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Welcome to our roundup of customer relationship management (CRM) industry news from across the web. This week’s roundup provides a plan of action and offers an understanding of what it takes to be successful in generating leads. We’re hunting the ‘net for the latest and greatest, and bringing them to you here, in one convenient weekly post.

If you reached this page, chances are you’re looking for insight on how to boost your lead generation success. In today’s day and age, the buying process has changed as marketers struggle to be heard through the noise. As they say, ‘Content is king’ and the handling of that content – both on your site and elsewhere on the web – is critical to your lead generation success.

68% of B2B businesses use landing pages to garner a new sales lead for future conversion. (MarketingSherpa)

The following articles should serve as easy first steps to help you acquire and retain higher-quality leads by meticulously adjusting semantics, understanding the purpose of lead nurturing, and thinking differently about gated content.

My Leads Have Run Dry: 3 Steps to Obtaining and Retaining Leads
Given that consumers are inundated with marketing messages all throughout the day, getting your message in front of the eyes of your target audience is becoming harder than ever. Once they’ve reached your website after being referred through a marketing channel (email, social media, webinar, etc.), there is still work to be done. This article outlines 3 steps on how to optimize your strategies to generate the quality leads you’re looking for.
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Social Media Lead Generation: Opening the Gate for Gated Content
Anqi Cong explores the pros and cons of gating and not-gating your content. She does a comparison on the effect of gating and its implication on social sharing and “virility”. It is estimated that gating content reduces downloads to 2-5% of what they could’ve been, but for a trade off of higher quality leads.
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Lead, Nurture, Or Get Out Of The Way
This article takes you through the steps of launching a successful lead nurturing campaign by first, locating and identifying your best prospects, and then by implementing the process itself.

“No matter how simple or complex the B2B environment, understanding how your product or service fits in with your prospect’s organization is the holy grail of long term success.” – Robert Minskoff
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Lead Generation: The Power of Copy
“Words are, of course, the most powerful drug used by mankind,” – Rudyard Kipling

The way words are received is directly correlated to the way they are spoken. John Tackett shows a simple way on how to see an increase in form conversion by tweaking one or a few words.
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We hope you enjoyed this week’s edition of our Weekly CRM Roundup. Go forth — tackle these easy lead generation actions and continue to create exceptional customer experiences. Got ideas for other great articles and topics we should include in future CRM Roundup posts? Let us know in the comments below!

In addition to the awe-inspiring sights and sounds of San Francisco, we’re excited to be bringing Sugar University to this year’s SugarCon. Our top training instructors will be delivering quality training directly to you through live, hands-on instruction.

This is the place to start – or continue – learning best practices for end-users and administrators with Sugar through our extensive 2-day Discover track sessions. We’re also offering an additional Customer Training day, purely dedicated to our most-wanted training topics. Here is a glimpse into the training options available at this year’s SugarCon:

Sugar UniversityTuesday, April 29 & Wednesday, April 30
Discover | Becoming a Sugar Power User

Adopting Sugar 7
For those of you thinking of upgrading to Sugar 7, this session is for you. We’ll show you what’s new in the Sugar 7 release to prepare you and your team to make a smooth transition and get the most out of your upgrade.

7 Things You Didn’t Know You Could Do with Sugar 7
Sugar is one of the most used CRM applications on the planet. The application has spawned countless books, web sites, blog posts and tweets about interesting things one can do with the platform. This session will uncover some of the coolest things you didn’t know you could do with Sugar.

Sugar Importing Basics
One of the first challenges in implementing Sugar is migrating your existing information for use in Sugar. This session highlights best practices that you can use to quickly get your existing data where it belongs – in Sugar! Learn how you can quickstart your Sugar implementation by importing data from other CRM applications, Outlook, Google Contacts, or any program that can save data in a CSV (comma-separated values) format. Clean data in Sugar becomes valuable information for your business.

“No Code Required” Configurations
This session showcases some of our favorite configurations for Sugar administrators. You will learn key configurations in Studio and Workflow that can be applied to real world scenarios in your implementation.

