The CRM Moneyball Moment
- B2B
- Marketing Consultant, Marketing Analytics
- Marketing Strategy, Big Data, Sales Enablement, Data-driven products
Val Riley
Unbounce
- Part 1Unbounce’s Acquisition of Insightly
- Part 2 The CRM Moneyball Moment
Show Notes
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03:10The CRM Moneyball MomentDiscusses the importance of data and KPIs in achieving small wins that lead to better performance.
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04:33Example of CRM Data Utilizationdescribes a customer in Indiana who manufactures equipment and identified a Moneyball moment by leveraging CRM data.
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08:11Balancing CRM Automation and Time Spent Working in CRMArgues that sales reps are already doing the work but the data is buried in ineffective systems.
Quotes
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"I've worked with well over 100 sales reps in my career, and 95% of them are doing the work. They do it. They're just really victims of CRMs that don't collect data and organize data in a meaningful way so that activity can feel very pointless." - Val Riley
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"If every sales director who could hear my voice just spent time going over the win loss notes of their last 20 or 30 deals, I guarantee they would come out with a Moneyball moment." - Tom Burgess
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"When AI summarizes something, for me. Me, I love it, I really do, but there's still a part of me that's like, let me just double check. Let me just double check that it didn't miss anything that's super nuanced, because AI doesn't have the eye that the sales director does." - Tom Burgess
- Part 1Unbounce’s Acquisition of Insightly
- Part 2 The CRM Moneyball Moment
Val Riley
Unbounce
Up Next:
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Part 1Unbounce’s Acquisition of Insightly
Val Riley, the VP of Marketing and Strategy at Unbounce, delves into the intriguing story behind Unbounce's acquisition of Insightly and its strategic implications. She discusses how this merger transforms the capabilities of landing pages by integrating comprehensive CRM data, paving the way for end-to-end conversion tracking and customized customer experiences. Val also shares insights into the future vision of Unbounce and Insightly as a unified revenue intelligence platform catering to sales-led organizations.
Play Podcast -
Part 2The CRM Moneyball Moment
Val Riley, VP of Marketing and Strategy at Unbounce, delves into the concept of CRM "Moneyball moments," where overlooked data can drive significant business wins. She shares practical insights on effectively utilizing custom fields and automation to unlock potential within CRM systems. Discover how to streamline your sales processes and uncover hidden opportunities from existing data.
