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Salesforce Connects With Marketing
June 21, 2018
A good way to understand what Salesforce articulated at Connections 2018 is to recall the direction it set a few years ago, when CEO Marc Benioff said the company would develop most apps for the small screen first. Translated, that was a concession that handheld devices -- phones and tablets -- would become the primary devices we'd all use in business. So far that's been a good bet.
Companies Team to Give Hard-Pressed Sales Reps a Boost
June 20, 2018
Mobile sales and business-to-business e-commerce platform Handshake has teamed up with Square to provide easy B2B ordering and payments via an app that enables a seamless workflow between the two companies' products. Using the app, B2B sellers can accept all major credit cards and see their money deposited in their bank accounts in one to two business days.
How a Newsletter Can Boost Your Business
June 20, 2018
Newsletters are one of the primary means of communicating with both existing and potential customers. For small e-commerce business owners, however, putting together a regular newsletter may seem daunting. It might seem that creating and sending out a newsletter would involve spending more time and energy than you have, taking valuable resources away from sales and marketing.
Salesforce Adds Google Analytics Capabilities to Marketing Cloud
June 14, 2018
Salesforce has announced integrations between its Marketing Cloud and Google Analytics 360 that equip marketers with a broad range of new capabilities. Marketers now can view consumer insights from both Marketing Cloud and Analytics 360 in a single journey analytics dashboard. If they see a high rate of browse abandons, they can create a tailored journey to re-engage them, for example.
Digitization of Paper-Based Processes
June 13, 2018
Decades after computers were supposed to end paper-based business, we're still at it, using documents to send and receive information and act as proxies in business processes. It's hard to say if paper consumption slowed thanks to digitization, because good historical use statistics are hard to find. However, it doesn't really matter, because business is drowning in paper -- and, more importantly, the expenses associated with it.
How B2B Sellers Can Keep Buyers Engaged
June 12, 2018
The gap between B2B buyers and sellers has been growing. More than 70 percent of B2B buyers preferred to wait to engage a seller until the latter demonstrated a clear understanding of its needs, a CSO Insights survey found. Nearly 58 percent of buyers saw little difference among sellers, and more than 10 percent saw no difference at all among sellers.
CRMDialer President Dimitri Akhrin: Raw Data Is No. 1 Thing
June 12, 2018
One of the top current trends in the CRM space is that AI offers "the ability to gain insight, and the most important example is visitor tracking," said Dimitri Ahkrin, president of CRMDialer. "That's a big component -- knowing how in real time to react to something a prospect is doing on a site. It's going to allow prescriptive recommendations about what to do in a particular moment."
Reshaping the Software and Services Marketplace
June 11, 2018
In the old IT world, systems integration and consulting companies flourished, helping enterprises of all sizes across nearly every industry pull together a plethora of proprietary systems from a wide array of software and technology vendors. Despite the promises of the cloud, not much has changed. Yet, there are several important differences in today's IT services requirements that set them apart.
SAP Discovers CRM
June 6, 2018
SAP has unveiled a new attempt to consolidate a group of about a dozen front office apps into a fully integrated CRM suite -- next year. How do you say "lipstick on a pig" in a non-derogatory way? Look, CRM is over 20 years old now. For most of the early days, the vendors scrambled to integrate their apps into a coherent whole, supporting multiple customer-facing processes.
There's a New AI-Based Data Service on the CRM Block
May 30, 2018
Cien this week released its AI-based Data Enhancement Services to help companies manage CRM records in Salesforce Sales Cloud implementations. Data Enhancement Services "is an optional standalone Cien offering for companies that aren't ready to start tackling their sales productivity traps and feel a more urgent need to augment their CRM data," noted Cien CEO Rob Käll.
ProsperWorks CEO Jon Lee: You're Going to Need Great Data
May 23, 2018
"There's this notion that software is primarily something you have to work for," said Jon Lee, CEO of ProsperWorks. "There's a lot of data entry, a lot of navigating screens and moving between different windows. Software as it was designed in the 1980s was a database for recording information. The trend you're seeing today is ... what if my software works for me?"
Middle Office or No-Man's Land?
May 20, 2018
It was once common knowledge that Apttus was the next big acquisition target on Salesforce's radar, until Salesforce decided to acquire another CPQ vendor to augment its Sales Cloud. In the two-ish years since, Apttus has nicely pivoted, diversifying its partner base and justifying its existence with a new strategy and nomenclature around what it calls the "middle office."
NICE Bot Wants to Take Over Employees' Most Tedious Tasks
May 16, 2018
NICE has debuted its NICE Employee Virtual Attendant, or NEVA, a process automation bot powered by the company's desktop automation technology. With chatbot capabilities, NEVA "is designed for both front- and back-office employees," said NICE VP Oded Karev, head of advanced process automation. Employees can use NEVA either to execute a complex business process or inquire about a process.
Oracle's Drive to Automate
May 13, 2018
Oracle -- or could we say "Autoracle"? -- has introduced more autonomous products, generally in keeping with what I see as a build-out of an information utility. The products include Autonomous Analytics, Autonomous Integrations, Autonomous Builder code generation and free premium service. The autonomous products broadly leverage a variety of analytics and machine learning tools.
AI May Be Secret Weapon to Retain Sales Talent
May 9, 2018
Much of the discussion around sales and artificial intelligence has been outwardly focused. It's exciting to think about using AI to examine leads, sift through data, and help deliver answers that allow salespeople to close more and bigger deals. However, the excitement over using AI to organize customer information overshadows another use of AI that could be equally lucrative.
