“Marketers are Liars” and “Sales Reps Make Too Many Excuses”. When will it end?

The relationship between marketing and sales is a never-ending push and pull of roles, expectations, egos and objectives.

Marketers think sales people are delivery systems of strategy and are concerned mostly about sales targets. Sales people think marketers are support systems for sales and are concerned mostly about marketing campaigns. Marketers think they are strategic players and sales people think they are drivers of business.

What marketers actually need to do is focus on Pre-sales, Lead Generation and Mining Analytics. What sales people actually need to do is Sales, Networking and Building Relationships.

No matter what difference in objectives and expectations of marketing and sales teams, the integrated bottom line should be business impact.

The Info CheckPoint App through Salesforce helps sales teams optimize the prospecting process by targeting high-value opportunities via Salesforce Chatter. It also helps marketers connect with the sales team through a structured process, and gain insights of the ‘customers’ voice’. The App enables prioritizing and organizing prospects, reducing research time, and focusing reps on selling activities – while improving CRM data quality.

So if You Want to

Align Sales and Marketing

And Connect With Your Market

GET THE INFO CHECKPOINT APP

Let Your Sales Team...Sell For a Change!

Target High Value Customers

Get the Info CheckPoint App on Salesforce today

Get to Know More

How 'Bots' Can Help You Build Stronger Customer Relationships

1. Do you have more number of leads than you can manage individually?
2. Do you have actionable customer segments and targeted marketing plans?
3. Do you have a CRM system already in place to integrate with MA?

These are three questions that will help you in knowing if Marketing Automation is something you need to consider.

Marketing Automation (MA) is not only about implementing a new product; it is about a change in mindset. It is a process that ensures prospects are constantly engaged. It creates and delivers email campaigns and other marketing collaterals, and tracks website traffic and responses. Marketing automation will automate sending emails and would not directly translate to increase in sales. Taking the prospect to the next level is what the sales teams need to do!

Here’s what marketing automation can do:

• Identify website visitors – You can obtain contact data, visitors’ requirements and identify key decision makers and influencers with purchasing power.
• Identify sales qualified leads – You can identify sales ready leads and segment leads based on buying intent, buyer stage and buying decision making. 
• Segment based on lead qualification - You can score, label and understand visitor intent through lead scoring.
• Automate lead nurturing campaigns - You can automate email engagements and distribution of resources such as whitepapers, case studies, blogs and webinars.
• Automate lead generation campaigns - You can automate email campaigns and target prospective leads and increase engagement by integrating other marketing programs.

What marketing automation does is it helps you developing customized, ‘right-time’ marketing programs that educate, inform, propose and keep prospects alive, interested and engaged.

Utilize a multi channel email engagement approach 

Build stronger customer relationships through automating marketing processes. 

Marketing Automation is only as good as the strategy that is developed for it.

Lets us show you how ‘bots’ can help you connect with your customers, relevantly!

Access a Whitepaper on Marketing Automation. Send us a Request

How to target high value customers with the Info CheckPoint Salesforce App

Like to make deals with sales ready leads?

Like to improve your CRM data quality?

Like to gain instant access to high value customers?

With the Info CheckPoint Salesforce.com you can gain instant access to classified and exclusive leads, significant in driving business growth. Here’s why you need the App:

• It replaces old information in your database with current data and helps in keeping your lead database fresh.
• It helps in reducing time and cost spent by sales teams on generating leads and researching for the right prospect, by scoring and organizing leads. 
• It improves quality of lead information by appending incomplete information and adding additional contacts for targeted companies.

You can easily integrate your leads database with the leading CRM application of Salesforce.com, with the Info CheckPoint App.

Contact us to optimize your prospecting process

What If Your High Value Customers Were Just a Click Away!

