Better Sales Leads and Conversion Rates in a 360-Degree World

Size: px
Start display at page:

Download "Better Sales Leads and Conversion Rates in a 360-Degree World"

Transcription

1 Growth Services Selling Power: Better Sales Leads and Conversion Rates in a 360-Degree World

2 Better Sales Leads and Conversion Rates in a 360-Degree World THE LEADERSHIP CHALLENGE: A WEALTH OF DATA Today, buyers are actively engaging online to research products, share referrals, and evaluate purchase decisions. They re also highly active on social networks and leaning heavily on mobile devices to consume content, engage brands, and purchase products. These shifts have had an enormous impact on companies, particularly those that operate in highvolume selling environments. Consider the following trends and statistics: Widespread online activity among consumers has left companies with a wealth of data to sift through and mine for selling opportunities. As of 2013, a full 90 percent of the world s data was generated in 2011 and 2012 alone. 1 Because the customers are entering the buying process via many different touch points (e.g., Website interactions, social media channels, call centers, etc.), companies must be equipped with systems, tools, and processes to collect and intelligently leverage data generated by these interactions. The sales cycle as it existed a decade ago no longer exists, as up to 60 percent of the business-to-business (B2B) sales cycle is complete before prospects talk with a sales representative. 2 This means there is more pressure than ever on marketing teams to create a valuable experience for customers before they talk with sales representatives. Every interaction counts, which means that marketers are getting more sophisticated in the ways they use analytics and programmatic media buying. Industry experts say that social and mobile trends are rising in tandem. Mobile is inherently a digital opportunity, say International Data Corporation (IDC) analysts Melissa O Brien and Peter Marston. Marketers work to optimize messaging for mobile devices. In short, the challenge for sales and marketing leaders in this era is to figure out how to effectively bridge the gaps between marketing, sales, and customer care in order to deliver a cohesive customer experience that meets and exceeds the needs and expectations of today s buyer. THE ROLE OF ANALYTICS AND AUTOMATION Analyst firm IDC says analytics is vital to sales in this new digital age. Effective tools must not only gather and report lead, prospect, and customer data, but also interpret the data and enable execution strategies based on this interpretation. Enterprise companies already have many existing processes and systems that reach across sales and customer life cycles. The question becomes how to tie these elements to marketing and salespeople to create a completely automated experience. Automation has usually been regarded by leaders as an ideal way to establish more productive and efficient systems across sales and marketing organizations. In this era of the digitally empowered buyer, however, automation has become a must. Thanks to the sheer volume of data now available from social media, digital Trends in Social and Mobile The rise of social networks continues to have a major influence on the way B2B buyers consume content and establish relationships with brands. According to a recent study from IDG Connect, 86 percent of information technology buyers use social media today in their purchase decision process. 3 Because it is a prime source of customer sentiment, it allows marketers to measure and quantify their brand s effectiveness in the market. IDC says one practical reason sales is leveraging social is pure, old-fashioned cost cutting. Companies are focusing marketing spending on less expensive, more efficient solutions. Social channels such as Facebook and Twitter provide free marketing, and all digital channels offer much better measures of ROI in marketing campaigns. So less money spent more effectively on marketing enables lower pricing always an attraction for customers. 2

3 marketing, and interaction with the mobile devices customers now use, companies absolutely need to find ways to integrate automated systems into their processes (see sidebar, Trends in Social and Mobile ). Absent cutting-edge, intelligent, and comprehensive automation, all the riches available in the digital age would be more likely to swamp and paralyze organizations than to enhance sales effectiveness. For example, O Brien and Marston have noted that customer feedback and comments are rampant on , social networks, short message service (SMS), and other online forums. According to O Brien and Marston, Companies are starting to see the ability to use this data to their advantage but AQ360 SM will typically improve qualified leads by 20 percent, and sales reps conversion rates will improve by a further 20 percent. are struggling with how to handle the volume. Furthermore, this struggle to intelligently handle huge data volumes is taking place while customer expectations are shifting into high gear. Customers now expect companies to meet them on their own terms but want to communicate easily with a company in a cadence that works for them. The customer also expects the company to know about these communications, understand them, and react intelligently to the questions or points made. If a company can do this, it personalizes and dramatically strengthens its relationship with the customer. But if it cannot, all that extra communication may just lead to frustration and dissatisfaction. Customers also expect personalization and seamless interactions when dealing with a company at any point during the life cycle, O Brien and Marston note. Often, those expectations are not met. MEETING THE NEW EXPECTATIONS OF CUSTOMERS Smart enterprise sales and marketing leaders are investing in tools that help them leverage the rich data of the digital age and turn customer interactions into a tight, seamless circle across the organization. We integrate sales and Growing Companies in a Real-Time World TeleTech s Growth Services division is truly real-time. Both marketing focus and sales tactics reflect all the available, up-to-the-moment data, converted to attract the best leads, determine their interest, and convert them to customers. Its tools have been proven and recognized. Indeed, the average user of its digital demand-generation tools enjoys a 30 percent increase in sales volume and 20 percent boost in ROI. For example, the sales and marketing analytics in AQ360 SM have helped various companies achieve the following results: Lifted the conversion rate of a global delivery service company by 30 percent and increased sales 20 percent year over year. Generated $20 million in additional revenue in the pipeline for a multinational computer technology corporation, with more than 90 percent of passed leads accepted by sales. Generated new leads with 30 to 45 percent conversion rates in various markets for a multinational automobile manufacturer. Generated $300 million in additional sales for a multinational corporation specializing in Internet services and offerings. Accolades have followed achievement: Revana, a part of TeleTech s Growth Services division, has been named Sales Outsourcing Provider of the Year for three consecutive years. It is also one of the 25 fastest growing search agencies in the United States. marketing and provide the technology and data to better segment and get better ROI [return on investment], says Michael Behrens, senior vice president of TeleTech s Growth Services division. For example, AQ360 SM enables firms to enhance high-volume, fast-cycle sales by leveraging the mobile and social interactions of customers. The end-to-end solution helps sales teams harness more than 400 data points including more than 300 from marketing, 15 from live sales contacts, and 150 from sales operations and makes sure sellers and marketers have easy access to intelligence from digital sales interactions, marketing automation, lead nurturing data, and personal sales conversations. 3

