THE HIGH COST OF BAD DATA SOME THINGS GET BETTER WITH AGE. YOUR DATA IS NOT ONE OF THEM.
|
|
- Patricia Evans
- 5 years ago
- Views:
Transcription
1 THE HIGH COST OF BAD DATA SOME THINGS GET BETTER WITH AGE. YOUR DATA IS NOT ONE OF THEM.
2 HENRY SCHUCK Co-Founder & Chief Executive Officer Henry Schuck is a leading entrepreneur in sales intelligence and lead generation. Having founded IT sales leads intelligence company DiscoverOrg in 2007 when he was 23, he has led the company on a rapid growth path. Under Henry s leadership, DiscoverOrg built the industry s most accurate, highest-quality contact database, not through technology like webscraping or crowdsourcing but by employing a team of more than 100 data analysts who continually call into thousands of IT, marketing and finance departments. DiscoverOrg was recognized for the quality of its datasets with both a Stevie and a CODIE award. It was also named a Leader and ranked Number One in customer service by G2 Crowd.
3 THE HIGH COST OF BAD DATA SOME THINGS GET BETTER WITH AGE. YOUR DATA IS NOT ONE OF THEM. Table of Contents What is Bad Data?... 4 Ignorance is Not Bliss... 6 How Does Good Data Go Bad?... 8 When Does Good Data Go Bad? Consider the Source The Real Cost of Bad Data Data Health Check A Better Data Solution Dedicated Staff Sales Intelligence So Fresh and So Clean Getting It Together About DiscoverOrg
4 WHAT IS BAD DATA?
5 WHAT IS BAD DATA? Incomplete, inaccurate and empty fields within your database or Customer Relationship Management (CRM) platform are all forms of Bad Data. No organization is immune to it. Many are aware that Bad Data exists; however, few realize the high costs involved with ignoring it. And fewer still take proactive measures to combat and treat the source or cause of the Bad Data. Which category do you fall into? COMMON DATA FIELDS THAT ARE NOTORIOUS FOR HOUSING BAD DATA INCLUDE:?!... Wrong phone number Outdated physical address Wrong title or job function No phone number or no address Wrong address Misspelled or incomplete company name Most companies struggle to keep their data up-to-date and accurate. Missing, incorrect and stale data wastes time and money. However, keeping data constantly updated and verified requires a lot of time and resources, causing many companies to turn a blind eye to the problem that seems too big to address within current staff and budget. TWEET THIS
6 IGNORANCE IS NOT BLISS
7 IGNORANCE IS NOT BLISS Data quality is too often not considered a critical success factor in prospecting. More often, sales and marketing professionals tend to focus on the big stuff. They consider outsourcing nurture campaigns or keeping things inhouse; they consider the expertise of the team doing the outreach, and even what technologies are needed to facilitate and track the performance of their prospecting efforts. They analyze open rates and response times, hours on the phone, meetings set, opportunities opened. However, the devil is in the details. All of these efforts start with contact information and (ideally) intel on the targeted prospect. The quality of this data is often overlooked. $ EACH YEAR SALES DEPARTMENTS LOSE APPROXIMATELY 550 HOURS AND $32,000 PER REP FROM USING BAD PROSPECT DATA. Source: LeadJen Study Good data is an essential element in successful sales campaigns. TWEET THIS
8 HOW DOES GOOD DATA GO BAD?
9 HOW DOES GOOD DATA GO BAD? Sales data changes often. It is a reflection of the dynamic nature of industries, organizations, and employees. In order for your sales and marketing efforts to produce the best results, you need to have the most updated information readily available. Change is a constant in modern business, which means that your data has to be constantly updated in order to stay valid and even useful. How does your data go stale? PROSPECTS: change roles within companies leave their current companies change phone numbers take on additional responsibilities within their current companies AND NO ONE UPDATES THE RECORD IN YOUR DATABASE OR CRM. TWEET THIS
