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Lead Generation: Getting Organized
Create and prioritize lists then manage your time for success This post is the sequel to Lead Generation: Getting Started, which primarily deals with high-level concepts surrounding targeting prospects and medium and messaging. This post we dive into operational best practices for your sales reps. First we’ll cover some basic lead generation tips and resources. Then,…
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Spring Loaded uses Marketing Automation for Pre-Sales Success
Generating Demand and Creating Customer Intelligence Spring Loaded Case Study Spring Loaded builds unique knee brace technologies. Their flagship product is the world’s first bionic knee brace. After 18 months of intense research and development, Spring Loaded had a viable product and were ready to sell. Spring Loaded engaged Ateko to help develop a digital…
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Everything your B2B SaaS Company needs to know about Salesforce
In our time working at or with fast growing SaaS companies over the last decade, we’ve noticed some high-level CRM considerations the bulk of organizations neglect to consider that significantly influence the success of Salesforce implementation and adoption. A lot of these considerations are central to complex sales cycles, reducing churn and are specific to…
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The How to Guide: CRM Integrations
When assessing a CRM, fast-growing SaaS companies often make the mistake of evaluating each SaaS tool they plan to integrate with their CRM as a piece, rather than as part of a whole ecosystem. Not all SaaS products can be integrated together. Many complex SaaS solutions create custom objects in your CRM that can effect how…
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Why SaaS Companies need a CRM
Do You Need a CRM? Not every organization needs a CRM, but they are particularly important for Software as a Service (SaaS) companies that have a B2B enterprise sales model. When deciding if you need a CRM, there are a few simple questions you can ask to determine if one is a worthy investment. If…
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How to Select a CRM
Not every startup needs a CRM, but they are particularly important for Software as a Service (SaaS) companies who have a subscription based model. Some aspects of your business and sales cycle that would necessitate a CRM are things like: if your product is available for purchase offline, if you have a sales-cycle that is…
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The Marketing Over Coffee Podcast: An Interview
In August, Jon McGinley and I flew to Boston and were interviewed by John Wall for the Marketing Over Coffee podcast. We talked about our time at Radian6, before and after the Salesforce acquisition, our careers in digital and the workshops that Jon and I have been doing to help startups with sales and marketing.…
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What is Marketing Automation?
While you may not be familiar with the term Marketing Automation, you certainly are familiar with what it does. If you are online, you interact with Marketing Automation platforms like Hubspot, Pardot, Eloqua and Marketo every day. Marketing Automation Definition Wikipedia has a straightforward (if somewhat traditional and limited) more on these marketing automation workflows here),…
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Why You Should be Using Marketing Automation
Marketing automation isn’t free and it isn’t a replacement for advertising. However, leads that are generated from inbound and content marketing and then accelerated with marketing automation can improve the effectiveness of marketing dollars and aid your sales team by: The ROI of Marketing Automation The folks at marketing automation platform. Like a pet, marketing…
