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Routing Rules! LeanData's Sales and Marketing Blog

Everything that a data-driven marketer or salesperson needs to know about the complicated process of managing leads, breaking into accounts and increasing revenue to grow your business.

  • The Reason Why I Joined LeanData

    The Reason Why I Joined LeanData

    During my career as a business leader at great companies like Concur, Zuora, Cisco WebEx and ADP, I’ve sat through my fair share of planning sessions about how to wisely spend our marketing...

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  • Welcome to the Future of Lead Routing

    Welcome to the Future of Lead Routing

    This is not just a chart. Or a diagram. Or a pretty picture. What you see is a lead flow in Salesforce. Not just a graphic representation, mind you. But a real, honest-to-goodness flow of leads...

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  • Half Your SDR Team Left for Coachella! A Checklist for When Reps Are Away

    Half Your SDR Team Left for Coachella! A Checklist for When Reps Are Away

    Hard-working sales reps need time away from the job. It’s good for them and for the business. Recharged batteries help them bust their quotas. In a perfect world, vacation time gets spaced out...

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  • LeanData Among Favorite Apps on Salesforce AppExchange

    LeanData Among Favorite Apps on Salesforce AppExchange

    SUNNYVALE, Calif., May 5, 2017 – LeanData, the leader in sophisticated lead management, has been named one of the 16 favorite Apps on the Salesforce AppExchange. The solutions were chosen by...

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  • Sales Ops + Marketing Ops = Revenue Ops

    Sales Ops + Marketing Ops = Revenue Ops

    Business Operations. Marketing Operations. Sales Operations. There is no lack of departments, roles and labels that encompass the process-oriented portions of B2B organizations. But now, another...

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  • Improving the Customer Experience with Sales Apps

    Improving the Customer Experience with Sales Apps

    Travis Henry offered a simple piece of advice about selecting Sales Apps during a recent webinar. “It’s really important that you have clearly identified requirements for your business and only...

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  • When Leads Fall Through the Cracks

    When Leads Fall Through the Cracks

    Here’s a statistic that should grab the attention of data-driven marketers. But fair warning. This particular piece of data likely will drive them absolutely crazy. In a new LeanData survey, The...

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  • Should Cleaning Up Database Duplicates Really Be Your Focus?

    Should Cleaning Up Database Duplicates Really Be Your Focus?

    Ask anyone who works with a CRM system or marketing automation platform about their No. 1 pain point, and you’re likely to hear the same answer. Duplicate records. They are the bane of marketing...

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  • Five Big Ideas Shared at the TOPO Summit Conference

    Five Big Ideas Shared at the TOPO Summit Conference

    SAN FRANCISCO — The TOPO Summit was billed as a no-nonsense conference for sales and marketing pros who wanted to learn how to do their jobs better. No 30,000-foot-view presentations. No...

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  • More Evidence that B2B Sales and Marketing Have an Alignment Problem

    More Evidence that B2B Sales and Marketing Have an Alignment Problem

    Some goals are universal. Adopt a healthier lifestyle. Help achieve world peace. Get sales and marketing teams aligned. The State of Lead Management survey didn’t give business professionals the...

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  • Press Release: The 2017 State of Lead Management Survey

    Press Release: The 2017 State of Lead Management Survey

    SUNNYVALE, Calif., April 11, 2017 /PRNewswire/ — A survey of 527 B2B sales and marketing professionals found that a majority have serious reservations about the effectiveness of the lead routing...

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  • Business Leaders Concede They’re Struggling with Lead Management

    Business Leaders Concede They’re Struggling with Lead Management

    The state of lead management . . . is not strong. Unfortunately. LeanData conducted a first-of-its-kind survey, The State of Lead Management, to learn more about how businesses are managing their...

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  • Highlighting Our Customers at TOPO Summit

    Highlighting Our Customers at TOPO Summit

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  • Identifying the Best Lead-to-Account Matching Solution

    Identifying the Best Lead-to-Account Matching Solution

    Suddenly it seems like everyone is bragging about a match made in heaven. More and more vendors are rushing out solutions that can match leads and accounts within the popular Salesforce CRM. We’re...

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  • Why The Best Story Wins in Business

    Why The Best Story Wins in Business

    Matthew Luhn is a creative artist who helped bring to life some of the best-loved animated movies of our time. He’s also a brand consultant who advises organizations on how to tell their corporate...

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  • The Best of the Revenue Summit Conference

    The Best of the Revenue Summit Conference

    SAN FRANCISCO — The theme of the inaugural Revenue Summit conference was about how the B2B world has been profoundly transformed. And to adjust to that new reality, sales and marketing need to...

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  • Sales and Marketing Align at Revenue Summit

    Sales and Marketing Align at Revenue Summit

    This week’s Revenue Summit conference will feature 50 sponsors, 85-plus speakers, about 2,000 attendees and . . . some cats and dogs? Well, at least there was one idea to bring some of those...

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  • “You Can’t Build a Walled Garden”

    “You Can’t Build a Walled Garden”

    Like most movements, this one is starting quietly. There are growing pockets of discontent. People are grumbling about how there has to be a better way and that change needs to happen. While this...

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  • The Unsung Heroes of the Sales Process

    The Unsung Heroes of the Sales Process

    They work quietly in the shadows. They are considered part of the supporting cast, not the leading actors. They aren’t the ones who bask in the cheers whenever a big deal closes. But make no...

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  • The Importance of Technology Stack Synergies

    The Importance of Technology Stack Synergies

    All too often, it’s considered a “bonus” when sales-and-marketing solutions work well together. But why isn’t there a clear expectation that all tools in a technology stack should integrate...

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