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Bob Sullivan
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Recently we received a request from a client in need of some changes. Their challenge was that they had to remove all of their current and historical data and reports from the parent Dynamics CRM, keep emails connected to CRM, and upgrade CRM to the newer version to leverage the mobile connectivity, all while keeping their sales team selling. Continue reading
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If you're thinking about a CRM system or getting ready to implement one, ask yourself: Am I focused on the "Drill" or the "Hole"? In other words, CRM on its own is like any tool, it's not of much use without the right plans in place. Continue reading
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When account reps and managers lack a view into the sales pipeline process of their organization, even with CRM, they forfeit the advantages gained from the information associated with a sales opportunity. Aligning the data from a prospect's opportunity and the overall sales process is imperative to future success. Continue reading
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Marketing and sales are changing, evolving into a new paradigm where responsibilities are moving and expectations are shifting. No longer is marketing only responsible for creating and pushing content, but instead is tasked with setting measured expectations for lead generation. Continue reading
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Successful business is all about finding, serving, and keeping satisfied, loyal customers. The right CRM system integration, along with an accurate CRM database can result in the accomplishing the former successful business goals. Continue reading
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With marketing automation generating quality leads, how can a sales rep fail to capitalize? Easy, don't follow up on them. Continue reading
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If you are looking for prospect lists to add to your sales database and would like to consider SIC/NAICS as a factor for gaining more accurate information on your potential customers, it is crucial that you segment and append additional factors like annual sales volume or number of employees per company to guide you to the right list provider. Continue reading
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We are visual animals and turning customer or prospect information into dots on a map can do more than you think. It turns data into the type of knowledge that allows sales reps to focus on their best customers and close by potential best customers, resulting in more customers and more sales. Continue reading
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Have you begun to plan your sales goals for 2015? Did you reach them in 2014? If your CRM wasn't helping you to find new customers or increase your sales results, it should have. Plan for greater success in the new year. Continue reading
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We will always start by knowing your business, without that we cannot truly make your CRM system work for you. It's time you got what you wanted out of your CRM: Increased sales revenue, new customers, qualified leads, and reps working more efficiently. Continue reading
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Visualization is as important in business as it is in sports, and with CRM mapping your team can better see its goals, increasing the odds that they will accomplish them and increasing the value of your sales territories. Continue reading
CRM for Success - bringing you the best practices for elements of CRM to employ in your day to day business usage. Continue reading
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"Marketing automation" is software that replaces manual methods for marketing purposes. Marketing automation is data-driven, requiring data that is valid, up-to-date, reliable, and complete. Generally, data originates in various places; however, to be used most effectively, data should be managed in a central database where all contributors and users follow a format-and-content standard. Continue reading
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While a basic email marketing program will find and keep satisfied customers, Marketing Automation offers more advanced capabilities and automated features, for both email and beyond. Continue reading
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New technology-related strategies and processes, such as marketing automation, CRM, web analytics, and SEO auditing, require that marketers master their own technology. For this, the marketing department needs a Chief Marketing Technologist who can interface with other C-level functions and bridge the gap with IT. Continue reading
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You don’t have to be a FORTUNE® 500 company to create your own marketing success story. If you focus on the fundamentals of building a great business, smart marketing is sure to follow. Continue reading
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March’s installment focused on -Well-Executed Follow-ups. It covered follow-ups for the right reason, at the right time, using the right method, as well as activities created by workflows and “renewal” opportunities. Continue reading
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We will help you leverage technology for your growth by communicating a roadmap for you success, even if it means referring you to other resources if we’re unable to meet your needs. Continue reading
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The marketing department can get useful insights on the buying cycle from the sales team. Sales and marketing should work together to segment the buying cycle in the top, middle and bottom of the funnel. The marketing team can then proceed to match lead nurturing content to prospects in the different buyer levels. Continue reading
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When selecting a MA system, marketers often go through a checklist of desired product features and CEOs identify expected results. These, of course, are basic steps to successfully automate your marketing processes. But there's more. Continue reading
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Doing more than expected during these 3 key moments changes everything about how your customer feels about you. In truth, how your customer feels is more influential than the facts you present. Continue reading
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Having a complete understanding of market share and the potential for any geographic location enables marketers to create stronger campaigns – which in turn results in a higher ROI. However having this kind of insight has not always been the simplest of tasks. Until now. Continue reading
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February’s installment focused on the Digital Pulse of a Customer’s Health. It covered opportunities, orders, and cases, as well as, leads, quotes, and service activities. If you missed the live seminar, view the recording here. Continue reading
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InfoGrow, a leading application developer and provider of Microsoft Dynamics CRM mapping and business intelligence, is excited to announce the release of the updated CRM2Emails. Continue reading
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When selecting a CRM system, marketers go through a checklist of desired product features and CEOs identify expected results. These, of course, are basic steps for a successful CRM. But there's more. Continue reading