Why Are Marketing Automation Managers So Hard to Find?
OCTOBER 16, 2009
Even though some vendors have been around for almost 10 years, Marketing Automation is still relatively new. According to Forrester, only 2-5% of B2B firms have invested in full-featured Marketing Automation. But that percentage is rapidly growing. Increasingly, B2B companies realize that Marketing Automation software requires skilled operators. But – if you decide to hire a Marketing Automation manager – what should you look for, and where do you find them? New technology requires people with a new set of skills, nothing new about that. But that’s for web analysts.
7 Reasons Why Marketing Automation Projects Fail
AUGUST 24, 2009
Needless to say, Marketing Automation software is very popular today. It can be used for email campaigns, drip marketing, lead nurturing, lead scoring, landing page management and for brewing coffee. It is often positioned as something that will solve all your marketing problems for a couple of thousand dollars per month. Okay, I made up the part about brewing coffee. Unclear Prospect Profile(s).
Guest Post: Best Practices in Marketing Automation
OCTOBER 26, 2010
In 2009, Lisa was recognized as one of the top five “Most Influential People” in sales lead management. By: Lisa J. Cramer, President & Co-Founder, LeadLife Solutions. There are certainly a lot of capabilities within marketing automation. As such there are a variety of best practices to be followed in order to maximize the use of these systems. Use Drip Marketing Based on Triggers.
Marketing Automation Trends for 2010
JANUARY 12, 2010
2009 was the year in which Marketing Automation really took off. See also her recent blog post Five B2B Marketing Surprises From 2009. Several new vendors appeared on the market, many existing vendors experienced rapid growth, and Marketing Automation as a term gained popularity among B2B marketers. In this post I want to focus on the trends in Marketing Automation for 2010. have asked many of the vendors, consultants and thought leaders to give their opinion. The response was overwhelming: see below for all 18 (!) predictions. Creation of buyer-centric content. The Contributors.
MarketingSherpa’s Email Summit 2009
MARCH 15, 2009
Today MarketingSherpa’s Email Summit started in Miami. It is focused on advanced email strategies, which is an important part of the demand generation process. Most of the case studies seem to be B2C rather than B2B. The focus is on list- and trigger-based emails and on landing pages, rather than on the full Lead Management Automation functionality. Nevertheless, there are lots of interesting advanced email topics that are just as relevant for B2B demand generation specialists. Unfortunately I can’t be there, but there is live coverage via Twitter. Email Analytics. Email design.
Are You Old Enough for Inbound Marketing?
JULY 22, 2009
The tech industry is known for inventing new names for existing things, mainly to promote their own company. Great for them, but bad for customers: there’s always so much confusion about these new terms (earlier I wrote about the confusion around Demand Generation and Sales 2.0 ). LinkedIn showed this poll to randomly selected marketing professionals who work in the Tech Industry.
Inbound Marketing Automation
JUNE 30, 2009
Should Marketing Automation systems add Inbound Marketing tools as standard features? Or is it better to keep those tools separate? brought up this question in my previous blog post , and Maria Pergolino had some very good comments on which tools to use and how to integrate them for ROI reporting. That gave me enough ideas for a new post, so here it is. What is Inbound Marketing?
Review of FormAssembly Form Builder
APRIL 15, 2009
On this blog I primarily write about integrated Lead Management systems , rather than small tools. However, in a previous post I wrote about a project in which I’m replacing a full-blown Marketing Automation system with tools that add on to Salesforce.com. You can simply add form fields to the form, position or group them, and get a live preview. Advanced Features. Submission of the Form.
ActiveConversion Review - SMB Lead Management
MARCH 16, 2009
From Web Analytics to Demand Generation. ActiveConversion first became known for its sales-focused Web Analytics, such as identifying companies that visit your website (similar to Leadlander ). Therefore I initially called them a ‘niche vendor’ However, the product has evolved into a fairly complete marketing automation suite for SMB companies. Anonymous Visitor Identification.
How Are CRM and Marketing Automation Different?