4 Pricing Models for AQ360 SM The solutions and the stunning improvements they can bring to organizations are available on attractive terms. Revana has two pricing models for AQ360 SM. The first is a combination of a percentage of online media managed plus a fee for professional sales services. The second is performance in accordance with such performance metrics as delivery of digital demand generated, qualified leads, sales conversions and/or revenue all of which TeleTech s Growth Services division is completely responsible for and controls. In today s digital environment, this kind of solution bridges the gaps between marketing management, online visits and content, salespeople, and sales management. The tool has a tremendous capacity to influence business strategy and leadership decisions. Consider the insight AQ360 SM provides; it tracks the amount of the sale, how long the entire cycle took, geographic location of the prospect, what kinds of content the prospect has consumed on your Website, Website interactions, how many conversations with the prospect were required, and how long each conversation took. The product also relates these variables to characteristics such as mobile device used by the prospect, keyword to which the prospect responded, and even time of day. All of this rich prospect data is not simply tracked, analyzed, and reported. It is constantly translated into adjustments in both digital marketing and personal sales tactics. This is highly valuable insight for sales and marketing leaders and essential to their ability to succeed at the ground level. For example, the data rolled up by AQ360 SM determines the priorities of digital leads, to which sales rep a lead is routed, which offer is made to the prospect, and the sales script the rep uses (see sidebar, Growing Companies in a Real-Time World ). All the while, leads, prospects, and even current customers are being contacted and treated the way they want to be contacted and treated, even if they have not said so explicitly. We provide dynamic optimization, says Behrens, the right script to the right rep to make the right offer. No one else does it as dynamically as we do. AQ360 SM detects prospect preferences from their behavior, not a survey. This instant adjustment of sales strategy to preferences can make a huge difference. For example, AQ360 SM found that people who contacted a financial-services company using a smartphone had not done much research, unlike those who used a laptop. By changing the script to reflect this difference, mobile sales increased 221 percent year over year and conversions went up 1,064 percent, according to Jonathan Gray, marketing vice president of TeleTech s Growth Services Division. The dynamic capabilities of AQ360 SM are constantly sifting those 400-plus data points, looking for just these kinds of improvements. The big discoveries about how prospects prefer to be sold come quickly, but new insight steadily emerges as AQ360 SM obtains more data and can segment leads by more variables and combinations of variables. These unique capabilities thus work best for high volumes of digital inquiries and contacts, and they are most effective for sales with relatively short cycles, for example in the insurance, health, or financial industries. Prospects do a lot of research online for these products, and purchasing decisions can be made in as little as 15 minutes of a sales call. In these kinds of markets, Gray estimates that AQ360 SM will typically improve the efficiency of marketing spend in generating qualified leads by 20 percent, and sales reps conversion rates will improve by a further 20 percent (see sidebar, Pricing Models for AQ360 SM ). Comprehensive, dynamic, detailed, and digital, AQ360 SM is a combination of automation and smart professional services that leading analysts have been calling for, and it is gaining recognition for truly impressive sales results. 4

