Recent Posts

4 Winning Strategies to Generate Qualified Leads for Sales (and Marketing)

There is nothing worse for a salesperson than realizing their pipeline is bottlenecked with unqualified leads.  Working with an unqualified lead is like going on a blind date. You’re hoping for a perfect match, but you really have no idea what you’re walking into. About two minutes in, you feel the urge to ditch.  Why?…

B2B Marketing KPIs to Optimize Pipeline Health

It’s tempting to play favorites with marketing KPIs—especially when evaluating marketing pipeline. But failure to look at a mix of KPIs could mean missing the whole story or even an opportunity to improve.  Any Metric Can Become a Vanity Metric Many marketers fixate on just a handful of performance indicators. They may boast about the…

How to Maintain Customer Relationships While Working Remotely

This post was originally published on the Salesforce blog by Polly Sumner as part of our Leading Through Change series. My job is to ensure every customer gets the most value out of Salesforce, but my passion is establishing and building trust. As the Chief Adoption Officer, I spend more than half my time meeting with customers all around the world….

How to Communicate With Customers During Times of Crisis

This post was originally published on the Salesforce blog by Heidi Robbins as part of our Leading Through Change series. Whether it’s a global issue like COVID-19 or a local emergency, businesses must have a crisis communication plan in place for their customers. This goes beyond minor adjustments to marketing messages. The plan must extend…

How to Use Email Metrics to Make Data-Driven Decisions

While guessing the number of jellybeans in a jar might win you a prize, this type of guess work is much less successful when it comes to email marketing. Thankfully, marketing automation provides marketers with a variety of methods to measure what’s working and what isn’t regarding your emails, along with ways to methodically test…