NOVEMBER 16, 2009
Last week I presented a session at Silverpop’s B2B Marketing University in Atlanta. In addition to Marketing Automation, there were two big topics: Social Media and CRM. will write about Social Media some other time, and focus on CRM in this post. Many attendees were confused by CRM vendors claiming to offer full marketing functionality. If that’s true, why would you still need Marketing Automation? So let’s dig in and find how Marketing Automation and CRM are different. Strong Features of CRM. For CRM, I focused on Salesforce.com. Opportunity creation. Forecasting. Sometimes.
MarketingSherpa B2B Marketing Summit Boston
OCTOBER 4, 2009
Monday and Tuesday I’m attending the Boston MarketingSherpa B2B Marketing Summit. About two weeks ago I attended the San Francisco event, which had a similar program and exhibitors. In this post some thoughts about the program… First of all, the best thing about this event is that the speakers are marketing practitioners, not vendors. This ensures that you get lots of real-life advice. However, there are also many different perspectives, and it’s not always easy to link them together. But, that can easily be addressed: Classify the Topics. Lead Management. Content creation.
8 Tips to Get Started with Marketing Automation
SEPTEMBER 24, 2009
“Where do I start?” is the question I get asked most by attendees of the MarketingSherpa B2B Marketing Summit in San Francisco. Marketing Automation is still very new for many companies, and it’s not immediately obvious how you can get started step-by-step. In this post I listed 8 ideas to address this question (and feel free to share yours in the comments!). Choose Your Products and/or Business Unit. If you start doing marketing automation or lead nurturing, first focus on the most attractive subset of your prospects. Make Sure You Have Enough Leads. Set Your Goals.
LeadSloth Marketing Automation Blog – Survey Results
SEPTEMBER 24, 2009
LeadSloth Marketing Automation Blog – Survey Results. About two weeks ago I posted a survey that asked the LeadSloth readers what they wanted to read about. As it goes with surveys, it took some effort to get people to fill it out. But this week it reached critical mass, so I was able to draw some interesting conclusions. The Most Requested Topics. The top 6 topics mentioned in the survey were: Metrics & ROI. Marketing Automation Best Practices. Lead Nurturing / Drip campaigns. Landing Pages & Forms. Social Media. Multi-channel Campaigns (not for everyone). The Favorite Types of Posts.
What Should LeadSloth Write About?
SEPTEMBER 8, 2009
I’ve been writing this blog for a while now, but I’ve never explicitly asked for your input. The topics have been diverse, and I’d like to focus a little more on what you would like to read about. So So please tell me about your preferences! Can you please fill out this questionnaire? If you have any questions, please let me know (jep on leadsloth dot com). Loading… Tags: Uncategorized LeadSloth survey
Marketing Automation ROI: Efficiency or Revenue?
AUGUST 30, 2009
As a response to my posts 7 Reasons Why Marketing Automation Projects Fail and Marketing Automation ROI , several people mentioned that the benefits of Marketing Automation are not just increased sales. They are also increased efficiency. That made me think: aren’t benefits either cost savings, or increased revenue? Marketing Automation Increases Revenue. The key marketing performance indicators suggested by SiriusDecisions are all related to revenue: Marketing sourced pipeline. Marketing influenced pipeline. Investment-to-pipeline. Investment-to-revenue. Is productivity improved?
B2B Marketing University: What Do You Want to Learn About?
AUGUST 27, 2009
There has been quite a bit of change in B2B marketing over the past couple of years. Buyers have moved online, which has had a major impact on the buying process. Prospects now have instant access to much more information, so marketing’s involvement reaches much further down the sales cycle: they need to nurture prospects with relevant content until they are sales-ready. Sales people are still very important, but they can focus on facilitating the buying process rather than distributing information. 10 years ago, email marketing was in its infancy. Continuing Education for B2B Marketers.