5 ABOUT TELETECH TeleTech, founded in 1982, is a leading global provider of analytics-driven, technology-enabled customer experience business solutions. The Company offers an integrated platform that combines consulting, technology, care and growth services to simplify and personalize interactions that build deep engagement between people and brands. This holistic, multichannel approach improves customer satisfaction, increases customer loyalty and drives long-term profitability and growth. From strategic consulting to operational execution, TeleTech s over 40,000 employees speaking over 50 languages deliver results for Global 1000 clients in the automotive, communications and media, financial services, government, healthcare, technology, transportation and retail industries. Through the TeleTech Community Foundation, the Company leverages its innovative leadership to ensure that students in underserved communities around the globe have access to the tools and support they need to maximize their educational outcomes. For additional information, please visit teletech.com. ABOUT SELLING POWER In addition to Selling Power magazine, the leading periodical for sales managers and sales VPs since 1981, Selling Power Inc. produces the Sales Management Digest and Daily Boost of Positivity online newsletters, as well as a five-minute-video series featuring interviews with top executives. Selling Power is a regular media sponsor of the Sales 2.0 Conference. 1 SINTEF. Big Data, for better or worse: 90% of world s data generated over last two years. ScienceDaily. 2 Scott Gillum. The Disappearing Sales Process. Forbes. 3 Alex Kantrowitz. Social Media Increasingly Important for B-to-B Marketers: Study. Advertising Age /14

Targeting. 5 Tenets. of Modern Marketing

Targeting. 5 Tenets. of Modern Marketing 5 Tenets of Modern Marketing Targeting The foundation of any effective Modern Marketing effort is to ensure you have a clear and accurate picture of your potential customers. Without the proper strategies

More information

Customer Experience Management

Customer Experience Management Customer Experience Management Best Practices for Voice of the Customer (VoC) Programmes Jörg Höhner Senior Vice President Global Head of Automotive SPA Future Thinking The Evolution of Customer Satisfaction

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

The Next Generation of Retail Customer Interaction

The Next Generation of Retail Customer Interaction RETAIL The Next Generation of Retail Customer Interaction Strategies and Technologies for Meeting the Evolving Needs of Retail Customers The Next Generation of Retail Customer Interaction Strategies and

More information

Using Analytics to Improve Your Interactions with Customers

Using Analytics to Improve Your Interactions with Customers Consulting Using Analytics to Improve Your Interactions with Customers By Mike McGuirk, Consulting Services Using Analytics to Improve Your Interactions with Customers The use of customer analytics across

More information

All statistics mentioned in this report were taken from the 2014 survey unless otherwise noted.

All statistics mentioned in this report were taken from the 2014 survey unless otherwise noted. About this Report In May 2014, Bizo, in association with Oracle Marketing Cloud, surveyed more than 500 business executives about their companies lead nurturing challenges and strategies. The survey revealed

More information

Elevate your Client Relationships by Solving the Channel Marketing Challenge

Elevate your Client Relationships by Solving the Channel Marketing Challenge CONTENT SYNDICATION E-COMMERCE BUSINESS INTEGRATION business integration BUSINESS INTELLIGENCE Elevate your Client Relationships by Solving the Channel Marketing Challenge For Consultants and Agencies

More information

Marketing Report. 2013 survey results. Yesler Software Shortlist Maximizer Hanley Wood. Sponsored by

Marketing Report. 2013 survey results. Yesler Software Shortlist Maximizer Hanley Wood. Sponsored by Marketing Report 2013 survey results Sponsored by Yesler Software Shortlist Maximizer Hanley Wood Introduction B2B buyer behavior has been changing dramatically over the last few years as buyers become

More information

Engage your customers

Engage your customers Business white paper Engage your customers HP Autonomy s Customer Experience Management market offering Table of contents 3 Introduction 3 The customer experience includes every interaction 3 Leveraging

More information

Case Study: Closing The Loop

Case Study: Closing The Loop Case Study: Closing The Loop Connect digital marketing data and offline sales data to get true ROI with this cost-effective approach to Customer Intelligence. As digital marketing techniques and technologies

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

to Maximize Return on Investment with Marketing Automation

to Maximize Return on Investment with Marketing Automation 4 Ways to Maximize Return on Investment with Marketing Automation 4 Ways to Maximize Return on Investment with Marketing Automation The Challenge: Maximising the time and money you invest in the online

More information

Customer Experience Management

Customer Experience Management Customer Experience Management 10 tips for the successful development and execution of Chris Bland Research Director SPA Future Thinking Introduction, sometimes referred to as Customer Feedback Programmes,

More information

CONTENT MARKETING AND SALES EFFECTIVENESS SURVEY

CONTENT MARKETING AND SALES EFFECTIVENESS SURVEY CONTENT MARKETING AND SALES EFFECTIVENESS SURVEY RESEARCH CONDUCTED BY ESTABLISH A COHESIVE, TWO-WAY COMMUNICATION STREAM BETWEEN YOUR SALES TEAM AND MARKETING DEPARTMENT Our main objective was to understand

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

Why Automation Should Drive Your Marketing Engagement, Starting Now

Why Automation Should Drive Your Marketing Engagement, Starting Now Why Automation Should Drive Your Marketing Engagement, Starting Now Do we need a marketing automation system? If you re planning on marketing in 2016 and beyond, the answer is Yes. The truth of the matter

More information

Your Complete CRM Handbook

Your Complete CRM Handbook Your Complete CRM Handbook Introduction Introduction Chapter 1: Signs You REALLY Need a CRM Chapter 2: How CRM Improves Productivity Chapter 3: How to Craft a CRM Strategy Chapter 4: Maximizing Your CRM

