Lead Enrichment for Better CRM Database Maintenance

Posted by Holly Rountree on Feb 2, 2015 12:54:47 PM

Simply put, lead enrichment is a process that goes beyond regular CRM database maintenance - it is a smarter way to score leads based on explicit data, allowing sales and marketing teams to quickly segment and prioritize key prospects.

How can companies enrich leads? Let’s look at two ways.

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Topics: Sales/Sales Strategy, Data Management

Chatter for SharePoint (and many more Winter '15 Enhancements) Now Available!

Posted by Cathy Boudreau on Jan 22, 2015 7:45:00 AM

Who says that salesforce.com and Microsoft can't play nicely?

If your organization needs to integrate Microsoft's SharePoint platform with salesforce.com's Chatter, check out Chatter for SharePoint! With this integration (new in the Winter '15 release - Check out the Release Notes), Chatter users can now access Chatter feeds -- both company and group feeds -- from within SharePoint. Users can also post files directly from SharePoint to Chatter feeds as file references.
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Topics: Salesforce.com

The Effects of Marketing and Sales Alignment

Posted by Holly Rountree on Jan 20, 2015 9:00:00 AM

 

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Aligning marketing and sales teams is essential to the success and sustainability of every business. Although, according to a 2014 Corporate Visions Study, only ten percent of companies are completely coordinated in [their marketing and sales] efforts, despite the fact that forty percent believe optimal alignment does contribute to stronger lead conversion rates. Even as CRM and marketing automation technology evolve, there remains an overwhelmingly large percentage of organizations wondering why marketing ROI, sales productivity, and, most importantly, growth continue to suffer.

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Topics: Sales/Sales Strategy

Top 10 Customer Relationship Management Articles for Wealth Advisors

Posted by Holly Rountree on Dec 17, 2014 4:44:41 PM

time-and-money_-_CopyIt’s been said that the best gift is time. As many wealth advisors and their firms are busy wrapping up 2014, we thought we’d save you some time by recapping our best CRM discussions of the year.

To save you even more time, we’ve categorized these customer relationship management articles into four main topics allowing for quick navigation into the specific areas that interest you most.

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Topics: CRM

Successful Sales Follow-up Calls start with CRM

Posted by Holly Rountree on Dec 16, 2014 8:45:00 AM

If you are a salesperson, you probably know the phrase, "the fortune is in the follow up." Yet the real key to better lead conversion lies not in simply following up, but rather doing it in a timely fashion.

On average, it takes about 7 to 8 interactions with a prospect before they convert into a sales opportunity. Does this mean hounding or bothering prospects over and over again?  Not at all. Though for various reasons, most salespeople will give up on prospects after 2 or 3 (failed) follow ups, leaving themselves wondering what went wrong.

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Topics: Sales/Sales Strategy

Using the Salesforce Asset Object vs. a Custom Object

Posted by Steve Chipman on Dec 10, 2014 1:30:00 PM

Your company is a manufacturer or distributor and you want to track which of your customers own what products. What’s the best way to do this, using the out of the box Asset object, or creating your own custom object? The right answer for your company depends on several factors.

Salesforce has convenient, built in functionality for tracking and managing customer assets, but there are number of factors to consider with respect to your business’s requirements.

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Topics: CRM Best Practices, Salesforce.com

Can CRM Work for Contractors?

Posted by Steve Chipman on Dec 9, 2014 9:15:38 AM

CRM systems have historically been marketed as a productivity tool for sales, marketing and customer service teams.

However, many electrical, mechanical, HVAC, plumbing, roofing, foundation, drilling and other types of contractors in the commercial & industrial space don’t sell or market directly to end customers. Rather, contractors have established relationships with general contractors who bring them into bids.

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Topics: Cloud CRM, CRM, Salesforce.com

15 Ways to Get the Most Out of Pardot

Posted by Steve Chipman on Dec 4, 2014 2:13:00 PM

As with any marketing automation system, Pardot, salesforce.com’s B2B marketing platform, has a lot of capabilities that those whom have never had direct experience with this product category might not be aware of. However, a lot of the value of a marketing automation system like Pardot can be found in the more granular capabilities offered by the system.

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Topics: Marketing Automation, Salesforce.com

Top 4 Advantages to Using a Cloud CRM System for Wealth Managers

Posted by Holly Rountree on Dec 3, 2014 10:00:00 AM

cloud crm for wealth management firmsThe practical application of cloud-based CRM can bring tremendous financial advantages to wealth management firms. Compared to the higher costs typically associated with on-premise solutions, here are the top four arguments for firms looking to invest in the cloud.

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Topics: Wealth Management

Preparing for Marketing Automation

Posted by Cathy Boudreau on Dec 2, 2014 10:50:00 AM

With more and more companies accepting the idea that a Marketing Automation system is as necessary to the marketing department as a CRM system is to the sales department, marketers are looking for information on how to prepare for a system.

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Topics: Marketing Automation

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