B2B Pay Per Click Advertising
AUGUST 11, 2009
Interview with Terry Whalen from CPC Search. To generate demand for your products, it’s not enough to nurture the existing leads in your database. You also need a steady stream of fresh leads coming in. There are many ways to find these new leads: inbound marketing, search advertising, tradeshows, lead programs, etc. They all have their pros and cons, and most companies use a combination of strategies. have written a lot about Inbound Marketing ( social media and search engine optimization ): it’s free, but takes a fair amount of time to set up. What is your take?
Measure Your ROI on Social Media Leads
AUGUST 4, 2009
On Tuesday Genius.com announced the Genius URL Shortener (GURL), which makes it easier to measure the results of social media campaigns. At first I thought: “what’s new about that? , and Marketo wrote a post on an alternative way to create tracking links. But when I read Ardath Albee’s post about the Genius URL Shortener I really got it: GURLs are cool! Lead Source Measurement Needs Improvement. Tracking where a visitor comes from is not a new technique. first used it inside AdWords, in which they offered cross-media conversion tracking. Let me know your suggestions.
Free Trials Aren’t What They Used to Be
JULY 29, 2009
An important aspect of Demand Generation are the offers: what will your prospects register for? popular offer for software vendors is the free trial. read an interesting article on the decreasing effectiveness of free trials as a lead generation tool in the DemandGen Report. In the article Howard Sewell says that free trials “eliminate a huge subset of potential customers at the outset—people who (…) simply don’t want to expend the time or hassle downloading, installing and evaluating the actual product. Very true. Over 100,000 Downloads! Very frustrating. Developers or End-Users?
Social Media for B2B Lead Generation
JULY 16, 2009
Earlier this year Jame-Ane Ervin wrote a great post about the results of promoting her webinar via Social Media. She got a 400% increase in leads! Now that’s effective use of social media. couple of weeks ago I met one of the founders of the site Social Media B2B : Jeff Cohen ( @dgtlpapercuts ). We started talking and he asked me to write a post about using Social Media for B2B Lead Generation, as LeadSloth has done a fair bit of work in that area. decided to limit myself to Blogging, LinkedIn and Twitter. “Twitter is getting more popular every day. Let me know what you think!
SEO Optimization - 3 Steps to Success
JULY 14, 2009
In the last years I’ve done a lot of Search Engine Optimization (SEO) projects. What keeps surprising me is that most people think it’s some kind of black art. Basic SEO is actually quite straightforward: hence my 3 steps to SEO Success. Agreed: I had to simplify some things, so please don’t bash me on that. My goal is to expose the basic principles of SEO, not to provide a comprehensive cookbook. Side note: I mainly write about Marketing Automation, but I’ve come to believe that Inbound Marketing (which includes SEO) should go hand-in-hand with Marketing Automation.
Demand Generation Blogs Continued
JULY 10, 2009
In the spirit of Twitter’s Follow Friday I’d like to finally publish the remaining Demand Generation blogs that I enjoy reading. Earlier I published the Top 10 Demand Generation vendor blogs and the Top 10 Marketing Automation Blogs. Of course, there were many great blogs that I forgot to include, so here are the remaining ones! B2B Marketing Zone. This is more of a meta-blog, aggregating a large number of B2B blogs, including this blog. I’ve discovered several new and interesting blogs on the B2B Marketing Zone, so highly recommended. DemandGen Report. Net-Results blog.
Marketing Automation Introduction
JULY 8, 2009
Many posts on this blog are fairly in-depth, so it was fun to write an introduction to Marketing Automation on the Genius.com blog. For easy digestion, I split up the marketing automation process in four steps: Getting more visitors to your website. Get more visitors to register. Lead nurturing and scoring. Marketing & Sales Collaboration. In addition to the overview article that I linked to above, I’ve written one post for each step. Those will be published this week and next week.
Inbound Marketing & Marketing Automation
JUNE 23, 2009
The Marketing Automation industry is evolving continuously. Many digital marketers are using marketing automation tools to automate lead nurturing. But if you want to expand your business, you also need to continuously add new leads to your database. Traditional lead sources are tradeshows or lead programs with magazines. Those are definitely useful, but the number of leads is low and the cost per lead is high. It may be attractive to shift more budget to generating leads via your company’s website. And that’s where Inbound Marketing comes in. But it can quickly get expensive.