10 WHEN DOES GOOD DATA GO BAD?
11 WHEN DOES GOOD DATA GO BAD? So, you ve updated the data. Check. Now, you should be good for a while, right? It is not that simple. Data is in a constant state of change, like the people and organizations that it represents. How often do these critical contact data fields change? The answer is, more often than you think. 40% of users change their address at least once every two years 15% change it one or more times per year 20% of all postal addresses change every year 18% of all telephone numbers change every year 21% of all CEOs change every year 25-33% of addresses become outdated every year 60% of people change job functions within their organization every year IN THE NEXT HOUR, 58 BUSINESS ADDRESSES WILL CHANGE, 11 COMPANIES WILL CHANGE THEIR NAMES, AND 41 NEW BUSINESSES WILL OPEN. TWEET THIS
12 CONSIDER THE SOURCE
13 CONSIDER THE SOURCE??? What is worse than good data that has gone stale? Data that was never correct or complete in the first place. Your CRM or database is only as good as the data that it contains. However, sales and marketers alike often look to outside resources for contact data purchased lists or databases without considering where the data came from or how it was collected. Commonly-sourced methods for purchased contact data are subject to a variety of issues that result in poor data. If you are using commonly sourced data and are not applying a generous dose of effort yourself to verify the accuracy of the data as well as update and append the data frequently, then your database will never be accurate and your sales and marketing efforts will miss opportunities. WHAT ARE SOME OF THE SHORTCOMINGS OF COMMONLY-SOURCED DATA? End-user submitted data: Reliance on end-users to submit and update their data depends of the motivation of those users to actually change their information. This information usually lags and does not often include updated addresses or direct dial phone numbers. The utility of this kind of data is limited. Technology-sourced data: Often data providers use webscraping and search technologies to create and update data from what is available openly on the internet. There are two problems with this method: 1) There is no way to actually verify that the data is correct; and 2) This does not provide information beyond what your sales people can gather on their own. TWEET THIS
14 THE REAL COST OF BAD DATA
15 THE REAL COST OF BAD DATA Bad data can cost companies money in a variety of ways. The soft costs of bad data include the lower satisfaction rate of employees as they experience less success, spending a large portion of their time doing background research or working through call lists that have low yields. The hard costs include the opportunities that the organization misses out on because they were not talking to the right people or reaching out to the right organizations as these prospects were seeking solutions. Not to mention, the time wasted! These impacts are sometimes not visible to organizations until they have been resolved. Managers may not realize how bad data has impacted morale until good data is available and they see the difference in the staff and realize the increase in efficiency. Bad contact data can increase the acquisition cost by $11 / record. Source: JUST BECAUSE YOU DON T KNOW ABOUT LOST SALES DOES NOT MEAN YOU HAVE NOT MISSED THEM. TWEET THIS
16 THE REAL COST OF BAD DATA Sales reps spend 1/3 to 1/2 of their cycles trying to reach contacts that are no longer at their respective companies or in the same position. Besides the hard dollar costs associated with this wasted time there is also a significant opportunity cost associated with the time that could have been spent engaging with good prospects. Sales calls get routed to vendor hotlines or to gatekeepers who may not even be aware of the organization s need for a solution. These calls almost never get to a decision maker. Sales reps waste valuable time navigating corporate switch-boards and operators instead of being able to contact prospects directly. TWEET THIS
17 THE REAL COST OF BAD DATA LeadJen examined 12 lead generation campaigns across industries representing over 100,000 connections made by phone or . Their study found that conducting a lead generation program without first investing in cleaning data wastes 27.3% of each sales rep s time, or 546 hours on average a year per rep! Source: TWEET THIS
18 THE REAL COST OF BAD DATA Without proper marketing practices, marketing s go to dead records, get caught in spam traps and honeypots. deliverability drops and your organization ends up on vendor blacklists. Without complete lead records, marketing automation systems are unable to segment properly, and your s end up with untargeted messaging - demolishing open, click-through, and response rates. Without updated physical addresses, direct mailers get sent to old records, often being returned to sender wasting time and money. MARKETING SHOWS LOWER OPEN, CLICKED AND CONVERTED RATES AS IT PROSPECTS TO FALSE OPPORTUNITIES. DEAD END Marketing cannot produce leads that are better than one-off, single point-offailure opportunities - Sales reps call the single contact a few times then close the opportunity. All because of Bad Data! TWEET THIS
19 THE REAL COST OF BAD DATA MarketingSherpa found that every year 25-30% of data becomes inaccurate. They concluded that lead generation programs fueled with incorrect data results in a drastic decrease in marketing effectiveness and sales conversions. Source: TWEET THIS
20 DATA HEALTH CHECK
