Sales has had a rough couple of years. Although customers have been harder to find, the pressure on sales pros to produce has become ever greater. In some U.S. firms, the lowest-performing 40 percent of the sales force is replaced annually. In other businesses, departures or layoffs of sales staff a...
If you knew you could apply a number of best-in-class lead generation processes proven to close five times more deals than average processes, would you do it? Seems like a no brainer, doesn't it? But in reality, many companies continue to implement lead generation processes that can be considered av...
In June and August of 2010, Aberdeen surveyed more than 453 executives regarding their 2011 Marketing Executive's Agenda. The results regarding their most significant challenges were compelling: 61 percent of all companies stated that the difficult economic environment was the top pressure facing th...
There are two types of behavioral analytics. The first kind is "aggregate" analytics. This is what you can see when pulling reports from an Omniture or Webtrends. It shows you things like how many impressions, how many pages viewed on your website, which pages are most popular, or even the path a pr...
Based on the findings of the Competitive Framework and interviews with end-users, Aberdeen's analysis of the Best-in-Class demonstrates that the success of the contact center strategy depends on a combination of specific capabilities and technology enablers. Aberdeen's research has identified sever...
Best-in-class sales organizations that leverage B2B teleprospecting stand out. How? They consistently achieve 90 percent of their sales team quota; they experience at least a 10 percent year-over-year increase in average revenue per sales rep; and they gain an average 7 percent year-over-year improv...
A lot went down at Oracle OpenWorld. Some very good reporting and analysis has come out of it all, and you can easily find it online if you wish. I was impressed with several things that Oracle did, including making strides in sales and marketing software and in introducing two new lines of comput...
Exhibiting at traditional trade shows is one of the most common marketing tactics used by companies targeting the industrial and manufacturing marketplace. The opportunity for direct engagement with prospects, customers and other vendors who could be potential partners or customers is invaluable. An...
FACT: 80 percent of leads generated by marketing are never contacted by a sales person. What a frightening statistic, and what an enormous waste of time, money and resources. "The problem is not that marketing departments are delivering such high numbers of leads that follow-up is impossible. And ...
Consider the left hand of sales methodology and the right hand of digital strategy. It's 2010 and the two hands still do not know what the other is up to. Even with the most advanced of our clients, the digital strategy is focused on lead generation, awareness and a bevy of other activities aimed at...
The revolutionary changes in the buying process mean that the sales process seems to be shrinking while the marketing cycle is growing. How do we then stay engaged and determine when the time is right to strike? We need to get involved early -- when the buying process begins -- by providing educat...
Salesforce.com's buy of Jigsaw is the latest, most indicative market mover in the transition to a lead generation economy. Twitter's forays into a sponsored tweets business model announced last week at Chirp is another. Yahoo selling its soul to Microsoft for Bing is another. And just about everythi...
CRM solutions have a long history of helping B2B marketers achieve greater ROI from their leads. Yet for companies that sell their products and services direct to consumers, CRM solutions frequently miss the mark. A quick Google search for CRM helps prove this: The search returns plenty of B2B produ...
Ken Jones, cofounder and executive director of Maximo Nivel, an executive language center, knew his company needed a CRM tool as early as 2006. His company was growing fast and using a variety of tools to meet CRM needs, including Outlook. Unfortunately, like many small business owners, Jones was un...
Practically every business has a dirty little secret: It's called customer attrition. Rarely can a company claim someone as a customer for life. There will always be pressure from the competition -- and as a result, there will always be customer attrition. Certainly, businesses do everything they ca...
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I can't tell when apps use AI
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How To Leverage Gen AI Without Losing the Corporate Shirt
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Is Generative AI the Next Big CX Thing Despite Its Risks?
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Beyond the Cart: UX Hits and Misses Can Make or Break a Virtual Storefront
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Spectrio Digital Signage Gives AI Assist to In-Store Marketing
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5 Ways Retailers Can Sell More Online With a Personal Touch
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A New Era of Customer Service
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Leveraging AI To Transform Actionable Business Strategies Reliably
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CRM Advances With AI Powers Amid Data Privacy Challenges
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