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Digital River - Talk to the Experts
6 Simple Steps to Improve Your B2B Customer Retention
January 21, 2020
The business-to-business buyer's journey is often difficult and long. The typical buying group for a complex B2B solution involves six to 10 decision makers, each of them bringing information they independently gathered to share with the group before making a decision. This information often opens the door for new suggestions, creating an even longer buying process.
Televerde's Michelle Cirocco: 'Invest in Disempowered Populations'
January 20, 2020
The prison workforce development program run by Televerde delivers significant economic and cultural value, concludes a study recently conducted at Arizona State University's Seidman Research Institute. Televerde trains and employs incarcerated women, and it offers many of them employment when they leave prison. Televerde CSRO Michelle Cirocco spoke about the study and about the long-term benefits of Televerde's program.
The Million Dollar Hidden Opportunity for E-Commerce SMBs
January 18, 2020
Every successful, long-term business has a common denominator in training as it relates to online sales customer contacts. Notice I said "long-term." A great product or unique marketing effort can fall short when a customer contacts an employee who is ill-equipped to respond. Some 72 percent of online shoppers will return up to 10 percent of their purchases, according to the UPS Pulse study.
4 Marketing Automation Tools for SMB Success in 2020
January 14, 2020
Marketing automation isn't a thing of the future -- it's very much a part of the here and now for small and midsized businesses across the world. However, many are unaware of a variety of marketing automation tools that can help SMBs reach customers in a timely and effective way. To compete with larger firms on customer reach, SMBs need to approach their marketing plan with a strategic mindset.
Designing a Winning E-Commerce Customer Experience
January 11, 2020
An optimized customer experience can tip the balance toward gaining a purchase instead of losing a customer. Excellent CX has transitioned firmly from something nice to have to a business requirement. No matter how good a product or service is, the e-commerce Web and mobile design surrounding it will play a key role in maintaining engagement and ensuring consumers complete their shopping journey.
4 Keys to a Winning Amazon Marketing Strategy
December 30, 2019
Research indicates that 66 percent of online shoppers start their product searches on Amazon, and Amazon shoppers behave differently than buyers on other online platforms and at brick-and-mortar stores. Amazon has set up its listings so that it is simple to "window shop" and compare competitive products. A brand must make sure to position its products in a way that shows how it is different from competitors in the marketplace.
How to Create a Content Marketing Strategy That Actually Works
December 21, 2019
Today's consumers live in a digital world, which means they can retrieve all the information they desire at the touch of a button, putting them in control. Added to this, they have become immune to traditional outbound marketing methods -- such as billboards and television advertisements -- and they expect brands and businesses to tailor their messages based on customers' individual preferences.
3 Steps to a Winning Google Shopping Strategy
December 14, 2019
The world of paid digital advertising is changing fast. Over the last year alone, marketers have had to adapt to big changes on Facebook's platform. They now have to reckon with the continued growth of Amazon, which is taking an ever-larger bite out of online advertising budgets. Even Google, long the alpha dog in digital marketing, is altering its approach with the changing times.
How to Take CPG Sales to the Next Level
December 10, 2019
Consumer packaged goods, or CPG, are the everyday items consumers use, such as food, beverages, clothes and household products. These products are ones that require regular replacement or replenishing. Due to the frequency of purchases and the low cost of switching brands, this market is extremely competitive. E-commerce is now a popular channel for purchasing these types of products.
The New Era of Account-Based Marketing
December 7, 2019
B2B marketing is evolving -- and it's not just the industry itself. Vendor marketing efforts with customers can and should evolve as well. When you see a vendor selected repeatedly, or it officially earns a designation as a preferred vendor, it's a sign of marketing evolution. Most B2B marketing efforts begin from a cold start. Either a vendor is new or it is entering a new market.
Dreamforce Points to New Disruption
December 4, 2019
There were more than 170,000 people at Dreamforce a couple of weeks ago, and many more watching from afar. Also, there were well over 2,000 sessions. Numerous announcements sprang from the big Salesforce event. Some announcements and sessions, like the Tim Cook fireside chat, stand out. Of the top six, I reckon that five were more about integration and working across vendor boundaries than CRM.
4 Big 2020 Sales Enablement Predictions
November 23, 2019
Now is the time when growth-minded organizations and their sales leaders begin to evaluate this year while looking ahead to the next. It's a time to identify opportunities for improvement, anticipate industry changes, and solidify a sales strategy that will align with the evolving expectations of business-to-business buyers, emerging technologies, and the company's business goals.
Keeping the 'Service' in SaaS
November 20, 2019
In today's highly competitive B2B software industry, it's not enough to staff a call center and sit back and wait for customers to reach out when they need you -- it's imperative that you take the initiative. When customers have so many solution vendors to choose from, service becomes a strategic differentiator to set your company apart from the crowd.
4 Ways Legal and Sales Can Collaborate
November 16, 2019
Sales and legal need to maintain a united front. This means being on the same page when it comes to contracting, as a significant portion of their work together is creating, negotiating and sending contracts. However, whereas legal wants to double- and triple-check that the terms are suitable, sales wants to send a contract off as soon as possible and shorten the time to closed-won.
Salesforce and Microsoft in Another Deal
November 14, 2019
With Dreamforce approaching, it's no surprise that Salesforce is making a flurry of announcements. What is surprising are two big ones involving partnering with other vendors, mostly on infrastructure -- announcements that I believe make the idea of an information utility more real with each passing day. I see evidence of an information utility forming.
