Real-Time, Right Time-Selling Rapidly Sensing and Responding to Prospect Demand within Complex Sales Processes
|
|
- Claud Patrick
- 6 years ago
- Views:
Transcription
1 Real-Time, Right Time-Selling Rapidly Sensing and Responding to Prospect Demand within Complex Sales Processes 0
2 Executive Summary Real-Time Responsiveness Can Transform Complex-Product Industries Some industries have been utterly transformed by the Internet. Commodity industries like book retailing and stock trading now deliver massively improved service and convenience at dramatically lower prices, by using the Web to acquire, build relationships, and process transactions with customers with tremendous efficiency. Companies with value-added products and complex sales processes have not generally participated in the Internet commerce revolution for the past few years as have their commodity peers. Now, using specialized Internet-enabled tools and processes, these relationship-oriented businesses are able to respond faster, more accurately and more agreeably to the needs of their customers. These tools and processes enable Real-time, Right-time selling: the ability to sense the interest level and needs of a sales prospect, combined with the ability to provide an appropriate response to the sensed events right away. The early results driven by these highly evolved techniques are astounding, and the much larger size of these markets suggest that we will enjoy a new era in Internet-driven efficiencies as these innovations are taken up. Real-time responsiveness to customers expressions of interest and need is an invaluable competitive weapon. In their book, Competing Against Time: How Time-Based Competition Is Reshaping Global Markets, George Stalk and Thomas Hout show that the most responsive businesses exceed industry averages for revenue growth and profit by 300% or more. This effect is magnified, although not often used, for businesses with complex products that involving a lengthy, consultative selling process. 1
3 The Web Is Necessary, but not Sufficient, to Drive The Web has become a key, real-time communication channel used by buyers to gather information prior to making a purchase, for both commodity and value-added businesses. However, only recently have vendors with complex products and consultative sales processes used the Web aggressively to accelerate their sales cycles. Most complex-product vendors today have a strong presence on the Internet. This presence is often a very detailed presentation of products and features, but typically a passive marketing presence with no link into the company s sales funnel, and little effort made to guide prospects through the sales process. These passive marketing and sales communications efforts can be tied together with real-time, rapidresponse selling tools to guide prospects to move forward more rapidly to the purchasing decision. Important lessons can be learned from commodity-based industries like airlines and stock brokerages that have undergone massive changes in the ways they market and distribute their products. Ten years ago, airlines would not have conceived of selling directly to their customers. Travel agents were a critical intermediary. Today, any airline marketing executive who is not continuously improving the process of pursuing customers directly over the Internet is either out of touch or unemployed. Yet, the Internet has not heavily impacted sales processes for complex products like real estate, investment products, enterprise software, sophisticated technical products and other specialties. These are not commodities, and they require personalized, proactive, high-touch consultative sales activities. The added depth and greater level of complexity associated with selling these products makes it tougher to facilitate real-time sales on the Web. Even so, the technology and methods exist today to completely transform even a highly complex selling process when the proper steps are taken and the right real-time solutions are put in place. The Subtle Art of Most people don t like to be sold. High-pressure sales techniques are a quick way to turn off a customer. At the same time, prospects don t like to be ignored. When they have a critical question, they want an immediate answer. Right-time selling tools help customers get exactly the information they need precisely when they need it to make a positive decision. Instead of forcing a sales pitch on a prospect who is not yet ready for a one-on-one dialogue, demand-sensing selling technology leave that choice in the hands of the prospect, thus creating a less contentious, more pleasurable buying experience. This is done by tracking the prospect s needs and desires dynamically over the Web and making a sales consultation available at the instant that the prospect wants it, when sales resistance is lowest and the willingness to be influenced in a positive way is at its peak. With a real-time, right-time selling platform, sales people can immediately respond to customers when they express interest in their products or services. Follow-up rates are increased and lead wastage is reduced or eliminated. Sales responses are more intelligent because sales reps can address the specific interests of the prospects with the precise information they want and need. 2
4 Traditional, labor-intensive sales methods such as cold-call prospecting and telephone or postal mail follow-up are outdated and inefficient. Instead, sales teams are now able to rapidly relay trackable digital collateral in response to dynamic customer requests, and quickly measure results by determining who is most interested and precisely where their interests lie. This enables sales reps to focus on the hottest prospects and those most likely to buy, thus accelerating the sales cycle to increase revenues and profitability. Tools Rather than sending paper brochures or unformatted messages crafted from scratch, sales and marketing professionals can communicate with interested customers using customizable digital collateral. This approach enables a faster and more professional follow-up. By tracking a prospect s search engine, forwarding and Web site activities, the sales platform can generate a clear demand signal for the sales