Interview about Marketing Automation on the Genius blog
JUNE 11, 2009
Parker Trewin at Genius just posted an interview with me on the Genius blog. It gives some background on the name ‘LeadSloth’ and my plans for the future. We also discuss some trends in the Marketing Automation space.
Freelance Marketing Automation Consultant
MAY 16, 2009
This week I’m finishing up my day job as Sr Marketing Manager at Backbase, and will be available full-time for Marketing Automation Consulting. If you have Marketing Automation challenges, I’d love to hear from you ( or toll-free 1-888-4A-SLOTH). have hands-on experience with Marketo, Market2Lead, Pardot, Hubspot, Salesforce.com, DemandTools, various Email Service Providers, multiple CMSs (Wordpress, Drupal), and a range of other tools. Because I understand Marketing Automation in-depth, I can usually get up to speed quickly with any other tools that you may have. See you then!
Top-10 Demand Generation Vendor Blogs
APRIL 29, 2009
In my previous post I listed the Top-10 Demand Generation blog by marketers and consultants. Today I’ve put together a list of vendor blogs. Most of these vendors blogs really get ‘online marketing’, so they talk about best practices rather then just touting their products, and they post regularly. In alphabetical order: ActiveConversion B2B Marketing Blog. This is my new discovery. Recently, they are writing more posts, and some good ones too! For example, I like Six Steps to Punching Above Your Weight. Eloqua Marketing Insights and Digital Body Language. Marketbright blog.
Top-10 Marketing Automation Blogs
APRIL 24, 2009
A couple of people recently asked me which blogs I’m frequently reading. So here’s the list. Please send me your favorite blogs, because there must be lots of great Marketing Automation blogs that I haven’t found yet! BTW 1: Some of these blogs are more about lead generation, demand generation or inbound marketing, so maybe the title of this blog post is not ideal. But regardless of the terminology, these are the blogs that I enjoy most :- ). BTW 2: I have not included vendor weblogs: I will put those in a separate post. Jame Ervin ’s @Work blog (@ jameane ). Thanks!
Abandon Your Marketing Automation System!?
MARCH 22, 2009
I’m working on an interesting project right now: moving away from a marketing automation system. The plan is to go back to using only Salesforce.com with some cheap add-on tools for email, form submission and data quality. Smart or foolish? I’d love to have your input on the potential pitfalls (and benefits) of this approach. Background. The company in question has used a comprehensive marketing automation system for about 2 years. In the early days it was used to sift through hundreds of new B2B leads per day to identify the valuable leads. How to Replace a Marketing Automation System?
2009 Big List of B2B Marketing and Sales Blogs
Proteus B2B Marketing Blog
AUGUST 27, 2009
With all the micro-blogging, I’ve often wondered whether the number of bloggers who actually create original, substantial content is decreasing. Don’t get me wrong, you can create meaningful thought in 140 characters, but it’s a lot easier to write 140 characters (no matter how well crafted) than it is to consistently create original content for [.].
Sales Ready Leads: Quality vs. Quantity
AUGUST 3, 2009
The topic of Quality vs. Quantity in demand gen has been a constant debate. Whether it's inbound marketing or outbound marketing there are costs associated with a lead, there are costs associated with the time and effort needed to convert that lead to an opportunity, and there are costs tied to the quality of those leads and how that impacts conversion rates. As David Greenberg, Sr. Quality Vendor.
2009 Junta42 Golf for Autism Another Success - $30k in Proceeds in 3 Years
AUGUST 17, 2009
Our original goal for 2009 was $12,000. 2009 was our first year and we have every intention of participating next year. It was another perfect day for an amazing cause. On August 14th, nearly 100 golfers and over 80 sponsors and contributors came together to raise more than $10,000 to help get children with autism get speech therapy services. All proceeds for the event go to Easter Seals Northern Ohio. By late 2008, it was apparent that this year was going to be much more challenging. All told, we feel pretty good about surpassing the $10k level. Thanks Joe!
