Whiteboard Selling: Empowering Sales Through Visuals--Free Sample Chapter

Whiteboard Selling offers a step-by-step approach to transforming your message and selling style by using powerful visual stories that inspire and engage customers and prospects. Free your sales force from relying on slides and other static sales tools during the sales process. Whiteboard Selling offers practical guidance and skills to enable marketing and sales teams to quickly adopt visual story telling practices that apply to today's fast-moving, competitive selling environment. Explains how to take a sales message inventory Illustrates how to design your visual stories Empowers your sales force to tell the story and extend the reach of visual storytelling Through the power of technology and effective storytelling, you and your team can create and deliver effective presentations that engage your customers, hold their attention, and win their business. Whiteboard Selling shows you how. Request Free!

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Planning and Executing Webinars That Generate Leads

People who sign up and show up are motivated to solve a problem or fill a need, and they already trust you to some degree. You want to make sure that the webinar you produce meets their expectations – while maximizing your opportunities for conversion. Webinars have much in common with real-world events and can deliver a similar quality of leads, at a lower cost per lead. Producing a webinar provides its own set of unique challenges, but with strategic planning, a project approach, and attentive execution, you'll find yourself creating thoroughly professional webinars. Request Free!

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Selling Through Someone Else: How to Use Agile Sales Networks and Partners to Sell More--Free Sample Chapter

Selling Through Someone Else tackles new opportunities to drive company growth by taking a fresh look at the customer smart distribution and sales process. The authors, from Accenture, one of the world's largest consulting companies, explain how companies can be smarter about what their customers truly want and maximize the return on investment from all available resources for growth opportunities by exploring creative distribution options, including leveraging partners, online outlets, iPads/tablets, your traditional sales force, and more. Selling Through Someone Else demonstrates that traditional approaches are no longer effective and how, by capitalizing on converging forces, companies can transform their “sales” approaches to grow revenue, and enhance customer and brand loyalty. Explores how globalization, new competitors, and low-cost threats are reshaping the way sales is happening today, and how to prepare your company to be successful in this new dynamic and iterative selling model Shows how analytics, the shift to digital selling and mobile sales tools, and new approaches to sales operations can reshape the entire sales function Demonstrates how new ecosystems of partners are created, managed, and incented to drive greater sales and profitability Accenture has helped numerous clients collaborate across IT, Sales, and Marketing to dramatically grow distribution and adapt to the different “playing field” of today. Selling Through Someone Else applies the trends and lessons learned from Fortune 500 and Global 500 companies to mid-sized enterprises and small-medium businesses owners. Request Free!

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Social Media for Lead Generation

Over the last several years, social media has emerged as an effective tool for generating leads. Two-thirds of online adults use social networking, and almost half use it daily. Your prospective customers are using it to discover new offerings and educate themselves through the buying journey. This makes social media a vital channel to engage with your target audience across, with the end result being greater amplification of your message and more qualified leads generated. This whitepaper shows you how to use social media to support your lead generation efforts, and serves as a blueprint for marketers who want to know the specific steps required to create lead gen campaigns that are promoted via social media. Request Free!

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Best Practices for a Lead Management Strategy

New customer acquisition is the lifeblood of many businesses, but it can be costly. Comprehensive lead management strategies have been developed to maximize lead value and bring order and efficiency to the top of the marketing funnel. Such strategies emphasize quality, precision, and the increased probability of conversion. When well-executed, lead management strategies can produce significant savings, reduce time spent in the funnel, and bring sales and marketing into closer concert. Request Free!

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Social Selling: An Overview for Sales Executives

Today's highly informed buyers need salespeople who can provide relevant knowledge and help them tackle business challenges. Social selling practices will enable your reps to connect with prospects at the right time, with the right information, and close deals fast. Request Free!

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A Definitive Guide to Social Selling

Today's B2B buyers are socially sophisticated and informed. Your sales team must be too. Do you have the tactics, tools and training to leverage social media for sales success? Build your funnel and crush your quota with real-world tips on using social to listen, learn and engage. Request Free!