team, prompting the appropriate level of focus and response to that individual. Customizable and trackable digital collateral can also be triggered through a form-linked autoresponder message. Depending on how a lead generation form is filled out, custom on-brand digital collateral is sent immediately to the prospect, encouraging more site visits and delivering an even sharper demand signal to the sales and marketing teams. Autoresponder messages enable businesses to respond in a personalized manner to web prospect requests very quickly. These messages are also designed to drive prospects back to the site so they can find the information that they seek, and their activity can be tracked for sales and marketing purposes. A traditional postal mail campaign can require four weeks or more for results to be tabulated and leads presented to sales for follow-up. Embedding messages with a personalized URL link to a custom Microsite (such as enables individual responses to be identified immediately and associated with detailed buyer information to ensure timely and effective follow-up responses. Detailed Web site activity is one of the strongest signals of purchase intent, yet most complex-products vendors do not have visibility into this activity. 3
5 1. Profile the visitors on your site 2. Custom business rules identify most valuable prospects 3. Reps invite prospects proactively for an online consultation Anonymous Web site visits can be turned into genuine sales opportunities when business rules are used to sense a prospect s purchase intent (a certain number of page views, searches, form fills or downloads) and the prospect is sent a discrete instant message offering assistance. This approach is most effective when the prospect is actively considering multiple vendors. The best-equipped real-time, right-time vendor often gains a strong competitive advantage. Turning Months into Days and Days into Minutes Industry studies show that companies that employ real-time, right-time digital selling are able to reduce their sales cycles, significantly in many instances. A four-month sales cycle may be reduced to two months or less. Responses to prospects and customer follow-up are shortened from several days to minutes or seconds. Consistently high levels of quality are injected into the sales process and corporate profitability can be substantially enhanced. In the same way that modern tools have made people in medical science more effective enabling much higher quality treatments and surgeries in much less time - real-time demand-sensing tools and right-time digital collateral are making salespeople more productive and more successful. Improving salespeople s ability to build effective relationships, as well as removing much of the drudgery and repetitive tasks involved in long sales processes, accomplish this goal. Jim Dickie, a partner with Insight Technology Group and coauthor of The Sales and Marketing Excellence Challenge, says that complex-product companies should be focusing on processes and technology that increase the effectiveness of salespeople not to be confused with merely increasing efficiencies, like reducing paper work. Making an average salesperson more efficient just gives you an efficient average salesperson, he says. 4
6 Sales reps must still respond to customer inquiries and follow-up in a timely manner with customers who show sincere interest. But proactive sales systems make it much easier to do that by providing tools such as pre-written messages and letters, digital brochures and other documents that support and accelerate the sales process. Trackable digital collateral is a recent innovation that represents a major advance in Internet-based selling, often producing impressive results. The age of Internet-enabled, real-time, right-time selling is here. Those sales organizations that most effectively leverage the dynamic opportunities that the Internet offers are most likely to be successful during the next economic cycle. Example: Global exchange Services Implementing Real-Time, Right-Time Company Global exchange Services (GXS) exchanges manual lead generation processes for a digitized, web-based approach, unlocking profits, and customer satisfaction. GXS, formerly a division of GE, operates one of the largest B2B e-commerce networks in the world, with more than 100,000 trading partners, accounting for $1 trillion in goods and services, providing supply chain services and software to 60% of the Fortune 500. Challenge GXS needed a better lead generation method. Before implementation of their real-time, right-time selling system, GXS generated leads through cold-calling and inbound web forms. A typical rep made 50 cold calls per day, resulting in about 2 qualified leads. While several hundred web form leads were generated monthly, the process of following up with them was not automated, posing challenges in tracking sales rep responsiveness. GXS has an active web site, with tens of thousands of visitors per month, but only approximately 1.5% of traffic generated inbound lead activity. GXS had many of the components of a successful lead generation program an aggressive inside sales force, an effective high-traffic web site and powerful marketing collateral, but these were not coordinated and integrated. Solution GXS implemented the following tactics to increase lead generation effectiveness, speed up their sales cycle, increase customer satisfaction and reduce costs: Business-rules driven proactive chat with hot web site prospects. By alerting the right inside sales rep, in real-time, to the presence of prospects looking for immediate customer service on the GXS web site, and then enabling a collaborative session to ensue, the inside sales team was able to increase web site lead generation by over 70%. In addition, the average order size and closing rate were significantly higher for web site leads Sales collateral Autoresponder. Prospects that fill e-newsletter web lead forms receive a digital collateral piece by . More than just a thank you for contacting us form, this autorespond entices the prospect back to the web site to view deep content that is relevant to the inbound request. This ensures that prospects have a very positive experience on the web site and do not fall 5