With email marketing and automation, it is not only about bulk-blasting mails. It is about improving targeted messaging to enhance user experience and relevancy. The following stats give you a better idea of the future of email marketing and automation:

• “Triggered email messages get 119% higher click-through rates than "business as usual" messages.” - Epsilon
• “59% of B2B marketers say email is the most effective channel for generating revenue.” - BtoB Magazine 
• “61% of marketing companies plan to increase their email marketing efforts in the next year.” -Experian 
• “More than 50% of respondents said they had not yet realized the value of their investment in marketing automation.” - Genius
• “The adoption of marketing automation technology is expected to increase by 50% by 2015.” - Sirius Decisions 

Marketing Automation helps in maintaining a single point view of all customer interactions across channels.

• You can understand customers’ needs at a detailed level. 
• It aids in implementing ‘real-time’, behavior-driven, trigger based campaigns.
• It helps in anticipating and predicting changing customer needs required in improving satisfaction.
• It enables customized communication.

Marketing Automation (MA) is a process that ensures prospects are constantly engaged. It creates and delivers email campaigns and other marketing collateral, and tracks website traffic and responses.

However, it is not about only implementing a new product; it is about a change in mindset. Automation alone does not translate to increase in sales; it will automate sending emails, taking the prospect to the next level is what the sales team needs to do!

Let ‘bots’ help you connect relevantly with your customers

Automation is only as good as the strategy that is developed for it

Integrate your database with one of the leading CRM applications, Salesforce.com

Get to know how

B2B Haiku Bots Mining Poetry Now!

Inspired by Haikuleaks, Jacob Harris, senior software architect of New York Times, rolled out an algorithm that captures fragments from stories published. Times Haiku, as Harris notes may be ‘a machine with no aesthetic sense’ but the ‘algorithm is its muse’. It basically is a script built to mine stories for ‘haiku-friendly’ words and then rearranges them to form poetry. While some haikus drudge along, the interesting ones are picked by the editors and published.

Automation is creeping in at a greater speed, much to the discomfort of marketers. If bots are used in a right way and sensitively, the outcome can be great. A Twitter bot that automates and schedules posts is beneficial only if the tweets are original, if the content is not relevant; it automatically is categorized as spam. 

While it is inevitable to automate, marketers today cannot escape the magic of personalization. With customers becoming more conscious, demanding, vocal and powerful, keeping it real may seem the only way out in the future.

Whatever said and done, the Times Haiku is an interesting initiative. We couldn’t resist trying it out. Here’s our streak of Zen on data mining: 

Data mining hurricanes

soothing seas of the P2P touch

gold and dollars rain.

While content marketing is going bots, we also need to keep it real, keep it simple and keep it relevant to our target audience. ‘The Big Marketing Activity Coloring Book’, is an interesting example of unadulterated marketing, where having fun is serious business.

P.S. - Fingers crossed that bots don’t become the only ones writing, as our essence is hard to replace!

Let Bots Do Your Work For You in the Coming Year!

• While 2012 has seen many developments in marketing, nothing comes close to the advancement in the use of technology and automation in processes.

• While we align our processes to new goals and resolutions, it is time to introspect, retrospect, revisit what we did in the past and realign what we will be doing in the future. 

• While we think of better ways to do marketing in a smart way, automation and technology development have provided solutions.

Not that we need to let Bots do the talking. After all our customers are humans and they do need a personalized approach. Automation is no longer about pre-recorded messages and preset emails; it is about making work easier and streamlining processes.

One way to achieve a human-robot balance in marketing is to combine marketing automation and customer relationship management systems. In this way, you have your messages scheduled to reach the right person at the right time, and most importantly with a personal touch, with high relevance and currency.

We, at info CheckPoint would like to show you how it works! 

Access Info CheckPoint on Salesforce Now!

Connect with the right prospect on Salesforce Chatter! With Info CheckPoint you can easily integrate your database with one of the leading CRM applications

Send us a mail if you want us to give you a tour!

Increase Qualified Leads by 451%

Access Info CheckPoint on Salesforce

• According to Annuitas Group, you can increase revenues by 417% and qualified leads by 451%. Combine marketing automation with CRM systems.

