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The State of B2B Lead Nurturing [New Benchmark Research]

It's All About Revenue

Bizo recently released a survey that found lead nurturing is a critical tool for marketers, but at the same time, there is plenty of room for optimization, particularly when it comes to email. Some of the key findings of the survey, “The State of B2B Lead Nurturing,” are included in the infographic below. Lead Nurturing

How Many Lead Nurturing Campaigns Should You Run? [CHART]

It's All About Revenue

by Egan Cheung | Tweet this Lead nurturing  is a type of automation focused on leads who are not yet ready to buy.  A successful lead nurturing campaign delivers content of sufficient value to your leads that you establish brand preference long before a purchase decision is made. How Many Lead Nurturing Campaigns Should You Run?

6 Lead Nurturing Strategies for Beginners

It's All About Revenue

by Jesse Noyes | Tweet this This article comes courtesy of Joe Cordo , Chief Marketing Officer at Extraprise , an Eloqua partner and lead generation services firm. There are tons of articles, posts, even graphics about lead nurturing out there. Nurturing is a critical way to keep prospects engaged and headed down the path to purchase. Here are six strategies to review before you launch into lead nurturing. 1. As your nurturing programs gather momentum, you’ll need to track how leads are engaging. Repurpose Existing Content.

4 Lead Nurturing Campaigns to Run After the Sales Cycle

It's All About Revenue

by Dan Pecoraro | Tweet this We often talk about lead nurturing campaigns as if they are monolithic. The “Lost the Deal” Nurture. With lead nurturing you can focus the customer’s attention on the competitor’s weaknesses and set high standards for their satisfaction. The “Don’t have Budget Right Now” Nurture. Since most B2B companies don’t offer a layaway plan, you’ll often come across good prospects where the timing is just a bit off. The “Too Small to Buy” Nurture. The “Too Distracted Right Now” Nurture.

3 Cool Lead Nurturing Programs You’re Not Running

It's All About Revenue

by Jennifer Talcott | Tweet this I’ve been in the marketing automation community for about 7 years. In that time, I’ve seen lead nurturing go from “nice to have” to a hard-set business requirement for major, fast-growing businesses. While there’s something to be said for the standard use case meant to educate prospects, lead nurturing can do so much more. The “Introduction to Sales” Nurturing. Not only does it automate marketing processes , but it also alleviates some of the pain sales feels when trying to build relationships.

Survey: Marketing Automation Users Score a “C” in Maturity

The Point

Spear Marketing Group has published an informative report detailing results of a survey designed to gauge the maturity of marketing automation deployments within the B2B community. The survey asked marketing operations managers and other B2B marketing executives to rank their current deployment of marketing automation software in 33 separate categories relating to either key software functionality or generally accepted best practice. In some notable areas, the average marketing automation user appears to be achieving real business value.

3 Reasons why lead nurturing and scoring have NOTHING to do with software

Fearless Competitor

B2B Demand Generation | Lead nurturing and scoring. Want to develop and deploy a world-class lead nurturing and scoring program in your company? Better post a job for someone with experience in the software you use such as Eloqua, Marketo, Silverpop, Act-On, Manticore, Aprimo, etc., Find an expert in lead nurturing and scoring – not software.

5 Keys to Successful Lead Nurturing

Fearless Competitor

This is a webinar presented by b2b demand generation expert Jeff Ogden of Find New Customers and sponsored by @datadotcom. The answer: Lead Nurturing. Silverpop and like products from Marketo, Eloqua and others offer wonderful lead nurturing capability, but software alone does not do lead nurturing. Marketing lead-generation lead-nurturing

How to Start Your Company’s Discussion About Marketing Automation

It's All About Revenue

Here’s a shortlist of conversation starters about marketing automation to share with your team: Change the traditional silos of sales and marketing teams by using agreed-upon common definitions and revenue goals. Check out our new interactive video to help you start the discussion about marketing automation at your organization. . Profile customer information and behavior accurately.