21 DATA HEALTH CHECK HOW DO YOU KNOW IF YOUR DATA IS BAD? DO THIS QUICK 5-POINT DATA HEALTH CHECK TO FIND OUT: YES NO 1. Do you trust your data? 2. Does your data quality satisfy the needs of your organization? 3. Do you have processes in place to keep your data updated? 4. Does your data synchronize automatically across the systems and sources your staff uses? 5. Does your sales team have updated data so that they can spend their time selling, not researching? If you answered NO to even one of the above questions, you should spend some time reviewing the quality of your data and evaluating the solutions outlined on the following pages. TWEET THIS
22 THE BETTER DATA SOLUTION
23
24 DEDICATED STAFF
25 DEDICATED STAFF Dedicating a team to manage sales and marketing data is one reliable option for keeping your data clean. In fact, list and data sourcing were found by The Bridge Group to be the top 2 challenges of over 600 surveyed Technology Sales Executives. They recommend that companies hire full-time resources to do nothing but keep contact and account data clean. If you were to create a perfect team to update and add to your current prospect database, what would that team look like? What would the process look like to provide optimal quality data, constantly updated, with reliable results? Start with live, US-based employees Call into prospects, verifying contact data, immediately updating inaccuracies in a central database Use technology to verify that addresses are correct Identify projects that targets are working on Identify the decision making structure at target accounts to ensure that your reps are not talking to people who have no purchasing or decision making authority Refresh contact data at least once every 90 days Add new hires at target companies to a central database and map those new prospects into the organizational chart TWEET THIS
26 SALES INTELLIGENCE
27 SALES INTELLIGENCE Most organizations do not have the resources available for a dedicated team to manage contact data. Fortunately, sales intelligence solutions exist to fill in the gaps and provide insight into your top prospects. However, not all sales intelligence solutions are created equal. What should you look for in a sales intelligence provider? Here are 5 steps to help you select a Sales Intelligence Solution: Assess how they collect data. Where does the data originate? How is the data verified? Is the source reliable? Evaluate the accuracy of the data. How is the data verified? Does it come with guarantee? Are you able to sample the data to verify yourself? Demo the interface or integration. How easy is it to access the data? How intuitive is the tool to use? Can you filter and search the data to easily find your target audience? Does it integrate with other tools that your team already uses? Gauge the depth of the intelligence provided. Are the phone numbers direct dials or main line? Does it provide multiple points of entry in the form of a detailed department org chart? Does it provide insight into current spending and initiatives as well as leadership changes? Survey current users of the solution or research customers sentiment online. Does the company earn high marks from customers on service and satisfaction? Have they proven their value to current users? TWEET THIS
28 SO FRESH AND SO CLEAN
29 SO FRESH AND SO CLEAN DiscoverOrg takes great measures to ensure the accuracy and reliability of our data. Using a hands-on approach, our in-house team of researchers spends their days making hundreds of phone calls into Fortune-ranked, mid-market and SMB companies gathering and updating contact information and real-time intelligence on these organizations across North America and Europe. This data is then vetted and verified to guarantee accuracy. Each element within a profile is refreshed at least every 90 days to ensure that you have the most up-to-date information at your fingertips. The DiscoverOrg database allows users to perform micro-targeted searches to identify ideal new prospects as well as update existing contacts at targeted accounts. DiscoverOrg profiles 400,000 contacts at over 19,000 organizations with 96% accurate direct dial phone numbers and 98% verified addresses delivered in seven segmented and easily searchable datasets. TWEET THIS
30 GETTING IT TOGETHER
31 GETTING IT TOGETHER In addition, DiscoverOrg maps the Organizational Charts at every profiled organization providing multiple points of entry and access to all key decision makers at once. This gives sales reps the ability to know exactly who they are calling, where that person sits in the decision making structure, and what the contact s responsibilities include. Want to go straight to the decision maker? You ll know who that is. Or if you think a ground swell approach will work best, you ll be able to identify and access the lower-level employees who will influence the decision maker s purchase. OUR RESEARCH TEAM SERVES AS AN EXTENSION OF YOUR SALES AND MARKETING DEPARTMENTS VIRTUALLY ELIMINATING THE NEED FOR YOUR TEAM TO TAKE PART IN PROSPECT RESEARCH. Aside from constantly updating data, our analysts add over 300 Real-Time Scoops daily - including new hires, executive moves and new spending initiatives. For example, when JPMorgan Chase hires a new Vice President of Information Security, DiscoverOrg picks that up and adds the information to the database with a trigger attached so that companies interested in selling into that organization will be alerted right away. TWEET THIS
32 ABOUT DISCOVERORG
