New Marketing Process Utilizes Salesforce CRM for More Effective Lead Generation and Lead Development in B2B Marketing Programs

A new process for companies using Salesforce helps business-to-business marketing professionals re-engineer their marketing programs to develop more effective, measurable sales lead generation and lead development programs.

Chicago, IL (PRWEB) March 18, 2008 -- The Salesforce Field Marketing (SFM™) system, developed by the Business Marketing Institute, helps marketing, sales and product management professionals in companies using Salesforce re-engineer their company's marketing programs to integrate them with Salesforce, using principles and techniques in the New Marketing Model, a new process for better B2B marketing programs, developed by the Business Marketing Institute (BMI).

The New Marketing Model is a business marketing re-engineering process that helps companies optimize their marketing programs (called campaigns in Salesforce) for higher efficiency and productivity, to generate measurable sales leads in Salesforce, and to maximize the conversion of these leads to prospects, opportunities, and customers during the company's sales cycle, utilizing the key contact management and measurement features in Salesforce.

The enhanced productivity, efficiency, and measurement capabilities Salesforce brings to the sales process often prompt changes to B2B marketing programs, to improve their effectiveness in generating sales leads from potential prospects who respond to the print ads, mailings, trade shows, Google AdWords keyword search advertising, and other activities executed in B2B marketing programs.

While Salesforce provides powerful capabilities for sales and marketing professionals to measure the return from marketing programs, measurability is only the end result of a far more extensive process, defined in the New Marketing Model, of developing Salesforce campaigns that are optimized from the ground up to generate measurable response, and then developing ongoing lead development programs to support the sales team by increasing conversions during the company's sales cycle.

This new process of more effective lead generation and lead development optimized for Salesforce, defined in the New Marketing Model, has been incorporated into the Business Marketing Institute Salesforce Field Marketing (SFM) system, a comprehensive assessment, training, and certification system that helps marketing, sales, and product management professionals attain proficiency and competence in utilizing Salesforce to increase the sales response of their business marketing programs.

A new eBook available from the BMI Web site, Salesforce and The New Marketing Model, provides an overview of this new marketing process, and of the content described in the Salesforce Field Marketing system. This 39-page eBook can be downloaded free from the BMI Web site at this link:

http://www.businessmarketinginstitute.com/landing-pages/PR-NMM-03-18-08.html

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