Trending Sources

Leadspace and LeanData Partner to Drive ABM with Unparalleled Combination of Predictive Analytics and Lead Management


Partnership Combines Lead Routing, Matching, Predictive Data Enrichment. Automated Lead Matching and Routing Brings Speed and Accuracy for ABM. Leadspace and LeanData today announced a partnership to provide lead routing, matching and predictive enrichment of both individual and company contact data. But routing leads for prompt follow-up is a major challenge.

A Structured Approach to Demand Generation Analytics


One analytics vendor after another is selling you on their ability to analyze and make sense of “any” data. Demand So what is the key to better demand generation analytics? Really we want to know the critical path of content offer and engagement channel dialogue that led to someone becoming a qualified lead, opportunity and/or closed revenue? Garbage in; garbage out.

Why You're Thinking About Digital Marketing Analytics All Wrong


The trouble is, when most marketers hear 'digital marketing analytics,' they tend to think of the metrics you'd typically associate with a web analytics tool like Google Analytics -- traffic, bounce rate, unique visitors, etc. Looking at top-level web analytics metrics like traffic is only part of the puzzle. So why exactly do digital marketing analytics matter?

Marketing Analytics: 3 steps to help Sales and Marketing improve productivity

B2B Lead Generation Blog

Tweet According to MarketingSherpa’s just-released 2013 Analytics Benchmark Report , only 37% of respondents said they routinely used analytics for their marketing planning. They would be wise to follow the lead of Aimee Miller, Vice President of Marketing,  AppFolio , a property management software company. Sales and Marketing: The technology behind CRM.

Organizing the Chaos of Social CRM

Paul Gillin

Software Advice has posted a grid that presents a new way of looking at the social CRM market. More importantly, Marketing Director Houston Neal argues that social CRM actually doesn’t exist. The market is too fragmented and no vendor pulls together all the necessary features, which include platforms, monitoring tools, social analytics and CRM.

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Marketing Automation 2014 Industry Overview: What the Surveys Tell Us

Customer Experience Matrix

In fact, what was most impressive was the relative consistency of the rankings, with ead nurturing, analytics, and lead scoring at the top in both surveys, email and campaign management in the middle, and list segmentation is at the bottom. The Interwebs have delivered an unusually rich trove of data about the marketing automation industry in the past few weeks.

How Marketing Operations Can Align with Sales (and Why)


The technologies that look for code like this on sites to determine which tools that company is using follow up that discovery by transposing that information into your Customer Relationship Management (CRM) system. Lead Management alignment marketing and sales alignment marketing operations operations salesGive both teams visibility into systems. The key takeaway.

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Sales Alignment: Put Theory Into Practice

Marketing Action

Theory: Have a well-defined process for lead management and internal team management. Practice: It’s all very well generating leads, but if there is no process to nurture the lead through to conversion, they will get lost in a black hole. Your sales and marketing teams must agree on when a lead is to be passed to sales; this is a key concept of sales alignment.

14 Quick Tips for Kick-Ass Lead Management


Sales wants more, better leads. Marketing wants sales to call all of the leads they're delivering. How do you improve lead management so leads aren't wasted or contacted before they're ready, and both sales and marketing can live together in harmony? With or without a lead management system, you likely still face these types of problems. Industry?

Key Takeaways from IDC’s 2012 CMO Advisory Service Best Practice Series: Realizing the Vision of the 21st Century Lead Management

Modern B2B Marketing

by Dayna Rothman IDC recently released their 2012 CMO Advisory Service Best Practices Series: Realizing the Vision of the 21st Century Lead Management. Here are some questions that IDC sought to answer with their survey: How do leading companies staff and organize teams for effective lead management? What lead management metrics are most used?

What a Top-Notch Lead Management Program Looks Like


To make the hours spent worthwhile, it’s important to ensure that your sales team is only talking to the most qualified leads. Lead management is a strategy and set of corresponding tools that help companies filter out unqualified leads and better understand the buying cycle of their good leads. Lead Intelligence. Lead Scoring. Lead Nurturing.

Lead generating machine: is your website actively helping your business grow?


Your website, when done right, can be one of the most effective lead generation tools in your arsenal. To get those leads moving through the funnel, focus on creating a stellar user experience. Research shows a one second delay in page load time could cause a 7% loss in conversions, while also leading to a 16% decrease in customer satisfaction, and 11% fewer page views.

How to Spark a Romance Between Sales and Marketing

It's All About Revenue

For sales and marketing this often means agreeing exactly on what qualifies as a “lead.”. Lead scoring can help bring them together on lead follow up. By setting a common set of criteria for what an ideal lead looks like, setting up a scoring system ensures only ‘sales-worthy’ leads make it into the hands of sales for follow up.  Sending over hot leads to sales and seeing success on those marketing-generated leads makes everyone happy. That doesn’t apply when it comes to keeping the heat between your organization and your leads.

