Marketing automation isn’t just for marketers anymore. What began as a suite of capabilities that relieved marketers of certain manual tasks has turned into a genuine sales enablement tool. When CRM and marketing automation are integrated, sales gets a seat at the table to view the strategic customer information that... View Article
Imagine a wall. Your business is on one side and a pot of gold is on the other. The gold is the higher profits you can earn with a marketing automation system; the wall is the work to get started. Often, marketers believe that adopting marketing automation requires a complete... View Article
Sales has come a long way from the Glengarry Glen Ross days of high pressure and aggressive tactics. Especially in the last five years, sales and marketing roles have shifted and this impacts the way the funnel breaks down as well. Mr. Stacy Gentile and I delivered a webinar, “Unpacking... View Article
Email remains the most potent, popular, and productive marketing tool, with the highest ROI ($40.56 for every $1 invested in 2011). 77% of buyers say they’d rather get promotional messages by email (77%) than any other medium. Over the course of 12 surveys we did in 2012, when we asked... View Article
We recently commissioned Forrester Consulting to research how small and medium-sized businesses were adapting their marketing methods in response to the current economic uncertainty. What we came out with were some telling trends, and straight talk about how to become a Top Performer. Here’s the scoop on what SMBs are... View Article
When you hear the term “marketing automation” you may think about marketing, email, lead nurturing, content creation or integration with CRM… but how often does the term make people think about sales? But – isn’t increased sales the reason a marketing automation solution is acquired in the first place? (I sure... View Article
First, let me say that as the father of two I think of this topic—CRM and marketing automation—to be as perfect as peanut butter and jelly, or milk and cookies. They’re each much better together. Is this making you hungry? When I think of sales reps (and I was one,... View Article
