Gratitude can be a powerful motivator. After all, we’re thankful for things all across the spectrum of our lives, from friendship and advice down to a sale on our favorite pair of shoes. So why shouldn’t businesses get in on the fun? For many consumer-facing companies, it can be standard practice to thank loyal or […]
With the multitude of marketing technology resources available moving toward 2016, a well-conceived roadmap has never been more crucial. Building a marketing technology stack from the growing number of options available—from 100 software choices back in 2011 to 1,876 and counting in 2015—means navigating a crowded landscape and harnessing ever-increasing amounts of data. What should […]
CRM is a fantastic tool. However, in many instances, companies find that sales reps view any CRM system as a burden. Why? Over the past few years, CRM’s primary use has evolved from helping sales reps improve their relationships with customers to helping senior management visualize and forecast revenue. This evolution has been unfortunate because […]
Most CRM systems are structured from the seller’s perspective. They include milestones like “first meeting” or “proposal delivered.” While those are useful metrics for management to forecast pipeline revenue, they’re not particularly useful metrics for your sales reps, or more importantly for your customers. Here’s an example of where critical information slips through the cracks: […]
There are multiple stakeholders who need to get value from your CRM system. First, management needs visibility into the sales pipeline. Next, sales teams need to know how close their buyer is to making a purchase, and what they can do to get prospects to the finish line. Third, marketing needs a way to understand […]
