Remove 2009 Remove CRM Remove Lead Nurturing Remove Marketing Automation

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7 Reasons Why Marketing Automation Projects Fail

LeadSloth

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. Not Enough Leads.

70 New (Really) Marketing Automation Stats

Marketing Action

Many of the marketing automation stats we regularly use – to make strategic decisions, craft presentations, prepare for sales calls – are getting a bit long in the tooth. Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. It’s from 2009. So we set off to uncover the most recent marketing stats.

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87 New (Really) Marketing Automation Stats

Marketing Action

Many of the marketing automation stats we regularly use – to make strategic decisions, craft presentations, prepare for sales calls – are getting a bit long in the tooth. Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. It’s from 2009. So we set off to uncover the most recent marketing stats.

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Why Are Marketing Automation Managers So Hard to Find?

LeadSloth

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. 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? The situation with Marketing Automation reminds me most of Web Analytics. Email Marketing.

Email Autoresponders 2.0 in B2B Marketing

Anything Goes Marketing

At times, marketers set these up and then forget about them. In this post, I want to highlight some of the interesting trends I'm seeing in marketing automation - specifically the autoresponder email and how you can take advantage of this often neglected marketing gem. Using this technique demonstrates that marketing is at the top of their game. That's correct.

Top 10 Triggered B2B Email Marketing Campaigns

Anything Goes Marketing

One of the themes for marketers in 2009 is “doing more with less”. While some marketing teams are facing cut backs and spending freezes or reductions, they still need to hit their goals which may include generating X number of leads, Y amount of influenced pipeline and/or Z amount of influenced sales. A key part of “doing more with less” is automating your email marketing campaigns.

Review: Six Small Business CMS and Web Marketing Systems

Webbiquity

Should you look at something beyond a CMS—a web marketing system (WMS), that provides additional functions like customer relationship management (CRM) and email? For businesses looking beyond “free&# tools, here are six CMS and WMS options that can help you get more sales and marketing productivity out of your website, while being easy on your web content contributors. Still, for smaller consumer marketers who want to run an online store in addition to their basic website, this is worth a look. Web Marketing Platforms. CMS Only. Squarespace. LightCMS.

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Tailwinds for Marketing Automation Software - Insight from CRM.

Tom Pisello

Friday, October 22, 2010 Tailwinds for Marketing Automation Software - Insight from CRM Analyst Lauren Carlson In a recent blog post from Software Advices Lauren Carlson , this emerging CRM analyst indicates how hot the market for marketing automation software has become, and although the niche was timid several years ago, marketers are now adopting these systems aggressively.

Marketing Automation - What does it mean?

Digital Body Language

Consistently, the term “marketing automation” is applied to our industry. often get the question of “can marketing really be automated” and I think that there’s an opportunity to clarify what aspects of marketing truly can be automated, and what aspects cannot. So where does marketing automation come in? What Can’t be Automated?

Hard Data to Justify Your Marketing Automation Investment

Customer Experience Matrix

Summary: So you want some hard numbers to prove the value of marketing automation? client asked yesterday if I had some benchmark information to justify the cost of her marketing automation project. Neolane “ Making the Business Case for Enterprise Marketing Software ”. higher campaign response rates and conversion rates • 50% decrease in time to execute campaigns • 100% increase in number of campaigns • 85% decrease in cost per lead • 18% higher revenue • 9.3% Aberdeen Group has published many studies related to marketing automation.

Sales Enablement: A Key Goal of B2B Marketers

Digital Body Language

As B2B marketers , many of us have mainly focused on lead flow to sales as our key driver. Lead flow is definitely an important and vital part of good B2B marketing and sales alignment, but it is not the only area that should be focused on. However, if you enjoy the content, my only ask is that you share it with others: Share this eBook on Twitter.

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10 Ways to Optimize Your Lead Conversion Rate

B2B Lead Generation Blog

Tweet The ultimate goal of B2B marketing and lead generation is to help the sales team sell. Marketers spend a lot of time and effort creating inbound leads but struggle getting those leads to convert into customers after they hand them off to sales. As I talk to marketers about their lead generation results, I often hear statements like, “We’re generating lots of leads, but they aren’t converting” or “We need to increase lead quantity” or “We need to generate more qualified leads.” Relevance is critical lead nurturing.

Tempted to Do Away With Registration Forms? Think Again.

The Point

A client asks: “Now that we have our marketing automation system in place, is it really necessary to use registration forms in our lead nurturing (follow-up) campaigns? Offering up pre-populated landing pages gives contacts the opportunity to update outdated or incorrect information, serving to maintain and improve the quality of your CRM data. 2. In addition: 1.

