CRM systems are notorious in their complexity and lack of success in many cases. Organizational and cultural dynamics play a big role. CRM systems offer a great deal of promise yet so often don’t deliver. With today’s economic pressures it is as critical as ever that firms increase sales without increasing the cost and complexity of […]
I am operating out of our Vermont Office – which is really a home office looking out over the mountains of northern Vermont including Mt. Mansfield and the surrounding hills a few miles from the pristine Caspian Lake in Greensboro. Today’s highlight includes the installation of a solar energy system to generate sustainable energy for […]
So, you’ve realized that you need Marketing Automation! What now? With a variety of different solutions available – from enterprise to start up – how do you know which solution is right for your organization? Marketing Automation evaluations typically involve both a diverse stakeholder team and a myriad of potential solutions. Diverse choice – many […]
Often sales people do not actively follow up on marketing generated leads. This may be a result of poor sales behaviors, but it is more likely that sales teams are not confident in the quality of the sales leads they are getting. Marketing Automation is a powerful technology, but it is important not to “over […]
Guest Post By Vanessa Fox The energy was palpable among the 250 sales enablement professionals at the start of the Forrester Technology Sales Enablement Forum 2012 — then Brad Holmes, VP, Practice Leader, Sales Enablement and Technology Marketing, Forrester took off his jacket, and then his shirt — to reveal his Sales Enablement HERO tee […]
We are often asked about the business case for marketing automation. In the end, it is a numbers game. There are plenty of operational advantages of course – sales and marketing alignment, single solution replacing point solutions, etc. But, in the end, it is about revenue. So how does marketing automation increase revenue? Here are […]
It is not new news that a newsletter can help to strengthen your relationships with clients and to draw in potential new clients. Small and medium sized business owners that we work with are publishing issues on a weekly, monthly, or quarterly basis. The format, time frame, and content will depend on budget and priorities, […]
A year ago, we posted this blog article “I will pretend to sell, if you pretend to buy”. This was a mantra of my old boss and friend, Sherwin Uretsky and one of his famous “12 sins of selling” that I am still trying to remember. I thought I would dust off the conversation and […]
Revenue Architects recently released a white paper exploring the rapidly evolving nature of software eCommerce and sharing insights on how to manage this change for maximum revenue growth. Abstract & Download With the increasing use of the Internet for eCommerce, many pundits had announced the death of the distribution channel for software perhaps assuming that software […]
In a recent post in Bank Investment Consultant, Margarida Correia points out that financial advisors face threats from direct providers like Charles Schwab and Fidelity – the very firms that are in many cases are providing the underlying services for the RIA. Yet the article also points […]