Is your business ready for Marketing Automation?

Posted by: Lisa Cramer | Posted on: April 29th, 2012 | 0 Comments

As a vendor of marketing automation technology and services, I’d like to say that everyone is ready for marketing automation, unfortunately that is just not the case.  And the fact that we are month to month means that we don’t want customers to fail and quite frankly can’t afford for customers to fail. Many companies [...]

It’s about one-to-one marketing, not company marketing

Posted by: Lisa Cramer | Posted on: April 13th, 2012 | 0 Comments

Traditional CRM systems focus marketing on the same pre-internet approaches where sales reps were given face-to-face time with the decision makers.  In today’s internet world, we are rarely able to get in front of the many influencers and purchasers of a product or service.  And with caller ID, the phone is not as effective a [...]

Marketing Automation: Overpromising but under-delivering?

Posted by: Lisa Cramer | Posted on: April 4th, 2012 | 0 Comments

According to Focus Research, less than 25% of companies with marketing automation use them to their full potential.  With all the money and time being spent in choosing and implementing these systems, we need to ask ourselves why that percentage is so low.  What we continue to hear from our customers and prospects is they [...]

The Future of Lead Management (Part 4 of 4)

Posted by: Lisa Cramer | Posted on: March 25th, 2012 | 0 Comments

How to Start Building Your Lead Management Process There are multiple strategies to start refining your lead management process for marketing, sales and the bridge between. The important thing is to take it slowly. Maybe start with one department at a time, implement some of the phases, test the effectiveness, iterate until you get to [...]

The Future of Lead Management (Part 3 of 4)

Posted by: Lisa Cramer | Posted on: March 20th, 2012 | 0 Comments

Improving Sales Effectiveness When you understand the money spent in the sales department and its associated return, it becomes easier to see why companies struggle to make their numbers. According to CSO Insights Sales Performance Optimization Report, sales teams spend 20 percent of their time generating leads. That means that instead of focusing on moving [...]