The Holy Grail for Sales and Marketing

A lot of B2B companies are seeking the Holy Grail for sales and marketing.  They want to know what is the most efficient way for customers to learn about and buy their product. In this search for lots of revenue at the lowest cost possible, I’ve sat in many executive staff meetings at... Read more ›

Workflows in Four Dimensions

When you think about implementing a business process in salesforce.com,at some level everything comes down to a series of questions and tasks that take the form: “When something happens, take some action” The action might be a field update, creation of a task, an ownership change, sending an Email or... Read more ›


Best Practice: Sales Assignment Time-Outs

One mechanism we employ at Full Circle CRM is the concept of Assignment Time-Outs, which facilitate a forced time-out after a rep has engaged with a prospect and disqualified them for the time being. Time-outs prevent a name from returning to sales the next day or next week if it happens... Read more ›

Marketing is Dead? Really?

Mainframes are dead. Software is dead. And now marketing is dead — at least according to the Harvard Business Review article by Bill Lee . Of course I appreciate the desire for a good headline, and a lot of important business elements have changed over the years. But even today... Read more ›

I have questions…there must be answers?

To truly optimize sales and marketing departments, a system of checks and balances is required to monitor the divergence or intersection between the two departments – the place where qualified leads are passed to sales for follow up.  The problem is many issues tend to come up in this space.  Did... Read more ›


Take Sales to the Next Level with Accounts and Contacts

Full Circle CRM’s marketing performance management application allows marketing departments to more effectively structure their portfolio by having clear visibility into the success of each of their campaigns.  What does this ultimately mean for sales? At a high level it translates into more leads as a direct result of effective... Read more ›

Are Social Analytics Enough?

Last Friday the Salesforce Marketing Cloud unveiled a host of new partners and technologies, including Klout, Lymbix, and Trendspottr among others, to help its users “shift from passively listening on social media to generating business results” (the full blog post is here).  The ability to accurately measure and respond to... Read more ›


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