CRM Marketplace Downloads

Accurate Forecasting: The Heart Of Call Center Success

Wed, 28 Dec 2011 20:26:00 GMT

Accurate scheduling is dependent upon the forecast correctly estimating anticipated call volume and determining the number of agents required to meet service levels. How does this affect profitability? In a real life scenario, if call volume is underestimated to the extent that 100 callers out of 1,000 hang up before they speak to an agent in a sales environment where the average order is just $50, $5,000 in lost revenues will occur per day, $150,000 per month, or a staggering $1.8 million per year.

Four Secrets To Turning Raw Leads Into Real Opportunities

Wed, 05 Oct 2011 06:26:00 GMT

Raw leads are inherently neutral entities. If, when and how they convert to real opportunities is fully dependent on the processes that sales and marketing teams apply to them after they appear at the top of the funnel. By Dan McDade, CEO, PointClear & Author of "The Truth About Leads" As Seen In MarketingProfs September 7, 2011

5 Proven Ways To Boost ROI Via CRM-Integrated Marketing Automation

Wed, 05 Oct 2011 05:52:00 GMT

ROI as a topic and as a goal for marketers is here to stay. Leveraging tools, people and processes to effectively contribute to revenue and demonstrate ROI is Job #1 for all Revenue Marketers. By Debbie Qaqish as published on destinationCRM.com August 26, 2011

2011 Lead Generation Marketing ROI Study

Tue, 09 Aug 2011 06:28:00 GMT

The 2011 Lead Generation Marketing ROI Study was conducted by Lenskold Group and sponsored by The Pedowitz Group. The results are drawn from 263 respondents who indicated that they were in B2B companies (half or more of their revenues generated from business customers) and whose marketing group generates leads for a sales organization or channel partners.

Sales & Marketing Alignment Demands C-Level Involvement

Tue, 14 Jun 2011 05:09:00 GMT

Life is good when sales and marketing are fully aligned. The two groups work in harmony. Correctly deployed resources and effective processes click. The results: more sales, increased revenue and lower costs. By Dan McDade, President & CEO, PointClear

Is Lead Generation A Broken Process In Your Company?

Tue, 14 Jun 2011 05:02:00 GMT

About 95 percent of generated leads are not effectively pursued by sales. Sales organizations eager to close deals are frustrated by the very thing that marketers are rewarded for: a mountain of leads. Rather than sort through a motley group of prospects-some not qualified, others not sales ready-they abandon all but the most obvious and substitute those leads with their own, usually less successful, prospecting. By Dan McDade, President & CEO, PointClear

How To Make CRM & Marketing Automation Best Friends Forever! - 7 Tips To Alignment

Tue, 14 Jun 2011 04:57:00 GMT

CRM as a tool to drive sales has been around since the 80s. The relative newcomer is marketing automation (MA) and it is becoming as vital to marketers as CRM is to sales; that these two systems not only play nice, but become BFFs is critical. By Debbie Qaqish, Chief Revenue Marketing Officer, The Pedowitz Group (TPG)

Marketing's Industrial Revolution: 5 Tips For Retooling Your Team

Tue, 14 Jun 2011 04:50:00 GMT

When the first Industrial Revolution hit its stride in the 1800's, there was a convergence of forces that changes the way businesses operated. Marketing Automation is having a similar impact on how we mine our data, create our programs, deliver our content and continuously refine, streamline, and automate. By Ed Thompson, The Pedowitz Group (TPG)

White Paper: Back Office Scheduling — A Critical Component For Improving Organizational Efficiency

Mon, 09 May 2011 20:15:00 GMT

When it comes to staffing requirements and operational performance goals, every organization is vastly different. Ensuring you have the proper number and types of employees scheduled to manage your back office at any given time can be a challenge, especially if you have little to no visibility into what you needed yesterday, last week, or last season to use as a basis for forecasting. By Bob Webb, Pipkins, Inc.

