White Paper Reviews Feed

Is Marketing the New Sales Department?: RO INNOVATIONS Says Yes - White Paper Review

Is-Marketing-the-New-Sales-Deptarment-Cover-231x-300-1Title:  Is Marketing the New Sales Department

Subtitle:  Marketing’s Burden: Winning Today’s Buyers

Published by/Authors:  RO INNOVATION

Gated:  Yes

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Length:  17 Pages

Highlights:  The authors make the case that because marketing engages the buyer through most of the sales cycle they are responsible for more of the revenue to sale cycle.  Like it or not, RO Innovations is right.   This requires marketing to better understand the customer journey. 

“95 of the buyers chose a solution provider that ‘provided them with amply content to help navigate them through each stage of the buying process."

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3.4 Million Lead Research = The Ultimate Contact Strategy for Inside Salespeople - White Paper Velocify

Ucs-3d velocify Slma-recommended-125x125Title:  (The) Ultimate Contact Strategy

Subtitle: How to Use Phone and Email for Contact and Conversion Success – Sales Optimization Study

Published by/Authors:  Velocify

Gated:  Yes

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Length:  10 Pages PPT Format


Highlights

  • The study is derived from the data of 3.5 million sales leads
  • The paper reveals that the right volume and frequency of calls and emails yields optimal results
  • The company visited previous research to refresh data and confirm current results and recommendations
  • Study Methodology page 3

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Yes, there is a cost for delaying Predictive Marketing - EverString - White Paper Review

EverString_Logo Slma-recommended-187Title:  The 6 Costs of Delaying Predictive Marketing

Published by/Authors:  EVERSTRING

Gated:  Yes, but with immediate full screen easy-to-read access. 

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Length:  16 Page Flipbook

Highlights:

We liked the immediate full screen access to the “Flipbook.”  This is all about the cost of delaying implementation of a new technology.  It covers six areas and gives a “fix” for each problem.

  1. Targeting the wrong accounts
  2. Sales spends too much time on lead qualification
  3. Your are understaffed and overtasked so you avoid new technology like the plague.
  4. Marketing has trouble proving their value to sales.
  5. It’s hard to sell into a new market
  6. You want to move to an account based model, but don’t know where to start.

SLMA Comments:   

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Mobile CRM is a Requirement for Competitiveness: White Paper Review - Insightly

AdView Slma-recommended-187Title:  The Mobile Opportunity: CRM For Teams-on-the-Go

Published by/Authors:  Insightly

Gated:  No

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Length:  12 Pages  SLMA Note: ($) indicates an important statistic or statement

Highlights:

  • "It’s a device-driven world: In many countries, including the US more searches take place on mobile devices than on computers"
  • "43% of SMB principals say improving customer experience and retention is preferable to investing in customer acquisition" ($)
  • Many SMBs are not using the right tools to reach their goals: 31% use spreadsheets, 25% have no CRM system
  • Mobile CRMs increase productivity by 20% ($)
  • Mobile CRM can solve three common problems ($)
  • Get real time updates from the field ($)
  • Seven things to look for in a mobile CRM system ($)

SLMA Comments:   

Presented in a PPT format, short punchy stats, backed-up by references Insightly makes a irrefutable case for mobile CRM benefits.     Seven ($) sign benefits.

Why It’s Important:

Mobile CRM is a requirement, not an option ($)  "Mobile CRMs increase productivity by 20% " ($)

Recommended for: 

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The Five Indispensable Steps for Sales Performance Management: White Paper Review - CallidusCloud

5-Steps-to-Better-SPM-WP2Title:  5 Steps to Better Sales Performance Management

Subtitle: Optimizing the Employee Lifecycle in the Lead to Money Process

Published by/Authors:  CallidusCloud

Gated:  Yes

Download Link   

Length:  8 Pages   SLMA Note: ($) indicates an important statistic or statement

This covers the basics of Sales Performance Management (SPM) that everyone in sales should read and understand, from management to the sales team.   

Highlights:   5 Steps

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A Review of Methods for a High Performing Website: White Paper Review from StraightNorth

01-carousels
Title:
  How to Build a High Performance Website

Subtitle: An overview of web design techniques critical for turning website visitors into prospects  and customers.

Sn-web-whitepaper-_Page_01Published by/Authors:  StraightNorth

Length:  17 Pages

Highlights: 

The paper is divided into five  (actually six) sections:  

  1. Usability
    • Responsive web design
    • Site Speed
    • Imaging Loading Techniques
    • White Space
    • Avoiding Rotating Carousels in Headers
    • Site Architecture and Sitemap 
  2. Mobile Design
    • Site Speed
    • Sticky Navigation
    • Phone Display
    • Responsive Web Design Choices
    • Anchor Text

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THE OUTLOOK FOR B2B TECH MARKETING in 2017 - White paper from the Arketi Group

ARK-the-outlook-for-b2b-marketing-in-2017Title:  THE OUTLOOK FOR B2B TECH MARKETING 2017  Back to the Future

Published by/Authors:  Arketi Group

Slma-recommended-187Gated:  Yes

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Length:  19 Pages

Highlights: Results of its 2016 40 Company Roundtable

  • B2B Marketing is expected to generate $161 Billion in US Spending (research firm Outsell).
  • There are said to be 3,000 technology solutions for marketing
  • Marketing Technology is expected to be a $120 billion industry
  • Content Marketing is King: But where is the story? Strong opinions here. Is it a wished for foundational plank or reality?
  • Video or it didn’t Happen? Is cheap video worth it?     Forbes quote.
  • A Tsunami of Technology Tools: There needs to be a Yelp for tech tools. More tools may not be better.  The holy grail of marketing is…
  • No School like the Old School: Fax? What’s that?  It works?  Media Tours?  Still viable.
  • Last Words:

Why It’s Important:

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2017 Marketing and Sales State of the Industry Report: Fusion Marketing Partners, White Paper Review

2017-State-of-the-Industry-B2B-Marketing-CoverTitle:  State of the Industry Report 2017  Trends in B2B Marketing and Lead-to-Revenue

Slma-recommended-187Published by/Authors:  Fusion Marketing Partners

Gated:  Yes

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Length:  12 pages

Highlights: 

  • The authors surveyed ,1425 marketing and sales pros
  • Brand Awareness: 68% of the respondents feel that their product or company brand contributes strongly or very strongly to revenue. The authors feel B2B companies over-estimate the strength of their brand.
  • Sales Process: 88% of the respondents feel there is a better than average chance of examining the sales process in the next year. And yet there are contractions later in the report.

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Taking the Mystery out of Marketing Operations: Debbie Qaqish - White Paper Review

Title:   Rise of the Marketing Operations Function: And what is this talk about Unicorns?

Published by/Authors:  Debbie Qaqish, Chief Strategy Officer, Pedowitz Group

Gated:  Yes Rise_of_the_Marketing_Operations_thumbnail

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Length:  9 pages

Highlights: 

  • A much needed definition of marketing operations.
  • The four stages of Marketing Ops Groups: Model maturity for Marketing Ops
  • Quotes about marketing operations from: Michael Ballard-Lenovo; Randy Taylor, LexisNexis; Ashleigh David, Trend Micro; Chris Willis, Elekta; Mitch Diamond, McKesson; Patrick Phelan, Acxion; Danny Essner, MediaMath.
  • Common Marketing Operations Functions are described under five categories:
    • Technology
    • Data Management
    • Measurement and Analytics Reporting
    • Process
    • Execution

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