7 through the cracks, and also gives the inside sales team another opportunity to address the need in real-time, while the prospect s interest is at a peak. Sales-driven, trackable digital collateral. Providing the inside and field sales teams with websitetrackable digital collateral pieces dramatically speeds up the sales cycle. Both as prospecting and follow-up tools, these tools allow the reps to respond to requests faster, and focus their sales efforts by working preferentially with prospects that demonstrate high interest levels through their and web site activities (e.g. opens and forwards, web page views, form fills, downloads, and search engine queries). Also, GXS saves hundreds of thousands of dollars on print brochures and mailing costs. Value-added, Educational Newsletter. GXS now publishes a value-added, educational newsletter targeted at decision-makers for its e-commerce services. The e-newsletter was informative and built the GXS reputation for knowledge leadership in its market, but it was also a potent lead generation tool. The e-newsletter has web-tracking capability, informing sales reps of new needs, and GXS marketing team on emerging trends in the market. By embedding sales-oriented calls to action in an educational e-newsletter, GXS has generated over 1,000 qualified leads, worth several million dollars in probability-weighted pipeline revenue, in three months. Results Eloqua Conversion Suite provides automation and increases the scope of GXS marketing campaigns. By embedding sales-oriented calls to action in its e-newsletter, GXS has generated over 1,000 qualified leads, worth several million dollars in probability-weighted pipeline revenue, in three months. 6
8 About Eloqua Founded in 1999, Eloqua provides software and expertise to B2B marketers to execute, automate and measure highly effective marketing programs. Eloqua s mission is to make our customers the most effective marketers on Earth. Eloqua Conversion Suite is the industry s leading integrated demand generation platform for businesses that expect measurable results from their marketing efforts. An on-demand family of solutions, Eloqua Conversion Suite automates and integrates the key sales and marketing functions of , direct mail, web site analytics, campaign analytics, and sales force automation to improve the quality and quantity of sales leads, eliminate waste and accelerate the entire selling process. With market-leading technology backed by expert professional services, Eloqua automates best practices in demand generation for B2B marketers who need to produce a continuous flow of qualified leads for their sales force. Eloqua s customers include Sybase, Seagate, Nokia, JBoss, Administaff, Nuance and many other leading B2B marketers. Eloqua Corporation is headquartered in Toronto with offices in London and throughout the United States. To learn how Eloqua can help you reach new levels of marketing performance, please visit or call
Marketing Automation
Your Guide to Selling Marketing Automation This guide covers: What Is SharpSpring? Keys to Selling SharpSpring Benefits for Your Clients Common Objections and Questions Agency Partner Resources Grow your
More informationCommunication Intelligence in the Mailstream:
Customer Communication Management Communication Intelligence in the Mailstream: A Customer Communication Management Getting and keeping customers and doing it profitably is a challenge as old as commerce
More information4 Insider Tips for Successful B2B Lead Generation
4 Insider Tips for Successful B2B Lead Generation Lead generation within B2B marketing is evolving. We re seeing a content marketing explosion and buying processes within organisations and departments
More informationThe B2B Marketer s Guide to INTENT-DRIVEN MARKETING
The B2B Marketer s Guide to INTENT-DRIVEN MARKETING www.infusemedia.com We live in a time where brands are vying for the attention of customers from every digital and physical corner. As a result, many
More information10 REASONS. Why Companies Adopt Marketing Automation. Fill out the information below to download ÒThe Guide to Landing PagesÓ white paper.
10 REASONS Why Companies Adopt Marketing Automation Fill out the information below to download ÒThe Guide to Landing PagesÓ white paper. Lead Capture First Nam e Last Name Email Company Phone Submit It
More informationTHE BENEFITS OF SOCIAL SELLING
THE BENEFITS OF SOCIAL SELLING DESIGN MGZ 6 1 TABLE OF CONTENTS The Benefits of Social Selling...3 Control Your Message...4 Build An Ecosystem...5 Grow Demand Generation...7 Better Prospect Info In Less
More informationAn Introduction to Inbound Marketing
An Introduction to Inbound Marketing What It Is, How It Works and Why You Need to Consider It. One in a Series of Marketing Guides X With 80% of people looking online for health information and 49% looking
More informationConversica Backgrounder
Conversica Backgrounder Conversica is the leader in AI-powered business conversations and the only provider of AI-driven lead engagement software for marketing and sales organizations. The flagship Conversica
More informationChoosing the Right Tools for an ABM Strategy...4 CRM...4 Marketing Automation...5 Data Analytics Software...6 Digital Advertising...
Contents What is Account-Based Marketing?...3 Choosing the Right Tools for an ABM Strategy...4 CRM...4 Marketing Automation...5 Data Analytics Software...6 Digital Advertising...6 Account-Based Marketing
More informationSmall business Big ambitions
HIRE MARKET SELL LEARN Small business Big ambitions Marketing Playbook for SMBs SMBs have the advantage of flexibility. Your business may be small, but your ambitions are huge. LinkedIn can help get you
More information10 Things to Look For in ecommerce Solutions
10 Things to Look For in ecommerce Solutions Introductory Page 2 Introduction Choosing an ecommerce platform for your enterprise or B2B website generates many concerns regardless of whether you re an administrator,
More informationThe Essential Guide to the Account Funnel
The Essential Guide to the Account Funnel Table of Contents Introduction to the Account Funnel pg. 3-8 Five Stages of the Account Funnel pg. 9-14 Account Funnel in Action»» Case Study: Plex Systems pg.