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5 Proven Email Practices to Drive Revenue

If you're like most marketers, you're looking for proven ways to get more of a return on your email marketing efforts. With straightforward tips to help increase your revenue, this guide contains five essential email best practices showcasing how ExactTarget has delivered email marketing ROI for growing businesses over the past decade. Inside this guide, you'll learn easy ways to: Gain email subscribers with mobile and social opt-in Improve deliverability Design for mobile devices Drive engagement through segmentation and integration Automate key activities like welcome programs and cart abandonment campaigns Ready for a few quick wins? Download this guide now! Request Free!

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Fast Facts about ExactTarget's Email Marketing

You may already experience great results from your email marketing. But what if you could achieve phenomenal results? Discover your full email potential by partnering with a trusted leader in digital marketing—ExactTarget! What are the perks? Experience the world's most powerful digital marketing platform—that's also incredibly user-friendly. Work directly with an ExactTarget Relationship Manager, a digital marketing strategist, to map your path to success. Choose an email marketing solution that works for you—whether you send five thousand or five million messages, ExactTarget has flexible and affordable options. Download this guide to learn more! Request Free!

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Gmail's Tabbed Inbox

With a new email interface that separates promotional emails from the user's primary inbox, marketers have a few concerns. This guide to the new Gmail inbox offers answers to your Gmail inbox questions including: The percentage of inboxes impacted by the change The influence the new inbox will and won't have on your promotional messages Strategies to get past Gmail's promotions tab Get this guide to the new Gmail inbox now for step-by-step instructions on tailoring this inbox change to your brand's benefit. Request Free!

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The Best of the Email Swipe File

Consumers don't sit still and neither should your marketing designs. In this Best of the Email Swipe File showcase, you'll find inspiring and thought-provoking email marketing designs that are yours for the taking. Learn what marketing design elements are working across the globe and discover where the next marketing trends are headed. You'll also find how smart marketers are: Using enhanced personalization to make messages more relevant Creating mobile-friendly designs that work for the office, home or on the go Making smarter content and longer lifecycle campaigns with triggered sophistication Get inspired by the best, and choose 1 new design idea to implement today. Request Free!

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The Design Toolkit

The perfect marketing email should do three things: look good, work well, and get results. In this three-part toolkit you'll learn: Email Design Basics: A crash course in the essentials of email design, from responsive design to image blocking. Email Coding Fundamentals: Coding best practices for writing HTML for email, how to tackle mobile rendering, and ways to troubleshoot common rendering errors. Data for Designers: Key data inputs to make sure your design choices are as left-brain logical as they are right-brain delightful. You will gain proven tips and advice to take your conversions and functionalities to the next level. Download this guide now! Request Free!

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Increase Sales and Conversions With a Well-designed Web Site

Creating an online presence is just as important as getting your name out to your local consumers. Grow with the Internet by learning how to pick the right type of design for your market as well as how to sell directly from your website. You will also receive free price quotes from web design vendors that best fit your needs. Request Free!

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Hiring a Web Designer for Your Ecommerce Site

For most people, starting or updating an ecommerce site involves hiring a web designer. The right web designer knows how to create the look and feel you want for your site, knows how to make your site mobile-friendly (or alternatively, how to create a mobile shopping app for your ecommerce business), and knows how to incorporate proven SEO principles to help your site draw more traffic. This white paper discusses how good web design can increase ecommerce sales, what you should look for in a web designer, and specific design tips and best practices for maximizing ecommerce sales. And to get you off to a solid start, we'll also provide you with several non-obligation and free quotes from pre-selected web designers that can meet your goals and objectives. Request Free!

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How to Save $10,000 on Your Web Site Design

This guide reveals exactly what a web designer does and gives you tips on how to choose the one that's right for you. Most importantly, you'll learn how to save money -- up to $10,000-- when it finally comes time to start building your web site. And to help get you started, they'll even provide you with a few price quotes from leading Web Site Design companies. Request Free!

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Nonprofits: Skip Congress, Go Local - Get Things Done with State and Local Advocacy

In the summer of 2013, Congress hit an all-time low approval rating. With constant squabbles over even the smallest pieces of legislation, you can run the most amazing advocacy campaign ever and still not see results. That’s why now is the time start looking to state and local representatives to help make change. This white paper outlines the value of advocating at the state and local levels and explains some of the differences you’ll need to be aware of when switching from a federal advocacy strategy. Request Free!

