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Exploiting Big Data: CRM Data is a Customer Satisfaction Goldmine
Customer Relationship Management (CRM) software has developed a bad rap for waste and inefficiency. Critics paint it as the cobwebbed basement of business—full miscellaneous info, out of date records,...
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5 Mistakes That Will Send You To The Spam Folder
As marketing automation gains popularity many companies are expanding their use of email campaigns. Spammers, unfortunately, are also expanding their use of spam. In 2013, spam comprised an estimated...
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Why CRM Is About Your Customer — Not Your Sales Department
Customer relationship management (CRM) has come a long way since its failure rate of 50 percent in 2001. The latest numbers from Gartner estimate the global CRM market will reach $36.4 billion by 2017....
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How To Target The Right Prospects At The Right Time
The fragmentation and complexity of the digital world is forcing marketing to become more agile and reactive. In coming years, the strongest brands won’t be the ones who target the most prospects, but...
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How Important Is Lead Scoring?
A lot of marketing teams still guess about when the right time is to pass a lead to sales. Is it after the prospect downloads that 17-page eBook? After they click on a few emails? How about after they...
View ArticleThe Understanding Of A Lead
Many businesses still don’t have a consistent understanding of a lead — what it is, when it is, and what they should do with it. Different departments use different language to refer to the same thing,...
View ArticleHow To Action On a Lead
In my last post, I spoke about the true definition of a lead. This time around, however, I want to explore what the defining actions of a lead really are. It often involves a form submission for gated...
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It’s Time to Humanize Your Sales Development Emails
Email prospecting is a vital tool for B2B sales reps. If you haven’t had an actual conversation with a prospect yet (or even if you have), a well-written, aptly-timed email can be a perfect way to get...
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5 Key Differences Between Email Marketing and Marketing Automation
Your business is getting traction. You’ve started to gather a critical mass of leads. Even better, you have a direct way to talk to them, via their inboxes, and they’ve opted in to your email list, so...
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