My Secret Methods for Turning Marketing Leads into Qualified Sales Leads

Modern B2B Marketing

by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. Some of these best practices include common definitions for a qualified lead between marketing and sales; lead scoring to identify suspected quality leads; a strong lead management process to manage the handoffs; and the use of marketing automation to power the whole thing.

Solid Identity Data – Unlocking the Secret to Higher Marketing ROI

Modern B2B Marketing

You had the data list pulled from your demand gen team a month ago—but your CRM data has not been refreshed in a while. This is why it’s imperative for your CRM data to be of the highest quality, which means having high quality identity data. Next, you need to ensure that your CRM database is up to your standards with complete records. Lead Management b2bWrong.

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Lots of Vendors Can Help You Find Leads on the Web

Customer Experience Matrix

Few people would suggest you learn salesmanship from the play Glengarry Glen Ross ,* but its central message rings true: good leads are the lifeblood of a sales organization.** Some of the more important ones include: • Specific data sources, scanning techniques, and analytical methods. Infer runs multiple models against leads provided by the client. reviewed them in June 2014.

Why the sales funnel is alive and well and living on the web

grow - Practical Marketing Solutions

The funnel model also allows us to segment and scale lead management. If you stack up all of the leads in an honest and robust CRM based on where they’re at in the buyer’s journey it will always resemble a funnel. The funnel model also allows us to segment and scale lead management. By Chad Pollitt, {grow} Community Member. Makes sense, right? No way.

From a Challenging Marketing Past to the Most Promising Marketing Future: Top Takeaways from the 2011 B2B Roundtable Webinars

B2B Lead Generation Blog

Some people say I’m an expert in B2B lead generation because I wrote a book on it, but you know what? I am astonished by what I didn’t know then compared to what I know today. This past year has been especially illuminating thanks to the brilliance of smart marketers who are expanding and perfecting the lead-generation concepts I wrote about years ago. 65% haven’t nurtured leads.

Improve Sales Lead Generation via Marketing Analytics Part 1: Four Steps


When it comes to improving sales lead generation results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. And analytics expertise without leveraging technology results in uninformed “what ifs” and conjecture. 17:20 min —How analytics will change things in the next 5 to 10 years.

Lead management software becoming a hot topic

B2B Lead Generation Blog

What do you do with leads or inquires once you generate them? This basic question is overlooked by so many and yet it's the leading cause of failure in what would otherwise be effective lead generation programs. The common-sense answer to this challenge is easier said than done: Have your best people respond to them quickly and consistently in order to qualify them into sales ready leads. The ones that aren't qualified yet (but are a fit) you put into a lead nurturing process. ” They are: Web analytics. œPure play” lead management.

Does Marketing Automation Increase Your ROI on CRM?

Modern B2B Marketing

In many cases Marketing Automation adds another layer of value on top of your CRM system. common issue in organizations is that there is no process for managing leads other than saving them to the CRM system. Forward-thinking marketing organizations recognize the need to follow up with leads until they are qualified enough to hand over to a salesperson.

An Interview with Jonathan Block from SiriusDecisions


This week, we are pleased to have Jonathan Block from SiriusDecisions joining us to discuss marketing automation, lead management and B2B marketing. While at SiriusDecisions, he has helped many B2B organizations expand their traditional reputation management initiatives with the integration of social media strategies and tactics into the communications mix, as well as advised clients on evaluating and choosing appropriate marketing technology and services providers. Just as important is change management. Remember, the key word here is “automation.” The reason?

6 Ways Social Data Can Inform Your Marketing Strategy


HubSpot''s Social Inbox tool helps to sort through the clutter to bring you the important data - colour-coded - to make it really easy to spot important social conversations from your prospects, leads, and customers, and use that data to inform your strategy. Look at your page analytics to see where your social traffic is coming from. Social Media analytics Spot the Trends.

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Revenue Performance Management: Webtrends Tackles Data Overload

It's All About Revenue

Take Webtrends , for instance. A top provider of social and mobile analytics, Webtrends is an expert at helping organizations leverage and measure campaigns across blogs, Facebook, Twitter…the list goes on and on. Questions like ‘How many leads did we generate?’ So the company engaged Eloqua to serve as the marketing automation solution that would sit between lead engagement and CRM.

Inside Sales & the Mobile Workforce: Tips for Managing Telecommuters

Sales Prospecting Perspectives

According to Global Workplace Analytics , telecommuting could have the following benefits for U.S. Be a Good Virtual Manager - managing telecommuters takes a little more planning than managing an in-house team. If your virtual reps are managing existing business relationships, then CRM software may be appropriate. Automatic lead distribution.

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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?”