Marketing Automation Simplified: The Small Guide to Big Ideas [eBook]

It's All About Revenue

We at Oracle Eloqua emphasize The 5 Tenets of Modern Marketing as the core competencies for success. So we sought out a way to break down the moving parts of marketing automation — the force helping sales, marketing, and other teams establish the right recipe for success. Here’s a sneak peek at what you’ll learn: How to help your teams manage lead flow more effectively.

Common Concerns With Marketing Automation: Where Do You Rank?

It's All About Revenue

by contributor | Tweet this Editor’s Note:   Today’s post comes courtesy of  Jennifer Stoll , Head of Strategic Planning at Pepper North America, an Oracle  Eloqua Gold-Certified Partner. Jennifer merges theoretical planning with hands-on experience as a marketing automation expert focusing on lead scoring, closed loop reporting and advanced segmentation. Follow Size matters.

6 Ways To Maximize Your Webinars With Automation Technology

It's All About Revenue

majority (61%) of marketers surveyed cite webinars as an effective content marketing tactic, according to the CMI and MarketingProfs report B2B Content Marketing: 2013 Benchmarks, Budgets, and Trends–North America. B2B organizations are feeling the wrath of a buyer-driven marketplace, and are increasingly challenged to “get permission” to interact with their target audiences.

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6 Signs You Need Marketing Automation

It's All About Revenue

by Michael Martin | Tweet this You’ll feel it when it happens: When you’re spending all your time managing lists and unsubscribes; when the sales team won’t return your calls; when all the good leads seem to land with your competitor. Below, I outline 6 signs of sickness in a marketing structure and how marketing automation helps cure them. 1. You Can’t Target the Right Prospects.

Does Automation Impact Lead Conversion Rates? [CHART]

It's All About Revenue

by Paul Teshima | Tweet this We have been tracking lead conversion rates from campaigns for the past 3 years, and when we did an analysis to compare  campaigns with automation , to those without, we were not surprised to see that automated campaigns on average have a >200% higher conversion rate. Does Automation Impact Lead Conversion Rates?

You’ve Got Mail from Eloqua, Hubspot & Neil Patel

B2B Lead Blog

Great marketing automation is a multifaceted, complex endeavor that done well can be the critical success factor in a more leads, more MQL, more SAL and a faster sales pipeline. List segmentation and nurture are critical functions of B2B lead routing – and ongoing email campaigns are an outgrowth of that. Below are some of my B2B email heroes.

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You’ve Got Mail from Eloqua, Hubspot & Neil Patel

B2B Lead Blog

Great marketing automation is a multifaceted, complex endeavor that done well can be the critical success factor in a more leads, more MQL, more SAL and a faster sales pipeline. List segmentation and nurture are critical functions of B2B lead routing – and ongoing email campaigns are an outgrowth of that. Below are some of my B2B email heroes.

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Lead Nurturing Best Practices [#B2BChat] | B2Bbloggers.com - B2B.

B2Bbloggers

About | Advertise | Submissions | Write for Us CrowdsourcedFRD Home Advertising Branding Content Marketing Lead Gen SEO-SEM Social Media More Strategy Design PR eBooks Educational Facebook Guest Posts Twitter Lead Nurturing Best Practices [#B2BChat] August 12th, 2010 | By Anol Bhattacharya Not all prospects are ready to buy immediately, especially in B2B. Or Does It? 5.

Mark Your Calendar: 5 Keys to Successful Lead Nurturing this week

Fearless Competitor

This is a webinar on the 19th presented by b2b demand generation expert Jeff Ogden of Find New Customers and sponsored by @datadotcom. “ The biggest bang for the marketing buck comes from lead nurturing.” The answer: Lead Nurturing. It merely automates the labor intensive delivery process. Software does not do lead nurturing.

5 Surprising Uses for Marketing Automation

It's All About Revenue

by Christina Pappas | Tweet this What’s the first thing that springs to mind when you hear the words ‘ marketing automation ’? For me, it’s email campaigns, lead nurturing, lead scoring, lead generation and lead management. But there are so many other ways to get more out of your marketing automation investment, from smoothing out the recruiting process to pushing real-time info to sales. Let’s take a look at five less common uses for marketing automation. 1. Automating alerts is a huge benefit to your sales team.

Who Won a Markie Award?

