Chances are that your sales reps aren’t spending enough time on the phone with customers. Simply put, it’s hard to hit a home run when you’re stuck in the dugout. The more time that inside sales reps spend on calls, the more opportunities they’ll have to close deals. But sales processes often include blockers that […]
Let’s reflect on the most important business-to-business (B2B) sales trends that have emerged this year. In order to outmatch your competition, you need to ensure that B2B sales reps are armed with the right strategies and technology to adequately close deals. Businesses are buying and selling products and services in different ways, and if your […]
Are you able to connect all of your direct marketing efforts to revenue that’s closed over the phone? Brands spend millions of dollars each year on direct marketing efforts, yet they often lack the insight to qualify which direct engagements really drive ROI. If your business is struggling to quantify the returns on your direct […]
When we set out to create RingDNA’s call tracking solution, we had three guiding principles. The first was that the system had to be so easy that any marketing manager could use it without help from a developer. The second requirement was establishing a permanent real-timeflow of data from each marketing campaign to Salesforce.com, without […]
Lead handling and routing is one of the most vital features of any marketing automation solution. With a robust solution such as Marketo, for example, leads from specific forms can be configured to alert a specific set of sales reps and other interested parties, and trigger many other behaviors upon delivery, such as scoring values. […]
The “Nexus of Forces” may sound like something out of J.J. Abrams’ new Star Trek movie, but it’s a term that market research firm Gartner is using to describe the convergence of social, mobile, cloud computing and information technology. And, according to Gartner vice president Joanne Correia, “CRM is at the eye of the Nexus […]
If content isn’t already the king of your marketing department, it might be high time to schedule a coronation. New data from Hubspot shows that inbound marketing (i.e. social media, blogging, SEO copywriting and other content creation efforts) can not only generate more leads than outbound efforts, but also deliver a lower cost-per-lead (CPL). Hubspot’s […]
Do you know which pieces of marketing collateral are helping your inside sales reps close deals? Heck, do you know which collateral is even being used? According to a recent survey from research firm ITSMA, businesses spend more of their budget on creating sales collateral than on any other marketing category. That’s right – brands are […]
Before building RingDNA, we spent years on the marketing agency side, and were bewildered by the absence of call tracking systems that used best practices when passing call metrics to Salesforce.com. As anyone who has done any custom CRM workflow knows, deviating from best practices can quickly get very expensive and very messy. Of particular […]
A new report from Gartner shows that 28% of marketers have reduced their investment in traditional advertising to spend more on digital marketing, which are expected to increase 9% this year. The Marketing Spending Report for 2013, which surveyed more than 250 marketers from U.S.-based enterprise companies with more than $500 million in yearly revenue, across six […]
Conferences, summits, trade-shows and other in-person events present your marketing team with a stack of opportunities. Events deliver the chance to interact with valuable prospects face-to-face, gain name recognition for your brand, and size up the competition. However, following each event, marketers are often challenged to determine whether their in-person efforts delivered results.  By adopting […]
It looks like 2013 is going to be a huge year for our partner Salesforce.com. In 2011, Gartner reported that Salesforce.com’s CRM market share was 16.7%, second only to SAP. However, Gartner is now predicting that 2013 will be the year that Salesforce.com will be crowned leading CRM vendor worldwide. While developing a native enterprise […]