33 ABOUT DISCOVERORG DiscoverOrg is the leading sales and marketing intelligence solution used by the top technology vendors, staffing companies and consultants targeting IT, Finance and Marketing departments of Fortune-ranked, mid-market and SMB companies in North America and the European Union. Offered in the form of a constantly refreshed database, DiscoverOrg specializes in mapping out the org charts of more than 19,000 companies, complete with verified addresses, direct-dial phone numbers, reporting structure, project updates and technology installed base. Each of the 400,000-plus decision makers in the DiscoverOrg database is updated and refreshed by the company s team of 100-plus in-house researchers at least once every 90 days, enabling customers to reach the right person at the right company with the right message. The DiscoverOrg Sales Intelligence platform provides: Multiple points of entry: Arm yourself with not just one person s contact information, but the details for his boss, his boss s boss and his colleagues. Insight into the current environment: Know which technologies are being used, projects that are in place, new leadership moves and use that data to craft your message. Shorter sales cycles: Get your foot in the door before the competition and contact the right person with the right message and the right time. TRY US OUT! SHARE WITH US YOUR TARGETED INDUSTRY AND WE LL PROVIDE THE LATEST INTEL GATHERED ON YOUR IDEAL PROSPECT. TWEET THIS
34 FOLLOW US Tel:
White paper. Getting better business results from your CRM
White paper Getting better business results from your CRM Table of contents: Introduction...1 Customer relationship management continues to grow...1 Poor quality CRM data and its impact on an organization...1
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 informationTHE RIGHT TECHNOGRAPHICS FOR B2B TECHNOLOGY MARKETERS
THE RIGHT TECHNOGRAPHICS FOR B2B TECHNOLOGY MARKETERS WHY YOU NEED TECHNOGRAPHICS If your sales and marketing teams are reaching out to prospective buyers, being relevant is an essential component of gaining
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 information90% SAID THAT ONLINE REVIEWS INFLUENCED THEIR PURCHASES 62% 72% 70% STAND OUT HOW CONSUMERS SEARCH TODAY
HOW CONSUMERS SEARCH TODAY 90% SAID THAT ONLINE REVIEWS INFLUENCED THEIR PURCHASES 70% TRUST A BUSINESS WITH A MINIMUM OF 6-10 CURRENT REVIEWS 72% TRUST ONLINE REVIEWS AS MUCH AS PERSONAL RECOMMENDATIONS
More informationYou might not realize it yet, but every time you log in to salesforce.com
Chapter 1 Looking Over Salesforce.com In This Chapter Solving business challenges Extending the value of what you have Deciding what salesforce.com size fits you You might not realize it yet, but every
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 informationFOUR SOCIAL MEDIA TACTICS EVERY REAL ESTATE AGENT NEEDS
FOUR SOCIAL MEDIA TACTICS EVERY REAL ESTATE AGENT NEEDS By SAM Rico BATTISTA AWARD WINNING SOCIAL MEDIA EXPERT About this Book First, let s go over what you can expect. This ebook is going to cover the
More informationChoosing Survey Software: Top 10 Things to Consider
Choosing Survey Software: Top 10 Things to Consider Ease of Use You re probably looking to make your job easier and aren t interested in difficult, complex software applications. If the survey system is
More informationMARKETING DARK DATA: 5 DARK DATA SOURCES THAT LEAD TO BETTER MARKETING INSIGHTS WITH IBM WATSON ANALYTICS AND COGNOS ANALYTICS
MARKETING DARK DATA: 5 DARK DATA SOURCES THAT LEAD TO BETTER MARKETING INSIGHTS WITH IBM WATSON ANALYTICS AND COGNOS ANALYTICS There are greater opportunities and means to reach target audiences today
More informationGrow Your Small Business With Salesforce SELL. SERVICE. MARKET. SUCCEED.
Grow Your Small Business With Salesforce SELL. SERVICE. MARKET. SUCCEED. Table of Contents Grow Your Small Business With Salesforce 01 02 03 04 05 Introduction The Salesforce Advantage Chapter 1 Make Everyone
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 informationDATA CLEANSING BUYER S GUIDE. How to Find Your Dream Data Vendor
DATA CLEANSING BUYER S GUIDE How to Find Your Dream Data Vendor YNTHIO ABLE OF ONTENTS 1PLAYING THE DATA GAME 2THE DIRTY ON CLEAN DATA 3Q UESTIONS FOR POTENTIAL DATA VENDORS 8F IND YOUR PERFECT MATCH 9ABOUT
More informationWHY DO I NEED CRM? Answers to frequently asked customer relationship management questions.
WHY DO I NEED CRM? Answers to frequently asked customer relationship management questions. INTRODUCTION In a 2015 survey conducted by Salesforce, more than half of small business owners said their companies
More informationSMB s using BI to gain a competitive
SMB s using BI to gain a competitive edge Eight advantages that BI brings to your business sales and marketing efforts The business value that business intelligence (BI) provides is the enhanced capability
More information10 THINGS B2B COMPANIES
10 THINGS B2B COMPANIES Should Be Doing on LinkedIn Copyright 2016 Act-On Software www.act-on.com Using LinkedIn to Generate Leads LinkedIn isn t just a social network for job seekers and recruiters anymore.
More information5 ESSENTIAL MARKETING AUTOMATION CAMPAIGNS
5 ESSENTIAL MARKETING AUTOMATION 5 Essential Marketing Automation Campaigns You Can t Live Without Campaigns are the focal point of marketing automation. They re critical to customer engagement because
More informationIntro & Executive Summary
How do you encourage future growth and profitability with outdated systems and processes? The answer lies in Enterprise Resource Planning (ERP). A strong ERP system will not only guide you through your
More information2018 DATABASE STRATEGIES & CONTACT ACQUISITION SURVEY REPORT
2018 DATABASE STRATEGIES & CONTACT ACQUISITION SURVEY REPORT B2B ORGS ADDRESSING DATA CONCERNS TO ACHIEVE AUDIENCE-CENTRIC GOALS SPONSORED BY SURVEY REPORT Introduction B2B organizations are dialing up
More informationCompetitive Intelligence 101. Staying Ahead of the Competition
Competitive Intelligence 101 Staying Ahead of the Competition Competitive intelligence is a systematic program for gathering and analyzing information about your competitors' activities and general business
More informationEnterprise Mass Media Co.
