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Chris Bucholtz
The Top 20 CRM Blogs of 2017: Countdown, Part 1
01/22/18 2:58 PM PT | CRM Buyer | 2374 Words

B2B Lead Blog
In the age of customer experience, the pendulum has swung hard toward the customer. The advice is always about being "customer centric," or putting "the customer in the center of everything you do." But your business is still...

Richard Adhikari
Machines Could Become Driving Force Behind CX
12/06/17 3:37 PM PT | CRM Buyer | 627 Words

Among the researchers' findings: Overall, 95 percent of the respondents saw customer experience (CX) improvements as an important part of digital transformation; 59 percent had completed half or more of their expected CX improvements; 90 percent planned to tie machines to their communications and collaboration tools; 85 percent believed machine-to-people interactions would result in positive transformations in the customer experience; 75 percent planned to implement machine-based interactions with customers within the next two years; 75 percent saw automated event-triggered calls from customer devices as a valuable service; 73 percent believed machine-enhanced routines were valuable to their organization; 57 percent of retail respondents believed better CX would lead ...

John K. Higgins
Feds to Ramp Up Online Purchasing Presence
01/22/18 12:47 PM PT | E-Commerce Times | 1300 Words

For example, the Coalition on Public Procurement provided a background paper contending that the draft under consideration last fall embodied "the most consequential procurement policy change in a generation." The draft language would result "in only one or two providers" having...

David Jones
New Open Source Tools Test for VPN Leaks
12/13/17 2:49 PM PT | LinuxInsider | 533 Words

VPNs can help mitigate the probability of successful attacks leveraging any Wifi vulnerability, including man-in-the-middle attacks, said Leigh Ann Galloway, cybersecurity resilience lead at Positive Technologies .

"VPN technology itself is quite well thought out from the point of information security,...

John Vanderpool
Outsourcing Lead Generation: Who Do You Trust?
02/02/10 5:00 AM PT | CRM Buyer | 845 Words

Successful lead generation requires a methodical plan, and the discipline to execute the plan effectively over time. Rarely does a sales blitz work without a consistent, longer-term execution.


Consistency is where most small-to-mid size organizations fail in their lead-generation efforts.

Dan McDade
10 Ways to Magnify Lead-Generation Results
06/21/11 5:00 AM PT | CRM Buyer | 1158 Words

... you knew you could apply a number of best-in-class lead generation processes proven to close five times more deals than average processes, would you do it? Seems like a no brainer, doesn't it? But in reality, many companies continue to implement lead...

Scott Painter
Car Sales Lead Generation: Broken for Consumers, Broken for Dealers
09/15/08 4:00 AM PT | E-Commerce Times | 1180 Words

But, in most cases, to get a price quote -- or, more accurately, the promise of a price quote -- they're forced to submit their contact information to automotive lead generation Web sites, which turn around and sell it to multiple dealers. So,...

Erika Morphy
Demandbase Applies Web 2.0 Tricks to Lead Generation
08/28/08 4:00 AM PT | CRM Buyer | 609 Words

... Demandbase has planted its own stake in the rapidly emerging next-gen lead generation and lead conversion space with the introduction this week of Demandbase Central. A Software as a Service platform , Demandbase Central consists of sales and marketing applications, as well...

Chris Houpis
Optimizing Lead Management From Campaign to Close
03/15/11 5:00 AM PT | CRM Buyer | 620 Words

As a result, nearly half of the Best-in-Class companies have used technology to automate their campaigns and measure their results, while nearly 40 percent of all other Best-in-Class respondents are planning to deploy solutions within the next 12 months as a central, core component of a multi-channel, multi-touch marketing lead ...

Andrew Boyd and Ian Michiels
Sales and Marketing Alignment: One Lead, One View, One Result
10/18/07 4:00 AM PT | CRM Buyer | 705 Words

... need more leads!" cries the sales manager . "What happened to the ones we gave you last month?" replies the marketing manager. "Those leads were lousy" retorts the increasingly frustrated sales manager... and so goes the never-ending lead "quality vs. quantity" debate...

Lisa Cramer
Debunking the Myths of Marketing Automation
09/15/11 8:46 AM PT | CRM Buyer | 1162 Words

Reality Check
Hmm ... well, as a vendor that sells a lead management solution, including marketing automation technology , we'd love to espouse those myths as real-life events, but the reality is there are no silver bullets, and although some...

Lisa Cramer
Want Credibility, Marketers? You've Got to Earn It
10/13/11 5:00 AM PT | CRM Buyer | 1290 Words

However, with the limited ability of most companies these days to throw money into lead generation or into hiring more sales reps, the cost of this misalignment is steeper now than ever before.


Therefore, it's time for marketing's role to evolve.

Chris Bucholtz
Translating Website Visits Into Quality Leads
03/30/17 11:26 AM PT | CRM Buyer | 785 Words

Building and maintaining the website itself became the objective -- and too often, the mechanisms to gather lead information from the website were neglected.

A Buyer's Journey
Marketers today have a far better grasp on the need to harness their...

Dan McDade
How to Get Out of Lead Purgatory
10/25/10 5:00 AM PT | CRM Buyer | 738 Words

The Problem
With marketing focused on lead generation and sales geared toward closing business , these functionally divergent groups are often out of alignment. Marketing doesn't understand why more leads are not followed up by sales, while sales has been...

Doug Camplejohn
6 Ways to Hone Your Lead-Scoring Skills
07/25/14 1:25 PM PT | CRM Buyer | 723 Words

That's a great start, but did you know that most marketing qualified leads, or MQLs -- more than 94 percent by some estimates -- don't convert to paid customers? That doesn't mean your sales and marketing information systems aren't doing their job, but it could mean they're not optimized for lead ...

Dan McDade
Coaxing Long-Term Leads to the Finish Line
08/03/11 5:00 AM PT | CRM Buyer | 707 Words

Lever, we know a significant portion of the wasted half is made up of opportunities qualified in an initial lead qualification initiative -- but not followed up over the long term.

The good news is that we can reap the value of...

Jamie Grenney
Lead Generation in the Social Revolution
09/21/12 5:00 AM PT | CRM Buyer | 822 Words

That will help you with lead scoring, campaign attribution and personalization. The key is to add tracking codes to the content you're publishing out to Twitter , Facebook and LinkedIn . When someone clicks on those links, you can track the campaign driver.

Erika Morphy
Paciolan Gives CRM a Lead Role in Event Ticket Sales
11/14/11 5:00 AM PT | CRM Buyer | 486 Words

Lead Generation, Too
The CRM functionality can also serve as a lead generator, he continued.

"If a sporting event sells out and there are 500 people who tried to but were unable to get tickets, the system can capture...

Peter Ostrow
B2B TeleServices: Bring the Right Intel to the Table
10/29/09 4:00 AM PT | CRM Buyer | 886 Words

... research conducted among over 200 companies in 2008 for a reported titled "B2B TeleServices and Appointment-Setting: Less Risk, Less Reward?," Aberdeen Group found that end-user sales organizations relying primarily on external appointment-setting vendors for lead generation realized dramatically lower business results if...

Louis Columbus
Where Have All the Good Leads Gone?
05/18/08 4:00 AM PT | CRM Buyer | 996 Words

... generation, like outsourcing , is a lot like golf. No one wants to admit they had a mulligan or two out on the course playing a round of golf, or for that matter spending on lead generation or outsourcing and not...

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