Are you drowning in terminology soup? Don’t worry. You’ll get it. We’ll help. Here’s a plain English guide—complete with examples—to the somewhat confusing terminology in this industry.
A strategy of promoting a product or service that creates a dialog between sellers and potential buyers.
Let’s compare conversational marketing with a traditional marketing example to really digest it. Jim’s eager to buy a new house. He sees a sign pop up in his favorite neighborhood. The sign has one of those “Take One” boxes. Jim snags a brochure and walks away. This is traditional marketing. Conversational marketing extends the process.
Someone would be monitoring that box 24/7, see Jim take a brochure, and perhaps approach Jim and ask him a couple questions to figure out his needs. Aside from potentially giving Jim the creeps, Jim might welcome the questions and actually talk about what he’s looking for. The seller could also ask Jim some questions and figure out if he’s really serious about buying or not.
Marketing automation is simply a software platform that lets you build content (landing pages, emails, deliverables, etc) and then present it at the right time to your potential buyers. The “right time” is based on their interaction with your website. Oh, and you can score those movements too, that’s pretty important.
Examples: Marketo.
Customer relationship management is a company-wide business strategy designed to reduce costs and increase profitability by solidifying customer satisfaction, loyalty, and advocacy. True CRM brings together information from all data sources within an organization (and where appropriate, from outside the organization) to give one, holistic view of each customer in real time. This allows customer facing employees in such areas as sales, customer support, and marketing to make quick yet informed decisions on everything from cross-selling and upselling opportunities to target marketing strategies to competitive positioning tactics.
If your sales reps can’t look into CRM and know exactly what marketing campaigns have affected their prospects, and who’s responded, you’ve got a problem. We can fix that – and a whole lot more.
Built by marketers, for marketers. Marketo is a technology platform that combines everything you need to create demand generation campaigns — including email marketing, lead nurturing and lead scoring. We partner with Marketo to sell their technology and help customers succeed with the platform. Did you know that 90% of companies who purchase Marketo need assistance in setting it up or making it work. That’s exactly what we do, day in – day out. Marketo customers look to us when they want to achieve ROI within days not months.
Already a Marketo customer? Check out what we can do for you.
Salesforce is a software as a service (SaaS) company that distributes business software on a subscription basis, in fact they practically invented the on-demand space. Salesforce hosts the applications “in the cloud” and provides access to its users via the web. This means no pesky servers to maintain or waiting for IT when problems happen. It is best known for its Customer Relationship Management (CRM) products and it’s also the only CRM platform that we supports. Why? Why don’t you own a Datsun?
This is just a fancy name for Sales facing CRM – meaning it;s the part of CRM where your sales team spends its time. Use this word if you want to seem intelligent at dinner parties.
This is our fancy term for managed marketing, we do the work and save you the employee cost. Use this term at dinner parties if you want to confuse people.
When a company offloads their marketing responsibilities to another company. Synonym: outsourced marketing
Demand generation is the parctice of using targeted marketing programs to drive awareness and interest in a company’s products and/or services. Basically it’s what all good marketers should be focused on – true bi-directional conversations that take place online or through email – resulting in a shortened sales cycle. Problem is, true demand generation is exhausting and it requires a lot of manual work—that is until you harness the power of Marketing Automation—or a unicorn.
This is the immature kid sister of demand generation. Anyone can get leads. You want to create demand. See demand generation.
Sometimes a lead sometimes a little bit more. A potential buyer of a product/service.
If you can find two un-coached people who define a lead the exact same way, email me. That’s the problem, leads come in sizes and ratings. We can help you find the definition of YOUR lead but its a road that requires some trust.
SEO is the art and science tuning web pages to make them search engine friendly using proper techniques that comply with search engine guidelines. By combining keyword density, clean code, and a slew of people linking to your site (backlinks), you’ll wage war on your competition.
SEM encompasses SEO. SEM is a form of internet marketing that seeks to promote websites by increasing their visibility in search engine result pages (SERPs) through the use of "SEO"glossary#seo, paid placement, contextual advertising, and paid inclusion.
Budget, authority, need, timefame. BANT has been around for a long time as a qualification formula, ie if the prospect answers affirmative to the BANT attributes listed above, then the lead is “qualified” for sales to start pursuing.
When you’re serious about implementing a world-class lead management or Salesforce solution, we’re serious about getting you up-and-running fast at no additional cost and within 30 days. With our Quick Start program, we work with your team to:
Should you need additional help or services to drive maximum success, we can provide you with a services package customized for your exact requirements. Contact us to get a personalized quote.
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