More information

Key Statistics via Research

Key Statistics via Research Salesforce Marketing Cloud Sales Competition Purdue Center for Professional Selling Tangerine Computers Inc. is a privately owned multinational computer technology company based in Citrus Grove, Florida,

More information

WHITE PAPER MULTI-CHANNEL CAMPAIGNS IN A CONNECTED WORLD. Create and deploy IT solutions for business

WHITE PAPER MULTI-CHANNEL CAMPAIGNS IN A CONNECTED WORLD. Create and deploy IT solutions for business WHITE PAPER MULTI-CHANNEL CAMPAIGNS IN A CONNECTED WORLD White paper - Multi-Channel Campaigns in a Connected World - Prodware 1 Create and deploy IT solutions for business Navigating Multi-channel Marketing

More information

THE B2B FULL-FUNNEL MARKETER S HANDBOOK

THE B2B FULL-FUNNEL MARKETER S HANDBOOK THE B2B FULL-FUNNEL MARKETER S HANDBOOK Brand Awareness Content Engagement & Education Lead Generation & Sales Conversions The B2B Full-Funnel Marketer s Handbook For business-to-business marketers, the

More information

Beyond the Click : The B2B Marketer s Guide to Display Advertising

Beyond the Click : The B2B Marketer s Guide to Display Advertising Beyond the Click : The challenge In B2B marketing, the ultimate objective of any campaign is to generate the most qualified leads possible, convert these leads into new opportunities that fill the sales

More information

Patient Relationship Management

Patient Relationship Management Solution in Detail Healthcare Executive Summary Contact Us Patient Relationship Management 2013 2014 SAP AG or an SAP affiliate company. Attract and Delight the Empowered Patient Engaged Consumers Information

More information

OMNI-CHANNEL MARKETING. Top 9 Questions

OMNI-CHANNEL MARKETING. Top 9 Questions OMNI-CHANNEL MARKETING Top 9 Questions TABLE OF CONTENTS 2 3 5 7 8 9 10 11 12 13 14 15 16 Table of Contents Introduction Top 9 Questions How does omni-channel differ from multi-channel marketing? Why is

More information

Analysis. Marketing Automation: Adding Science to the Art of Marketing. April 2011. Service Area. Business Development Strategies

Analysis. Marketing Automation: Adding Science to the Art of Marketing. April 2011. Service Area. Business Development Strategies Analysis April 2011 Marketing Automation: Adding Science to the Art of Marketing Service Area Business Development Strategies Comments or Questions? Table of Contents Key Highlights... 2 Introduction...

More information

A White Paper on LEAD MANAGEMENT

A White Paper on LEAD MANAGEMENT A White Paper on LEAD MANAGEMENT MetaConcepts Pvt Ltd 507, D B Road, R S Puram,Coimbatore - 641 002 Phone : 91 422 553109, Fax : 91 422 550072 Email :, Website: www.focus2sell.com Manage Measure and mine

More information

Measure the Value of Customer Experience Improvements

Measure the Value of Customer Experience Improvements WHITE PAPER Measure the Value of Customer Experience Improvements Customer Experience Value Analysis connects customer initiatives to tangible financial impact. A TeleTech Company Table of Contents Key

More information

The Top B2B Marketing Trends to Prioritize

The Top B2B Marketing Trends to Prioritize The Top B2B Marketing Trends to Prioritize B2B marketing is undergoing seismic transformations. With a focus on attracting and engaging a better target audience, tactics, tools, and strategies are evolving

More information

The Definitive Guide to Social CRM

The Definitive Guide to Social CRM The Definitive Guide to Social CRM Maximizing Customer Relationships with Social Media to Gain Market Insights, Customers, and Profit Barton J. Goldenberg Chapter 1 Understanding the Intersection of CRM,

More information

Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead Management.

Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead Management. Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead Management. September 2012 OptifiNow September 2012 Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead

More information

Leveraging Big Social Data

Leveraging Big Social Data Leveraging Big Social Data Leveraging Big Social Data New ways of processing and analyzing Big Data have led to innovations across many industries from software that can diagnose Parkinson s to earthquake

More information

Customer Success Programs: Tools to Close Deals

Customer Success Programs: Tools to Close Deals Customer Success Programs: Tools to Close Deals Integratedcreativecommunications Integratedcreativecommunications contents: CUSTOMER SUCCESS LEADS TO MORE SUCCESS...4 SUCCESS PROGRAM BENEFITS...4 CENTRALIZED

More information

Table of Contents. Copyright 2011 Synchronous Technologies Inc / GreenRope, All Rights Reserved

Table of Contents. Copyright 2011 Synchronous Technologies Inc / GreenRope, All Rights Reserved Table of Contents Introduction: Gathering Website Intelligence 1 Customize Your System for Your Organization s Needs 2 CRM, Website Analytics and Email Integration 3 Action Checklist: Increase the Effectiveness

More information

Solving the Challenge of Lead Management Automation

Solving the Challenge of Lead Management Automation WHITE PAPER Solving the Challenge of Lead Management Automation How We Did It and What We Learned Table of Contents Background... 1 Business Challenges... 2 Adapting to Digital Marketing... 2 Developing

