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Data analytics are essential for effective digital content marketing, yet while most acknowledge that predictive analytics and closed loop marketing are essential for future success and optimization over time, most are failing to make effective use of the data inherently available with digital content sales and marketing operations.

Today we explore the top strategies you can employ for effective data analytics along your entire marketing and sales process.

Sales enablement is a cross-functional discipline that integrates and coordinates the customer-focused value chain (sales, marketing, service, etc.) for an adaptive & tailored buyer decision journey experience.

Although several challenges are mitigated by a sales enablement tool, many businesses tackle each challenge with point solutions on a case-by-case basis, and executive decision makers are often unaware of the broader front-line challenges being faced by the sales and marketing team on a daily basis.

Let’s examine why business managers and executives need sales enablement for long term business outcomes.

Marketing teams are facing a communications crisis trying to coordinate the communications of a global sales force. Marketing automation software has made digital content marketing accessible to many, but limits digital content awareness to lead generation, stopping short of coordinating sales communications.

Integrated marketing communication strategies are both preferred and profitable, but seemingly out of reach with current practices.

Today we look at how you can create an integrated marketing communications strategy that includes, integrates, and coordinates the sales force.   

Have you implemented CRM at your company but struggle to realize sales performance management benefits? You’re not alone! In fact, studies over the past year have shown CRM project failure rates that have ranged from 25% to 60% of implementations (Souce: Base CRM).

Today we conclude our CRM mini-series with insights into how to get the most out of your CRM software investment.

CRM implementation is still growing strong with small businesses now moving into the CRM industry; however, long time users of CRM are starting to become familiar with one of CRMs major hurdles: adoption.

A main topic of discussion at the Salesforce World Tour in New York was ‘adoption’ (Source: Ancile, 2015). With implementation at record highs, and sales adoption of CRM beginning to decline (Source: DestinationCRM, 2014), a spotlight is being cast on CRM ROI and effectiveness.

Today we examine the declining adoption rates, and offer our suggestions for greater CRM adoption.

In a recent article explaining the top 5 components of any sales stack, we listed CRM as the #1 sales stack technology for any sales process. In 2014 CRM adoption among sales organizations was above 83%, a near 100% increase from just 10 years prior.

But as small businesses (<$50 million revenue) begin to adopt CRM in mass, many lose sight of the fact that CRM is a holistic solution that enables the customer-focused value chain, not a point solution.  Those who fail to appreciate the investment as a broader sales architecture shift are also destined to squander ROI, experience fleeting adoption rates, and induce greater friction for those left using it.

Why should you care? Although business use has been rising, adoption by sales reps has now started to decline! Today we examine the implementation of CRM and offer best practices to ensure your CRM investment sees a measurable return.

So you’ve secured a business. You’ve gotten that client to finally say "Yes, I am ready to buy". How exhilarated must you feel? All your hard work paid off. But before you close-off the sales process and spend your commission, remember that the sale only consummates the relationship, and the buyer’s relationship hasn't come close to ending. Are you stuck thinking; what now? Your CRM system holds the answer.

If you’re reading this and thinking “My CRM system won’t tell me that”, then not only is your CRM system being underutilized, your company is at risk of being a laggard of CRM integration.