CRM, sales and marketing Insights by Lindsay Garrison
Historically, our main business has been helping B2B companies use CRM to manage relationships and grow sales. And, for most of our 13 years, we focused on ACT! Contact Management. We expect a disparity between the needs of a Fortune 500 company (yes, companies this size use ACT!) and the requirements of 20-person business. But I realized today there is much bigger division between a million dollar company and their [...]
Analysts at Morgan Stanley predict that the number of mobile Internet users will exceed desktop Internet users by 2015. Will you be ready? If you’re using email as part of your marketing communication strategy, you need to understand how this will affect your ability to connect to your target audience. The intersection of marketing and technology You could probably anticipate the rise of mobile use just by the number of cell phones tethered to diners at [...]
Guest Blog by Greg Knapp, Principal of AspenTech Consulting Group An important lesson my sales coach drilled into me is that the problem the prospect brings you is rarely the real problem. What happens when a prospect calls with a problem or need? When that call comes in, all too often the typical salesperson accepts the self-diagnosis and agrees enthusiastically. Are you as prepared as you need to be? Imagine going into the [...]
I swear on my sales coach’s retirement fund I am not making this up: Earlier this week I spoke with a marketing expert who is on-boarding a new client (or, trying to). The company’s revenue goals for 2012: go from 18 million to 50 million in sales this year. Yowsa, now that’s ambitious! To develop a marketing strategy, she needs to discuss their current sales plan. Imagine this conversation: [...]