More information

Continuous Customer Dialogues

Continuous Customer Dialogues Continuous Customer Dialogues STRATEGIES FOR GROWTH AND LOYALTY IN MULTI-CHANNEL CUSTOMER-ORIENTED ORGANIZATIONS whitepaper TABLE OF CONTENTS: PAGE Overview...3 The Continuous Customer Dialogue Vision...4

More information

Five Ways to Grow Your Agency with Inbound Marketing

Five Ways to Grow Your Agency with Inbound Marketing Five Ways to Grow Your Agency with Inbound Marketing 1 2 3 4 5 The inbound marketing opportunity for agencies The way B2B prospects research and buy products has changed dramatically over recent years.

More information

Leveraging Data the Right Way

Leveraging Data the Right Way Leveraging Data the Right Way Use It or Lose It Unless organizations use information to drive action, Big Data or any data is more of a liability than an asset. The bottom line: Just get started. Here

More information

Fueling the Revenue Engine:

Fueling the Revenue Engine: ELOQUA WHITE PAPER 2 2 3 4 5 7 9 Introduction 1) Feeding the front end of the funnel 2) Turning responses into qualified leads 3) Measuring the impact of investments 4) Identifying qualified opportunities

More information

How Top B2B Companies Use CRM and Email to Drive Sales and Serve Customers. Joel Book Principal, emarketing Research & Education ExactTarget, Inc.

How Top B2B Companies Use CRM and Email to Drive Sales and Serve Customers. Joel Book Principal, emarketing Research & Education ExactTarget, Inc. 24/7 CRM How Top B2B Companies Use CRM and Email to Drive Sales and Serve Customers Joel Book Principal, emarketing Research & Education ExactTarget, Inc. Key Insights: Real time customer insights and

More information

Five Strategies for Increasing the ROI of Marketing Events

Five Strategies for Increasing the ROI of Marketing Events Five Strategies for Increasing the ROI of Marketing Events Introduction Why Hold Marketing Events? Events, especially marketing events, are a critical tool in any marketer s playbook. According to Forrester

More information

Marketing Automation 2.0 Closing the Marketing and Sales Gap with a Next-Generation Collaborative Platform

Marketing Automation 2.0 Closing the Marketing and Sales Gap with a Next-Generation Collaborative Platform Marketing Automation 2.0 Closing the Marketing and Sales Gap with a Next-Generation Collaborative Platform 4 Contents 1 Executive Summary 2 Defining Marketing Automation 2.0 3 Marketing Automation 1.0:

More information

Agenda Overview for Digital Commerce, 2015

Agenda Overview for Digital Commerce, 2015 G00270685 Agenda Overview for Digital Commerce, 2015 Published: 18 December 2014 Analyst(s): Jennifer Polk Marketing is making a greater impact on, and taking more responsibility for, digital commerce.

More information

Understanding your customer s lifecycle journey

Understanding your customer s lifecycle journey IBM Software Thought Leadership White Paper Customer Analytics Understanding your customer s lifecycle journey Shorten digital purchase cycles by solving conversion struggles 2 Understanding your customer

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

MODERN MARKETING ESSENTIALS GUIDE. MOBILE MARKETING A Prescriptive Guide Fortified to Build Stronger Marketing

MODERN MARKETING ESSENTIALS GUIDE. MOBILE MARKETING A Prescriptive Guide Fortified to Build Stronger Marketing MODERN MARKETING ESSENTIALS GUIDE MOBILE MARKETING A Prescriptive Guide Fortified to Build Stronger Marketing INTRODUCTION The sheer volume of marketing information available today is nearly impossible

More information

An Oracle White Paper October 2010. Siebel Financial Services Customer Relationship Management for Banking

An Oracle White Paper October 2010. Siebel Financial Services Customer Relationship Management for Banking An Oracle White Paper October 2010 Siebel Financial Services Customer Relationship Management for Banking Executive Overview Banks are in constant interaction with customers. A winning and proven strategy

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

Connecting the Dots on the Omnichannel Customer Journey

Connecting the Dots on the Omnichannel Customer Journey A new e-book from TeleTech for sales, marketing, and customer care leaders. Connecting the Dots on the Omnichannel Customer Journey Everybody s talking about omnichannel these days. But what is omnichannel

More information

White Paper. Cross-channel Marketing: Go Mobile. Go Social.

