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Articles tagged with: marketing automation

Contact sheets: are they gathering the right data?
Friday, 6 May, 2011
Contact sheets: are they gathering the right data?

Are your contact sheets giving you the sort of data that helps you discover – and close – the right leads? Are you depending on the data from your contact sheet/lead scoring to find your prospects?
I recently asked 15 colleagues to define what a good contact sheet should reveal. I got 15 different answers. So […]

Proposal Management: the missing qualification piece
Monday, 25 Apr, 2011
Proposal Management: the missing qualification piece

I recently spoke at my partner Qvidian’s Connect11 User Conference for proposal management folks. As part of my talk, I did homework to understand the issues the field faced so I could help them be more successful. In my research I discovered:
1.proposal managers are responding to literally hundreds of unqualified RFPs annually with no capability of […]

Trying to make a difference in a field that enjoys failure
Tuesday, 19 Apr, 2011
Trying to make a difference in a field that enjoys failure

Years ago, when the marketing automation field began publicizing that it would ‘follow the buy cycle’ and ‘place data exactly where it should be placed in the buyer’s decision path’, I knew that would be impossible, using the sales model. As a solution placement device, sales merely manages the last 10% of the buyer’s journey […]

Total Sales Performance: Buying Facilitation® plus Sales
Friday, 11 Mar, 2011
Total Sales Performance: Buying Facilitation® plus Sales

We understand sales. We know how to assess need, brand/pitch/present solutions, and design sites to bring in, and follow, eyeballs. We use technology to help us sell. Now it’s time to have total sales performance – putting together all methodologies to help us find prospects and sell our solutions.
At the moment, you’ve got a lot […]

Opportunity Management
Friday, 4 Feb, 2011
Opportunity Management

Lately, a lot of new phrases are cropping up. Opportunity Management is one – and frankly, I have no idea what it means.
When I Google it, I get: ‘markets propostions while measuring success’, ‘track opportunities from lead to close,’ ‘meet your clients’ needs’, ‘forecast sales activity and revenue,’ ‘marketing validation,’ ‘market sizing,’ ‘cost of entry,’ […]

My Marketing Automation Experience
Monday, 15 Nov, 2010
My Marketing Automation Experience

Just to see what the hype is all about in Marketing Automation, I decided to trial a solution…