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Great post. We're drowning in data and it seems the next step is taking analysis further from the end user - we can't expect the average user of a CRM or other tool to do high-level data analysis. Curating actionable metrics and only showing things that matter (in a statistical manner, but in the context of the end user) should be a priority.
What we've done at LeaDroid (leadroid.com), is that we've taken a very useful source - Google Analytics data - and use that only to find business leads. Most B2B-businesses use Google Analytics and have access to huge amounts of data, but lack ways of curating it to anything they can act on. I think this is a good example of usefulness vs. data - we only end up showing 0,001% of the data an average Analytics account contains, but end up delivering very high value (even compared to GA itself).
Can Your CRM Meet the Challenge of Modern Sales Execution?
Today's post is by Lisa Clark, vice president of marketing at Qstream. Companies invest millions in their CRM, yet, when it comes time to close deals, research shows that most achieve less than 50 percent of forecast on average. That’s because CRM systems don’t drive buying decisions – peopl...
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Sep 15, 2015
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