The Path to Better Marketing Planning and Measurement Annual revenue: >$10B Size of marketing team: 300 Title of key stakeholders: CMO, VP of Marketing & Demand, Director of Marketing Analytics, Marketing
More informationMarketing Automation and CRM Integration. How and Why Marketing Automation and CRM Integration is Necessary for Success
Marketing Automation and CRM Integration How and Why Marketing Automation and CRM Integration is Necessary for Success The single most important criteria for sales and marketing success is the alignment
More informationEvaluate & Improve Your TECHNOLOGY SPEND. Strategies for real estate brokerage leadership
Evaluate & Improve Your TECHNOLOGY SPEND Strategies for real estate brokerage leadership Introduction KEY TAKEAWAYS The mobility and speed of today s real estate market is due to the advances in technology
More information5 Quick Ways to. Clean Up Your Sales and. Marketing Pipeline
5 Quick Ways to Clean Up Your Sales and Marketing Pipeline Introduction Table of Contents Small businesses and startups are known for running agile, streamlined operations. With so many things going on
More informationGrow Your Business with Confidence. A Guide for Businesses Outgrowing Basic Accounting Software
Grow Your Business with Confidence A Guide for Businesses Outgrowing Basic Accounting Software Contents Introduction 5 Signs You re Ready for a New Accounting Solution The Signs Are Clear. Now What? Questions
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 informationOdoo CRM & ERP Brochure
1 Odoo CRM & ERP Brochure 2018 EO Web Solutions AB 2 We help businesses choose the most optimal solution Lars J. Croff Founder of We help businesses by facilitating access to professional web solutions
More informationBT and the Future of IT Security. Bruce Schneier Chief Security Technology Officer, BT BCSG. 27 February 2009
BT and the Future of IT Security Bruce Schneier Chief Security Technology Officer, BT BCSG 27 February 2009 The computer security industry is about to change. In the future, organizations will care both
More informationA Marketer s Guide to Call Intelligence: What it is, and why you should care
A Marketer s Guide to Call Intelligence: What it is, and why you should care 844-462-2553 Page 1 The Conversion Blind Spot 65% 65% of businesses rank incoming calls as the source of their most qualified
More informationUnderstanding the Future of Customer Experience.
Whitepaper + + Avtex + + September 2014 Understanding the Future of Customer Experience. Copyright 2014 Avtex Solutions. All rights reserved. Brand and product names referred to in this document are the
More informationDigital Marketing Strategies for Law Firms
Digital Marketing Strategies for Law Firms Overview The purpose of digital marketing is to generate leads and raise brand awareness. Some strategies are more effective for a Law firms. This Ebook outlines
More informationHOW BEST-IN-CLASS DEALERS ARE MAKING MORE CUSTOMER CONNECTIONS
: HOW BEST-IN-CLASS DEALERS ARE MAKING MORE CUSTOMER CONNECTIONS SEE HOW YOUR CRM UTILIZATION AND LEAD PROCESSES STACK UP EXECUTIVE SUMMARY The CRM is a relatively recent addition to the automotive dealership,
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 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 informationApril 2014 Whitepaper: The Magic Logix Guide to Marketing Automation
I N T E G R AT E D M A R K E T I N G A G E N C Y April 2014 Whitepaper: The Magic Logix Guide to Marketing Automation Magic Logix Guide to Marketing Automation Marketing Automation Overview Ultimately,
More informationTHE STATE of LEAD MANAGEMENT. A Survey of B2B Sales & Marketing Professionals
THE STATE of LEAD MANAGEMENT 2017 A Survey of B2B Sales & Marketing Professionals 2 Leads are the lifeblood of every business. B2B companies spend an enormous amount of time, energy and resources gathering
More informationFREE DOWNLOAD. Nursery. A Simple Guide To. Your Nursery Website. by Chris Holland
FREE DOWNLOAD Nursery A Simple Guide To Your Nursery Website by Chris Holland Introduction This quick guide to marketing your nursery web site will help you to gain more of a presence online. As a result,
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 informationAireContact s Predictive, Power, and Preview Dialer Guide
AireContact s Predictive, Power, and Preview Dialer Guide Make more calls with fewer agents using AireContact s Power Dialer Time is money With a power dialer, your agents can make more calls, in less
More informationDRIVE BETTER OUTCOMES
DRIVE BETTER OUTCOMES EMBED COMMUNICATIONS INTO YOUR ENTERPRISE APPLICATIONS SPONSORED BY Executive Summary Communications is the lifeblood of any organization. Workers, especially knowledge workers, need
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 informationContextual Intelligence for Sales Professionals
Contextual Intelligence for Sales Professionals Making Every Customer Conversation Count Version and Date Published : Version 1.0, September 17 th, 2012 Authors Tommy Ryan, Co-Founder and President, ThreeWill
More informationTalent Acquisition Leader s Guide to Recruitment Agency Planning. Setting Your Agency Recruiting Strategy for 2017
Talent Acquisition Leader s Guide to Recruitment Agency Planning Setting Your Agency Recruiting Strategy for 2017 Introduction Recruiting agencies are a big business. In fact, Staffing Industry Analysts
More informationService Department Automation ROI in less than 6 months?
