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CRM, Metrics and the B2B Marketer

Marketing is transforming. We’re aligning closer to sales, owning more of the revenue pipeline and being held more accountable. To be a successful marketer we need understand our customers’ and potential customers’ needs and behaviors so that we can respond effectively with appropriate messages about our products and services. CRM systems allow us to do this. The data housed inside a CRM system can help close sales faster, retain customers, find new customers, and offer superior customer service – all things that ultimately increase revenue. So why is it that  less than 50% of executives are fully satisfied with the business benefits of CRM? How can we ensure that at least for marketing that we are maximizing the investment in our CRM tools and leveraging them to drive the right kind of engagement with customers and prospects?

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Small Business Networking Do’s and Don’ts

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Most of us agree “If it ain’t broke, don’t fix it.”  Unfortunately, this mindset can cost you dearly when it comes to your network. Like many small businesses, you probably don’t think about the network until something goes horribly wrong.  Suddenly you are fighting fires when you could have been strategically planning.  (And we all know which of those scenarios is least expensive!)

“An ounce of prevention is worth a pound of cure.”

“A stitch in time saves nine.”

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