Technology and the Sales Process
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59% of B2B Fortune 500 Companies Use Marketing Automation - Are You?

59% of B2B Fortune 500 Companies Use Marketing Automation - Are You? | Technology and the Sales Process | Scoop.it
The world's biggest companies are beginning more and more to see the value of marketing automation systems. Why is the adoption rate growing so quickly?

Via marketingIO
Joe Ambrose's insight:

I equate Marketing Automation to the new restaurant in town.  You hear about it, you hear it is great, all your friends go to it and rave about it, yet you still go to the same old place to eat.   This article continues to support the fact that Marketing Automation is a viable lead generation source for not only B2C sales, but also B2B.


As detailed by a recent study in which Harvard researched 29 B2C companies and 13 B2B companies and detailed their follow-up times starting when a lead took a "hand-raising action." They found that the companies that followed up within a few hours were 60 times more likely to win the business than those who followed up later.  This is not happening in companies with manual sales and marketing processes.


Marketing Automation does take some work to get up and running, but the payback to growing top line sales is worth the investment.

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marketingIO's curator insight, March 23, 2015 5:01 PM

Here are the qualifiers: B2B companies in Fortune 500. Conclusion: plenty of room for growth. Adoption continues at the highest levels, and it is filtering down to the SMB level. If I were a vendor, I'd hit the Fortune 501-5000 hard...HARD!!!

Bertrand Fredenucci's curator insight, March 24, 2015 11:14 AM

Why Btwinz cofounds Leadnovation 

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Your Marketing Automation Reality check

Your Marketing Automation Reality check | Technology and the Sales Process | Scoop.it
If you don't use marketing automation correctly, you can lose its value. Aberdeen research has uncovered a few things you should know...
Joe Ambrose's insight:

Good article as it relates to usage of your Sales Technology.  If you have the sales technology tools, you need to use them to be effective. I see many companies with CRM systems that are dramatically underutilized, and as per the article, Marketing Automation systems that are glorified email programs.  


If sales technology is a core element of your top line sales growth strategy...it needs to be used effectively to generate the derived results.

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Q&A: How B2B E-Commerce Is Changing The Manufacturing Business - Manufacturing Business Technology

Q&A: How B2B E-Commerce Is Changing The Manufacturing Business - Manufacturing Business Technology | Technology and the Sales Process | Scoop.it
Michiel Schipperus, CEO of integrated e-commerce provider Sana Commerce, spoke with Manufacturing Business Technology recently about the transformation of (B2B) manufacturing business.
Joe Ambrose's insight:

E-Commerce is not just for Consumer markets anymore.  As B2B customers continue to change their buying behaviors, it is important that manufacturers keep pace with their customer expectations. E-commerce needs to be part of your overall sales strategy, and should be managed like a separate sales channel to ensure maximum sales potential.

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Leadership Communication: What to Say and How to Say It

Leadership Communication: What to Say and How to Say It | Technology and the Sales Process | Scoop.it
All business transformations require effective leadership buy-in and communication. The executive and management teams sponsoring a major change in an
Joe Ambrose's insight:

Managing communication during times of change is a vital element of success.  As Mr. Kimberling addresses in his article, a large technology initiative is not just an IT project.  Leadership communication and support will help set the foundation for the "What", "Why", "When", and "How" the implementation will effect internal employees, and will give them a foundation on which to rally and support.  A large system implementation without a clear and detailed communication plan is a sure recipe for a rocky result.

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What Marketing Automation is & How to Use It

http://kentico.com/marketing-automation 7 minutes to learn everything you need to know about marketing automation. Learn what marketing automation is and how you can use it in practice. Make...
Joe Ambrose's insight:

Great little video that describes Marketing Automation and how you may use it.  It is more than email marketing.  It is actually requires a streamlined sales automation process that aligns with the marketing automation to be successful.  Also, as you can see in the video, it requires you to think through the entire buying process of your prospect or customer, which is the true power of the implementation. Marketing content is important and required to leverage the power of marketing automation.  And yes...we implement it all the time for B2B sales....not just B2C.