White Paper. Cross-channel Marketing: Go Mobile. Go Social. Cross-channel Marketing: Go Mobile. Go Social. Cross-channel Marketing: Go Mobile. Go Social. Introduction: Mobile and Social Media and Buying Cross-channel marketing is evolving from the vast number of

More information

5 Ways Marketing Automation Provides Job Security for Marketers

5 Ways Marketing Automation Provides Job Security for Marketers Marketers About This White Paper Expectations for business-to-business ( B2B ) organizations to measure return on marketing investments and to justify marketing decisions have never been greater. New marketing

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

THE CUSTOMER EXPERIENCE

THE CUSTOMER EXPERIENCE THE CUSTOMER EXPERIENCE PRIORITY ONE FOR CMOs IN ASSOCIATION WITH: CONTENTS Foreword...2 Introduction...3 Customer experience is the #1 priority for marketing executives... 4 Driving Growth Strategy...7

More information

MARKETING AUTOMATION:

MARKETING AUTOMATION: MARKETING AUTOMATION: A Proven Way to Become Indispensable TABLE OF CONTENTS MARKETING GETS A MAKEOVER... 4 AUTOMATION IN ACTION... 4 ADVANCING MARKETING AUTOMATION TO THE HIGHER UPS... 5 MONEY TALKS...

More information

Technology & Applications. Three Technology Must-Haves to Improve Sales Effectiveness and Boost Win Rates

Technology & Applications. Three Technology Must-Haves to Improve Sales Effectiveness and Boost Win Rates Technology & Applications Three Technology Must-Haves to Improve Sales Effectiveness and Boost Win Rates Executive Summary To drive sales excellence, sales professionals need to monitor their objectives,

More information

Data Driven Marketing

Data Driven Marketing Data Driven Marketing B2B MARKETING AUTOMATION BENCHMARKS FIND. NURTURE. CONVERT. The most challenging obstacles to B2B Marketing Automation success and how marketers will overcome them in the year ahead.

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

MOBILE SALES ENABLEMENT FOR MARKETING AT A GLANCE

MOBILE SALES ENABLEMENT FOR MARKETING AT A GLANCE MOBILE SALES ENABLEMENT FOR MARKETING AT A GLANCE Marketers face many challenges while striving to build brand equity, drive qualified sales leads, and prove a strong return on investment. In a rapidly

More information

InfoGlobalData specialise in B2B Email Lists and Email Appending Services.

InfoGlobalData specialise in B2B Email Lists and Email Appending Services. InfoGlobalData specialise in B2B Email Lists and Email Appending Services. We provide high quality mailing lists for your email marketing needs. Our data intelligence service can provide valuable insight

More information

Paid Search Services

Paid Search Services Paid Search Services Results-driven, mathematical PPC Pay Per Click advertising is widely acknowledged as the most powerful form of direct marketing. Not only are you gaining access to people that want

More information

Survey Says: Consumers Want Live Help

Survey Says: Consumers Want Live Help Session Abstracts Optimization Services Track Survey Says: Consumers Want Live Help October 22 nd, 11:00 am Eastern ATG recently surveyed more than 1,000 Internet users who research, apply for, and buy

More information

The Next Generation of Retail Customer Interaction. Strategies and Technologies for Meeting the Evolving Needs of Retail Customers

The Next Generation of Retail Customer Interaction. Strategies and Technologies for Meeting the Evolving Needs of Retail Customers The Next Generation of Retail Customer Interaction Strategies and Technologies for Meeting the Evolving Needs of Retail Customers The Next Generation of Retail Customer Interaction Strategies and Technologies

More information

ASSESSING CUSTOMER SERVICE MATURITY AN IN-DEPTH LOOK AT MICROSOFT CUSTOMERS

ASSESSING CUSTOMER SERVICE MATURITY AN IN-DEPTH LOOK AT MICROSOFT CUSTOMERS RESEARCH NOTE February 2015 ASSESSING CUSTOMER SERVICE MATURITY AN IN-DEPTH LOOK AT MICROSOFT CUSTOMERS THE BOTTOM LINE Organizations are increasingly challenged to deliver higher quality, more consistent

More information

IBM Software IBM Business Process Management Suite. Increase business agility with the IBM Business Process Management Suite

IBM Software IBM Business Process Management Suite. Increase business agility with the IBM Business Process Management Suite IBM Software IBM Business Process Management Suite Increase business agility with the IBM Business Process Management Suite 2 Increase business agility with the IBM Business Process Management Suite We

More information

Data Management: Foundational Technologies for Health Insurance Exchange Success

Data Management: Foundational Technologies for Health Insurance Exchange Success INDUSTRY BRIEF Data Management: Foundational Technologies for Health Insurance Exchange Success Sponsored by: Informatica Janice W. Young November 2013 IN THIS INDUSTRY BRIEF U.S. health plans have been

More information

White Paper. Transforming Big Data into Insight: Getting Past the Hyperbole

White Paper. Transforming Big Data into Insight: Getting Past the Hyperbole Transforming Big Data into Insight: Getting Past the Hyperbole Transforming Big Data into Insight: Getting Past the Hyperbole Introduction: Big Data, Roadmap to a Big Revenue Opportunity It doesn t matter

More information

Small Businesses Need Contact Centers to Deliver Great Service

Small Businesses Need Contact Centers to Deliver Great Service Small Businesses Need Contact Centers to Deliver Great Service March 2014 Sponsored by: - 1 - DMG Consulting LLC Table of Contents Cloud-Based Contact Center Solutions are Ideal for Small Businesses...