• According to SiriusDecisions Benchmark Study, “18% of B2B organizations use marketing automation platforms; Out of which 85% do not believe they are using it to its fullest potential”

Customer Relationship Management (CRM) is a process that strengthens your relationship with customers. It helps in managing, organizing and building communication. The main objective of CRM is to nurture leads and customers. It facilitates an organized approach to educate, inform, analyze, validate and keep prospects and customers alive, interested and engaged. Nurturing is possible by providing marketing collaterals such as videos, webcasts or whitepapers and through email campaign programs.

How Info CheckPoint on Salesforce Helps

• Target High-Value Opportunities Via Chatter

• Prioritize and Organize Prospects

• Improve CRM Data Quality

• Reduce Research Time

CRM integration is necessary for organizations to identify, associate, relate and connect with prospective clients as well as existing customers. 

With Info CheckPoint you can easily integrate your database with one of the leading CRM applications, Salesforce.com.  Find future customers through Info CheckPoint on Salesforce.

Enable Sales Teams Focus Efforts on Selling

Target High-Value Customers

Access Info CheckPoint on Salesforce Now!

49% of Leading Marketing Companies Use MA, Do You?

Maximize Marketing ROI with CRM Integrated Marketing Automation (MA)

• 21% of companies have integrated MA with their core applications.
• 28% of companies have implemented MA applications along with CRM.
• 49% of marketing companies use MA applications.

How has this helped?
• Sales productivity has improved by 14.5% with MA.
• Marketing overheads has reduced by 12.2%.

Source:-Nucleus Research

Consider this observation; companies that adopt MA and CRM applications are able to utilize a consistent, structured and organized approach in managing and capturing leads. With integration of marketing automation and CRM you can implement coherent nurturing strategies and action plans.  

Using Info CheckPoint you can easily integrate your database with one of the leading CRM applications, Salesforce.com.  We utilize a multi-channel email engagement approach to build customer relationship through automating marketing processes. You can either incorporate simple lead nurturing programs within Salesforce.com or create customized integration to suit your specific business needs. Integrating marketing automation and CRM enables you to: 

• Automatically update Lead records in Salesforce.com

• Add nurturing communications to your activities

• Automate Email opt-out management

• Automate follow-up calls for sales staff

• Automate follow-up emails sent on behalf of your sales staff

• Automate scheduled reports e-mailed to you

• Automate time zone sensitive communications

Get to know How to Rev ROMI and Improve ROM with CRM Integrated Marketing Automation!

CRM Integrated Marketing Automation from InfoCheckPoint

Why MA is the Next Best Investment!

Why is Marketing Automation the way forward?

• Because it increases revenues by 417% when marketing automation is combined with processes,
• Because it increases qualified leads by 451% when used for lead nurturing.

By 2017 Chief Marketing Officers will be spending more on IT than Chief Information Officers. B2B marketers are increasing investment in technology and automation.

Marketing Automation (MA) is not only about automation, it analyzes and augments introduction of new solutions and processes. From email campaigns, lead nurturing and generation, advertising to social media management, automation has become inevitable.

And Customer Relationship Management (CRM) systems only augment and humanize your MA process.

From Monologues through Machines, 

To Dialogues with Humans!

Humanize Marketing Automation with CRM from InfoCheckPoint

Have you already have adopted a Marketing Automation System?

Is it integrated with your CRM system?

Let us know how it is working for you.

A famous quotation by IDC Group goes, “If you haven’t gotten started on implementing Marketing Automation already, you’re already behind the 8 ball.”

Boost ROMI With ‘Bots’!

Still wondering what marketing automation can do for your business?

With Marketing Automation (MA) you can:

• Get the right lead to right rep
• Send the right email at the right time
• Monitor KPI dashboard and custom reporting
• Customize and create flexible sales workflow

Marketing Automation (MA) is a process that ensures prospects are constantly engaged. It not only helps in generating demand and new leads, it monitors website traffic as well. MA creates and delivers email campaigns and other marketing collateral. It also tracks website traffic and email responses. 

It’s not about only implementing a new product; it is about a change in mindset. It helps in maintaining a single point view of all customer interactions across channels. Through nurturing MA helps in educating, informing, surveying and validating customers and also keeps prospects alive, interested and engaged.