Getting Started with Reporting
As a newer Sugar user, one of the most critical features you’ll use everyday is Reports. We will provide you with basic information about the Reports Module, show you how to get started using Reports, and update you on enhancements we’re planning for future releases of Sugar.

Thursday, May 1
Customer Training Day

End User Getting Started
Get started by understanding end user features and functionality. You will learn Sugar best practices and how to enjoy the features most commonly used by SugarCRM end-users.
Audience: End-Users

Creating Reports
Become a reporting expert and learn how to create reports using Sugar. All major report types will be reviewed and you will be given the opportunity to create your own reports in class.
Audience: Adminstrators or End-Users.

Working in Studio
Learn how to create new fields (including calculated and dependent value fields), re-label existing fields, add-to and remove fields from page layouts, and create new module relationships.
Audience: Adminstrators

Building Workflows
Learn how to create workflows that streamline your business processes using on pre-defined triggers to generate automated actions and alerts.
Audience: Adminstrators

Register today for your chance to get live, hands-on training by Sugar experts in the most beautiful city in the world!

See you there,
Kevin Freitas

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Welcome to our roundup of customer relationship management (CRM) industry news from across the web. This week’s roundup will explore the power of social media within the enterprise in regards to CRM. We’re hunting the ‘net for the latest and greatest, and bringing them to you here, in one convenient weekly post.

Is your business socially-enabled? Have you dismantled your company’s organizational silos? Does your organization possess to the tools that empower individuals to more effectively engage with their customers?

By department, the largest users of social media in enterprises are marketing (with 78% using social media to a moderate to great extent), IT (64%), sales (63%), and customer service (62%). The functions using social media least are operations (46%), supply chain operations (36%), risk management (35%) and finance (28%). (Deloitte University Press)

In order for a company to function effectively in today’s business world, every customer facing employee from customer service, all the way to the C-suite need to participate in the conversation in order to facilitate higher quality customer engagement. The following articles share studies and insights about integrating social media into your business, and also offer an opportunity to learn first-hand from experts within the industry on creating a consistent client experience from administration to sales.

Effective Social Media in your CRM: Loyalty
“Both B2B and B2C companies are relying on CRM to organise these insights about what customers are doing and buying, and to help establish predictive ability to know what and where to target next.” – Simon Chapman

Understanding who your customer is, what they care about, and what they like to do can help complete their 360-degree view to facilitate a consistent customer experience with anyone in the organization who interacts with the customer.

Don’t miss Simon’s track session on Social CRM at this year’s SugarCon – Register here!
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From Social Media to Social CRM-KAM
This presentation by IBM’s Friedel Jonker highlights the social business transformation that IBM underwent in order to help other businesses become  fully socially-enabled enterprises. Their journey investigates the early technologies of customer relationship management (CRM) and key account management (KAM) and later explores the importance of putting the individual back into the social enterprise. IBM defines a social enteprise as “any company or organization that has integrated and operationalized social media within every job function to generate and implement value driving ideas by smarter processes and technology.”
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CRM, Omnichannel and the Quest for Customer Intimacy
“CRM has promised to create a complete, holistic view of the customer, but failed to break organizational silos and to deliver better customer experience.” - Gregory Yankelovich

Gregory acknowledges the trend in global population growth as it is apparent that it there are no plans of it to slow down. As the global reach of the enterprise increases, the customer’s demands and expectations do as well.
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Creating Exceptional Customer Experiences with Social CRM
Sign up for this free webinar presented by SugarCRM, IBM, and Highland Solutions (4/10 3:00 p.m. EST) that will discuss: engaging Customer 2.0 and the benefits of being customer-centric, empowering employees with integrated social business technology, creating a consistent client experience from administration to sales, and more.
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Put the individual back into CRM and into the social enterprise. I hope this was helpful for you and your businesses wherever you are in your social business transformation. Got ideas for other great articles we should include in future CRM Roundup posts? Let us know in the comments below!

