FuseIT Perspectives

Selling is just one step in the sales and marketing process! A weak link in this process is the sales/marketing interface. This is where marketing-generated leads are handed to the sales team and sadly, where important sales intelligence is lost. Further, because the interface is typically primitive and the data flow is in one direction, the sales team cannot influence the lea ...

Websites are traditionally "owned" by the marketing team but sales revenue can potentially explode if marketing concedes some ground to the sales team. "Sacrilege, not in my lifetime" I hear marketers say but relax, it's only a few minor concessions.   The Case For ten years, FuseIT has been introducing innovative features that let sales reps leverage Sitecore analytics and per ...

Web content personalization seems amazing until you discover how difficult it is to implement effectively! It's not technically that difficult but it is really hard to create and allocate targeted content for specific audiences and Gartner agrees. To be clear, I'm not questioning web analytics which is used to generate individual personalizations. Analytics is a powerful sourc ...

Your business has problems and you know where they are? You don't need a consultant to borrow your watch to tell you the time! Try to take a holistic view when examining a problem. Is the problem with a process step or the entire process itself? Classically, don't replace a car battery if the alternator is not charging! It's easy to be distracted by what is immediately in fron ...

This article takes a high-level look at some of the problems integration solves. Why is it a high level look? Recently I got lambasted by a somewhat angry group of end-users for talking technical while hosting a round table. In my defense, I'd mentioned something technical and momentum just kicked in. To them, I was disconnected from reality and needed a hard reboot or somethi ...

Sitecore analytics is the ultimate source of sales intelligence. A lead's website behavior is exactly what a rep needs before making a sales call. But how do we bridge the gap and make this available so they can do their magic! This commentary speaks to teams that guide prospects through the sales process. Sitecore captures web behavior for personalization purposes. By capturi ...

Selling is an effort in both marketing and sales. While Sitecore is a powerful marketing system, the visitor journey comes to an abrupt end when the lead is passed to the sales team. During the transference, vital intelligence and interaction opportunities are lost and this impacts sales revenue.  Selling should be a single journey through marketing and sales, collecting prosp ...