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The value in anonymous visitor tracking. Part two
Tracking anonymous web visitors using marketing automation is very important to any organization that relies on the web as a means to provide information to prospects. I wrote a short piece last month...
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Social Sellers Outperform Non-Social Peers
There isn’t any question that social networking is here to stay. But what of social selling? Social selling is a relatively new buzzword that stated to appear in 2007 and has picked up considerable...
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Sales & Marketing – Can’t live with them, can’t live without them
A Case for Sales & Marketing Technology Integration “Can’t live with them, can’t live without them”. Erasmus might just as well have been referring to sales and marketing when he compiled that...
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Batch and Blast Marketing No More!
First generation email batch and blast solutions are perceived to be less expensive and easier to use, but at what cost to productivity, lost activity recording, and embarrassing duplications? First...
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Web2Sales Infographic
Corporate marketers are invested in the Web, content creation, search engine optimization, social media engagement, digital communications, analytics and CRM. Yet, an alignment with sales outcomes and...
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Real-Time Lead Alerts
The buying process has changed forever. Sales no longer controls the early stages – buyers do. Your website is the front door to your company: buyers visit and research before you even know who they...
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Fourteen Lessons (Re) Learned in 2014
It’s a tradition at the end of the calendar year to take stock and assess the lessons learned in the last year – and look forward to improvement for the next. One constant is that everything old is new...
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VisitIQ for Smarter Email Marketing
We’re pleased to bring VisitIQ, by eTrigue, to the market. It’s a cost-effective lead generation system that lets you more effectively understand the activity, actions and identity of your prospects....
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How to ID Your Best Prospects out of the Primordial Slop – SLMA Radio
eTrigue’s Tony Tissot joins the Sales Lead Management Association’s Jim Obermayer for a lively discussion (recorded playback below) on leads and lead management. Host Jim Obermayer discusses with Tony...
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The Content Gap – Using Marketing Automation to Identify Interested Prospects
Marketing automation is more effective than just deploying batch-and blast email systems, because it retains a full view of prospect actions from the very first visit to your site through to all...
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10 Steps for Adapting to the New B2B Buying Process
B2B buyers now have more control than ever. They can access a wealth of information online, so they no longer rely on salespeople to provide them with the information they need. In fact, research tells...
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Increase Sales Productivity with Marketing Automation
I’m sure you’ll agree that increasing sales productivity translates into increasing revenue. No doubt, you’ll also agree that sales reps should not be calling bad numbers (the result of poor data), bad...
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Do I Need a Sales Acceleration Tool?
I often get asked, what exactly is sales acceleration and where does it fit in the buying cycle? The short answer: sales acceleration is a point you reach during the lead nurturing process, where the...
View ArticleSales Enablement: A Top Priority
I wasn’t exactly surprised to read that a growing number of companies are recognizing the importance of sales enablement. If sales reps are reporting that “inability to communicate value messages” was...
View ArticleSales Automation Increases in Importance
I borrowed the title from this excellent blog post by Michael Gerard. I’m not exactly surprised at this statement. Nor am I surprised to read that “SFA, customer intelligence, and sales enablement will...
View ArticleDon’t Make These Four B2B Sales Mistakes
What do customers want from the B2B sales process? While it’s tempting to assume that the most pressing concern is price, research from McKinsey & Company tells us this is not necessarily the case....
View ArticlePlease Don’t Read From a Script!
I placed an order for new business cards the other day. The next morning, I received a follow-up call from the company’s sales rep. Basically, he was trying to upsell, to get me to buy more of the...
View ArticleHow To Convert Cold Calling To Warm Calling
Instead of pouring money into “dialing for dollars,” more and more B2B companies are shifting their teleprospecting investments to qualifying and nurturing prospects that have already shown some...
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