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Sales

Make customer experiences memorable for all the right reasons

April 26, 2022 by Lori O'Grady Filed Under: The Customer is Everything

cookieless

Even customers are wired to remember the negative, you can make a positive customer experience with your brand more memorable. You can influence your customers to remember the value in what you do for them. In subtle and consistent ways.

Tagged With: Customer Experience, Customer Service, Digital Touchpoints, Marketing, Sales

When marketing is considered the poor cousin to sales

January 28, 2020 by Lori O'Grady Filed Under: Dashboards and Reports

marketing contribution

Marketing contribution is often overlooked when marketing is thought of as a cost center. It takes time and effort to demonstrate the real contribution to profits.

Tagged With: Analytics, Engagement, Leadership, Marketing, Sales

Charting an end-to-end revenue cycle

January 15, 2020 by Lori O'Grady Filed Under: Measurement

revenue cycle

When we chart intermediate conversion steps through the end to end revenue cycle, we can see trends that help us with improving the overall sales process. Regardless of stage or team that is interacting with the prospect.

Tagged With: Marketing, Metrics, Revenue Analytics, Sales, Sales Conversion

Is your Sales Admin also a Salesforce Admin?

July 8, 2015 by Lori O'Grady Filed Under: Also Published On..., Business Alignment

All too often, when a company uses a tool, such as Salesforce, the education and responsibility for administrating the tool is kept with to the IT people in the company. While the front-line super-users, the functional administration staff, tend to be overlooked as either not needing training or are restricted from doing things.

Tagged With: On LinkedIn, Sales, Salesforce Administration

Don’t want Marketing and Sales silos in your Startup? Don’t create silos in the first place.

December 17, 2014 by Lori O'Grady Filed Under: Also Published On..., Business Alignment

don't create silos

A lot has changed over time in terms of company business organization. Traditionally Marketing was about lead generation and collateral production. Basically inputs to the sales process. Sales was all closing deals and achieving quotas. Marketing had the long view, trying to please all Customers. Sales had the short view, trying to service a specific Customer today. Marketing had indirect exposure to Customers. Sales owned direct relationships. The turf wars in existing companies grew naturally about these very different mandates and responsibilities. A real life “best of times and worst of times” saga.

Tagged With: Lean Startup, Marketing, On LinkedIn, Sales

Who else would benefit from this conversation?

March 26, 2014 by Lori O'Grady Filed Under: Business Alignment

This week I attended the TPMA (Toronto Product Management Association) monthly meeting: Are Your Sales Teams Truly Enabled to Sell Your Product? The speaker this month was Nicki Weiss, founder of sales effectiveness consulting company Saleswise. At the end of the meeting, Nicki left us with a challenge. Explaining that the most effective business relationships are actually triads, she challenged us to look at ways to include an additional person when we set up one-to-one business meetings.

Tagged With: Collaboration, Engagement, no-index, Product Management, Sales

Do you have an OLA between your Marketing and Sales teams?

November 22, 2013 by Lori O'Grady Filed Under: Business Alignment

A written OLA can be used as an input into a requirements document of any Marketing Automation tool / Sales Automation tool interface project. All too often, these two departments use different tools that are more tailored to their specific functions. In order for information to pass easily between them an actual technical interface is typically required. If the operational process is understood and the necessary information to be passed between the teams is documented, then building this interface and setting up appropriate reporting tools can be done more effectively.

Tagged With: Business Operations, Customer Service, Marketing, Marketing Automation, Sales, Sales Automation

MailChimp for Salesforce – Generate Leads from subscriptions to your newsletters

August 29, 2013 by Lori O'Grady Filed Under: Technology Stack

MailChimp for Salesforce is an App created by MailChimp and available for free in the Salesforce.com AppExchange.  I recently installed the App in my Salesforce account in order to sync subscribers of our weekly into Salesforce Leads and contacts.  I’ve been so impressed with this integration that I decided to focus this week’s blog post […]

Tagged With: Content Marketing, Customer Service, Engagement, Mailchimp, Sales, Salesforce.com, Social Marketing

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