Harnessing Visual AI to Boost E-Commerce Sales
October 26, 2019
Each person interprets an image in countless subjective ways, based on individual biases. However, when searching for a product on the Internet, most people prefer accuracy over multiple interpretations of a single object. Putting the appropriate tags on images ensures better searchability for users. Doing this manually, though, can be inefficient and prone to errors.
How CPQ Can Drive Manufacturing Sales
October 23, 2019
In manufacturing, margins are everything. In fact, if you're like most manufacturers, your business operates on such tight margins that even a small change in the price list can have an enormous impact on your bottom line. So what happens if your sales team inadvertently uses an old price list and the cost of steel actually has gone up a quarter since that price list was made?
5 Important Lessons Brands Can Learn From Apple
October 15, 2019
I'll admit it, it was love at first sight when I purchased my first MacBook. It was my iPhone that prompted my decision to give up years of PC efficiencies and dive head first into learning a new operating system, but familiarity had kept me complacent for too long. Still, I remember the excitement of unpacking my new laptop. It struck me then that Apple knew me better than I knew myself.
Now Is the Time for Sales Organizations to Embrace AI
October 11, 2019
Artificial intelligence is arguably the most disruptive technology to emerge over the last few decades. Consumers are producing data at record levels. It's estimated we'll produce 463 exabytes per day by 2025. Yet humans aren't equipped to process that complex information. We're starting to rely more on AI to interpret massive amounts of consumer and third-party data in real time.
Hey Sellers - Your Customers Are #WorkingPoolside Today
October 2, 2019
Your new salespeople have very specific expectations of how their workday should flow. These 20-somethings want to sign a contract poolside, then post about it on Instagram -- #workingpoolside, anyone? They want to approve a purchase order on the go as they head to post-work Pilates and pizza. They want zero bumps in the road as they go from meeting to mixer.
How Committed Is Your CEO to a Great Customer Experience?
September 30, 2019
Consumers have been adopting disruptive digital technologies in their daily lives at a rapid pace. Customers went from being limited to brick-and-mortar stores to researching, comparing and buying a company's products and services online. Along with those shifts came a change in how customers communicate with companies, and the need for positive, consistent and engaging customer experiences.
Oracle's OpenWorld Happening
September 18, 2019
Q1 in any business is the toughest for generating revenue and Oracle is no exception. In its Q1 earnings call it admitted missing by about $70 million on a $9.2 billion nut: small but consequential. No need to run for the smelling salts though, Oracle has been here before and it's got this. It should be noted that in Q4 any self-respecting salesperson works tirelessly to drain the pipeline.
Amazon Rewrites the Conquest Advertising Textbook
September 17, 2019
You've just come home from the gym and discovered that your teenager cleaned out your stash of energy bars. Drat. You decide to order a new supply of bars online. You usually buy Clif Bars, so you type the brand name into Amazon search -- but just as you're about to click the "Buy Now" button, you notice an ad for Quest Nutrition bars at the top of the search page. The bars look appetizing.
5 Tips for Making the Secret Sauce of a Sales Rockstar
September 14, 2019
Too often, sales teams and successful reps are shrouded in an air of mystery. Many can't tell you exactly how they do what they do. Nowadays, they do it behind a screen, which limits the potential for apprenticeship, immersive learning and modeling. It offers little data beyond outcomes for managers attempting to dissect what's really working. So, what is the secret sauce of a sales rockstar?
New Insightly Marketing Platform Modernizes Legacy CRM
September 10, 2019
Insightly has announced the availability of Insightly Marketing, which integrates marketing, sales and project management into a single platform to support dynamic customer journeys. The company also released the results of the Insightly Marketing Study it conducted last month probing trends and challenges in customer relationship management marketing.
Making It in Multichannel E-Commerce
August 23, 2019
Contemporary e-commerce means selling through a variety of channels beyond traditional company-owned websites -- including a plethora of social media, mobile and other platforms. Multichannel selling quickly has become the norm, and consumers increasingly expect to be able to shop wherever they happen to be in the digital world. "Today, retailers have countless options of channels to choose from," said Marcel Hollerbach, CMO of Productsup.
Taking the Leap With B2B Customer Experience Tech
August 20, 2019
The business-to-consumer shopper experience has undergone a seismic shift in the past few years, thanks in large part to new technology. Improved personalization enables consumers faced with a vast field of purchase options to select the brand that best meets their needs and desires. Business-to-business buyers rarely enjoy the same rich buying experiences.
5 Steps to Optimizing Your Quiz for Marketing Success
August 7, 2019
The modern world is becoming more difficult every year for e-commerce marketers. Audiences are harder than ever to reach as mistrust of traditional marketing tactics continues to increase. Banner ads are dying with the rise of ad blockers -- and proven lead generation methods like pop-ups and interstitials are becoming less and less effective. A new tactic is needed -- and that tactic is quizzes.
Leveling Up From Product Seller to Brand Builder
August 5, 2019
Video traffic is expected to make up 82 percent of all Internet traffic by 2022. This spike coincides with the increased production and distribution of videos throughout every industry. However, the value of video marketing for brands is as old as video itself. The difference now is that there are more opportunities to publish them and reach consumers via social media.
How to Overcome 5 Common E-Commerce Roadblocks
August 3, 2019
The road to e-commerce business success is hardly a straight and narrow one. Every step in a business lifecycle -- from launch and growth to scale and maturity -- is fraught with peaks, valleys, bumps, hazards and roadblocks. Your plan and reality are usually very different! I'm often reminded of this quote by Robert Kiyosaki: "Sometimes you succeed.... and other times you learn."
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