ANALYSIS REPORT Service Department Automation ROI in less than 6 months? How service businesses are achieving this quick payback and how you can too. ANALYSIS REPORT Service Department Automation ROI in
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 informationAppend Don t Repent: How Marketing Database Boosts Sales by 40%
Append Don t Repent: How Marketing Database Boosts Sales by 40% Why you Should read this? 56% of Marketers believe that there is a huge scope of improvement in their Database strategy. In a recent study
More informationRetail: Tips for Reducing Recruitment Costs
White Paper Retail: Tips for Reducing Recruitment Costs Increase Your Hiring Performance while Decreasing Cost-to-Fill Recruiting in retail presents some pretty big challenges compared to other industries.
More informationProMax Marketing Solutions
ProMax Marketing Solutions ProMax Marketing offers an array of services to help dealerships increase leads, strengthen processes, and be more efficient. We realize every dealer is different from the next
More informationYou might not realize it yet, but every time you log in to Salesforce,
In This Chapter Chapter 1 Looking Over Salesforce Solving business challenges Extending the value of what you have Deciding what Salesforce size fits you You might not realize it yet, but every time you
More informationNuclear power plant reliability depends on a culture of problem solving
Nuclear power plant reliability depends on a culture of problem solving By Christian Green Kepner-Tregoe, Inc. At many nuclear plants, lead engineers spend two-thirds of their time in service to their
More informationThe Ultimate Guide to B2B Customer Support
TeamSupport The Ultimate Guide to B2B Customer Support Hint: It's not the same as B2C! Table of Contents 1. How is B2B Customer Support Different from B2C? 2. The B2B Customer Service Evolution: From Money
More informationYour Ads, Your Outcomes: Control and Transparency in Your Video DSP
Your Ads, Your Outcomes: Control and Transparency in Your Video DSP Bruce Falk is the Chief Operating Officer at BrightRoll, overseeing sales, marketing, business development, and operations. Bruce spent
More informationBRINGING THE QUALITY TO LIFE
BRINGING THE QUALITY TO LIFE ABOUT US AIVA is a digital marketing agency. We offer digital media services, website developing services, search engine services and graphic design services. We create and
More informationB2B Sales in the Modern Age
B2B Sales in the Modern Age Using Insight Selling to Improve Sales and Marketing Results When it comes to lead generation and improving customer relationships, it seems that sales and marketing professionals
More informationMaximize customer insight to achieve your goals
Maximize customer insight to achieve your goals What enterprise feedback management offers your organization Contents 1 Executive summary 3 EFM makes customer insight an organizational asset 4 EFM provides
More informationThe Value of Connecting Your Phone System and CRM
The Value of Connecting Your Phone System and CRM Contact centers have increasing pressure to be more efficient to do more with less time, money and resources. Customers also expect better service than
More informationAcquire, Convert, Develop and Retain
Acquire, Convert, Develop and Retain Increasing The Lifetime Value of Your Customers White Paper October 2015 Now Part of CSG How Does Your Company Acquire, Convert, Develop and Retain The Customers You
More informationABOUT US E M A I L USA:
ABOUT US Rather than hiring and training or keeping regular marketing staff, letting us to do the marketing is probably the most financially sound option for you at this point. It would be our pleasure
More information6 VIDEOS EVERY ENTERPRISE SHOULD BE PRODUCING IN-HOUSE Take your videos further with multi-camera production
6 VIDEOS EVERY ENTERPRISE SHOULD BE PRODUCING IN-HOUSE Take your videos further with multi-camera production INTRODUCTION VIDEO RULES. NOW IT S TIME TO RULE VIDEO. VIDEO RULES. NOW IT S TIME TO RULE VIDEO.
