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The Next Frontier in Sales: Tracking Customer Engagement Post Sales Call

Posted by Toby Petit on May 5, 2014 10:45:06 AM

Today more than ever, marketers work to accumulate as much knowledge as possible on the habits and preferences of customers in order to improve conversion rates and help speed up the sales cycle. Tracking customer engagement, identifying top-performing campaigns and measuring marketing initiatives has given marketing the ability to deliver personalized offers and targeted messages based on consumer behavior. And while this has become a standard practice for marketing, the need to gather insights and analytics into the content that gets consumed after the sales call has become the next frontier in sales.

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Topics: sales enablement, customer engagement, data analytics, sales process

25 Essential Questions to Ask Your Creative Agency

Posted by Kent Potts on Mar 6, 2014 2:51:00 PM

How can you get the most value from your creative and marketing partners?

Gartner, Inc. recently reported new research showing that 50% of CMO’s digital marketing is outsourced. (U.S. Digital Marketing Spending Survey, 2013) This represents a significant investment in outside resources. With average marketing spend sitting at just over 10% of revenues and marketing budgets forecast to increase 6% in 2013, agencies – especially digital agencies – represent a huge investment.

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Topics: content management, digital content management, digital marketing, customer engagement

Sales Rep of the Future using Customer Engagement

Posted by Jeff Scullion on Feb 11, 2014 9:44:00 AM

Count yourself lucky if you are a marketer or sales professional that is tasked with marketing and selling in the pharmaceutical marketplace. These professionals face extremely tough and unique challenges that many markets do not face. Some of these challenges include:

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Topics: mobile sales enablement, closed loop marketing, customer engagement, Adaptive Sales Enablement

The 7 Habits of Highly Effective Salespeople

Posted by Loren Padelford on Jan 28, 2014 3:04:00 PM

In the 90s the legendary rap duo of Dr. Dre and Flavor Flav sang “Don't Believe the Hype”, and I think as salespeople we need to take these lyrics to heart.

There is a tremendous amount of “Hype” around Sales 2.0, social selling, or sales without the phone. All of it suggesting that to succeed in sales you no longer have to make calls or work your butt off, you just need to tweet, spend time on LinkedIn and make sure you update Facebook on a regular basis. The premise is that the massive move in social media somehow absolves the salesperson of having to do their job. Just create content, put it out in the world and your customers will come to you.

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Topics: sales enablement, customer engagement

Stop talking about engaging your customers and start involving them.

Posted by Jeff Scullion on Jan 24, 2014 9:42:00 AM

There is a lot of discussion in pharma today about increasingly competitive market dynamics, changing economy, increased regulation, and a host of other challenges. The result of all this discussion? Lots of new sales approaches, marketing strategies, increased investment in interactive content, and adoption of new technology, but little customer / new customer engagement.

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Topics: customer engagement, Adaptive Sales Enablement, closed loop marketing platform, multi-channel engagement, engaging your customers

5 Customer Engagement Challenges facing Managing General Agencies

Posted by Toby Petit on Jan 21, 2014 10:19:00 AM

In 2014 MGA’s and their parent insurance and financial companies face 5 customer engagement challenges to create a competitive advantage in a highly competitive market.

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Topics: mobile sales enablement, ipad sales app, sales enablement, digital marketing, customer engagement

Eliminate the Sales & Marketing Gap in 2014

Posted by Loren Padelford on Jan 17, 2014 10:23:00 AM

It’s that time of year again. Sales Kick-off! You bring the team together. Sales, Marketing, Services. Everyone is pumped to talk about how this year is going to be the best ever. How things will be different, and how all of the new plans are going to change everyone’s destiny. It’s a great time.

But despite the rhetoric and flashy presentations, the reality is that year after year companies suffer from a gap between what the market team produces and what the sales team sells.

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Topics: customer engagement, Adaptive Sales Enablement, sales enablement platforms, content management solutions