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Keep Salesforce.com Running Smoothly With Data Quality Monitoring
One of the hardest challenges facing salesforce.com administrators is keeping their data clean. Our CRM systems have become complex and its not unusual to have data coming into the system from multiple...
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Accepting a Revenue Goal: A CMO to CEO Conversation
Marketing departments are being asked today to be more accountable for driving revenue. It’s not uncommon for a CEO to say “we want marketing to drive 30% of our revenue.” And if you’re the marketing...
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The Implications of Sales Process on Marketing Visibility in Salesforce.com
The title says it all and I will strive to keep this high level because obviously the business, management, product, market space and sales rep acumen all have implications on dictating unique sales...
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Best of October 2013: B2B Marketing News
Full Circle CRM Newsletter October 2013 1. Salesforce Best Practices 2. Marketing Best Practices 3. From the Sales Team 4. Marketing Update 5. In the News Sales and marketing processes are constantly...
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The Future of Marketing?
Greg Satell wrote a great article in Forbes Magazine earlier this week called What can we Expect from the Next Decade of Marketing. The piece that resonated the most with me from this article was how...
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Use Your CRM System to Build a High-Performance Marketing Team
Jessica Lillian over at SiriusDecisions wrote a great piece on Monday about the Top Five Characteristics of High-Performance Marketing (being competent, credible, accountable, strategic, and integrated...
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Three Reasons Marketers Use CRM Systems for Marketing Metrics
A recent survey from Denis Pombriant’s Beagle Research group shows that marketers use CRM systems more than other software tools to measure their marketing results. This makes a lot of sense to us at...
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Dreamforce and the evolution of Salesforce
I’ve been to a lot of conferences – sometimes as an attendee, but more often as a speaker. I’ve presented at large conferences like Comdex and Microsoft TechEd, and at smaller conferences with as few...
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How trust-worthy are your Salesforce.com reports?
One of the most common salesforce.com questions I get is “Why does this report tell me one thing, and this other one tell me something different.” In general the answer is always “the two reports are...
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With A Little Work Marketing Can Actually Save Sales Time
John Staples wrote a great article in the Sales Benchmark Index Blog today called CMO: You’re Killing the Sales Team’s Selling Time! and makes a very valid point that the Marketing department needs to...
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Bad Marketing Data: Garbage In – Garbage Out
One of the first terms any computer science student learns is GIGO – an acronym for “Garbage in- Garbage out”. You see, computer software manipulates data – the “formula” that defines how that data is...
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The Increasing Importance of Marketing Science to CMOs
I recently came across a Forbes Magazine article from a few months ago called Why CMO Job Security is Rising. Daniel Kehrer, Director at Marketshare, quoted a study that showed the average life of a...
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How to Structure Your Campaigns for Effective Reporting in Salesforce.com
I’ve seen people approach Campaign organization in salesforce.com in several ways. Some consultants advocate a Campaign structure with multiple levels of Campaign hierarchy, but that approach may be...
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Marketing Attribution is Important For Sales Too!
As any business professional listens to the trends within their market to stay ahead of the curve, they occasionally come across incredible thought leadership that resonates clearly. I recently came...
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Is the CMO The Problem? No, it’s the CEO
Adam Needles recently wrote an interesting blog Is The CMO The Problem? that explores the question of why CMOs are not focused on revenue driving programs and their demand centers. Here are three...
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Best of August 2013: B2B Marketing News
Full Circle CRM Newsletter August 2013 1. Salesforce Best Practices 2. Marketing Best Practices 3. From the Sales Team 4. Marketing Update 5. In the News Sales and marketing processes are constantly...
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Measuring Marketing: Top 3 Marketing Metrics
A few weeks ago I had a chance to present to Sheryl Root’s Agile Marketing class held at Carnegie Mellon’s Silicon Valley Campus. It was fun to participate and present one of my favorite topics...
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Marketing Is A Science Too, Not Just An Art
Dominique Turpin, the president of IMD Business School, wrote an article earlier this week about how the Chief Marketing Officer is dead. I don’t believe that position is dead, in fact since the...
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Market or Marketing?
A lot goes in to figuring out the best way to market a product. The channels available to marketers have expanded with technology, and there’s a tendency sometimes to chase the latest marketing...
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How To Track Key Funnel Metrics Within Salesforce, Part 2
In part one we covered how to track volume and conversion rates in salesforce.com, but today we are going into the more complicated velocity metric. Funnel Velocity To calculate funnel velocity, or how...
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