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Motivate your online supporters to take action

The rules of the game for engaging supporters have changed with the digital age. Now, nonprofits like yours have to really think about how you are reaching out to your supporters and how you can translate a “like” online to taking action. The key is creating programs that meet the needs of supporters first, and then gradually deepen their relationship with your organization through individualized communication. Ready to turn slacktivists into activists? Check out this whitepaper. Request Free!

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Key Strategies for Protecting Your Brand in Social Media

The reach, influence and viral nature of social media make it ideal for scammers who want to exploit the value and power of established brands for their own gain. With heightened customer engagement across social media channels, and growing pressure to deliver measurable results, it's critical for you to address the risks posed by brandjackers and safeguard your brand. Download your complimentary checklist today. Request Free!

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Turning Insight Into Action: The Journey to Social Media Intelligence

This white paper will define the three stages of the enterprise journey to social media intelligence and highlight how integrating social media across the enterprise with a Social Relationship Platform (SRP) is crucial to success at every stage. Request Free!

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Enabling the Business with Social Relationship Platforms

This white paper from HootSuite and CIO.com shares survey results gathered from over 100 senior IT leaders on addressing the challenges presented by social media, and explores the use of social relationship platforms. Request Free!

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The Essentials of the Online Marketing in 2014 - Free Kit

The Essentials of Online Marketing in 2014, brings together the latest in information, coverage of important developments, and expert commentary to help with your Online Marketing related decisions. The following kit contents will help you get the most out of your Online Marketing research: The CMO Toolkit Millennials as Brand Advocates - New Research Study Results Engage Customers by Delivering Personalized Digital Experiences Five Best Practices for Achieving Social Media ROI Request Free!

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Brand Advocates: Turning Enthusiastic Customers into a Powerful Marketing Force--Free Sample Chapter

This weapon is far more trusted and influential than banners or billboards, search-engine marketing or sales promotions, rebates or retargeting. In fact, it’s 10 times more effective than any weapon in your marketing arsenal. This weapon is your enthusiastic customers—your Brand Advocates. These customers are ready to sell your products, give you referral leads, tell your brand story, and defend you from Detractors. They’ll create content more compelling and credible than your most skilled wordsmith. And they’ll share this content and more with their social networks, serving as a highly efficient distribution channel. (Some of your Advocates are doing all these things right now.) Your Advocates will evangelize you without payments or points, coupons or cash. You can’t buy authentic Advocates. Their advocacy is not for sale. Request Free!

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Mobile Benchmarks Report

The Mobile Maturity Benchmarks Report answers these questions—and dozens more—with a comprehensive survey of 500 mobile executives, marketers and developers across eight industries. Get insights such as which tactics are considered the most essential and which are the most used, how brands measure mobile ROI, and how factors such as company size, leadership and organizational structure factor into mobile success. Request Free!

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Good Push Index

Discover some of the first insights on push messaging's effectiveness, including a quantitative view of opt-in rates, across key industry verticals—Retail, Media, Sports, Games, Gambling and Entertainment. This in-depth report offers insights such as how push messaging influences mobile app users' engagement and retention rates. You'll also learn tips and tactics used by top performers to pull ahead of the pack. Request Free!

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Forrester Report on Mobile Engagement

In this October 2013 report, Forrester Research, Inc. says push notifications are the ideal tool, combining the unique benefits of mobile marketing: intimacy, immediacy and context. Push messaging enables marketers to offer more-relevant and personalized benefits to consumers while helping marketers reach their own goals through increased traffic, optimized app usage, and increased conversions. Request Free!

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Bad Push Guide

Don't believe us? Urban Airship turned to Twitter to find out what real people say about push messaging, from cringe-worthy mistakes to hero brands that execute push messaging perfectly, they've seen it all. And Urban Airship wants to help you get it right. Download now to uncover 14 mistakes of Bad Push. Request Free!

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10+ Reasons Why Employee Advocates are Super Heros that Will Transform Your Business

Your socially engaged employees are hiding super powers that can transform your business. From being twice as trusted as c-level executives, to reaching an audience 10 times larger than what your brand is reaching, there's no denying employee advocates are a powerful force. Request Free!