One of the most popular events at SugarCon is back this year: the App Throwdown presented by SugarOutfitters – Cultivated Add-ons, Unrivaled Support. It’s the one event where you can see the best and brightest solutions out there in the Sugar ecosystem, with a focus on how it can help you as a customer facing professional have more meaningful connections with each of your customers.

This year we broke another record with the high number of entrants, and after spending lots of time going thru each of them we’ve come up with a great lineup of exciting finalists. Without further ado, here they are…

Callinize

Callinize bridges your **existing** phone system and SugarCRM in 5 minutes.  Users will make 30% more calls with click to dial, build better relationships with screen pops, and get more organized with post call action items.  Managers get the call analytics/metrics they’ve always wanted. If you’ve looked at CTI in the past, this is different.  It’s dead simple and affordable.

Endeavor

How can you streamline a distributor and reseller network with an easy tool for them to build quotes for products in an engaging and uniform way? See how Endeavor’s Mobile CPQ fits this bill, while at the same time automatically flowing the data back into your SugarCRM system.

Epicom

Using a portal frontend to your SugarCRM system better enables data flow and increases the value of the data insights gained from your customers. See how Epicom’s new portal solution leverages the data and structure already present in your SugarCRM system to boost customer engagement and revenue.

Riva CRM Integration

Many sales, marketing and support professionals live in their email client – whether it’s on their desktop, phone, or tablet. See how Riva CRM Integration delivers a seamless sales and support experience for Outlook, Mac, and mobile users.  Learn how Riva keeps Sugar and your email system in sync to provide maximum flexibility, increased productivity, and improved Sugar adoption.

SugarChimp

MailChimp is a great solution for easily reaching an audience with little friction. But how can you start to leverage the communication insights MailChimp provides to better communicate with your audience? See how SugarChimp brings the data insights from MailChimp into SugarCRM to enable better customer and prospect insight with ease.

Zapier

Many companies steer away from bringing systems of engagement and record together, as costs and complexity get in the way. But what if you could do simple integration workflows in minutes? See how Zapier can automate an SMB companies lead-to-cash workflow without any need for custom coding.

Come see each of them going head to head in front of a live audience with great lineup of expert commentators on Wednesday, April 30th at the closing general session at SugarCon.

 

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Welcome to our roundup of customer relationship management (CRM) industry news from across the web. This week’s roundup will dive into the different ways you can leverage CRM from a marketing perspective. We’re hunting the ‘net for the latest and greatest, and bringing them to you here, in one convenient weekly post.

CRM can be an indispensable tool for marketers that wraps together many solutions, including prospect and customer targeting, multi-channel and multi-touch campaigns, as well as lead tracking and management. Here are some statistics on marketing functions that can be executed through a CRM system:

Companies that automate lead management see a 10% or greater increase in revenue in 6-9 months. (Source: Gartner Research)

89% of marketers said email was their primary channel for lead generation. (Source: Forrester Research)

Relevant emails drive 18 times more revenue than broadcast emails. (Source: Jupiter Research)

And here’s our latest collection of articles on how marketers can leverage CRM and improve their marketing campaigns across the board.

Empowering the Individual CRM User with Intelligent Data
Dun & Bradstreet (D&B) and SugarCRM have teamed up to announce their latest service offering with integrated business data. With D&B for Sugar, you will be able to better profile your prospects before you contact them as well as see growth potential inside new and existing customers. Segmentation and targeting just got a lot easier for your integrated marketing campaigns.
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The State of Marketing Automation Trends 2014 [Infographic]
“More and more companies understand that to remain competitive, marketing automation is necessary.” – Dayna Rothman

What do people search for when surveying the technology landscape for marketing automation vendors? The people over at Marketo and Software Advice have put together an infographic titled The State of Marketing Automation Trends 2014 that highlights what drives organizations to purchase these systems.
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How to Integrate Email Campaigns With the Rest of Your Marketing
This article emphasizes that email as a singular marketing tool will never be as effective as an integrated email campaign. Tying in social media, blogging efforts, mobile, and analytical data into your marketing campaigns can help effectively boost your reach while increasing your click-through and conversion rates.
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What are you waiting for? Work smarter not harder. I hope you enjoyed this week’s roundup with its focus on CRM with a marketing lens. Got ideas for other great articles we should include in future CRM Roundup posts? Let us know in the comments below!

