Sales teams today are more responders than the intruders of the past. The limitless supply of Internet information makes it easy for buyers to progress themselves down the sales funnel. By the time they make contact with sales, many have virtually made up their mind to buy. It's not always easy going, sometimes the sales team is confronted with well-informed prospects who have ...
Sales and Marketing
Digital Sales and Marketing Conversations
Think, for a second, about what you do before you purchase a product or service! The path a buyer takes is called the customer journey and usually looks like this: Need awareness Research Compare Resolve concerns Purchase Repurchase Often steps are added or changed but however it looks, successful sales relate to: The number of people with a need The conversion r ...
Sitecore, Salesforce and Subtle Persuasion
Sitecore is a leading web content management system for marketers but, if we take a holistic view, we could also argue that Sitecore, with a CRM, can substantially help the sales team as well. Sales, if you don't know, has moved on from the days of: Grab x number of phone numbers Spend a week calling them Repeat Today's sales teams have more demanding prospects who: ...
Liberating Personalization Data
Sitecore and a few other enterprise web content management systems do a great job of personalizing web content in real-time. As visitors navigate the website, Sitecore busily scores the navigational behavior, matches preset profiles, and renders targeted content that aligns with the visitor's interest. Yes, it's amazing. Sitecore collects a raft of valuable data about each vis ...
Collecting Personally Identifiable Information
Right now, simplifying and protecting data collection and management systems is more important than ever before. With the GDPR deadline behind us and moves afoot to introduce similar protection policies in the US, businesses have to take a close look at how they collect, store and protect sensitive personally identifiable information (PII). Typically PII is: racial or ethnic ...
Why pay for software?
At FuseIT we create niche enterprise software products so we need to recover our costs by charging a fee. With our integration product for Sitecore and Salesforce, S4S, we have a number of competing products including free and open source offerings. A potential customer is often not aware of the differences between these products and frequently query us to find out. Small to m ...
Building Sales Confidence
Sales is a confidence game! Confidence is knowing your products and services and knowing your target prospect. Confidence does lead to more sales. This is a quick look at how you can understand your prospect better. To illustrate the learning process, we use Sitecore CMS, Salesforce CRM, and FuseIT’s S4S integration as example technologies. Traditional Research When it comes ...
The Ultimate Web Form
Let's look at what a web form should ultimately be, ignoring the technicalities. First, the usual suspects: Clear form labeling so visitors know what they are being asked for As few fields as possible to encourage them to complete the form First name field so you can respond at a personal level Contact field, usually email address Details field for ad-hoc information ...
Integrating Everything
What if we could integrate everything! Well, not exactly everything but integrate the essential software that every enterprise should be using. According to Gartner, the likely candidates are: Sitecore CMS: Leader in the Digital Experience Platforms quadrant Salesforce CRM: Leader in the CRM Customer Engagement Center quadrant Salesforce Marketing Cloud: Leader in the Dig ...
Sitecore and Salesforce Marketing Cloud
Last year Sitecore announced its partnership with Salesforce Marketing Cloud. This will result in an integration that will help digital marketers build personalized marketing campaigns using a range of communication options. This best-of-breed combination will further extend the current capabilities offered by Sitecore's Email Experience Manager (EXM). Some of the advantages t ...
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