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Sales 2.0 and Social Media: Thought Leadership with Anneke Seley

Modern B2B Marketing

The biggest mistake I see sales executives and reps make is to fear social media or dismiss it as a time waster.  We can now point to many examples of social media contributing to a sales manager's monthly quota or filling the pipeline with qualified leads.   We sales people are also susceptible to making the same mistakes in social media that we make face-to-face, on the phone, in e-mail, and any other communications: we talk before we listen.  What are your thoughts on lead nurturing to help sales move leads through the sales funnel? Sales 2.0 In Sales 2.0,

The Difference between Lead Nurturing Accelerator Campaigns and Lead Lifecycle Campaigns

Modern B2B Marketing

Today Marketo released chapter 3 to The Definitive Guide to Lead Nurturing , and we are so excited to see so many people returning to check out this week’s chapter on Advanced Lead Nurturing. In this chapter, Marketo shares best practices on Accelerator Campaigns and Lead Lifecycle Campaigns. Some quick tips on Accelerator Campaigns include: Start simple and build out these lead nurturing campaigns. Lead Lifecycle Campaigns are developed to ensure prospects aren’t left to go stagnant. But this doesn’t have to be the case.

Marketo's Secret Sauce for Demand Generation

Modern B2B Marketing

Well, at Marketo , we’ve built a world-class demand generation machine that has helped us in just 10 months to sign up over 130 customers in more than eight countries, including companies such as Thomson Reuters, Reed Business, and CollabNet. Now, I'm not writing this to promote Marketo, but I think our results are proof that we’re doing something right with our own demand generation and lead management processes. Here’s an outline of the topics I covered: Marketo's demand generation funnel. Our 21 day lead follow-up process.

The 3 ingredients of business success today

Fearless Competitor

Marketing Automation — Good packages out there like Marketo and Eloqua. Content builds trust (lead nurturing) so businesses turn to your company. Jeff Ogden is the President of Find New Customers , a lead generation company that helps businesses find and acquire new customers. Tags: Lead Nurturing lead generation marketing campaigns marketing funnel One or two won’t do the job.  It’s three or die. Content Marketing — Marketing automation starves without great content. Marketing automation is the tool. It works.

The big and almost free marketing initiative that almost no one is doing today

Fearless Competitor

It’s lead nurturing, and a study by DemandGen Report (who recently published an article from this blog) did a study in late 2008 and found that only 8% of respondents currently have an automated lead nurturing strategies and processes in place. The remaining 92% have failed to establish a process for longer term leads and are leaving money on the table but allowing prospects to leak and buy from competitors. In order to achieve maximum results from lead nurturing, it needs to be combined with a lead scoring system.

Marketing Features in Salesforce Summer 09

Modern B2B Marketing

After July 2009, you can create Custom Fields on Campaign Member Records.   This needs to be improved though, as this feature cannot be used in mass emails or workflows (so a nurturing email sent by could not arrive from a selected email).   My favorite change is the new funnel chart.   One example of how to use this is to create a funnel chart to graphically illustrate your opportunity stages.   N ew chart types: donut and funnel. New option to show the legend on the chart for pie, donut, and funnel charts.

What made the Digital Marketing World-Go-Round? 10 Takeaways from the MarketingProfs Digital Marketing World Virtual Conference

Modern B2B Marketing

Yesterday’s Fall 2009 MarketingProfs Digital Marketing World Virtual Conference was the perfect event to prepare for the planning of Q4 marketing programs. focused on the B2B sessions along with hosting a one hour chat session on Email Marketing and Lead Nurturing in the network lounge during the event. It’s about improving the viewers experience The prospects, experience on a landing page is what is going to lead them to fill out a form. Instead, it should be part of your marketing mix, to enhance your current campaigns.

Best Practices from the Front Lines: Thought Leadership with Mark Fidelman

Modern B2B Marketing

Marketing automation has the ability to benefit almost every B2B company and industry, but are there benefits specific to open source companies?   In our newest B2B marketing thought leadership interview , Mark Fidelman is the EVP of Sales at MindTouch and author of " Open Source Best Practices 2009 " talks about open source success and using marketing automation to achieve it. Sophisticated marketing automation tools are needed to aid marketing and sales throughout the entire lead nurturing process.  How can a solution like Marketo impact conversion rates?

2010 Blueprint for B2B Demand Generation Success: Free Webinar with SiriusDecisions and the American Marketing Association

Modern B2B Marketing

This webinar, hosted by the American Marketing Association, featured Tony Jaros, VP of Research at SiriusDecisions, and Jon Miller, VP of Marketing at Marketo who together discussed five key planning assumptions in two key areas- reputation and demand generation.  Specific steps you can take to turn your leads into revenue faster than ever before. These interactions will not only be used to generate leads, but will be used to score and nurture leads as they move down the sales funnel.  How budgets have changed over the past 12 months.

Marketing Automation Update: Manticore VII Released


Although the improved UI is the big change, the new version also adds integration with for AdWords campaigns and improved lead generation capabilities. It competes with vendors such as Marketo , Eloqua , Marketbright and Genoo. This has made the marketing funnel longer, and the actual sales process shorter. Proper lead nurturing has become critical, which is where marketing automation systems come in. The company made the announcement at's Dreamforce conference in San Francisco. The company's original focus was on web analytics.

Manticore VII Marketing Automation and Lead Generation Released


Although the improved UI is the big change, the new version also adds integration with for AdWords campaigns and improved lead generation capabilities. It competes with vendors such as Marketo , Eloqua , Marketbright and Genoo. This has made the marketing funnel longer, and the actual sales process shorter. Proper lead nurturing has become critical, which is where marketing automation systems come in. Note: this post was originally published on the WebMarketCentral blog in November 2009. Share this on Digg this! Tweet This!

The New Secret Sauce to Demand Generation

Modern B2B Marketing

Back in January 2009, Marketo came out with a webinar entitled, The Secret Sauce to Demand Generation: How Marketo Nurtures, Scores and Accelerates Leads through the Revenue Cycle. Originally created to illustrate how Marketo achieved booming marketing results, this webinar soon became Marketo’s most popular resource.

Marketing Automation Trends for 2010


2009 was the year in which Marketing Automation really took off. Manager, Inbound Marketing, Marketo. The vast majority of leads generated on a website never have a meaningful conversation with a sales rep. If there is no mechanism to pass the lead back to the marketing team (in an automated or semi-automated fashion), the lead is gone forever. Marketing automation solutions can facilitate remarketing to inactive leads, or so-called lead recycling, which helps drive value from a marketer’s most valuable asset, his or her lead database.

B2B Lead Generation Blog: 7 Tips to Improve Sales Follow-up & Close More Leads

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! Does the sales team either ignore your hard-won leads or complain about their quality?