ICYMI: September 30, 2018

Weeeeeeeeeee’re baaaaaaaaaack!

Yes, it’s true, we took a bit of a hiatus. Good news is that we’re back with all the usual goodness you've grown to expect from ICYMI. 

What we wrote

Pipeline Inspection eBook

Use common process issues and red flags in CRM data to create coaching moments with your team. By identifying and acting on red flags early, organizations have seen as much as a 2x improvement in lead-to-revenue conversion rates.
Get your copy

Optimize your Salesforce Opportunity Stages for CRM Adoption

We recently spent time analyzing opportunity stages across our customer base and learned a few things about common traits, common problems, and general approaches companies take. Take a look and download our opportunity stage worksheet to follow along with the post.
Opportunity Stages — 8-minute read

What we’re reading

  1. Steli Efti gives some pointers on how to create and optimize your cold email CTAs and points out the 5 biggest mistakes he sees out there today.
    The 5 most common mistakes you’re making in your sales email CTAs — 7 minutes

  2. Tomasz Tunguz examines the landscape of SaaS businesses to give his take on how the growing revenue numbers of professional services are affecting the software industry.
    How the Economics of Professional Services Have Changed in Software — 3 minutes

  3. Scott Brinker talks about customer-centricity and explains that the most important elements of customer experience have nothing to do with technology at all, but the choices a company makes about how to treat its customers.
    Martech companies talk customer-centricity, but can they be customer-centric? — 6 minutes

  4. Neil Patel introduces and goes in-depth about the “conversion funnel”, and reminds us that the process is always evolving.
    How to Build a Conversion Funnel That Will Triple Your Profits — 15 minutes

  5. Etienne Garbugli writes about conversion rates through the funnel and how to identify and overcome roadblocks along the way.
    How to Monitor and Optimize Conversion Funnel Performance — 8 minutes

  6. Coreen Menezes talks about the complete sales funnel, and in phase one of the series focuses on acquisition.
    The Complete Sales Funnel Series: Phase 1 - Aquisition — 7 minutes

  7. Coreen Menezes continues the series focusing this time on how good the customer’s first experience is, and how that impacts the sale.
    The Complete Sales Funnel Series: Phase 2 - Activation — 7 minutes

Meme of the week

James Cordon performs a once in a lifetime song that he describes as:

“A song that unites us all together in beautiful harmony.”

Right up there with John Lennons ‘Imagine’ and Marvin Gaye’s ‘What’s Going On’, we have …

Dan Bruce