More information

YOUR COMPLETE CRM HANDBOOK EVERYTHING YOU NEED TO KNOW TO GET STARTED WITH CRM

YOUR COMPLETE CRM HANDBOOK EVERYTHING YOU NEED TO KNOW TO GET STARTED WITH CRM YOUR COMPLETE CRM HANDBOOK EVERYTHING YOU NEED TO KNOW TO GET STARTED WITH CRM Introduction WHAT IS CRM? CRM is much more than a buzzy acronym that s been tossed around the business and sales world for

More information

Get on the Fast Track with RSS-Driven Automation.

Get on the Fast Track with RSS-Driven Automation. Get on the Fast Track with RSS-Driven Automation. Streamline your content delivery program through RSS, email, and social media. Maximize reach, increase engagement, build customer trust and, ultimately

More information

MULTICHANNEL MARKETING

MULTICHANNEL MARKETING REPORT Report Multichannel Marketing MULTICHANNEL MARKETING A Study Highlighting Current Approaches and Investment, Opportunities and Key Challenges 1 2 Introduction 4 Key findings 6 Conclusion 19 3 INTRODUCTION

More information

White paper. An Oceanos White Paper, sponsored by Aprimo

White paper. An Oceanos White Paper, sponsored by Aprimo White paper TM Marketing to the Sales Funnel An Oceanos White Paper, sponsored by Aprimo The battle between competitors is being won and lost at the top of the funnel. SiriusDecisions, Demand Creation

More information

Advertising Automation SOFTWARE OVERVIEW

Advertising Automation SOFTWARE OVERVIEW Advertising Automation SOFTWARE OVERVIEW Nanigans powers the world s most successful in-house advertising teams. Automate your customer acquisition and remarketing campaigns using Nanigans, with programmatic

More information

Marketing s New Paradigm: Show Us the Money!

Marketing s New Paradigm: Show Us the Money! A FROST & SULLIVAN EXECUTIVE SUMMARY Marketing s New Paradigm: Show Us the Money! View the ondemand version of the ebroadcast: www.frost.com/paradigm Marketing departments are under a lot of strain right

More information

AMA Marketing Effectiveness Online Seminar Series. Bob Wallach American Marketing Association

AMA Marketing Effectiveness Online Seminar Series. Bob Wallach American Marketing Association AMA Marketing Effectiveness Online Seminar Series Bob Wallach American Marketing Association A wealth of information is available for marketing professionals at www.marketingpower.com The #1 marketing

More information

Streamline Business Processes, Maximize Agent Performance and Enhance the Customer Experience

Streamline Business Processes, Maximize Agent Performance and Enhance the Customer Experience 1 Product Whitepaper: Streamline Business Processes, Maximize Agent Performance and Enhance the Customer Experience Not all contact center agents are created equal, so how do you level the playing field

More information

Customer Relationship Management: Tool or Philosophy?

Customer Relationship Management: Tool or Philosophy? Customer Relationship Management: Tool or Philosophy? A system cannot understand itself. The transformation requires a view from outside. - W. Edward Deming CRM a general perspective: A successful CRM

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

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

10 Steps To Getting Started With. Marketing Automation

10 Steps To Getting Started With. Marketing Automation So the buzz about marketing automation and what the future holds for marketing in general finally got to you. Now you are ready to start using marketing automation and are not really sure where to start.

More information

Company Category S2S Description

Company Category S2S Description LIVERAMP INTEGRATIONS Company Category S2S Description 24/7, Video 24/7 creates the technology tools for business advantage in the digital age, offering clients powerful and streamlined marketing solutions

More information

8 STEPS TO AN EFFECTIVE CONTENT MARKETING SYSTEM

8 STEPS TO AN EFFECTIVE CONTENT MARKETING SYSTEM 8 STEPS TO AN EFFECTIVE CONTENT MARKETING SYSTEM Produced by Katie Wilson Aspire Internet Design www.aspireid.com @aspireid Overview... 2 1: Set Goals and Create a Set of Metrics for Your Content Marketing

More information

The Customer Experience:

The Customer Experience: The Customer Experience: The Holy Grail of Competitive Advantage. 1 A great customer experience has emerged as the holy grail of competitive advantage. Providing a great customer experience has emerged

More information

Guide To Successful Social Recruitment Through Refe r r a l s Page 1. White Paper. Guide To Successful Social Recruitment Through Referrals

Guide To Successful Social Recruitment Through Refe r r a l s Page 1. White Paper. Guide To Successful Social Recruitment Through Referrals Guide To Successful Social Recruitment Through Refe r r a l s Page 1 White Paper Guide To Successful Social Recruitment Through Referrals Guide To Successful Social Recruitment Through Referral s Page

More information

How to Select a Lifecycle Marketing Automation Solution

How to Select a Lifecycle Marketing Automation Solution How to Select a Lifecycle Marketing Automation Solution rightoninteractive.com It s a brutal world out there for marketers. After years of having budgets slashed, it doesn t look like it s getting better.

