We hear a lot about how companies need to use call tracking to see the true value of their marketing campaigns. But what is call tracking, really? Call tracking measures the impact of marketing efforts on lead generation and sales. It was born from evidence-based marketers’ desire for increased visibility into lead sources. If all […]
Today, if you want to see better sales and marketing results, it’s often as simple as getting better tools. However, assembling a marketing and sales stack can be overwhelming. There are a lot of sales and marketing processes that can be automated and accelerated. But you can’t buy them all, and wouldn’t want to, since not all sales […]
We’re excited to announce that if your company is using Pardot, your sales reps can now not only see past sales emails in their Dialer’s feed, but also emails from your marketing team. We’re excited about this, since the move marks another step forward on our mission to help salespeople provide their customers with the ultimate buying experience. Here at […]
There are those who still believe in a traditional sales model where sales reps do everything from write proposals to answer inbound calls. However, more and more companies are separating their sales organizations into outbound reps (reps that prospect for new business) and inbound reps (reps that respond to inbound phone calls and web inquiries). The […]
How much time are your inside sales reps really spending selling? A few years back, I read a study saying that average sales reps only spend 35% of their time selling. My first thought was, “that can’t be right!” But think about it – how much time do your sales reps spend entering data into Salesforce, browsing […]
Over the next few years, your business should expect and prepare for more inbound calls from customers than ever before. I know what you’re thinking – “More calls? Do people even make phone calls anymore?” While your customers might be using social media and texting more for personal communications, inbound business calls are actually at […]
Just 57% of companies actually hit their revenue targets, according to CSO Insights. One of the top reasons? Marketing and Sales just aren’t properly aligned. Imagine a marketer arrogantly boasting that “Marketing is driving sales around here,” or a sales rep complaining about stale leads or worthless marketing collateral. Sound familiar? At many companies, salespeople […]
For many Google Analytics users, the prospect of achieving 360 degrees of inbound search visibility suddenly became impossible during the fall of 2011. On October 18th of that year—a day that SEOs will forever consider infamous—Google announced that organic search query results from users signed into Google would be hidden from all web analytics services, […]
Like many others before me, discovering marketing automation was a defining point in my career. And once you see the light, there’s no going back. I remember the old days of sending out email campaigns without any knowledge of how those campaigns were affecting conversions or contributing to pipeline. But marketing automation tools such as […]
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. […]
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 […]
As a marketer who previously worked as an inside sales rep, I have some personal insight into why friction can develop between these two departments. I only needed to type “why Sales h-” into Google and the first autofill suggestion was “why sales hates marketing.” The web is brimming with literature on the subject. But […]