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 informationWhite paper. Call center success. Creating a successful call center experience through data
White paper Call center success Creating a successful call center experience through data Table of contents: Summary...1 Data and the call center...2 Operations...2 Business intelligence...2 Customer engagement...3
More informationTHE BIG STORY BENEFITS CASE STUDY. Client: Kelly Services Location: Troy, Michigan. Industry: Staffing and Recruiting
Client: Kelly Services Location: Troy, Michigan CASE STUDY Industry: Staffing and Recruiting THE BIG STORY Campaign Stars executed a turnkey multi-channel persona-based campaign across voice, email, and
More informationVoIP Solution How to Make the Best Choice for Your Business
Choosing the Right VoIP Solution How to Make the Best Choice for Your Business Section Title - 1 TABLE OF CONTENTS Introduction 3 CH. 1 What is VoIP? Why Do I Need It? 4 CH. 2 What Type of VoIP Solutions
More informationThe 20-Minute PPC Work Week
Your hub for all things ppc The 20-Minute PPC Work Week Making the Most of Your PPC Account in Minimal Time 3 Habit 1: Regular Account Activity The 20-Minute PPC Work Week Making the Most of Your PPC Account
More informationSO YOU WANT TO HIRE A DIGITAL MARKETING AGENCY...
SO YOU WANT TO HIRE A DIGITAL MARKETING AGENCY... LET S TALK GOALS. To build a successful partnership with a digital marketing agency, you need to know what you want. Having a clear picture of what your
More informationDistributor Qualification Profile
Distributor Qualification Profile Contents Page 1. About PMG Technology Services 2. CallMAX 360 3. Independent Distributor Responsibilities 4. Support and Training 5. Financial Requirements 6. How to get
More informationCompetitive Intelligence Analysis Guide. Know what your competitors are up to before you read it in the news.
Competitive Intelligence Analysis Guide Know what your competitors are up to before you read it in the news. Contents Staffing News, Events, Awards & PR Product, Services & Pricing Customers & Partners
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 informationRoll out and manage multiple customer service channels
Roll out and manage multiple customer service channels By communicating with your customers across multiple customer service channels, you have the opportunity to build more, and better, relationships.
More informationTen Tips For Marketing To Homeowner Associations
HOA-USA.com Ten Tips For Marketing To Homeowner Associations We help you grow your business in the Homeowner Association Industry 1204 Village Market Pl #300 Morrisville, NC 27560 info@hoa-usa.com (919)
More informationCheckpoint Marketing for Firms Social Media Solutions. Jane gets results
Checkpoint Marketing for Firms Social Media Solutions Jane gets results 2 Checkpoint Marketing for Firms Social Media Solutions This is the story of Jane Stewart. Jane is a partner at a small accounting
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 informationCALCULATING THE ROI OF LEAD NURTURING
Definitive Guide to Lead Nurturing Lead Calculating the ROI of Lead Nurturing In Part One of the Definitive Guide to Lead Nurturing, we learned the value of lead nurturing done well, and in Parts Two and
More informationTake a proactive approach to sales and marketing
What s six years old, used by 1.5+ million business professionals daily, and disrupting a 175-year old dinosaur in the business information space? If you answered Owler, you d be correct. At Owler, we
More informationSEGMENTING YOUR CUSTOMER BASE
SEGMENTING YOUR CUSTOMER BASE ABOUT THIS EBOOK Segmenting Your Customer Base You re counting on your marketing investments to bring you qualified leads that convert into customers. Just blindly using one-size-fits-all
More informationEDI. Buyer s Guide. Finding the Best Total Solution for Your Business
EDI Buyer s Guide Finding the Best Total Solution for Your Business TABLE OF CONTENTS Introduction 2 EDI 101 3-4 Selecting the Right Solution 5-7 Product Decision Making Process 8 About 1 EDI Source 9
More informationTying Campaigns To The Bottom Line With. Buyer Engagement. How Behavioral Data Leads To Revenue-Focused Funnel Measurement SPECIAL REPORT
Tying Campaigns To The Bottom Line With Buyer Engagement How Behavioral Data Leads To Revenue-Focused Funnel Measurement SPECIAL REPORT Introduction Marketing teams have traditionally been measured by
More informationEnhancing productivity. Enabling success. Sage CRM
Enhancing productivity. Enabling success. Sage CRM Customer Relationship Management Customer Relationship Management (CRM) is far more than just a software application. It is a business solution that gives
More informationHOW TO DIAGNOSE PROSPECT NEED A COMPREHENSIVE GUIDE TO CREATING NEED FOR INBOUND MARKETING SERVICES O + A Publication of HubSpot s Partner Team
1 HOW TO DIAGNOSE PROSPECT NEED A COMPREHENSIVE GUIDE TO CREATING NEED FOR INBOUND MARKETING SERVICES O + A Publication of HubSpot s Partner Team 2 ABOUT THE AUTHORS Pete Caputa is the Sales & Marketing
More informationThe business owner s guide for replacing accounting software
The business owner s guide for replacing accounting software Replacing your accounting software is easier and more affordable than you may think. Use this guide to learn about the benefits of a modern
More informationTrinity Health achieves significant operational efficiency and financial gains with Optum Enterprise CAC
Trinity Health achieves significant operational efficiency and financial gains with Optum Enterprise CAC Considered the region s premier health system, Trinity Health is a nonprofit, integrated organization
More informationBest practices for deploying a modern, predictive IVR system
Best practices for deploying a modern, predictive IVR system Integrating phone self-service into the omnichannel customer experience An Ovum White Paper Sponsored by Publication Date: August 2015 Introduction
More informationMaking Social Media Sell Give your customers a reason to pay attention to your social media while turning into more sales.