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Is CRM Enough? - Business 2 Community

Is CRM Enough? - Business 2 Community | Technology and the Sales Process | Scoop.it
Customer Relationship Management (CRM) is no longer a new and trendy term, it is a foundational piece of any business. CRM has now been around for years.  At its core, CRM is used to house, track, a…
Joe Ambrose's insight:

CRM and marketing automation are important tools in all sales growth strategies. We have heard from some of our B2B customers that marketing automation is not geared toward them, rather it is more applicable to B2C clients.  This cannot be further from the truth, especially as it relates to organic growth of your current customer base.  I do believe that marketing automation should be used in moderation in the B2B world, but it is a great tool to stay in front of your customer and prospect base.  Remember...your competitors only job all day is to figure out a way to take your customers from you. What are you doing to keep them?

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59% of B2B Fortune 500 Companies Use Marketing Automation - Are You?

59% of B2B Fortune 500 Companies Use Marketing Automation - Are You? | Technology and the Sales Process | Scoop.it
The world's biggest companies are beginning more and more to see the value of marketing automation systems. Why is the adoption rate growing so quickly?

Via marketingIO
Joe Ambrose's insight:

I equate Marketing Automation to the new restaurant in town.  You hear about it, you hear it is great, all your friends go to it and rave about it, yet you still go to the same old place to eat.   This article continues to support the fact that Marketing Automation is a viable lead generation source for not only B2C sales, but also B2B.


As detailed by a recent study in which Harvard researched 29 B2C companies and 13 B2B companies and detailed their follow-up times starting when a lead took a "hand-raising action." They found that the companies that followed up within a few hours were 60 times more likely to win the business than those who followed up later.  This is not happening in companies with manual sales and marketing processes.


Marketing Automation does take some work to get up and running, but the payback to growing top line sales is worth the investment.

more...
marketingIO's curator insight, March 23, 2015 5:01 PM

Here are the qualifiers: B2B companies in Fortune 500. Conclusion: plenty of room for growth. Adoption continues at the highest levels, and it is filtering down to the SMB level. If I were a vendor, I'd hit the Fortune 501-5000 hard...HARD!!!

Bertrand Fredenucci's curator insight, March 24, 2015 11:14 AM

Why Btwinz cofounds Leadnovation 

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LinkedIn Lives Up to Its B2B Reputation - ranks top in social media marketing platforms

LinkedIn Lives Up to Its B2B Reputation - ranks top in social media marketing platforms | Technology and the Sales Process | Scoop.it
LinkedIn still reigns in the business world. According to recent research, business-to-business (B2B) marketers use LinkedIn to distribute content more than any other social network, and they also rank the site as the most effective for doing so.

Via Peg Corwin
Joe Ambrose's insight:

If you are investing marketing effort and dollars in social media platforms, you need to invest where your prospects are looking. Interesting article on the top social media marketing platforms and what B2B companies are using......Note:  If they are marketing via social media, then they are active on the social media sites.  What is your Social Media strategy for your B2B sales efforts.

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SENAME Interactive's curator insight, March 13, 2015 7:27 AM

However, Linkedin is number one B2B social networking. 

Jon Dodson's curator insight, March 16, 2015 9:03 AM

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The Easiest Path to CRM Failure

The Easiest Path to CRM Failure | Technology and the Sales Process | Scoop.it
One of the pitches sales reps selling CRM make the mistake of dropping into conversations is that it's easy to use. "Users can practically train themselves, it's so intuitive! Just start clicking!

Via Don Dea
Joe Ambrose's insight:

CRM is just like any other business process.  It requires a strategic process that drives business results, and most importantly requires a concerted effort to train your organization on exactly how it will be used.  


We work with many companies to align their CRM system with not only other technology solutions within their organization, but also expectations of their clients.  To be successful, expectations and processes need to be clear, and most importantly the organization needs to be enabled to utilize the CRM tool to its fullest potential.

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Don Dea's curator insight, March 17, 2015 1:56 AM

Those are things that are unique to your company and take time to understand and build into your CRM system. If you're going to take the time to do those things, don't then scrimp on the training that comes toward the end of the process. Saving a few dollars in that way could mean your CRM investment ends up unraveling in the end