Top 20 CRM Blogs of 2009
B2B Lead Generation Blog
JANUARY 29, 2010
Read Forecasting Clouds' Top 20 CRM Blogs of 2009 Forecasting Clouds ranked the top 20 CRM blogs based on their content, readability and frequency of posting. I'm honored to have been included on the list. As I read over the list of blogs, I discovered some new ones worth reading along with a number of bloggers I already follow. Here's a partial list of the CRM blogs on their list: PGreenblog and CRM: The Conversation – Paul Greenberg. Beagle Consulting Blog – Denis Pombriant. Brent’s Social CRM Blog - Brent Leary. Think Customers: the 1 to 1. Jeremy Nedelka. Carfi. Blog - Michael Maoz.
6 steps to writing a better Request for Proposals, a primer
JUNE 19, 2009
We believe strongly in Requests for Proposals (RFPs) as a tool for companies to find the best products and services at competitive prices, but also as an evaluation method for finding that elusive "best fit". However, too often the RFP process is run by people who have never experienced the process before, either from the issuer or vendor side, and essentially don't know what to say or what to ask.
TriComB2B: Smart. Strategic. Technical. - Technically Focused B2B Marketing Agency - formerly TriCom Marketing & Communications
JUNE 1, 2009
more » News / Press Releases TriComB2B Named as 2009 Best Places to Work Winner. We get it. From writing technical bulletins for your sales force to composing a speech for your CEO, our technically oriented staff of engineers, account managers and marketers will produce deliverables that make sense for your business with results you can measure. We are distinctive due to our technical aptitude , industry knowledge and business acumen. Contact TriComB2B to learn how our focus on technical products and services can help make your marketing efforts more effective. All Rights Reserved.
Cold calling and the Complex Sale: observations you can learn from (thanks to my daughter)
B2B Lead Generation Blog
SEPTEMBER 22, 2009
I was somewhat shocked to find out that my 14-year-old daughter had searched YouTube recently for any mention of her dear old dad. She stumbled across a video that included a recent mention of my book, Lead Generation for the Complex Sale. Isn’t it just amazing how easy it is in today’s world for our children to get the goods on their parents? But, excuse me, I’m digressing. With it.
13 Top Books for CMOs - Recommended by The CMO Club
MARCH 5, 2009
Pete Krainik of the CMO Club posted thirteen books that members of the CMO club have recommended. Great list : Breakthrough Marketing Plans: How to Stop Wasting Time and Start Driving Growth. Blue Ocean Strategy: How to Create Uncontested Market Space and Make Competition Irrelevant. Business Stripped Bare: Adventures of a Global Entrepreneur. Clued In: How to Keep Customers Coming Back Again and Again. Crucial Conversations: Tools for Talking When Stakes are High. Leading Change. Marketing Champions: Practical Strategies for Improving Marketing's Power, Influence, and Business Impact.
Annoucing a new family member
B2B Lead Generation Blog
JULY 16, 2009
I seldom write personal posts but I'm making an exception to share my joy. Lydia Faith Carroll was born on 7/8/09. She is 7lbs 6oz and 19 inches long. Mindy and Lydia are doing great! Lydia getting some rest : ). Our first family photo with Lydia. happy family of five! feel very grateful and blessed
What Exactly IS Digital Body Language?
Digital Body Language
JUNE 18, 2009
I've been using the term "Digital Body Language" on this blog quite a lot for obvious reasons. However, I have not really taken a moment to define the term, as I realized recently after a presentation on the topic. So what is it? What we are referring to when we talk about Digital Body Language is the aggregate of all the digital activity you see from an individual.
Fire your Director of Social Media!
Buzz Marketing for Technology
DECEMBER 22, 2009
At a recent ANA conference I was interviewing Brian Wallace VP of Digital Marketing and Media for RIM when I heard him say “2 years from now- if I still have a Director of Social Media – I should be fired! and after thinking about that I can’t help but agree with him. Said differently how do we make social part of the very DNA of the firm? What’s your view? Tweet This! Digg this!