The Funnelholic

Disclaimer: InsideCRM is one of the core websites of my company, TIppit. Either way, our CRM webinars with Microsoft have been really good. If you are looking into a new CRM system or you are in charge of the CRM system at your organization, this should be a great watch. Live version means you get to ask question. Sign up here

In honor of the retirement of basketball coaching great Robert (Bobby, Bob) Knight, I bring to you one of this famous quotes: Put yourself in position to be in position”. He was of course talking about being proactive on defense. While people were watching the defender on the ball, Bobby was worried about all the guys away from the ball to see if they were anticipating and staying one step ahead.

When you ask a sales person about lead timeframe, they always say they want leads with a person with a budget, near-term close, no competitive situations, etc. They want you as a marketer to put them in position. But for an organization, specifically a marketing organization to be successful, you want to be in position to be in position. You will fail by putting up a google ad that says: All people buying CRM solutions tomorrow fiill out this form so a vendor you have never heard of can call you. I mean come on. Marketing organization want/need to capture the right person with the right interest as early as possible in their consideration process and then start to market to them strategically over time with results coming much later over time. (DRIP/NURTUR¦hello, are you listening?). Here is your tip: to be in position to be in position”, capture âright person, right interest always and often, then DRIP, my friend, DRIP.

As you’ve seen in earlier posts, I believe that internet marketing has made us marketers “sexy” again. Ultimately, I plan the Funnelholic to be on the forefront of automation and technologies. However, its is certainly worth a couple blogs to find who is still using Goldmine, Telemagic, or ACT anymore. I’d just like to know why and how. This isn’t to “rip” these systems as both Goldmine and ACT had ease-of-use for the sales reps that Salesforce.com has not matched. I just want to know if the decision is deliberate, is it a legacy system, or what…

I may add to this post…but right now, this is a spur of the moment post. Continue Reading »