Needs. Better Analytics. A Visual Guide 9 Reasons Your Product Needs Better Analytics 02 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 A Visual Guide Better Analytics for Your Users Table of Contents Introduction... 2 As a product

More information

THE ANALYTICS CLOUD REVIEW

THE ANALYTICS CLOUD REVIEW THE ANALYTICS CLOUD REVIEW A PRIMER FOR B2B MARKETERS www.brightfunnel.com sales@brightfunnel.com 90% of the world s data has been created in the last two years 1. At the heart of this data lies a wealth

More information

Targeted measurable marketing

Targeted measurable marketing Targeted measurable marketing Plan, execute and measure your campaigns An invaluable tool for marketers, enables your marketing teams to plan, execute, and measure the success of every marketing campaign.

More information

TURN YOUR WEBSITE INTO A PROFIT ENGINE

TURN YOUR WEBSITE INTO A PROFIT ENGINE TURN YOUR WEBSITE INTO A PROFIT ENGINE Turning your website into a profit engine: where to start In a competitive market, generating more leads from your website traffic has become crucial to maximising

More information

NetSuite CRM+ Powerful CRM That Drives The Complete Customer Lifecycle. Why NetSuite CRM+? NETSUITE BENEFITS. Data Sheet

NetSuite CRM+ Powerful CRM That Drives The Complete Customer Lifecycle. Why NetSuite CRM+? NETSUITE BENEFITS. Data Sheet NetSuite CRM+ Powerful CRM That Drives The Complete Customer Lifecycle Data Sheet NETSUITE BENEFITS Benefits experienced by organizations using NetSuite CRM+ include 1 : Improve sales productivity by 15%

More information

The funnel and the phone:

The funnel and the phone: WHITEPAPER The funnel and the phone: How to best use telemarketing to target today s business buyers In association with: The funnel and the phone New technology has radically transformed both business

More information

White Paper. Sales and Marketing Alignment: Creating a B2B Revenue Engine

White Paper. Sales and Marketing Alignment: Creating a B2B Revenue Engine Sales and Marketing Alignment: Creating a B2B Revenue Engine Sales and Marketing Alignment: Creating a B2B Revenue Engine Fueling the B2B Revenue Engine Sales and marketing alignment is not new, and it

More information

WHITE PAPER Social Media In Technology. A Unified Strategy for Success

WHITE PAPER Social Media In Technology. A Unified Strategy for Success WHITE PAPER Social Media In Technology A Unified Strategy for Success Social Media In Technology A Unified Strategy for Success Technology companies pride themselves on being early adopters of the newest

More information

57% 30% 5.4 Stakeholders 53% 97% Customers are. Reps only retain. Average B2B purchase decisions have

57% 30% 5.4 Stakeholders 53% 97% Customers are. Reps only retain. Average B2B purchase decisions have Average B2B purchase decisions have 5.4 Stakeholders Customers are 57% through the buying process before they talk to the supplier Reps only retain 30% of training information within 1 week Cold calls

More information