B2B Marketing Automation from InfoCheckPoint

Among companies that use marketing automation, it is observed that they have more productive sales processes, source more pipeline from marketing, and experience better revenue attainment that those that do not use marketing automation.

You can also easily integrate your database with CRM applications to implement coherent nurturing strategies and action plans. CRM integrated marketing automation is necessary for organizations to identify, associate, relate and connect with prospective clients as well as existing customers. 

While automation is an effective process, relevancy and personalization are also important to consider. Signup for a trial and get to know what Marketing Automation Can Do For Your Business!!

Automation Is Not As Bad As You Think It Is!

Marketing Automation (MA) is a process that ensures prospects are constantly engaged. It not only helps in generating demand and new leads, it monitors website traffic as well. Customer Relationship Management (CRM) is a process that strengthens your relationship with customers. It helps in managing, organizing and building communication.

The main objective of Marketing Automation (MA) and CRM is to nurture leads and customers. It facilitates an organized approach to educate, inform, analyze, validate and keep prospects and customers alive, interested and engaged. Nurturing is possible by providing marketing collaterals such as videos, webcasts or whitepapers and through email campaign programs.

CRM Integrated Marketing Automation from InfoCheckPoint

The Info CheckPoint Advantage  

• Right Lead to Right Rep - Real-Time Lead Prioritization 

• Right Email at the Right Time - Automate - Personalization of Emails and Drip Marketing 

• Monitor KPI Dashboard and Custom Reporting – Measure Marketing and Sales Effectiveness

• Customize, Flexible Sales Workflow – Give the Attention Every Lead Deserves

CRM integrated marketing automation is necessary for organizations to identify, associate, relate and connect with prospective clients as well as existing customers. While automation is an effective process, relevancy and personalization are also important to consider.

Check out this infographic, to understand how you can utilize 

CRM integrated Marketing Automation to rev ROMI and improve ROI!

MA is Not a Process, It is a Mindset!

“18% of B2B organizations use marketing automation platforms; out of which 85% do not believe they are using it to its fullest potential”, according to SiriusDecisions benchmark study.

What organizations need to understand is that, marketing automation (MA) alone does not translate to increase in sales. It will automate sending emails; taking the prospect to the next level is what the sales team needs to do!

Marketing automation is not about only implementing a new product; it is about a change in mindset. Here’s a cheat sheet that will give you insights into what Marketing Automation is, what it is not, the best practices and benefits.

Marketing automation will only be as good as the strategy that is developed for it. So streamline your strategies and utilize automation to boost your existing processes.

With Info CheckPoint you can easily integrate your database with one of the leading CRM applications, Salesforce.com. Implement coherent nurturing strategies and action plans today!

Use ‘Bots’ to Boost Not Batter Your Marketing!

Marketing Automation (MA) is a process that ensures prospects are constantly engaged. It creates and delivers email campaigns and other marketing collaterals, and tracks website traffic and responses.

However, it is not about only implementing a new product; it is about a change in mindset. Automation alone does not translate to increase in sales; it will automate sending emails, taking the prospect to the next level is what the sales team needs to do.

Keep in mind – Automation is only as good as the strategy that is developed for it. Therefore, all functionalities of MA tools should be used to justify its effectiveness. You should:

• Observe customer actions and interactions to send them relevant messaging at the right time.

• Know which customer is in the “buying mode”, therefore building valuable leads for your sales team.

• Monitor, measure and develop reports through KPI dashboards to find out marketing and sales effectiveness.

• Develop customized and flexible sales workflow to give attention every lead deserves.

• Integrate MA with CRM systems in order to nurture leads with relevant communication.

Marketing Automation helps you develop customized, ‘right-time’ marketing programs that educate, inform, propose and keep prospects alive, interested and engaged. 

With Info CheckPoint you can easily integrate your database with one of the leading CRM applications, Salesforce.com. You can implement coherent nurturing strategies and action plans. Utilize a multi channel email engagement approach to build customer relationship through automating marketing processes. 

Let ‘bots’ help you connect relevantly with your customers!