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Tag Archives: best practices

Marketing’s Role is Changing from a Cost Center to a Revenue Center

How does the rest of your organization view the marketing department? Is it seen as a cost center or a revenue center?

For years, the marketing team was treated as a cost center—it relied on traditional and expensive methods of reaching customers, such as advertising. However, over the past several years, that perception has shifted. Many organizations now regard marketing as a revenue driver. Read on to learn what’s responsible for that shift and what to do if your company still sees the marketing team as a cost center.

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Lead Qualification Questions You Should be Asking

Salespeople that qualify leads have a set of standard questions they ask. However, those questions only go so far—they don’t lend themselves to deeper conversations that the salesperson needs to have to close the deal. Read on to learn what questions you should really be asking, and what steps you should take before asking those questions.

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2018 Top 10 Companies with Best Lead Response

2018 Top 10 Companies with Best Lead Response

When it comes to lead follow-up, there are two absolute truths: 1) faster is better and 2) it pays to be persistent. Insidesales.com recently published an article in which they share findings from their study of response times and lead follow-up persistence for almost 200 companies.

So who were the all-stars when it came to reaching out to their leads? Here are the top 10 companies with the best lead responses:

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2017 sales effectiveness report - automotive edition

The Sales Effectiveness Report – Auto Edition is here!

We’re very happy to announce the 2017 Sales Effectiveness Report – Automotive Edition is here! For three years in a row, Conversica has been conducting a study on the state of lead follow-up by U.S. companies. And for the first time since we started this study, we’re taking a closer look at how Auto Sales and Auto Service departments follow up on their internet leads.

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Salesforce Basecamp event in Austin, TX

Join us for the Salesforce Basecamp Event in Austin!

Come join us for the Salesforce Basecamp for Sales event tomorrow, August 15th, at the JW Marriott! In this free, one-day workshop, you’ll learn best practices for using Salesforce to help you sell smarter and boost your productivity.

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Your Guide to AI and what it can do

AI, Machine Learning, NLP, and NLG: Your Basic Guide to Artificial Intelligence in Business

Artificial Intelligence is a hot topic of discussion these days, with words such as ‘Machine Learning’ and ‘NLP’ often thrown into the mix. But what do they all mean? And what can these types of technology do? If what you know about AI comes from movies like Ex Machina and I

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This Week’s Webinar: The Shocking Truth about Lead Follow-Up!

This Week’s Webinar: The Shocking Truth about Lead Follow-Up!

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WEBINAR: The Shocking Truth About Lead Follow-Up (Dec 15th)

Would you believe that one-third of companies completely ignore their inbound leads? Or that two-thirds simply give up after two or fewer attempts to reach them? It’s true! The 2016 edition Sales Effectiveness Report on Lead Follow-Up reveals how effectively (or not) companies are at managing their inbound leads. This innovative report saw over 500 companies across nine industries secret-shopped, and the results were both encouraging and alarming. How’d they fare? How do you compare? Join VP of Sales Erroin Martin and CMO Carl Landers, as they present the findings and explain what practices are strong predictors of success or failure with inbound leads.

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Lead Follow-Up Success: Findings from the 2016 Sales Effectiveness Report

Sales leads are the lifeblood of any business – after all it’s tough to sell your product or service without having people to sell it to. So it’s important that businesses are working as effectively as possible to leverage their sales leads. But are they?

That’s the question we set out to answer in our 2016 Sales Effectiveness Report on Lead Follow-up. This year, we tested 538 companies across nine industries to see what happens when research meets the real world. The results were both fascinating and alarming, and led to what we’re calling the 1, 2, 3s of Missed Opportunity…

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Guest blog: How AI will serve as a business concierge in the future

Over the past decade, B2B marketing has undergone a massive transformation. According to Forrester Research, the entire B2B sector represents more than $1 trillion in digital commerce every year, more than double the size of the B2C economy. But what’s next? Read on as guest blogger Aman Naimat of Demandbase explores whether artificial intelligence is the rocket fuel to take us through the next decade of marketing technology.

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