If you’re like me, then you’re anxiously anticipating the release of Game of Thrones season five this weekend. Now that the show’s producers have finally confirmed that the show will soon outpace the books (a question that die-hard Game of Thrones fans have been wondering for a while now), things may soon start to get very interesting.

But it isn’t just in Westeros that we’re seeing a clash between houses. For those of us who don’t have HBO, we can watch our very own Game of Thrones just by looking at the Marketing Technology landscape. Every year, we see more and more […]

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You know how large an impact your CRM has had on your sales team. But did you know you can see even more value from the data in your CRM (and an even greater impact on your organization as a whole) by adding marketing automation into the equation?

Marketing automation doesn’t just integrate with and build off of the data already existing in your CRM; it can actually put the data in your system to greater use, further personalizing your buyer’s experience and adding value to your investment in your CRM.

Give your sales reps ultimate insight.

Go beyond basic demographic information. With marketing […]

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“Just wanted to touch base…”

“Just checking in…”

“Just reaching out to see if…”

Sound familiar? If you find yourself writing sales follow-ups that start with one of those phrases, you’re not alone—but that also means you’re not making an impression. Beginning a sentence with “just” comes across as timid and unfocused. It’s time to write better follow-up emails.

Last week, Pardot hosted a webinar to discuss how marketing and sales teams can work together to optimize their lead flow plan. Ali Gooch, Senior Sales Manager at Pardot, gave some excellent advice about the final step: the sales follow-up. Let’s take a look at […]

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45% of companies report that their sales reps need help figuring out which accounts to prioritize. (Lattice Engines/CSO Insights)

The average amount of time it takes an inside sales rep to set one appointment is 6.25 hours. (Ovation Sales Group)

42% of sales reps feel they do not have the right info before making a sales call. (Lattice Engines/CSO Insights)

When I look at the stats above, I can’t help but think, “Yikes. Sure am glad I’m not in sales…”

These days, sales reps are fighting a constant battle. Buyer preferences have shifted to the point where the buyers now control the pace of the sales cycle, but […]

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How often do you stumble across a compelling industry statistic only to discover it’s from 2010? Yikes — your boss is never going to buy into your presentation on marketing automation when the basis of your argument hinges on a stat that’s over five years old.

Well, it’s not your fault that those deceptively old stats keep popping up every time you do a search for “marketing automation.” The internet is littered with them — and unfortunately, as more and more benchmark studies are released every year, it becomes that much harder to find the relevant information you’re looking for.

To help you […]

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It’s time to wrap up our mini blog series on understanding the buyer’s journey with the final — and arguably the most exciting — stage of the buyer’s journey: the decision stage.

Over the past few months we’ve covered the awareness stage and the consideration stage: the questions, roadblocks, and content needs that your buyer is experiencing in these stages, and what you, as the marketer, can do to help them and effectively move them on to the next stage.

Now it’s time to talk about how you can help your buyer as they make a final decision and close the deal — […]

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If my last post focused more on moving your own data over to a new infrastructure (i.e. moving into your own place), today’s topic is equivalent to having a significant other move in with you.

Let’s say you’re happily living alone in your marketing automation tool and suddenly your significant other wants to marry you, take your name, and move in. How do you handle the logistics around that?

Step 1. What do we have?

As with my previous post, you’re still going to want to take stock of what the other company has. Do you have two dryers between the two of you? Who really needs two dryers?

Similarly, […]

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When it comes to small businesses and social media, there is a serious disconnect. Take a look at these statistics:

85% of consumers expect businesses to have an active social media presence. (Vocus)
Less than 75% of SMBs use social media. (BIA/Kelsey)
Only 12% of small businesses have a full-time social media manager. (Zoomerang)

We get it, though; when you’re part of a small marketing team, it can be easy to let social media fall to the wayside. Fortunately, it doesn’t have to be that way. Using free tools you’ve already got at your disposal, you can create simple DIY resources to streamline your social strategy. Investing a little time now […]

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