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Huff says, You are More than a bunch of tools. What has been Lost?

Listen while you work.

Why aren't the tools working as touted?   Surprise, personal relations get a second look.

We've covered a lot ground with the topic of AI, but before that was a thing, companies pushed their teams to implement and vigilantly use tools such as CRM, DemandGen, and CMS  as a solution to increase closed deals.

During this period, the roles of sales, marketing, management and IT evolved dramatically. Bad habits were also part of this evolution. Sales and marketing replaced productive personal efforts with a fill-in-blanks activity to satisfy management with data, data and more data. What was lost along the way?

Huff and Finch say conversations, relationships, business lunches - IN PERSON relationships, including real voice interaction through the phone has been lost. Hiding behind social media, email, voice mail and texts have hurt companies who wonder why their latest, greatest tools aren't solving the issues. Susan Finch hosts Michelle Huff, Chief Marketing Officer of Act-On Software, Inc..

Why it Matters:

Michelle Huff advocates that tools and systems have their place, but how you integrate a human touch matters!

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Discussion:

  • She says you can't forget the people in the process: buyers and sellers
  • Management gets caught up in the tools, which are great for analytics and transparency,  but the end results ares not always reached as planned
  • At the end of the day with all of these systems, there is the customer journey to think about...are they being served or just services? 

About our Guest Michelle Huff

Crm-20170727-huff-tweetMichelle is Act-On’s Chief Marketing Officer, and oversees the company’s brand, demand, and customer expansion marketing efforts. Michelle comes to Act-On with 17+ years’ experience helping market leading companies, including Salesforce and Oracle, connect customers with technology solutions to grow their business. Most recently, Michelle was GM of Salesforce’s Data.com division after having served as the VP of Marketing for the group. Prior to her tenure at Salesforce, Michelle was a Senior Director at Oracle and a Senior Product Marketing Manager at Stellent (acquired by Oracle). She holds a B.A in Business Administration from the University of Washington.

About Act-On:

Act-On Software is a marketing automation company delivering innovation that empowers marketers to do the best work of their careers. Act-On is the only integrated workspace that powers the customer experience from end-to-end, from brand awareness and demand generation, to retention and loyalty. With Act-On, marketers can drive better business outcomes and see higher customer lifetime value. Act-On is squarely focused on the success of its customers and offers consultant-level quality with everyday customer support. Act-On has been recognized for its superior product and rapid business growth by Deloitte, Forbes, and Inc. Magazine. For more information, visit Act-On Software.

Converse with us on Twitter, circle us on Google+, and get to know our company on LinkedIn and Facebook. For marketing best practices and tips, read our Marketing Action blog. Use #ActOnSW to join the social conversation.

Also from Huff

Marketer vs. Machine: The Next Frontier

Will Artificial Intelligence Replace Marketing Departments?

How Machine Learning Drives Act-On’s B2B Marketing Automation

 

 

Sponsor for this show:

GoldMine CRM

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