More informationFrom Cold to Hot: Silverpop. Lead-Nurturing Programs That Generate Sales. Engagement Marketing Solutions WHITE PAPER
From First Click to Lifetime Customer WHITE PAPER From Cold to Hot: Lead-Nurturing Programs That Generate Sales FROM COLD TO HOT: Lead-nurturing programs that generate sales Marketers eager to maximize
More informationBRINGING YOUR DIGITAL B2B SALES UP TO SPEED
BRINGING YOUR DIGITAL B2B SALES UP TO SPEED By Just Schürmann, Vikas Taneja, Phillip Andersen, Basir Mustaghni, Jan Wieseke, and Christian Schmitz The future of B2B sales is digital. Already half of B2B
More informationComplete Guide to Configure-Price-Quote Solutions
Complete Guide to Configure-Price-Quote Solutions Transforming Sales with CPQ. Forrester predicts that by 2020, a significant volume of business will be transacted online with digital commerce projected
More informationMARKETING AUTOMATION: DREAM OR REALITY
MARKETING AUTOMATION: DREAM OR REALITY [Chapter 11 Digital Minds v2] Michael Watkins & Nicole Dupre (WSI Consultants, USA) Copyright 2016 WSI. All rights reserved. Each WSI Franchise is an independently
More information69 % use direct mail as a primary marketing channel. Only 6% are decreasing spending on it. 1 Target Marketing
THE DIRECT MAIL CUSTOMER JOURNEY: HOW IT FITS INTO TODAY S AUTOMATED WORLD 69 % OF MARKETERS use direct mail as a primary marketing channel. Only 6% are decreasing spending on it. 1 Target Marketing While
More informationHootsuite Enterprise. Achieving Success with Social
Hootsuite Enterprise Achieving Success with Social Partner with Hootsuite Accelerate your social transformation Hootsuite Enterprise empowers organizations to execute business strategies for the social
More informationRevenue Marketing Center of Excellence
PART 1 OF 4 Introduction to the Revenue Center of Excellence TM Model for Building a Revenue TM Center of Excellence Prepared by Debbie Qaqish, Kevin Joyce and Colby Fazio August 2016 Executive Summary
More informationCompany Overview. Challenges CUSTOMER SUCCESS
CUSTOMER SUCCESS PRIORITY ENGINE [24]7 Inc. Harnesses Priority Engine Intent Data to Grow Its Database and Deepen Engagement Company Overview [24]7 Inc. provides a customer engagement and customer service
More informationAn Introduction to Multi-Channel Marketing
An Introduction to Multi-Channel Marketing Table of Contents 3 Chapter 1: What is Multi-Channel Marketing? 5 Chapter 2: Implementing a Multi-Channel Program and Best Practices 9 Chapter 3: The Benefits
More informationWHAT IS MARKETING AUTOMATION?
1 WHAT IS MARKETING AUTOMATION? The adoption of marketing automation technology is expected to increase to 50% by 2015. Sirius Decisions How Marketing Automation Has Evolved (2012) ORIGINS Marketing automation
More informationNine steps to convert website visitors into leads
An Engago Technologies White Paper www.engago.com Nine steps to convert website visitors into leads Written by the Engago Team Date: 12 December 2007 1 of 13 pages The company Engago Technologies Ltd.
More informationIntroduction To Integrated Marketing:
Introduction To Integrated Marketing: Building A holistic Marketing Strategy Email Social Media Blogs Web Site Intelligence Online Events Landing Pages Integrated Analytics Many B2B marketers invest fortunes
More informationebook The Digital Global Supply Chain Digitization Enables Real Transformation
ebook The Digital Global Supply Chain Digitization Enables Real Transformation Global Trade is Fast The world of global trade is fast-paced, ever-changing, always evolving. In order to keep pace, your
More informationSTEP 1 Setup Your Foundation
SALES REPS // STEP 1 SET UP YOUR FOUNDATION STEP 1 Setup Your Foundation 6 Steps to Accelerate Your Sales in 2015 1 SALES INTRODUCTION REPS // STEP 1 SET UP YOUR FOUNDATION STEP 1 Setup Your Foundation
More informationExploring IoT Business Opportunities In Manufacturing By : Jim Brown President Tech-Clarity
1 Exploring IoT Business Opportunities In Manufacturing By : Jim Brown President Tech-Clarity 2 Manufacturing in an Era of Innovation The manufacturing industry is currently in an era of significant innovation.
