The Point

JANUARY 31, 2011

What does a software company do when their paid search program is working well but just not generating enough leads? That was the issue faced by Navicure , a leading Internet-based (SaaS) medical claims clearinghouse that helps physician practices increase profitability through improved claims reimbursement and staff productivity.

Paid Search Agency 100

Paid Search Agency Demand Generation Agencies Sales Qualified Leads PPC 100

The Point

NOVEMBER 29, 2017

Or Social Media Analytics. And yet most companies, even those with sophisticated marketing automation and CRM technologies at their disposal, do a poor job of genuinely measuring campaign success beyond basic metrics like clicks and leads. If we only had ABM, you hear. Or Predictive.

Demand Generation Agencies 182

Demand Generation Agencies Demand Generation Demand Generation 182

The Point

JUNE 30, 2017

ABM is a strategy, and a wholly different way of looking at how leads, opportunities and revenue are generated. The success of target account campaigns is typically measured by responses or leads or meetings, whereas ABM strategies are measured by account-level metrics such as awareness, influence, and penetration. Click To Tweet. •

Account Based Marketing 235

Account Based Marketing ABM Demand Generation Agencies Demand Generation 235

The Point

SEPTEMBER 15, 2015

Asked which technologies they projected would have most importance in the next 12-18 months, respondents also named Lead Lifecycle/Attribution Reporting and Predictive Analytics. Key findings from the survey include: • Technologies considered most crucial to marketing success were Content Marketing, SEO, and Marketing Automation.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand Tactics 100

The Point

JUNE 7, 2017

Howard, I was intrigued by your position on pre-qualified leads in a recent blog post. We’ve already partnered with demand gen firms [Competitor #1] & [Competitor #2] to deliver predictive analytics services to their clients. Subject Line: Howard | Spear + [Vendor Name]. Can we grab 15 minutes to discuss further?

Best Practices 145

Best Practices Lead Ranking Sales Qualified Leads Account Based Marketing 145

The Point

DECEMBER 11, 2018

In the giddy, early days when solutions like Marketo first arrived on the scene, the reigning view was that the technology was all a company needed to solve their lead management and email marketing woes. Not only is ABM success not measured by clicks, conversions, and leads, but the KPIs may vary according to campaign stage.

Account Based Marketing 157

Account Based Marketing ABM Ideal Customer Profiles Enterprise Management 157

The Point

MAY 16, 2015

New technologies, notably predictive analytics (from companies like Leadspace ) and targeted online advertising ( Choozle , Demandbase ), now make it possible to 1) more accurately identify a company’s most likely buyers, and then 2) engage with those prospective customers in more proactive, targeted, and personalized campaigns.

Demand Generation Agencies 100

Demand Generation Agencies DemandBase Top of Funnel Demand Generation 100

The Point

JANUARY 29, 2015

Recently I sat down with Amanda Nelson, Director of Marketing at RingLead , a leading provider of cloud-based data solutions that make it easy to analyze, remove, merge and prevent duplicates in Salesforce. One is predictive analytics. We discussed what’s new, what’s working, and what’s on the horizon in B2B Demand Generation.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand Generation 100

The Point

AUGUST 11, 2015

Lead nurturing , for example, must now coddle the buyer through every step of his/her journey to customer nirvana. What’s more, the timing, duration, and route through which one customer goes from lead to opportunity to deal are almost certainly to vary from the next, and the customer after that. Well, not so fast.

Sales Cycle 100

Sales Cycle Demand Generation Lead Nurturing Aggregators 100

The Point

MAY 14, 2012

Newer users focus marketing automation on driving customer acquisition, whereas more mature users leverage the technology’s ability to impact on lead nurturing and customer marketing (e.g. Processes – designing and deploying lead management processes that take full advantage of the platform’s capabilities. cross-sell and up-sell).

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Marketing Report Automation 100

The Point

MARCH 15, 2016

One day that object might be predictive analytics , the next, it’s programmatic advertising. But the fact that it has risen to such prominence, so quickly, says as much about what I’ll call the “marketing hype cycle” as it does about ABM on its own merits. Say what you want about us marketers, we love our bright shiny objects.

Account Based Marketing 100

Account Based Marketing ABM Advertising Agencies Paid Search Agency 100

The Point

OCTOBER 25, 2017

Account-Based Marketing (ABM) , Predictive Analytics) that now allow us to 1) find prospective customers with a higher propensity to buy, and 2) target those prospects, at scale, in a tightly orchestrated fashion, it would be a mistake to rely exclusively on outbound tactics.

Account Based Marketing 127

Account Based Marketing Demand Generation Agencies ABM Paid Social Agency 127

The Point

OCTOBER 7, 2010

Today when more and more companies are marketing to their house lists vs. rented lists, the degree to which that database is maintained and updated, and the source of those names (inbound leads, purchased, fell-off-the-back-of-a-truck) will have more impact on campaign response than the choice of offer or the quality of the creative.

Response Rate 100

Response Rate Campaigns Broadcasting Direct Marketing 100

The Point

NOVEMBER 5, 2009

It’s no secret that I am a fervent evangelist for marketing automation, and at our agency we see the real-life benefits every day in the form of clients generating higher conversion rates, more qualified leads, and shorter sales cycles. BAS) I am pretty excited about the advances in marketing automation systems with built in analytics.

Salesforce.com 100

Salesforce.com Eloqua Work Management Marketing Management 100

The Point

FEBRUARY 4, 2013

This bias leads to an inevitable over-inflation of the mean results. (It The data contained in the report were extracted by analyzing more than 62 million Website visits, 215 million page views, and 350,000 leads from more than 600 Optify customers. Some of the key findings that I found most useful include: * Web traffic is seasonal.

Advertising Benchmark 100

Advertising Benchmark Paid Search Agency Marketing Report Demand Generation Agencies 100