More information

Lead Management Best Practices

Lead Management Best Practices WhitePaper Lead Management Best Practices An effective, integrated approach using the 6 pillars of lead management: content marketing, lead capture, lead nurturing, lead scoring, opportunity handoff, and

More information

Best Practices Brochure. Best Practices for Optimizing Social CRM Maximizing the Value of Customer Relationships. Customer Care

Best Practices Brochure. Best Practices for Optimizing Social CRM Maximizing the Value of Customer Relationships. Customer Care Best Practices Brochure Best Practices for Optimizing Social CRM Maximizing the Value of Customer Relationships Customer Care Social CRM Companies must do more than participate in today s social environment.

More information

HOW WELL DO YOU KNOW YOUR PROSPECTS?

HOW WELL DO YOU KNOW YOUR PROSPECTS? In today s turbulent economy, with most sales and marketing teams striving to build a robust sales pipeline regardless of industry, it is more important than ever before to effectively identify appropriate

More information

Target and Acquire the Multichannel Insurance Consumer

Target and Acquire the Multichannel Insurance Consumer Neustar Insights Whitepaper Target and Acquire the Multichannel Insurance Consumer Increase Conversion by Applying Real-Time Data Across Channels Contents Executive Summary 2 Are You Losing Hot Leads?

More information

Take Online Lead Generation to the Next Level

Take Online Lead Generation to the Next Level Take Online Lead Generation to the Next Level 5 Ways to Capture New Market Niches By: Deven Pravin Shah WSI Internet Marketing Consultant Overview Many business owners ask the same questions about capturing

More information

DATA AND TECHNOLOGY SERVICES

DATA AND TECHNOLOGY SERVICES DATA AND TECHNOLOGY SERVICES and Technology Services The Engine of Your Marketing Department Marketers today live at the mercy of the always-connected consumer and cannot afford to waste their marketing

More information

Managed Service Marketing

Managed Service Marketing Managed Service Marketing Produce Deliver Design Measure Enterprise Marketing on an SMB Budget. The Problem: Your Prospects are Shopping Without You They self educate and do whatever it takes to thin the

More information

Is there an ROI from Social Media Marketing?

Is there an ROI from Social Media Marketing? TOM PISELLO, CHAIRMAN & FOUNDER Blog: http://blog.alinean.com/ Twitter: @tpisello http://www.alinean.com http://www.fightfrugalnomics.com Is there an ROI from Social Media Marketing? Agenda 1. Need for

More information

WHAT FINANCIAL SERVICES CAN DO TO BECOME MORE PRODUCER-LED

WHAT FINANCIAL SERVICES CAN DO TO BECOME MORE PRODUCER-LED WHAT FINANCIAL SERVICES CAN DO TO BECOME MORE PRODUCER-LED Could your financial services firm benefit from targeted B2B enablement and demand generation strategies? Elastic Grid and SiriusDecisions explore

More information

WHAT IS LEAD NURTURING?

WHAT IS LEAD NURTURING? WHAT IS LEAD NURTURING? DEFINING LEAD NURTURING Lead nurturing is the process of building effective relationships with potential customers throughout the buying journey. The Difference Between Drip Marketing

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

Create, attract, retain and delight customers, profitably. HubSpot Connector

Create, attract, retain and delight customers, profitably. HubSpot Connector CRM for Marketing Create, attract, retain and delight customers, profitably Maximizer s built-in marketing tools mean you can simply and effectively plan, budget, execute, analyse and optimise all aspects

More information

CRM On Demand now hosted locally in Europe. An Oracle White Paper 2011

CRM On Demand now hosted locally in Europe. An Oracle White Paper 2011 CRM On Demand now hosted locally in Europe An Oracle White Paper 2011 Innovation, fuelled by the rapid development of new technologies, continues to drive competitive advantage in the area of customer

More information

The Next Generation of Channel Marketing

The Next Generation of Channel Marketing The Next Generation of Channel Marketing Authored by Chris Carroll Edited by Courtney Wiley This whitepaper discusses how technology resellers can take advantage of the next generation of channel marketing

More information

WHITE PAPER. Social media analytics in the insurance industry

WHITE PAPER. Social media analytics in the insurance industry WHITE PAPER Social media analytics in the insurance industry Introduction Insurance is a high involvement product, as it is an expense. Consumers obtain information about insurance from advertisements,

More information

POWER YOUR ECOMMERCE BUSINESS

POWER YOUR ECOMMERCE BUSINESS ebook POWER YOUR ECOMMERCE BUSINESS With Referral Marketing Did you know that customers are 4 times more likely to buy when referred by a friend? Learn how to launch a successful ecommerce referral marketing

More information

Customer Centric Banking. June 2014, IBU Banking, SAP

Customer Centric Banking. June 2014, IBU Banking, SAP Customer Centric Banking June 2014, IBU Banking, SAP EMPOWERED CUSTOMERS ARE 79% 53% 59% Digitally Connected of customers spend at least 50% of total shopping time researching brands online. Socially Networked

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