More informationFundamentals of Lead Nurturing
Fundamentals of Lead Nurturing Marketing Automation The Fundamentals of Lead Nurturing Lead Nurturing The Net-Results Master s Series started as an idea to summarize the success components of a Revenue
More informationHow to build a sales enablement strategy: first steps. The framework and the metrics you need to succeed
How to build a sales enablement strategy: first steps The framework and the metrics you need to succeed 1 Introduction Sales enablement is critical for companies looking to foster happy, quota- meeting
More informationMore rewarding than ever.
More rewarding than ever. As part of a company that devotes its resources to serving our Sales Associates, I am your valuable business partner. The continued success of Sales Associates like you is our
More informationSales 2.0: an interview with Anneke Seley & Brent Holloway
Sales 2.0: an interview with Anneke Seley & Brent Holloway Interview by Alistair Craven Anneke Seley was the twelfth employee at Oracle and the designer of OracleDirect, the company s revolutionary inside
More informationCloud Sales Strategy How to Master Cloud Sales in a New Era of Digital Transformation
Cloud Sales Strategy How to Master Cloud Sales in a New Era of Digital Transformation The Cloud opens a world of opportunities to help you scale quickly, enter new markets, and fill your pipeline. But
More informationWhat is Lead Generation? Why is Lead Generation Important?
What is Lead Generation? Lead generation describes the marketing process of stimulating and capturing interest in a product or service for the purpose of developing sales pipeline. Lead generation often
More informationCloud Sales Strategy for SAP How to Master Cloud Sales in a New Era of Digital Transformation
Cloud Sales Strategy for SAP How to Master Cloud Sales in a New Era of Digital Transformation SAP Cloud offerings like SAP Cloud Platform, SAP HANA and SAP S/4HANA open a world of opportunities to help
More informationProfessional Diploma in Digital & Social Selling
Professional Diploma in Digital & Social Selling SPECIALIST 30-48 HOURS www.kmdc.com.my Validated by the Industry Advisory Council. Including members from ONLINE / CLASS Content Professional Diploma in
More informationA Breakthrough Approach to Sales Enablement
A Breakthrough Approach to Sales Enablement Highspot s platform is inspired by best practices in content management, user experience, and customer engagement. With nearly 90% average monthly recurring
More informationIntroduction To Integrated Marketing:
Introduction To Integrated Marketing: sales and marketing alignment A company s sales and marketing teams often have a complex, sometimes contentious, relationship. On one hand, both sides realize that
More informationPredictive Marketing: Buyer s Guide
Predictive Marketing: Buyer s Guide Index Introduction 2 About This ebook 2 The Benefits of Using a Predictive Marketing Solution 2 Recommended Steps to Making an Informed Purchase 2 Step #1: How do you
More informationAn Introduction to Copywriting
An Introduction to Copywriting Venture Accelerator Partners 2015 Venture Accelerator Partners www.vapartners.ca TABLE OF CONTENTS Introduction: What is Copywriting...3 Art of Persuasion...4 Importance
More information10 Reasons to Consider Marketing Automation
10 Reasons to Consider Marketing Automation 1 As a marketer, you face daunting expectations and goals. You are probably expected to generate successful outcomes in less time, and in a digital age where
More informationHow to Succeed in Social Selling with Employee Advocacy
How to Succeed in Social Selling with Employee Advocacy What is social selling? Social selling is about leveraging social networks to interact with potential buyers to build revenuedriving relationships.
More informationHow to build a sales enablement strategy: first steps. The framework and the metrics you need to succeed
How to build a sales enablement strategy: first steps The framework and the metrics you need to succeed Introduction Sales enablement is critical for companies looking to foster happy, quotameeting sales
More informationCompany Overview THE LEADER IN CLOUD-BASED GLOBAL TRADE MANAGEMENT
Company Overview THE LEADER IN CLOUD-BASED GLOBAL TRADE MANAGEMENT Global Trade is Fast The world of global trade is fast-paced, ever-changing, always evolving. In order to keep pace, your supply chain
More informationEnabling Collaboration in Insurance
Enabling Collaboration in Insurance The Role of Communications, Content, and Processes Mark Breading SMA Partner Strategy Meets Action Table of Contents The Promise of Collaboration... 3 Seeking Differentiation
More informationPositioning You for the Next Generation of Home Buyers & Sellers. How Zap Works. The ZapScore. Introducing Zap
Meet Zap! A single, integrated solution to run your real estate business and drive results. Brokerage website and mobile app Business management tools Predictive agent platform Positioning You for the
More informationDeveloping an effective B2B content marketing strategy
Developing an effective B2B content marketing strategy Developing an effective B2B content marketing strategy requires an informed and coordinated approach. B2B companies should recognize how they differ
More informationPersonalization and Segmentation. How you can easily increase leads and conversions in a competitive landscape
Personalization and Segmentation How you can easily increase leads and conversions in a competitive landscape Personalization and Segmentation How you can easily increase leads and conversions in a competitive
More informationMore rewarding than ever. WHY WEICHERT? The continued success of Sales Associates like you is our single-minded focus.
