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Why You Need More than IQ to Manage Leads

Posted by: tim in CRM, connected market space, CMAEON on Jul , 2010

Imagine a business where a lead comes in, is entered into the CRM system and then… just sits there.
This lead, let’s call her Ms. Smith, didn’t come in through traditional channels, so she was routed through an employee who didn’t really know how to use the CRM system;  the wrong ranking was assigned to Ms. Smith, so nobody knew she was a hot lead, ready to buy, and worst yet, no salesperson was assigned. Long story short, Ms. Smith sat there, unattended until she phoned back again.  Is this an unlikely nightmare situation? You may be thinking to yourself unattended leads… in my system? It’s more likely than you think.
iq3
For a successful marketing or sales enterprise the focus shouldn’t just be on getting leads and entering into the CRM system. If that’s all a company focuses on, it will end up with a lot of cases like Ms. Smith. Proper lead management should be iQ3:

Quantity: exposure, volume of leads, and then;

Quality: making sure you know what they want, so you can talk about a product or program that is of interest to them, and then;

Qualified: leads that can and want to write a check for the product, service, solution, etc, etc that they are looking for.

However, once a company gets iQ3 leads, they can’t just sit there like Ms. Smith. They need to be managed, and there must be a process in place. CMAEON developed the patented Biped® Process to help our clients not only acquire leads, but connect to them, engage with them in a targeted conversation, covert them, and then measure how effective the whole process was.

Marketing and sales can be hard, time consuming and confusing. Adding more layers of data entry and systems that only do half the job won’t help any company become successful. What does help  a business bring in revenue is the ability to streamline the process  - a checklist that automatically helps them complete the steps required to turn a great lead into an even better sale. The Biped® Process is that checklist and process.
Interested? Let’s talk.
Photo: Alan Cleaver, Flickr

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Everyone is connected – will you use this power for good or evil?

Posted by: tim in strategy, reflection, CRM, connected market space, CMAEON on May , 2010

For better or for worse, it has been proven over and over again in the last two years that everything and everyone in the world is connected.

Of course, we are all connected in the online ecosystem, plugged into each other with social networking sites, search engines and blogs. The unprecedented scale at which we freely share information about ourselves has given rise to a new concern – are we are too connected? Do we really want people to know all about everything we’re doing all the time? We are connected economically, as we all learned too well during the economic meltdown. Seemingly unimportant defaulting mortgages in the US began piling up, and all at once, people began to realize the bad debt had crept into the whole system like a cancer - weakening the entire global economy; causing job losses from Detroit to Denmark.  The environment connects us all – the volcano in Iceland reminded us of that too – one tiny place disrupted the whole world – stopping people, goods and money from making the journeys we’ve come to rely on for our survival.

Almost everyone now recognizes that the world is now, and forever Connected in an economic, environmental and social ecosystem.  Then again, many of the corporations, regulators and businesses of the world, small and large… but mostly large, already knew this.  Some of them abused the ecosystem for wealth and gain at the expense of everyone else. These companies and individuals – the Goldman Sachs, the Bernie Madoffs of the world - have been decidedly internally, individually motivated.  They used the forces of regulations, legal manipulations and governments to create their profits -while the rest of the world was the unaware participant – duped into helping, and then left to clean up the mess.

To be blunt, this stinks! Nobody likes to be tricked, but the recent chaos has a bright side – people now understand that we have to overcome a crisis.  We understand, at our roots, we have to build a solution.  We have to reclaim our connected ecosystem and make it our own. We have to use the interconnected nature of the world and turn it into a tool to help all of us, not just a select few.  We have shape the connected ecosystem into a Connected Market Space.

A business today, in any sector, exists for the purpose of rapid response – transmitting candid, accurate information to all sides - not just inside the organization.  This is more commonly known as the triple bottom line - people, planet, profit, or the "three pillars".  The triple bottom line is about being truly, a custodian of this planet - a business seeking to profit, should be finding positive connections and fulfilling a purpose.  If you are in any kind of business you will affect other people – so the responsible and smart thing to do is to connect to the world in a positive way.

It’s not hard create a Connected Market Space and use the ecosystem for good. The Connected Market Space is, at its meaning, the connection of any enterprise, to any market, with accurate, open and honest information.  How do you know you’re really connected? It’s not just about advertising and using Twitter – it’s about making meaningful connections that make the world a better, more useful place. When is a business using its power for good? A business in the Connected Market Space demonstrates that: Clients and business know more about each other
  1. Clients and business can trust  each other
  2. Each party has accurate information
  3. Everyone can  carry on a conversation
  4. Everyone can complete a transaction safely
When you’re connected responsibly, positively and fulfill a purpose, no matter what you do, you’re using the power of the Connected Market Space.