Jesubi Doubles Sales Prospecting Efficiency

Customer Experience Matrix

You may not want to replace your CRM system with Jesubi, but dedicated prospecting teams should take a close look. But the succeeding text finally ends any confusion: “Jesubi is for companies that: Have a sales team Need to increase prospecting activities per hour Need real-time visibility by rep, campaign, industry Want to proactively reach their market place Want to generate and qualify more leads Need to measure response rates of messages” That’s a lot of words, but you had me at “increase prospecting activities per hour”. Just thought I’d point that out.

Lead Nurturing - Social Media - Best of B2B Marketing

B2B Marketing Zone Posts

Best of B2B Marketing. September 4, 2009 to September 11, 2009. Tools for Business Teams Doing Twitter - B2B Marketing Savvy , September 7, 2009. Six Steps to a Successful Small Business Content Marketing Strategy - Content Marketing Today , September 4, 2009. Top 40 B2B Marketing Blogs - B2B Marketing Zone - WebMarketCentral , September 9, 2009. prospecting rules that produce leads - B2B Lead Generation Blog , September 10, 2009. bizsolutionsplus , September 8, 2009. Lead Nurturing (14).

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Latest B2B Marketing Trends From SiriusDecisions Summit 09

Anything Goes Marketing

If you’re looking for an eloquently written post on how B2B marketing has changed and recommendations on what you should do, you’ve come to the wrong page. What I have done is reviewed the tweets from the latest SiriusDecisions Summit 2009 and captured points that I thought were interesting and categorized them. Unfortunately, I wasn’t able to go (not without trying!) Chad H.

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Dreamforce 2009: Engaging Effectively with Social Networks using Salesforce.com

Modern B2B Marketing

At this Dreamforce 2009 session led by Fernando Obregon Almazan, salesforce.com; Lorena Vales, salesforce.com; and Jonathan Hersh, salesforce.com, marketers learned about how and why companies should participate in social networking to generate brand awareness and create a viral effect when clients or prospects recommend their products. Why should I care about Social Networks? .

5 Reasons Why Lead Management is more than Lead Nurturing and Scoring

Modern B2B Marketing

I think one mistake many marketers make is to think of their lead management requirements too narrowly — and to be honest, quite a few demand generation vendors make this mistake as well. As I wrote back in December, 2006, the fact that today's buyers take control of their buying processes using search, social media, and other online tools means that marketers need to move away from a mindset of "generating leads" and towards a model of " managing leads ". Cast your marketing net wide so customers will find you no matter where they are searching.

We need an app for that

Chris Koch

I’ve been working on a report for ITSMA clients this week about analytics and it got me thinking about the proverbial bigger picture of B2B marketing. We know from our research that we in marketing don’t do much with analytics—i.e., Only 50% of marketers in our survey said they had analytics programs, and of these, few were focused on predicting behavior; most were simply reporting past behavior. Two of the companies I spoke to for my report use analytics to determine which marketing tactics are working and which ones aren’t. Universal lead definition.

We need an app for that

Chris Koch

I’ve been working on a report for ITSMA clients this week about analytics and it got me thinking about the proverbial bigger picture of B2B marketing. We know from our research that we in marketing don’t do much with analytics—i.e., Only 50% of marketers in our survey said they had analytics programs, and of these, few were focused on predicting behavior; most were simply reporting past behavior. Two of the companies I spoke to for my report use analytics to determine which marketing tactics are working and which ones aren’t. Universal lead definition.

Having a blast with B2B email?

Acquiring Minds

Otherwise known as Batch & Blast email, B2B marketers have viewed this type of email as best for retention marketing, rather than acquiring customers. In the early days of email marketing, two powerful types of email were unavailable to B2B marketers: 1to1 Sales emails that allow sales reps to automate, personalize and track emails. Multi-Function Email Suites dominate B2B email marketing. Retention email marketing takes a back seat to acquisition marketing. Marketing automation vendors are extending their applications.

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Hubspot Offers Small Business Marketers a Big Bundle of Features

Customer Experience Matrix

Summary: Hubspot offers a bundle of Web traffic generation and lead management features in one low-cost package. Yesterday’s post described one strategy to sell marketing automation to small businesses: provide a specific, turnkey service that requires virtually no skill or effort from the user. So I believe the future lies with integrated marketing automation systems that combine many different functions while sharing data and processes whenever possible. That would greatly limit the marketing automation vendors' business.

Eloqua Adds Free Implementation Offering

Customer Experience Matrix

The new service, called QuickStart, will also be delivered by Eloqua partners, giving them an opportunity to start a relationship that could lead to future paid business. Eloqua Senior Vice President Paul Teshima, who is in charge of post-sales support, said the new program includes system configuration, CRM data integration, setting up an email template, landing page, three-touch lead nurturing program and a lead scoring discussion. On Monday, Eloqua announced a new free deployment service for its clients. Crafty.