More rewarding than ever. As part of a company that devotes its resources to serving our Sales Associates, I am your valuable business partner. Weichert. Home of unlimited opportunity. The continued success
More informationUtility. Commercial Customer Engagement: The Five Analytics Strategies
Utility Commercial Customer Engagement: The Five Analytics Strategies Introduction Historically, the utility-commercial customer relationship has been relatively simple: the utility supplies reliable power
More informationDriving growth through the channel
Driving growth through the channel The secrets to successful through-channel marketing Unleash the potential of your greatest go-to-market asset Driving demand through partner channels is critical to vendor
More informationMARKETING AUTOMATION BROUGHT TO YOU BY. SuccessFlow
MARKETING AUTOMATION A TA C T I C A L G U I D E T O S U C C E S S BROUGHT TO YOU BY SuccessFlow How do successful companies manage marketing automation? WHAT OUTCOMES YOU SHOULD EXPECT Beginning purely
More information6 Steps to Accelerate Social Media Success
SALES REPS // STEP 1 SETUP YOUR FOUNDATION STEP 1 Setup Your Foundation 6 Steps to Accelerate Social Media Success 6 Steps to Accelerate Social Media Success 1 SALES INTRODUCTION REPS // STEP 1 SETUP YOUR
More informationSocial Media Marketing & Analytics for B2B
N 0 6 parathink TM Social Media Marketing & Analytics for B2B Plan, track, analyze and optimize your online visibility to bring customers to your site. (A quick-reading parathink briefing for really, really
More informationQuick tips for Intelligence Driven Marketing
Quick tips for Intelligence Driven Marketing Maximizing opportunities and driving tighter sales and marketing alignment Jeff Ramminger, SVP of Field Marketing #TTGTSummit www.techtarget.com/formarketers
More informationA Business Owner s Guide to: Content Marketing
A Business Owner s Guide to: Content Marketing A Business Owner s Guide to: Content Marketing What is content marketing? And how can content marketing help your business? These are questions business owners
More informationTransforming the Client Experience for Private Wealth Management with Clearvale by BroadVision. CLEARVALE White Paper March 2014
Transforming the Client Experience for Private Wealth Management with Clearvale by BroadVision CLEARVALE White Paper March 2014 Introduction While the banking and financial services industry seems to be
More informationYour 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 CRM is much more than a buzzy acronym that s been tossed around the business and sales world for the past decade
More informationNURTURE MARKETING. Plant a Seed to Warm your Leads
NURTURE MARKETING Plant a Seed to Warm your Leads The Evolution of Marketing Back in the day, Marketing was about pushing information from the seller to the buyer. Then the internet came and people could
More informationADOBE EXPERIENCE MANAGER MOBILE. for Retail
ADOBE EXPERIENCE MANAGER MOBILE for Retail Showcase products, drive e-commerce and enable employees with mobile apps. Retailers are under constant pressure to reduce costs, increase sales, and deliver
More informationTop intelligent tools that every sales rep should have in 2017
Top intelligent tools that every sales rep should have in 2017 Key findings: Why artificial intelligence (AI) is a game-changer for organizations from various industries How sales reps can streamline their
More informationADVANCED LEAD NURTURING
Definitive Guide to Lead Nurturing Lead Advanced Lead Nurturing In Part One, we defined lead nurturing the process of building relationships with qualified prospects regardless of their timing to buy,
More informationRESEARCH NOTE NETSUITE S IMPACT ON WHOLESALE AND DISTRIBUTION COMPANIES
Document L11 RESEARCH NOTE NETSUITE S IMPACT ON WHOLESALE AND DISTRIBUTION COMPANIES THE BOTTOM LINE When Nucleus examined wholesale and distribution customers using NetSuite, analysts found it enabled
More informationThe New Marketing Metrics for B2B. Measurements that really matter to the success of your business
The New Marketing Metrics for B2B Measurements that really matter to the success of your business Table of Contents Introduction Step 1: Analyze Your Customer s Buying Process Step 2: Identify Your Marketing
More informationSIMPLIFYING THE MODERN SALES CYCLE
SIMPLIFYING THE MODERN SALES CYCLE Introduction The sales cycle has grown exponentially more complex. Where once there were only a handful of touchpoints, customers are now engaging with companies on dozens
More informationMarketing Technology s Broken Promises
Marketing Technology s Broken Promises (And How to Get What You Pay For) 1 Marketing technology comes with lots of promises: Just plug it in and press the button. Sit back as those high-quality leads roll
More informationTOTAL ANALYTICS POWERED BY TOUCHÉ FOCUSED BUSINESS ANALYTICS
TOTAL ANALYTICS POWERED BY TOUCHÉ FOCUSED BUSINESS ANALYTICS 2 FINASTRA Brochure INTRODUCTION The Key to Overcoming Today s Challenges in Financial Services Marketing Is Access to Holistic Information
More informationMicrosoft Dynamics 365 for Marketing. CAPABILITIES GUIDE Dec 2017
Microsoft CAPABILITIES GUIDE Dec 2017 Microsoft TURN PROSPECTS INTO BUSINESS RELATIONSHIPS Microsoft is a marketing automation solution that can help companies that need more than basic email marketing
More informationCONTENT MARKETING: FROM HYPE TO HELPFUL
CONTENT MARKETING: FROM HYPE TO HELPFUL Presented to TechUK 12 th FEBRUARY 2015 Prepared by Faye Hawkins MD at First Base Communications @hitfirstbase PART 1: THE INESCAPABLE HYPE COMPANY CONFIDENTIAL
More information2014 Investment Management Marketing Plan
2014 Last updated: 3/18/2014 Page 1 TABLE OF CONTENTS Marketing Strategy 1. Background Information 2. Strategic Goals for 2014 3. Solution Messaging Sales Enablement 1. Presentations 2. Inside Sales 3.