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Five Best Practices for Achieving Social Media ROI

From Facebook and Twitter to blogs and videos, social media has become part and parcel of modern marketing efforts. However, convincing the C-suite to spend resources on social media can be a tough task for marketing trailblazers. Some executives have yet to be convinced that social media is a worthy marketing strategy; some wonder if it’s not just the latest black hole for marketing dollars. A marketer’s best course of action is managing social efforts to generate demonstrable return on investment. In this whitepaper, we’ll cover five best practices to help you do just that. Request Free!

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Best Practices For Setting Up a Lead Nurturing Program

Easily 50 percent of the leads that your marketing team unearths are not yet sales-ready—but rather than dumping that half of those prospects in the rubbish bin, nurture them to increase your haul of sales-qualified leads. Building trust and fostering relationships with qualified prospects, regardless of their stage in the buyer’s journey, is a key element to surfacing quality leads that can be nurtured through the funnel. But creating a successful lead nurturing program can be overwhelming. Matt Heinz, President of Heinz Marketing, sums it up: “A survey earlier this year indicated that a mere 10 percent of companies were actively using lead-nurture strategies as part of their demand generation and pipeline management marketing. Even for those, implementing a more complex closed-loop system may feel intimidating and out of reach.” In this report, Heinz and his fellow thought leaders demystify lead nurturing, offering best practices that you can follow when developing your own winning program. Request Free!

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6 Best Practices for Creating a Content Marketing Strategy

Content marketing is the linchpin of demand creation –the link between brand awareness and lead generation. Done well, it builds familiarity, affinity and trust with prospective and current customers by providing information that resonates – in the right format, through the right channel, at the right time. But a content marketing strategy doesn’t create itself. It’s the result of clear intention, careful planning, and focused execution. These six best practices can help you develop and deploy effective strategies for content marketing across all channels and buying cycles. Request Free!

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4 Ways to Make One-on-One Sales Meetings More Production

The weekly 1:1 meeting is a core best practice of good sales management. It's the best way for managers and their employees to check in with each other, see what's working, plan next steps on key opportunities, and review the activities of the week. The downside is they take time from selling, and to do them right takes even more time. Often, people are so busy on direct selling activities they don't invest the time and effort into making the most of their 1:1 sessions. For sales managers, this is a mistake. While there is always time to work on key deals, the only time a manager has to help reps improve their long term performance is the 1:1. For managers who want to help all their reps perform like their best reps, the single best tool they have is a well-organized, highly effective scheduled time to focus on the activities and practices that make sales people successful. The steps in this eBook are specific actions managers can take to make the most of their meetings for more productive sales teams. Request Free!

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5 Things Your Sales Metrics Won't Tell You

Sales managers need metrics to have some idea of what's happening, but traditional metrics are always invitations to a research project, rather than real information about what's happening. If calls-per-hour goes down, is it because the rep is slacking off? Or are they connecting more? If a rep isn't converting leads, is it because they aren't working them or is it because they're good at disqualifying trash? How much of the pipeline is real? As you are looking at your metrics and wondering how you can help your team be more productive, this eBook discusses 5 things traditional metrics won't tell you that you should care about. Request Free!

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Building a Stronger Business with Sales Performance Management

Sales Performance Management aligns selling resources with business priorities. Encompassing incentive compensation, territory management, and quota planning, Sales Performance Management solutions automate the calculation, reporting and analysis of key sales operations processes. Request Free!

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Build for Growth: Master the ICM Advantage

Key highlights from white paper: Achieve growth with increased workplace productivity Use ICM to promote compensation programs Centralize and streamline the administration of plans Transform business to meet the demands of rapidly evolving enterprises Reward contributions that advance growth initiatives Request Free!

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The Seven Deadly Sins of SPM

When this ecosystem is out of balance, incentive administration and reporting require excessive manual effort, high error rates occur and the sales back office is viewed as an inflexible roadblock. Furthermore, the sales force may feel distracted, frustrated or even worse – apathetic. We help companies quickly diagnose and remediate underperforming SPM ecosystems and after numerous projects, we recognized similar root causes coming up repeatedly, and thus was born – The Seven Deadly Sins of SPM. Request Free!

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Supercharge Your Web and Mobile Application Development with High-Productivity Hybrid Cloud

Noted Forrester analyst John Rymer helps take the mystery out of the various cloud platforms available and discusses the tremendous efficiency gains that can be achieved using these accelerated approaches. Forrester refers to this market as “High-Productivity PaaS” (Platform as a Service). The webinar also features a complex-made-simple, real-world example from Don Griest at FICO. FICO is the leading predictive analytics and decision management software company. Don will discuss how the OutSystems Platform is helping FICO rapidly deliver solutions with superior quality and unprecedented time to value, thus opening up new markets for the company. Request Free!

