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Giving Data Veto Power in Sales Management

by Chris Bucholtz
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A company I once covered as a journalist had an interesting hiring process for its sales staff. Possible new sales reps would be recruited, interviewed and reviewed by HR and the sales management. HR was particularly involved and sought out … Continue reading

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Secrets to a Great Sales Playbook

by Poornima Mohandas
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After the generation and hand-off of leads, there may be no higher-contact area between sales and marketing than the sales playbook. Marketing develops this tool, primarily, and sales uses it on a daily basis, making it critical to both ends … Continue reading

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Quit Carpet-Bombing Your Email List – Get More Precise and Get Better Results

by Erika Alexander
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So, you have a decent-sized marketing mailing list. And you have a lot of things to say about what your company’s doing. Plus, you’re running nurture campaigns, and you have a big show coming up. That sounds like a lot … Continue reading

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Calling All Concerned Parties: the Collaborative Way to Build a Marketing Content Calendar

by Chris Bucholtz
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Ignoring the customer journey, even part time, is the equivalent of throwing money away. According to a 2014 McKinsey & Co. study, maximizing satisfaction with customer journeys has the potential not only to increase customer satisfaction by 20 percent but … Continue reading

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The Miracle of Creativity: Why Vendors Should Rejoice when Users Invent a New Use Case

by Chris Bucholtz
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At C3 2015, the customers were the stars of about half of the sessions. In some cases, they were reporting on how the performance of their businesses had improved using software to automate components of sales, marketing, learning or customer … Continue reading

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Are You Building Bridges or Roadblocks Along Your Customer Journeys?

by Chris Bucholtz
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At C3 2015, the topic of the customer journey came up a lot. Actually, “the customer journey” came up as something of a myth in several of the thought leader sessions; the idea that there’s a single route people take … Continue reading

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Which Two-thirds of Your Content Are You Wasting?

by Craig Nelson
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Companies have come to understand that content is king, and they’ve spent a lot of money worshipping at content’s altar. In 2014, according to Advertising Age, three-quarters of marketers said they planned to increase spending on content, while only 1.3 … Continue reading

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Sales’ Next New Role: Engagement Ambassador

by Chris Bucholtz
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Last year, Richard Edelman provoked a bit of controversy in the annual Edelman Trust Barometer Report when he recommended that the CEO should become the Chief Engagement Officer. Specifically, Edelman said, the CEO should be the person who takes “responsibility … Continue reading

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C3 2015: the Customer Experience Point of View

by Samatha Lang
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(Editor’s note: CallidusCloud’s acquisitions have been carefully managed, and in some cases resulted in what we call “federated companies” – organizations with products that play key roles in the Lead to Money Suite but which also have vibrant customer bases … Continue reading

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The Top 10 Tweets from C3 2015

by Chris Bucholtz
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The social media footprint of C3 2015 was enormous – the show’s attendance was very healthy, but the amount of Tweets and Facebook posts that came out of the show was all out of proportion to the size of the … Continue reading

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