HubSpot Connects With Shopify, Workplace by Facebook
May 6, 2018
HubSpot has rolled out platform integrations with Shopify and Workplace by Facebook, which are designed to support the marketing and sales efforts of SMBs. The Shopify integration lets e-commerce marketers sync specific merchant sales data from Shopify into HubSpot for use as a marketing signal; segment users based on products, deals and order history; and follow up on abandoned shopping carts.
New Video-Making Tool Targets B2B Sales Pros
May 4, 2018
Consensus, which offers a Software as a Service platform for intelligent video demo automation, this week released Consensus Snap, a Chrome plug-in for business-to-business sales teams. Snap enables sales reps to record, send and track personalized screenshot video demos on the fly. Users can activate the screen recording or webcam features of Consensus Snap to record anything on their screens.
Platform Logic
May 1, 2018
For some time, it has been my impression that in the CRM market, all -- or at least most -- of the good ideas have been taken. It's been a long time since we've seen a new systemic approach to front-office business. It's even been a long time since we've seen a major innovation at the department level. CRM itself was a systemic innovation in the last decade of the last century.
AI-Based Customer Data Platform Supports ABM Operations
April 28, 2018
Lattice Engines, a provider of account-based marketing tools driven by AI, has announced the launch of Lattice Atlas, calling it the first customer data platform for ABM. The new platform synchronizes all customer data across a single, integrated view, making it easier for customers to see their data, no matter the source. Customers often have to view data across multiple tools and workflows.
SalesHero's Robin Takes On New AI Sales Assistant Job
April 25, 2018
SalesHero has introduced Robin, a new AI-based sales assistant. Built for the sales rep, Robin can learn from a user's actions and automate processes to help improve daily sales productivity. Robin can access data from CRM systems, customer interactions, and SaleHero's own proprietary database of 45 million global company records to carry out the most tedious sales tasks.
Honesty Proves Best Policy for Closing B2B Deals: Study
April 23, 2018
Vendors have a better shot at closing deals for large-scale B2B software purchases when they are upfront and honest about the quality of their products, a new study suggests. There is a bit of a trust gap between what is promised in negotiations for these deals and what actually is provided, indicates the poll of more than 650 technology vendors and buyers.
Hybrid Messaging Key to Upselling Success: Report
April 21, 2018
Companies that aim to upsell their existing customers should develop a hybrid message that reinforces their existing relationships while providing an incentive to break the status quo, suggests a new study. Corporate Visions previously has commissioned studies on how to shake prospective customers' status quo bias to persuade them to consider your products or services.
Demandbase Debuts ABM Analytics for Optimal Marketing Performance
April 18, 2018
Demandbase officially announced ABM Analytics during its annual ABM Innovation Summit. The new tech, part of the company's account-based marketing platform, leverages its account identification technology to help marketers analyze performance from advertising to pipeline and revenue figures. "AI gives B2B marketers a clear view into the behavior of their target accounts," said CMO Peter Isaacson.
Facebook Peddles Future Behavior Data to Advertisers
April 17, 2018
Facebook reportedly has developed a new advertising service designed to predict the future behavior of consumers. The service uses FBLearner Flow, an artificial intelligence prediction engine the company introduced in 2016. The technology enables companies to target people based on decisions they haven't yet made. The data the new service taps is aggregated and anonymized.
HubSpot Sales Exec Brian Signorelli: Get Your Prospects to Call You
April 15, 2018
A number of trends have taken hold in the CRM space, according toHubSpot Sales Exec Brian Signorelli. "One of the first things that stands out to me is that, ironically, despite all the money that is spent on CRM overall, sales reps aren't spending that much time there," he said. "Instead, reps are using all these tools that are connected in some way to CRM, like email or sales acceleration."
CRM Tops Software Sales Charts Worldwide
April 11, 2018
Worldwide CRM software revenues totaled $39.5 billion in 2017, eclipsing DBMS, the former market leader. DBMS had worldwide revenues of $36.8 billion last year, and it "has been the biggest software segment for years, noted Julian Poulter, research director at Gartner. CRM software will be the fastest-growing software market in 2018, with a growth rate of 16 percent, Gartner predicted.
Palo Alto Networks Sales VP Amy Slater: Be Human
April 11, 2018
"People have a fear that if they show any type of vulnerability, that's a bad thing," said Palo Alto Networks Sales VP Amy Slater. "But I've learned over time that people want to work with and learn from humans. I've modified the way that I was leading, and in doing so I've become more approachable. Instead of being stiff and by-the-book, I started to create my own brand of being human."
Model-Based Structure: Key to Success in a Data-Driven World
April 10, 2018
Data science has become mission-critical to many enterprises. Companies in the U.S. will spend billions on third-party audience data in 2018 and even more on third-party solutions to use that data, as they move toward becoming model-driven. It's not just a matter of harvesting data and then crunching it; companies have to map data against their business model in order to get the most out of it.
Customization Tools Let You Have Enterprise Chatbots Your Way
April 7, 2018
Inbenta has released new APIs and SDKs that let enterprises customize chatbots. The company offers an artificial intelligence-powered natural language search and conversational platform. The new APIs and SDKs facilitate a number of chatbot capabilities: intent detection, decision trees, transactional intelligence, Content Digest and seamless escalation.
Digital Disruption
April 4, 2018
Andrew McAfee and Erik Brynjolfesson, who teach at MIT's Sloan School of Management, started writing about the impact of artificial intelligence and machine learning almost a decade ago. Their early books provided deep insights into the way the era we live in would unfold. A lot of their ideas were on display last week at TrailHeaDX: The Salesforce Developer Conference in San Francisco.
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