More information6 Signs Your Inbound Lead Management Process is Broken
6 Signs Your Inbound Lead Management Process is Broken Introduction Today s customers want it pronto! Ever notice how sometimes solving one business problem leads you to the door of another? Not so very
More informationGenerate Leads and Drive Sales
Generate Leads and Drive Sales Delivering results that matter with effective and affordable marketing programs www.partnerconcierge.com 480.349.9263 Honeywell@Partne rconcie rge.com I ve been an executive
More informationDrive collaboration and innovation through a social enterprise
Drive collaboration and innovation through a social enterprise Fashioning success through social The right inventory at the right place at the right time. Sounds like a simple formula for success. Then
More informationYOUR COMPLETE CRM HANDBOOK EVERYTHING YOU NEED TO KNOW TO OPERATE A MODERN CRM
YOUR COMPLETE CRM HANDBOOK EVERYTHING YOU NEED TO KNOW TO OPERATE A MODERN 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 informationHow to reach technical audiences through... inbound marketing. Issue 2
How to reach technical audiences through... inbound marketing Issue 2 In our previous issue we looked at the use of PR and how it can be a powerful and cost effective way for engineers to reach wider audiences
More informationChris Carter, Market Focus, Inc. Matthew Dunn, Fast Forward Stories
Chris Carter, Market Focus, Inc. Matthew Dunn, Fast Forward Stories November 2, 2016 Content Marketing Communicating with Customers and Prospects Without Selling Delivering Information That Makes the Buyer
More informationMAINTAINING CLIENT RELATIONSHIPS
6 STEPS TO PERFECT QUAL The L&E trust guide to ensure the success of your project STEP 6 MAINTAINING CLIENT RELATIONSHIPS LERESEARCH.COM CONTENTS THE VALUE OF CLIENT RELATIONSHIPS 03 GOOD ACCOUNT MANAGEMENT
More informationA guide to SOCIAL SELLING
A guide to SOCIAL SELLING THE CONTENTS QUICK STATS QUICK STATS 1 WHAT IS SOCIAL SELLING? 2 SOCIAL SELLING ANATOMY 3 FIVE PILLARS OF SOCIAL SELLING 4-9 SOCIAL HACKS & TIPS 10-12 REF REFERENCE 13 QUICK STATS
More informationCombine attribution with data onboarding to bridge the digital marketing divide
Combine attribution with data onboarding to bridge the digital marketing divide Understand how online marketing impacts offline sales Google Inc. 360suite-info@google.com g.co/360suite 1 Digital marketing
More information2018 MEDIA KIT BRAND BUILDING & MARKET ENGAGEMENT PLANNING GUIDE
2018 MEDIA KIT BRAND BUILDING & MARKET ENGAGEMENT PLANNING GUIDE TABLE OF CONTENTS Power of Retail Leader... 2 Total Market Solutions... 3 State of the Retail Industry... 4 Why Advertise?... 5 Audience
More informationMAXIMIZE PROFITS VAR BUSINESS
HOW TO MAXIMIZE PROFITS IN A LOW MARGIN VAR BUSINESS Introduction With each passing day, VAR business is getting more and more competitive. As a result, margins have shrunk considerably which has reduced
More informationWHY SALES VPS ARE TURNING TO DIGITAL LISTENING TO ACCELERATE SALES
WHY SALES VPS ARE TURNING TO DIGITAL LISTENING TO ACCELERATE SALES All the cool VP s are doing it. THIS IS THE ERA OF DIGITAL LISTENING In today s online and social world, the power has shifted from seller
More informationA Kuno Creative ebook. CREATING CONTENT for MARKETING AUTOMATION
A Kuno Creative ebook CREATING CONTENT for MARKETING AUTOMATION Why Content Matters Content is an essential part of any online marketing strategy. Blogs, ebooks and video can be used for anything from
More informationDIGITAL MARKETING WEBMARKETING AND ONLINE PRESENCE
DIGITAL MARKETING WEBMARKETING AND ONLINE PRESENCE W W W. B T O B R A I L. C O M M E D I A K I T 2 0 1 9 W E S T A N D F O R I N T E R N A T I O N A L M A R K E T I N G I N T H E R A I L I N D U S T R
More informationHow can you connect suppliers and members and offer more value while generating non-dues revenue? The Ultimate Buyers Guide
How can you connect suppliers and members and offer more value while generating non-dues revenue? The MultiView's buyers guide is the ultimate industry search portal that enables members to research for
More informationInbound Strategy, Outbound Strategy and the Most Important Strategy of All: Blending Them Into a Seamless Interaction for Your Customers