The Gap Between Marketing And Sales Impedes Your Lead Process

Fri, 25 Mar 2011 08:22:00 GMT

One very well-known analyst group documents that 70 percent or more of leads aren't being followed up by sales. Another group claims that 80 percent of marketing investments are wasted. It would be easy to place blame and point fingers. However, neither marketing nor sales executives are really at fault.

The Truth About Sales

Fri, 25 Mar 2011 04:53:00 GMT

This chapter is an extract from prospect development expert and PointClear founder and CEO Dan McDade's book entitled, "The Truth About Leads." This book debunks traditional thinking while uncovering the truths that lead to additional, larger, and more profitable wins for your organization.

Why Your Sales Force Needs Fewer Leads

Fri, 25 Mar 2011 04:31:00 GMT

Yes, you read the title correctly. Sales reps don't need more leads. They need fewer leads-or more accurately, fewer raw, unfiltered, unqualified leads. This chapter is an extract from prospect development expert and PointClear founder and CEO Dan McDade's book entitled, "The Truth About Leads."

Article: When Did 'Listening' Become A Marketing Skill?

Fri, 04 Feb 2011 06:03:00 GMT

I remember my first copywriting class. One of our assignments was to write a 30-second radio spot. My teacher told us to use this rule of thumb when addressing the audience: Tell them what you're going to tell them. By Ed Thompson, Director of Demand Generation, The Pedowitz Group

Guest Column: Nine Strategies To Tie Your Social Media Efforts To Sales And Customer Service

Wed, 26 Jan 2011 07:13:00 GMT

Social media is enough to make any Marketing VP think they've found the Promised Land. Online global communities offer easy access, no cost to participate, and literally millions of people and companies joining every month, driving traffic estimates to the stratosphere. By Louis Columbus, Cincom Systems

White Paper: Seamless Customer Conversations

Thu, 20 Jan 2011 07:40:00 GMT

For many organizations, the focal point of building strong relationships with customers is the contact center. In many cases, it is the primary interaction point for the customer, and the contact center agent may be a company's only opportunity to make a positive impact on that customer. By Infor-Workbrain

Article: Year End Tips For Small Businesses

Tue, 21 Dec 2010 05:00:00 GMT

With 2010 coming to a close, many small businesses are struggling to close out the year and meet their deadlines. By Curtis Cochran, Manager of Customer Support, Sage Peachtree

Article: Why Is The Marketing Automation Industry Floundering? And 5 Fixes to Fuel It

Tue, 21 Dec 2010 04:51:00 GMT

The Marketing Automation Industry is approaching its thirteenth year. Originally pioneered by Epiphany and Pivotal in the late 1990s as an On-Premise Module added on to key CRM functions, it took off when SAAS entered the scene in the early 2000s. Today there are many vendors in this space competing for wallet share. By Jeff Pedowitz, CEO, The Pedowitz Group

Article: Questions To Ask And Actions To Take To Improve Lead Generation

Thu, 16 Dec 2010 08:45:00 GMT

As obvious as it might seem, there are some basic questions to ask about marketing spend, and you will be surprised at the answers: Without taking a close look at what is planned for your company, division or department, you may be surprised later to learn that your company has executed low-yield marketing campaigns. By Dan McDade, CEO of PointClear

Article: Call Center Branding: Why We Can't Just Save Our Way Back To Profitability

Thu, 16 Dec 2010 08:27:00 GMT

In a tough economy, a path of least resistance is the belief we can save our way back to profitability solely with call center cost reductions. Sometimes it's with a wide-swath machete. By Dan McDade, President & CEO, PointClear

White Paper: Contact Center Security: Moving To The True Cloud

Wed, 24 Nov 2010 07:22:00 GMT

LiveOps is in a unique position to offer best practices for contact centers moving to the Cloud. As the operator of the world's largest virtual "contact center in the Cloud", based on the LiveOps Contact Center Cloud, you can leverage LiveOps' first-hand experience managing the pressures, complexities, and security risks of day-to-day contact center operations. By LiveOps