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20 Tips for the Customer-Centric Marketer

Having a customer-centric marketing strategy is key to business success. By listening to and anticipating your buyers' needs, you can improve your close rates, increase your retention rates, and positively impact the overall customer experience. Take a look at this white paper to get more information on: Ways that marketers can lead the charge when it comes to implementing a customer-centric strategy Tips for personalizing the prospect and customer lifecycles Suggestions for showing your customer appreciation, before and after the sale Request Free!

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The Marketing Automation for Sales Playbook

It's a common misconception that marketing automation is only for marketers, and that sales will be left with yet another system to learn how to use. This couldn't be further from the truth. Download The Marketing Automation for Sales Playbook to see how sales reps can use marketing automation to track prospect activities, prioritize their leads, and target their sales pitches. You'll learn: How marketing automation impacts the daily workflow of a sales rep Stats showing the impact of marketing automation on sales quota achievement and overall revenue How marketing automation can help sales reps see even more value from the data in their CRM Request Free!

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The Marketing Automation Executive Value Guide

Upper-level executives can be a hard sell when it comes to new marketing spend and the need for tools like marketing automation. There's no room in the budget, there's nothing wrong with the current system, or maybe they just don't think it's worth the investment — whatever the reason is, this guide will provide the selling points of marketing automation that are of most interest to your CEO, CTO, and CFO. This guide will show you how to: Understand what drives your executives Discuss the business impact of marketing automation Provide stats on marketing automation adoption and success Request Free!

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DocuSign: A Sales Rep's Digital Administrator

After seeing sales performance increase, 94% of firms have raised revenue targets for the new year. But while the targets are up, confidence on hitting those numbers is down. 2014 sales success will be dictated by increasing efficiency and effectiveness of sales teams. And important to note is how reps are currently spending time. We see that closing, processing and fulfilling orders takes about 50% of the time to get to yes in the first place. Read this white paper and explore advances in CRM 2.0 technology to optimize this aspect of selling. Request Free!

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10 Google Analytics Tools Your Business Should Be Using

Google Analytics is the ultimate free tool for measuring website performance. But are you getting the most out of it? Using basic features to gauge traffic is definitely useful, but Google Analytics also offers a plethora of advanced metrics that provide key insights in measuring the success of your website. In addition to providing traffic numbers and reports, Google Analytics delivers a trove of other useful information for businesses. Advanced metrics can tell business owners if audiences are engaging with their site, ways in which social media marketing is driving traffic, how long visitors stay on website pages and more. Ultimately, this data reveals the effectiveness of your marketing efforts and how they translate into meeting your website goals. With this download you will also receive free weekly coverage on the latest career, resume and job seeker advice from our BusinessNews Daily eNewsletter. Request Free!

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16 Social Media Marketing Solutions for Small Businesses

Although social media platforms offer their own marketing tools — Twitter targeted ads, Facebook Pages, Google+ Local and Pinterest Promoted Pins, to name a few — social media marketing solutions streamline the process while helping businesses avoid alienating followers. Constantly pushing advertisements and sales copies no longer works on today's increasingly social-media-savvy consumers, which means businesses need to take on a more strategic, relationship-building approach. Here are 16 social media marketing solutions to help you get there. With this download you will also receive free weekly coverage on the latest career, resume and job seeker advice from our BusinessNews Daily eNewsletter. Request Free!

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Building a Customer Experience Driven Contact Center

If you are in the America's please join this webinar on Wednesday, April 16, 2014 at 2 PM Eastern/ 11 AM Pacific. If you are in Europe, please join this webinar on Wednesday, April 16, 2014 at 3 PM British Summer Time/ 4 PM Central European Time. If you are in Asia, please join this webinar on Thursday, April 17, 2014 at 11 AM Sydney/ 9 AM Singapore. Yesterday's call centers were built around organizational needs and processes rather than the meeting the needs and expectations of today's customer. With the exponential growth of communication channels and the manner in which customers now expect to do business, your existing call center infrastructure is quickly becoming obsolete. In today's global competitive marketplace, companies are struggling to differentiate their brand. One proven strategy that your company can invest in is improving the customer experience. The adoption of new technologies such as speech analytics and WebRTC can improve the customer experience to help your organization gain competitive advantage, meet compliance requirements and increase revenue in 2014 and beyond. Join us for this webinar and learn how you can: Drive innovation using new technology to streamline the customer journey Create seamless cross-channel conversations to lower customer effort and eliminate repetition Reduce Contact Center TCO and increase agility while driving innovation in Customer Experience Request Free!