Inbound Strategy, Outbound Strategy and the Most Important Strategy of All: Blending Them Into a Seamless Interaction for Your Customers Introduction Ensure your contact center provides a better experience
More informationKey Performance Indicator (KPI)
In this data-driven world, everything counts upon insights and facts. Whether it is a technological advancement or evaluating the performance, data is used everywhere. In this context today we will talk
More informationBetter Together: Combining Your CRM Software with Marketing Automation
Better Together: Combining Your CRM Software with Marketing Automation Marketing software and CRM systems are complementary tools that only reach their full potential when paired together. Not only can
More informationPRODUCTIVITY REVOLUTION
THE NEXT GREAT PRODUCTIVITY REVOLUTION How Digital Enablement Will Forever Change The Way We Look At B2B Selling. If you want your B2B business to stay relevant and grow with the future economy, transformation
More informationFunctional Business Systems
Functional Business Systems Transaction Processing Systems Transaction processing systems (TPS) are cross-functional information systems that process data resulting from the occurrence of business transactions.
More informationEquip your field teams and customers with the ability to do business from anywhere.
ADOBE EXPERIENCE MANAGER MOBILE for Services Equip your field teams and customers with the ability to do business from anywhere. Across the service industry real estate, transportation, utilities, and
More informationBeginner s Guide to Inbound Marketing EDUCATE EMPOWER ACCELERATE
Beginner s Guide to Inbound Marketing EDUCATE EMPOWER ACCELERATE Inbound marketing is now the overwhelming marketing approach of choice for companies and organizations of all sizes, across all industries.
More informationContent or technology? Technology every time
Adam Sharp is managing director of CleverTouch, a marketing automation consultancy that partners with over 300 of the most advanced and sophisticated users of marketing automation. Content or technology?
More informationMarketing. Business: It Starts with a Plan! Kate Dunn. Director, Keypoint Intelligence/InfoTrends
Marketing Your Business: It Starts with a Plan! Kate Dunn Director, Keypoint Intelligence/InfoTrends Event Host Welcome! Kurt Konow Director, Creative and Content Marketing Ricoh USA, Inc. Business Development
More informationELITE ADVISOR. Lead Generation. 12 months of marketing activities
2016 ELITE ADVISOR Lead Generation R O A D M A P 12 months of marketing activities 2016 ELITE ADVISOR Lead Generation Roadmap This lead generation roadmap provides a year-long schedule of activities that
More informationCUSTOMER RELATIONSHIP MANAGEMENT
CUSTOMER RELATIONSHIP MANAGEMENT 1 Strouse, Karen G.(2004). Customer-Centered Telecommunication Services Marketing. Artech House. London Chapter 12 2 INTRODUCTION CRM general process of managing the various
More informationCommerce-as-a-Service. You focus on your core business. We manage your digital sales.
Commerce-as-a-Service You focus on your core business. We manage your digital sales. Commerce-as-a-Service from the Experts This enables you to exceed customer expectations and minimize internal costs.
More information10 Reasons to Consider Marketing Automation
10 Reasons to Consider Marketing Automation 1 Introduction As a marketer, you face daunting expectations and goals. You are probably expected to generate successful outcomes in less time, and in a digital
More information35 Ways To Do Real-Time Personalization
35 Ways To Do Real-Time Personalization TABLE OF CONTENTS B2B: GENERATE NEW LEADS MAKE A STRONG FIRST IMPRESSION...4 IMPROVE ACCOUNT-BASED MARKETING...4 HELP VISITORS DISCOVER RELEVANT CONTENT...4 BOOST
More informationebook The Digital Supply Chain Digitization enables real transformation
ebook The Digital Supply Chain Digitization enables real transformation Global Trade is Fast The world of global trade is fast-paced, ever-changing, always evolving. In order to keep pace, your supply
More informationProgrammatic Monetization Platform
Programmatic Monetization Platform Bringing RTB Solutions to Partners Around the Globe KeyPoint Media is a next-generation media group with flexible, stateof-the-art automated programmatic technology.
More information