5 Ways to Immediately Boost Account Based Marketing (ABM)

B2B Lead Generation Blog

recently did an interview on with Jim Obermayer founder of Sales Lead Management Association and Funnel Media Group. Here’s a transcript of that discussion: Paul:   Welcome once again to another episode of CRM Radio Today; the voice of CRM today and tomorrow. Third is being able to know the lead scoring approach that really works. Brian:  Yeah.

Demand Generation Skill Set of the Not-So-Distant Future


Solid understanding and practical application of lead management principles. You absolutely need to understand how to set up your measurement and analytics for the entire Demand Process using the technology you have at hand (CRM, MAP, Web Analytics, etc.) in order to effectively create and measure the lead management process and market to your buyer universe.

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. The lead management automation market, about which I blogged previously , continues to attract new players at a rapid rate.

B2B CRM / Branding Model

B2B Marketing Confidential

Wednesday, November 12, 2008 B2B CRM / Branding Model I was doing some more thinking about a specific B2B CRM and branding model. The concept, while not earth-shattering, does provide some clarity to the role of branding and CRM in a B2B organization. Basically the framework divides up the CRM value chain into four parts. Lets stat with Marketing Management.

How to Set Up a Promoted Tweet Campaign Targeting Keywords


Lead Generation.  . Business:  CRM. Keyword target examples: manage contacts, new CRM,, lead management, sales tools, sales management. Generate leads from your unique landing page.  .  . With any marketing campaign, any tweet links should be tagged for analytics, and be able to measure conversions, cost-per-conversion, and ROI. 

The Disconnect Between CRM Definitions

B2B Marketing Confidential

Tuesday, November 04, 2008 The Disconnect Between CRM Definitions There are two definitions of CRM. The one used by 95% of practioners goes something like this: "CRM is the systems and tools to integrate customer and marketing stimulus data together to provide useable information for marketers and managers." good definition for CRM. Ill use it. 11:50 AM Ben said.

The Convergence of MarTech and AdTech Platforms


To ensure we have the same understanding of these concepts, it is useful to look at more traditional definitions of these terms: Marketing Technology – Platforms and tools used by marketing and sales organizations to manage and nurture leads, manage opportunities and customer contacts and funnel analytics and attribution. Display Advertising, Video Advertising.

Membership has its Privileges; Best Practices IP vs. Social CRM

Digital Body Language

Last week we opened up public access to Eloqua’s best practices community portal where the biggest and most vibrant community of marketers gets to work, tackles challenging business problems, and builds the lead management processes that power their businesses. I wrote recently about our decision to expose our pricing publicly on our website. Why do Marketers Upgrade?

10 Very Smart People Weigh In on How to Rethink Marketing


Research Manager, IDC, @murray_gerry. Marketing technology today lets us react to customers as they make purchasing decisions and also actively manage, measure, and nurture those customer decision journeys. Founder, CRM Essentials, @BrentLeary. While the acquisition/conversion ratio is not as lopsided now as it was then,  it is still heavily skewed toward lead generation.

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5 Strategies that Fuel the Sales and Marketing Machine

Modern B2B Marketing

Marketo’s own lead management process – and sales and marketing philosophy – is driven by the same technology that we sell, a lead management , sales insight and revenue analytics platform. Having a marketing automation platform which communicates seamlessly with your sales CRM is important for a couple of reasons. It was, however, more than that.

3 Steps To Improve Sales Forecasting

It's All About Revenue

by contributor | Tweet this Editor’s Note: Today’s post comes courtesy of  Frank Donny , founder and CEO of  Marseli , a marketing and sales analytics and performance measure software company. The solution is not to create more Excel files from CRM extracts and then pivot the data to death. It’s not a need for a better CRM or BI reporting tool. Establish data goals.

Does Marketing Automation to Increase Your ROI on CRM?

Modern B2B Marketing

by Katie Byrnes The most recent Marketo white paper, Using Marketing Automation to Increase Your ROI on CRM , describes the key features offered by marketing automation systems as well as the various benefits of CRM systems and Marketing Automation systems can provide your organization.  I thought I would share a summary of the paper and get your ideas, too.  Is this what you have experienced?

Avoid these 10 Marketing Automation Rookie Mistakes

It's All About Revenue

Take your company’s lead scoring strategy. If you don’t define your lead scoring strategy correctly up front, or if you don’t know how to wash your data and improve your data hygiene, it will negatively impact the leads you pass to sales or advance to nurturing campaigns. 2. Lead Scoring. CRM Integration. Some marketers will fail. It’s not.

The Rise of the Marketing Technologist – Part 1


This has not slowed the marketing technology tide, as Marketing Automation Solutions (MAS) was simply one of the most visible waves of serious technology investment, following on the heels of CRM, Web Analytics and Email Marketing technology. Things really started to get serious when Laura McClellan from Gartner said that thing about marketing technology. It’s all so very, very true.