CSO Insights’ 2010 Lead Generation Optimization study found that only 37% of marketers using a lead generation management system say their efforts need improvement. Metrics have fostered a lot of discussion with marketers in the last year or two. Those who have adopted marketing automation software have discovered the difference of using data to drive decisions that help them to realize higher returns on marketing investment as well as customer acquisition. Increase in the development of sales opportunities. Revenues and customer acquisition. Sales Pursuit. MORE >>

Social media is that shiny new object that many marketers are rushing to include as a component of their marketing mix. In fact, research shows the budget investments in social media are growing at a steady clip. The good news is that social media is a tool that can wield a lot of power for marketers, if incorporated into their content marketing strategy , not implemented in a stand-alone fashion. One thing that helps accomplish this is to shift the belief that nurturing is defined by email campaigns. It certainly doesn’t have to be. Blogs are also a natural extension to nurturing programs. MORE >>

Ardath Albee is a B2B Marketing Strategist and CEO of her firm Marketing Interactions, Inc. She authors the popular Marketing Interactions blog, speaks frequently at industry events and her book, eMarketing Strategies for the Complex Sale was released last fall by McGraw-Hill. Ardath helps B2B companies with complex sales turn prospects into buyers with emarketing strategies powered by contagious content. In her section of the Guide , Use Content Intelligence to Drive Pipeline Momentum , Ardath discusses the job content needs to do to escalate marketing effectiveness. Download the eGuide today. MORE >>

Over the last several months Manticore Technology has been marketing our Quintessential Marketing Automation Guidebook to a wide array of B2B marketers.  you should have seen it by now).  The premise of the guide was simple:  Develop a marketing automation best practices eBook with our partner network to drive lead generation and further the message of the importance of process in marketing automation.  At the same time we could help build awareness of our marketing automation partner network. The first one was looking at how many touches was optimal in an email marketing campaign.  RESULTS. MORE >>

Many of you have seen the 2009 film He’s just not that into you. For those of you that haven’t, bravo – it was terrible. However, the premise of the movie resonates with most of us because we may have been on one side or the other. The film goes through a list of dating scenarios, in which one person should get the hint the other person is blowing them off but doesn’t. Similarly, in the sales process, there are often telltale digital signs that a seemingly viable lead is just not that into you. Lead Scoring models help your sales team prioritize leads that are ready for action. No activity. MORE >>