Demand Generation Implementation Survey: Half of Users Deploy Basic Features in One Week

Customer Experience Matrix

This suggests that marketers are quickly gaining value from their systems, but also highlights the need for continued training to be sure they take advantage of all system capabilities. lead transfer to CRM 18 5 8 0 2 2 35 0.94 CRM integration / synchronization 23 4 2 1 3 3 36 0.92 lead scoring 12 7 3 0 10 4 36.89 multi-step lead nurturing campaign 8 10 7 2 5 4 36 0.89 Web site analytics 14 7 6 2 2 4 35 0.89 But they’re certainly a popular marketing tool, so I guess people will run them through their demand generation system regardless.

Infusionsoft: Impressive Marketing Power for a Very Low Price

Customer Experience Matrix

The point of the story, other than showing why economists are poor comedians, is that the market is not always perfectly efficient. Now we come to Infusionsoft , which offers marketing automation, CRM and ecommerce for as little as $199 per month. The company’s marketing is tightly targeted at very small businesses (under 25 employees) but its marketing features are competitive with demand generation products aimed at much larger firms. If advanced lead scoring or Salesforce.com integration are show stoppers for you, then read no further.

Drop the “Social” Prefix Already…It’s Just “Selling”

Modern B2B Marketing

Let’s explore… As a sales rep, I have to admit that Twitter rubbed me the wrong way once it started to go mainstream circa 2009. My marketing team was urging me to “use Twitter to find leads”, but I ran an entire geographic territory and doing a Twitter search for terms such as “ marketing automation ” or “ lead nurturing ” was not focused enough and created too much noise.

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B2B Lead Generation Blog: On B2B Demand Generation tools and Lead Generation Dashboards

B2B Lead Generation Blog

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! This morning I talked with Jim Berkowitz, who writes the CRM Mastery E-Journal.

Marketing Automation for the Inbound Challenged-Part 3: Vendors I

B2B Ideas @ Work

Once you've grasped the whole marketing automation concept, you're going to need a vendor to help you follow through. Over my next two blogs, I'll highlight different marketing automation vendors, and what they do that sets them apart. Eloqua Eloqua provides you with contact management, campaign management, lead management and marketing measurement, all in one platform.

Introducing Maria Pergolino aka InboundMarketer

Modern B2B Marketing

I'm thrilled to welcome Maria Pergolino as another author of the Modern B2B Marketing blog.  I first met Maria when her company selected Marketo Lead Management for their marketing automation system, and was immediately impressed with her demand generation expertise. Maria is now an independent contractor working with Marketo, helping out with Marketo's lead generation and lead nurturing programs as well as our social media initiatives.  Please join me in welcoming her to the Marketo team!

B2B Lead Management Market Heats Up

delicious b2bmarketing

Home Forrester Research « Getting Up Close and Personal | Main | Social Technographics Data Now Available » March 20, 2008 B2B Lead Management Market Heats Up [Posted by Laura Ramos ] Since the start of this year, I’ve been receiving a boatload of briefing requests from companies wanting to show me their lead generation and management solutions. Most recently, Marketo just announced their lead management solution. There are four primary buckets of technology solutions aimed at solving the “how do I make lead generation activities more effective?” Lead farming?

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Demandbase: A New Twist In The Lead Management Automation Market

delicious b2bmarketing

Home Forrester Research « I was recently briefed by | Main | Going Corporate » August 26, 2008 Demandbase: A New Twist In The Lead Management Automation Market [Posted by Laura Ramos ] In a recent survey of over 2100 IT professionals who buy or recommend telecom and networking solutions, we found buyers turn to peers and colleagues first, followed by vendor, industry trade, or professional Web sites, to inform their purchase decisions. B2B marketers looking for ways to turn their Web sites into demand generation tools have some new solutions to consider.

Numeric Scoring: The Key To Lead Management Success

delicious b2bmarketing

Home Forrester Research « We’re renaming the blog | Main | New networks in the news » April 16, 2008 Numeric Scoring: The Key To Lead Management Success [Posted by Laura Ramos ] Recently I saw a preview of Eloqua’s spring release and it got me thinking about the role lead scoring plays in determining campaign effectiveness. With these changes, I see Eloqua – like many of the other firms I mentioned in my prior post – moving the B2B marketing conversation ahead in an important direction. And this is where I think the marketing rubber hits the sales road. The problem?

B2B Lead Generation Blog: Budget Wars: Sales & Finance vs Marketing

B2B Lead Generation Blog

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Many financial executives still view marketing as an expense, a.k.a.

Marketing Features in Salesforce Summer 09

Modern B2B Marketing

There are many new features for marketer to check out in the Summer 09 release of Salesforce.com.   The changes for marketing are diverse, spanning from report improvements to campaign functionality. After July 2009, you can create Custom Fields on Campaign Member Records. Other new features include: Auto-response email and updates are now available in Salesforce.com, which means you can set up automated emails & field updates based on campaign member behavior and attributes using workflow rules.   Either way, it's a win for marketers!