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Don't Just Build Another Website - Build a Web Portal

Posted by: kathleen.devere in Realestock, real estate, new york, connected market space, CMAEON on May , 2010

CMAEON's CEO Tim Vasko was recently invited to speak at the REMarTech Conference in New York City. The goal of the conference was to connect the real estate world to the technology and tools that are shaping its future.

On that matter, Tim delivered a keynote presentation entitled 'Web Portal Magic'. The basis was this:

“Don't just build a website – build a web portal that utilizes SEO, social media and interconnectivity to take your web presence to the next level. What is that next level? A web portal that comes out more highly ranked on Google, keeps content fresh and alive with minimal time each week, and engages buyers with interesting content.”

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The Missing Connection: Comparing CRM to CRM? Why Feature Comparison Doesn’t Work

Posted by: tim in tim vasko, technology, strategy, CRM, connected market space, CMAEON, business, brand on May , 2010

It makes no sense, for any business, to invest in technology based on a comparison of features.  Today, the basic features of CRM are well-defined - any CRM will provide the basics of contact relationship management.

CRM has been around for more than a decade. It was originally designed as a tool to enable businesses to share information between sales and other various departments that dealt with customers. Those features are clear.

The next iterations of CRM were designed to better track, manage and empower the sales force - hence the brand of a CRM by that name. Again, no real "dream" here.

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Getting Connected 4 “REAL” Part 1

Posted by: 0 in tim vasko, connected market space, CMAEON, brand on Oct , 2009

Through travel, I’ve had the rare opportunity to view businesses, entrepreneurs and work forces from many different industries to watch how things are shaping up and changing. From E-Health in Pharmacies, to RealEstate, Mortgage Banking and Wealth Management -every industry is shifting to become more closely connected. As our world continues to connect, pushing the envelope for change and challenges; there is little question that we continue to push the boundaries of how we become connected. Each of us is driving this change every day when we set up or manage our Linked-In or Facebook pages. Or when we create a membership on the Realestock.com portal or run searches for the tools for the businesses we run, represent, or are thinking of starting.

This begs the questions, How connected are you really? How do you get and stay connected 4 real?

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Tim Vasko to be Keynote Speaker at UVic Business Banquet

Posted by: 0 in tim vasko, CMAEON on Oct , 2009

We are thrilled to announce that Tim Vasko will be the keynote speaker for the University of Victoria’s Faculty of Business Banquet for students, faculty and the business community on November 26th, 2009.

His speech, “Let’s Face It: Tough Markets, Broken Models, You Can Make a Difference” will focus on how changes affect us and our perspectives and how it gives us the opportunity to reach for new horizons.

“Let’s face it - it is a fact of life that the world changes; business changes and the economy changes. But rarely do we see an impact on society like we’re experiencing today. Not in an entire generation has the world been so impacted. And it has never been due to such a ubiquitous, interconnected event as the recent financial meltdown.”

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All Looks Tip Top in London - Seen Directly from "London's Eyes" on the World Financial Scene

Posted by: tim in tim vasko, technology, strategy, Realestock, real estate, connected market space, CMAEON, brand on Aug , 2009

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I met with a good friend of mine who deals in the financial sector in the UK today.  It was great to see Andre - haven't seen him since last August when the markets went to hell!

The last time we met, I was just discovering that our largest health client had filed for Chapter 7 bankruptcy - it was a distraction during our regular board meeting in Toronto.

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It's Just Smarter Marketing To Connect (2 of 2)

Posted by: tim in tim vasko, technology, strategy, connected market space, CMAEON, brand on Aug , 2009

In the last few posts I've been talking about "Smarter Marketing" - which is why we call "Smart Marketing" in The Connected Market Space iQ3. I talk about it here on my Video.

 

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It's Just Smarter Marketing To Connect (1 of 2)

Posted by: tim in tim vasko, technology, strategy, myblog, connected market space, CMAEON, brand on Aug , 2009

Do you still pay $3.00, $5.00, $10.00 per minute for international phone calls?  Ever hear of Skype?

Of course if you were a business person who was paying $5.00/ minute for a phone call (if you still use the phone at all with email, SMS and your Blackberry in hand) you'd be working for the Government and have an unlimited budget.  Oh wait, Governments are cutting back and getting smarter too...

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Myth and Misunderstanding: Real Estate Marketing & Sales - What Young Marketers and Old School Sales People Have in Common

Posted by: tim in tim vasko, tim vasko, technology, strategy, Realestock, real estate, connected market space, CMAEON on Jul , 2009

What do real estate "marketers" who were in high school or university a just over a decade ago, who became  "marketing experts" in real estate and old-school sales guys have in common?  The first group, the "marketers", learned their trade in the hottest market ever in the history of real estate. The second group, the sales guys, hasn't had to change a thing for more than a decade, or two (or three or four or even five!). The Internet and information were held close to the vest through the MLS.

Where were today's marketers in the mid-eighties?  Many of them were in high school. So - a wise person might ponder - what is their experience in a tough market?

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