A View from the TopLine

Everyone has a number! That’s a key concept from The Entrepreneurial Operating System® outlined in Traction: Get a Grip on Your Business, the popular business book by Gino Wickman. These numbers are recorded in the Company Scorecard, which identifies:

Who is responsible?
What is the measurable?
What is the goal?
What is the weekly metric toward achieving that goal?

Generally, these numbers are activity-based, and not high-level numbers you see on a profit and loss statement (P&L). For example:

For marketing, the measurable might be:

The number of leads generated, or
The click-thru rate on an email campaign, or
The number of event registrants.

Many organizations align sales and marketing teams by using their CRM database to define lead processes, leads generated from marketing, and revenue won by marketing campaigns. They build out views and dashboards for both teams to work off real-time metrics.

From the desk of Fred Varin, President, TopLine Results:

When I first started this company in 1999, we were an Act! Partner specializing in their products and services. Since then, we have grown to provide the best service possible in CRM technology, analytics, and marketing solutions that help businesses meet and exceed their goals.

[Pewaukee, WI]— TopLine Results Corporation, a customer relationship management (CRM) consulting firm based in Pewaukee, Wisconsin, is announcing the sale of the rights to their Act! add-on products to the Keystroke Group. These products include TopLine Dash, TopLine Designer, and TopLine Alerts.

As a busy professional, I don’t like to waste time looking for things that should be evident or easily found – especially on my computer. I regularly use a Customer Relationship Management (CRM) system, and thankfully most have robust search tools to find what I need quickly.

Technology. “Can’t live with it, can’t live without it,” as they say. Technology is such an important part of our daily lives, both personally and in the workplace. Businesses are continuing to operate more and more through use of the internet and technology, whether it’s with internal databases, web meetings, or anything in between.

TopLine Results has assisted with CRM integrations to many different digital email marketing platforms, such as Constant Contact and MailChimp. We work with clients to integrate their contact lists in CRM with their email systems, and then update their CRM system with the email data.

Last year ended with the exciting release of the new Act! Web SaaS product launched in Q4

This year the excitement continues with the next release of Act! – v23 due for release in March!

Currently in testing, feature updates will include:

Outlook enhancements for activity settings and email history
Word integration and support for 64-bit Office with improved user interface
Quality improvements with fixes for over 50 issues
…and more!

V23 has been a long-awaited release!

2021 also brings the annual price increase for current Act! customers on their next renewal beginning April 1st.

In your everyday tasks, it’s important to keep an organized workflow. Sometimes, keeping processes in line while working with different apps, services, files, and other data can get a bit messy. That’s where Microsoft’s Power Automate tool comes in handy.

Regardless of the data you read, great alignment of your sales and marketing teams can be your superpower:

8% to 32% increase in revenue1, 2
38% higher win rates2
6.1% increase in average deal size1
36% increase in customer retention2
27% faster profit growth3

Experiencing any one of those performance indicators could turbo-charge your year! However, most organizations see multiple benefits from sales and marketing alignment, not just one.