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CRM Best Practices, Research Insights and Expert Opinions

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Sales Productivity

The Productivity and Payback of Employee Engagement

How employee engagement techniques drive high-performance growth cultures and in turn higher employee productivity and staff retention.

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CRM Analytics

CRM Business Intelligence – 10 Steps to Success

A 10 step approach to plan and deploy a CRM Business Intelligence or CRM analytics solution for Best-in-Class decision support.

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Big Data

Big Data Implementation Guide

Big data is a big opportunity, but also comes with big risk. Here is the upside, the challenges and a 7 step big data implementation plan.

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Customer Relationship Management

CRM for Sales Reps

The 7 most powerful CRM capabilities to increase salesperson productivity, sale opportunity win rates and sales force quota attainment.

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360 Customer View

Why the Contact Center 360 Customer View is so Essential

Everyone knows contact center metrics are essential. However, not everyone knows a 360 customer view is a prerequisite to maximizing contact center metrics.

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Revenue Growth

Contact Center Metrics That Matter

See the most important contact center metrics and then use them to modify processes which drive change and sustained performance improvements.

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CRM Software

Top CRM Benefits for the Contact Center

Here are several of the most cited and impactful CRM software benefits for contact or call centers and their customers.

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Customer

How to Measure Customer Centricity

How companies can measure customer centricity and directly impact company objectives such as revenues, margins and profits.

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Dashboard

Why You Need Marketing Automation Software

Here’s how marketing automation software can deliver more and better leads to the salesforce and show impressive marketing ROI.

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Marketing

How To Use Nurture Campaigns to Double Qualified Leads

A nurture marketing strategy and nurture campaign best practices to double the number of qualified lead acquisitions.

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Sales and Marketing Alignment

A Guide to Sales and Marketing Alignment

A proven Sales and Marketing Alignment framework with step by step execution, analyst research insights and payback metrics.

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3

The CMOs Top Three Objectives

The 3 most important strategies for CMOs to deliver the greatest marketing contribution to the company, and their own careers.

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Marketo vs Salesforce

Marketo vs Salesforce Marketing Cloud Account Engagement

A side by side comparison of Adobe Marketo Engage and Salesforce Account Engagement (aka Pardot) shows the most significant differences.

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HubSpot vs Salesforce

HubSpot Marketing Hub vs Salesforce Account Engagement

A side by side comparison of HubSpot Marketing Hub and Salesforce Account Engagement (aka Pardot) shows the most significant differences.

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HubSpot vs Salesforce

HubSpot Marketing Hub vs Salesforce Marketing Cloud

A comparison of HubSpot Marketing Hub and Salesforce Marketing Cloud shows the differences so you can choose the one that’s right for you.

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CRM Change Management

Why Marketing Automation Software Fails

Here are the top 7 reasons why marketing software fails to deliver on its promise, and the mitigating strategies to do better.

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Best Practices

Sales Lead Distribution Best Practices

The top sales lead distribution best practices to ensure lead follow through, reduce lead leakage and optimize your lead transfer process.

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Best Practice

Lead Scoring Best Practices

A 10 step lead scoring framework to accurately calculate lead scores and determine when a sales lead is ready to buy.

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Customers

Use Personas To Grow Customer Acquisitions and Retention

When Personas show when, why and how customers make buying decisions they drive increased customer acquisitions.

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Persona

The Most Common Mistakes with Customer Personas

The most common customer persona design and implementation mistakes – and how to prevent them.

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Insights

The Best Methods to Acquire Consumer Insights

The top 5 methods to acquire consumer insights to increase customer acquisitions, customer share, and customer retention.

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Sales Lead Score

Lead Score Models

Lead scoring models and examples to accurately calculate lead scores and determine when a sales lead is ready to buy.

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Customers

Customer Segments Versus Customer Personas – Top Benefits of Each

The differences between customer segments and personas, and how they work together to improve customer engagement, conversions and retention.

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Contact Center Agent Avatar

The Call Center Agent Avatar

Learn how leading call centers are implementing virtual agent avatars to improve customer service, reduce wait times, and save money.

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