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5 Tactics to Reduce Abandonment in Your Mobile Channel

How can you prevent orders from walking out the “virtual” door? In this white paper, Jumio examines how despite a track record of constant growth through perpetual innovation, the online retail industry is actually currently underperforming and further growth is being held back. Learn five tactics to apply to your mobile site or app to reduce abandonment along with examples of businesses that are already successfully applying these tactics. Request Free!

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Credentials as a Service

The answer to how the web could be less anonymous is surprisingly concise: by authenticating people. That means developing the means for accredited individuals to present their credentials to conduct a variety of online transactions. Request Free!

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The Fraudster's Playbook: 5 Ways in Which Fraudsters Steal Identities… and How to Stop Them

Download your complimentary copy of The Fraudster's Playbook to learn about 5 current ways in which fraudsters are stealing identities: The coffee shop wifi hack The local government census Social media techniques The offer you can't refuse The catchers supermarkets To beat your enemy, you have to know your enemy. Request Free!

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Challenge the Orthodoxy: Launch Your WCM before Your Redesign

Conventional wisdom says to wait until your web design is complete before tackling a web content management system redesign. The conventional wisdom is wrong! Not only isn't this true, but buying into this notion is risky; you're likely to waste a lot of time and lose out on valuable leads, conversions and ultimately more revenue. Can you afford to wait? Get started on your content marketing strategy 6 months sooner. Become a more agile marketer and deliver returns faster with the flexibility to move at Web Speed. Request Free!

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The Hidden Killer: Cost of Content Management

This paper will examine five key areas of cost: User Adoption Initial Implementation Upgrades and Ongoing Re-implementation Maintenance and Support Cost Application Integration For each area, it then looks at both the initial costs, and the cost of ongoing change. They explore how to measure and compare costs for different types of systems under consideration. It will also show how Percussion CM1 presents a new paradigm: an easy to use interface that lowers adoption costs, uses interchangeable building blocks that lower the cost of implementation, bounds customization to rein in support and maintenance costs, and adopts a decoupled architecture to lower application integration and upgrade costs. “The ongoing failure of so many WCM projects is due to the high cost of change.” From this, you will see how to use the lower cost of change in Percussion CM1 to beat your competition and succeed on the web. Request Free!

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10 Signs You Have Outgrown Your Home Grown Content Management System

According to web technology surveys, nearly 70% of websites don't have a web content management system and instead have a home grown site built from scratch. This statistic is no surprise to us here at Percussion, because no commercial vendor has created an affordable and flexible WCM product until now. At Percussion, they have found that for those of you running your own home grown WCM, it's often hard to keep up with the web rate of change and all the updates that need to be made to your existing website. So how do you know if you've outgrown your homegrown website and you're ready for a true commercial grade web content management product? Percussion has created an easy to read white paper outlining the ten signs that it is time to make a change. Request Free!

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Drive Smarter Sales: The Future of Sales Force Automation and Mobile Selling

In the past few years, sales mobility has evolved from being a wish-list item to becoming mandatory as increased competition and demand from customers are driving the need for optimal sales effectiveness. Research shows that best-in class sales organizations today are using mobile-selling practices and tools to achieve higher quota attainment, increase customer retention and ensure forecasting accuracy. Join a live webcast featuring Gartner analyst Rob Desisto and Oracle as they discuss the latest research on sales force automation and mobile selling. The webcast will cover: How modern mobility is changing the game for Sales Force Automation (SFA) tools and the impact it will have on the SFA space The importance of mobile applications for sales user adoption Key mobile strategies sales organizations should adopt to sell smarter and achieve revenue goals Guest Presenter: Robert Desisto, Vice President and Distinguished Analyst, Gartner Research Request Free!

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