The following is a guest post by Ginger Tulley, Senior Director of Marketing, Strategic Alliances at Dun and Bradstreet

Dun and Bradstreet (D&B) has been in the data business for 170 years. And in that time, the market for data hasn’t changed all that much. Until now.d&b_logo - no tagline.jpg

We have entered a whole new age of data. One in which streams of information can be delivered as services over the web, and appear as part of an application’s interface, with no action needed on the user’s part. Where new business models are built around data marketplaces, so anyone can subscribe to content and integrate it into workflows in ways never considered before. The world is opening up, and every day people are looking to do things better.

That’s just what SugarCRM has done, on behalf of its users. It’s taken a wonderful step to make it easier for sales, marketing and customer service teams to be more effective in their work by streaming data directly into their CRM. End users who have struggled to keep the prospect and customer information in their CRMs current and accurate no longer have to manually enter data or buy static lists.

They can just use D&B for Sugar, the service we’ve jointly announced today.

Sugar users can enrich their prospect or customer records with a single click.

Sugar users can enrich their prospect or customer records with a single click.

 

After working in the software industry for longer than I care to admit, one thing has become clear to me: Software needs to be easier to use. It should support the way people want to work, and not force them to plug in values because the software demands it. CRM systems are getting smarter, faster and more intuitive – and SugarCRM is one company leading the way.

Want to read more about today’s announcement? Check out SugarCRM Evangelist Martin Schneider’s guest blog post on our Partner blog, or visit the D&B for Sugar product page.

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Welcome to our roundup of customer relationship management (CRM) industry news from across the web. This week’s roundup will offer valuable insights to help jumpstart your customer loyalty program. We’re hunting the ‘net for the latest and greatest, and bringing them to you here, in one convenient weekly post.

Creating an amazing customer experience can create customer evangelists. Although, how can you measure the value of a satisfied customer who isn’t loyal? Shep Hyken says it best:

There is a big difference between a satisfied customer and a loyal customer.
    ~ Shep Hyken

Did I also mention that Shep will be our keynote at this year’s SugarCon? The following will be a list of articles that can be used as a guide to revitalize your overall loyalty program, or give it a little boost.

Effective Social Media in your CRM: Loyalty
Social CRM can often complete the complete 360-degree customer view that companies rely on to communicate a consistent customer experience. Knowing exactly who your customers are will allow you to help serve them timely, relevant, and engaging content through the right social channel.
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How To Use Technology, Brains, and Service To Build Customer Loyalty
It’s here that you shift your customers’ perception of your company out of the “they’re perfectly fine for now” to “they’re my one and only.”” – Micah Solomon

Technology can’t foster customer relationships alone. However, by combining well-trained employees with the tools needed in order to create an extraordinary customer experience, you’ve created an opportunity demonstrate value to your customers and drive customer loyalty.
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Finding Benefits in SMB Loyalty Programs [Infographic]
How do you view customer loyalty for your SMB? This infographic explores the benefits of a loyalty program and exposes opportunities for you to take advantage of to leverage your customer base and keep them coming back for more.
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4 Sharp Tools for Honing Reseller Loyalty
This article focuses more on managing relationship within your extended sales force: the channel. Providing support through an indirect channel is like playing a lethal game of telephone in customer service.

“It’s repeatedly been said that service is the secret to loyalty. Most of the time, that’s said in reference to direct customers — but it applies even more so to the indirect channel.” – Christopher J. Bucholtz
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And there you have it. I hope you enjoyed this week’s roundup and have a newfound insight on loyalty. Got ideas for other great articles we should include in future CRM Roundup posts? Let us know in the comments below!