Making Social Media Sell Give your customers a reason to pay attention to your social media while turning into more sales. Truebridge Integrated Content Marketing White Paper Making Social Media Sell Truebridge
More informationHosted CRM vs. In-House: Which Direction Should Your Company Take? WHITEPAPER
Hosted CRM vs. In-House: Which Direction Should Your Company Take? LuitBiz CRM Makes Your Work Seems Much Easier Luit Infotech Private Limited Phone: + 91 80 4206 1217 Email: sales@luitinfotech.com Website:http://www.luitinfotech.com
More informationExclusive Voice of the Customer framework for smart CX managers: Delivering world-class customer experience every step of the way
Exclusive Voice of the Customer framework for smart CX managers: Delivering world-class customer experience every step of the way VoC programs enable you to engage with customers at key points across the
More informationFoundation Training Program
Foundation Training Program Module 19 Top Tips for Success Training Workbook Produced by: Next Level Exchange 214.556.8000 - www.nextlevelexchange.com Copyright 2010 Next Level Exchange - All rights reserved.
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 informationAt national conferences and trade shows, I met other top producers and discovered we shared the same pain points.
Two years ago, I was running one of the top-performing real estate teams in the country. Under my direction, our sales grew by almost 600%, realizing $107M in annual revenue and closing over 400 homes
More informationGuide to Education Marketing Success. A digital strategy to connect with educators & convert them to customers faster
Guide to Education Marketing Success A digital strategy to connect with educators & convert them to customers faster 866.783.0241 w w w. a g i l e - e d. c o m / c a m p u s So, you have something awesome
More informationExtending TouchPoint Banking Suite Applications with OpenSpan
OpenSpan White Paper Series: Extending TouchPoint Banking Suite Applications with OpenSpan Introduction p. 2 OPENSPAN FOR TOUCHPOINT p. 3 CASE STUDY p. 5 BENEFITS p. 6 SUMMARY p. 7 p. 2 OpenSpan White
More informationLeadership During Challenging Times by Mark David
4360 Corporate Road Charleston, SC 29405-7445 843.744.7110 www.lce.com Leadership During Challenging Times by Mark David With today s economy, the need for leadership excellence is at an all-time high.
More informationT A B L E O F C O N T E N T S
WEBSITE SERVICES DESIGN GUIDE WEB DESIGN PHOENIX T A B L E O F C O N T E N T S Part One Introduction Part Two Value Driven Website Design Part Three Discovery & Strategy Part Four Development & Maintenance
More information25% 22% 10% 10% 12% Modern IT shops are a mix of on-premises (legacy) applications and cloud applications. 40% use cloud only. 60% use hybrid model
CLOUD INTEGRATION Modern IT shops are a mix of on-premises (legacy) applications and cloud applications Most companies, including SMBs, use two or more software solutions to manage business operations.
More information2018 BENCHMARK REPORT: THE IMPACT OF REVIEWS on B2B Buyers and Sellers
2018 BENCHMARK REPORT: THE IMPACT OF REVIEWS on B2B Buyers and Sellers Part 1: Introduction.... 2 Key Findings.... 3 Part 2: The Power of B2B Reviews... 4 When Buyers Look at Reviews.... 5 How Many Reviews
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 information10 Ways to Increase Your Recruitment Business Leads. World Class Staffing & Recruitment Software
10 Ways to Increase Your Recruitment Business Leads World Class Staffing & Recruitment Software www.adapt-recruitment-software.com +44 (0) 1903 Contents Page 10 Ways to Increase Your Recruitment Business
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 informationHow to Audit Your. Marketing Strategy. The Purpose of an Audit. How to Conduct an Audit. Audit Topics and Questions. Applying Your Insights
How to Audit Your Marketing Strategy The Purpose of an Audit How to Conduct an Audit Audit Topics and Questions Applying Your Insights @ @ Boost Your Marketing ROI with a Marketing Audit What s the best
More information