It's All About Revenue

That’s the feel and color from the annual Eloqua Markie awards. Best International Campaign: Rockwell Automation. Best Lead Nurturing Program: FIS Global. Best Lead Scoring Program: LinkedIn. Connecting in the Eloqua AppCloud: Trend Micro. is from Eloqua’s It’s All About Revenue, a Blog Covering Business To Business Marketing. We won!”

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Who Won at the European Markie Awards

It's All About Revenue

by Sheila Lahar | Tweet this The annual Markie awards have become synonymous with marketing automation and Revenue Performance Management best practices. As Eloqua’s customer base grows, we’re hearing more and more about the achievements of marketers across the pond. So, it was time to bring the Markie awards to Eloqua Experience Europe. Concur, a leading provider of integrated travel and expense management solutions, made major strides to successfully integrate marketing and sales, achieving alignment for each of the businesses core EMEA markets.

Two Big Problems Between Sales & Marketing – And How to Solve Them

It's All About Revenue

This exact situation was the topic of conversation yesterday at Dreamforce ’12 during a discussion among Splunk’s CMO Steve Sommer, Senior Vice President of Sales Tom Schodorf, Eloqua’s President, Alex Shootman , and CMO Heidi Melin. But they also discussed practical ways to solve the problem, leading to a happy state of sales and marketing alignment. Problem 1: The Lead Quality Problem. This one is marketers are all too familiar with – the dreaded “the leads suck!” Sales may have too few leads or too many. Here’s a summary of what the group came up with.

How to Nurture Contacts Beyond the Inbox

It's All About Revenue

Marketing automation systems are primarily known for automating email delivery, lead nurturing, database segmentation, and marketing attribution analysis, among other things. “Marketing automation” as a term in fact, is most commonly associated with email marketing alone. Here’s what you need to know: Nurture Known Contacts Beyond the Inbox.

Marketing Automation, Set It and Forget It

Puzzle Marketer

Whether you’re a B2B or B2C company, it’s advantageous to manage your customers and prospects in one of the many customer relationship management (CRM) systems. This obviously allows you to match your customers with sales transactions, but more importantly for marketers it allows you the option of layering on a marketing automation system that can deliver targeted messages at the right time without continuous management by additional personnel. Marketing automation, what is it? Instead, trickle the leads automatically as they come in. Probably everyone.

Marketing automation starves without a Content Marketing strategy

Fearless Competitor

B2B Demand Generation | The Importance of Content Marketing. Marketing Automation without great content is a like a Ferrari sitting in the garage. If you’ve invested in Eloqua , Marketo , Silverpop , Pardot or the like, this post is for you. Find New Customers is a Gold partner for Silverpop and closely aligned with Eloqua and Marketo.). I’m the President of Find New Customers and I recently had the pleasure of interviewing Jim Burns, CEO of Avitage , in a podcast.  I asked Jim for an example of why great content is so important in B2B lead generation.

5 Steps to Feed the Content Beast

It's All About Revenue

by contributor | Tweet this Editor’s Note: Today’s blog post comes courtesy of  Candyce Edelen , CEO of  PropelGrowth , a B2B financial services marketing firm in Princeton, NJ. If you’re using marketing automation for lead nurturing, then I’m certain you’ve faced the ravenous content beast. Step 1:  Pick a Strong Topic. Step 3:  Begin with the End in Mind.

Microsoft Buys Marketing Automation Vendor MarketingPilot: Start of Something Big?

Customer Experience Matrix

It has a pretty low profile in the B2B marketing automation world, partly because it serves a mix of B2C and B2B clients but mostly because it started as a marketing operations management system. More specifically, it’s a major acquisition by a CRM vendor, helping to fulfill everyone's favorite prophecy that marketing automation and CRM will eventually merge.

Panel Discussion: B2B Content Marketing for Marketing Automation

Fearless Competitor

B2B Demand Generation | Content Marketing for Marketing Automation. I’m the first to admit I get WAY too many webinar invitations. If you bought marketing automation – e.g. Eloqua, Marketo, Silverpop, Pardot, Act-On, etc. Lead nurturing requires a continual flow of compelling (to the recipient) content. ignore 95% of them at least.

Busting 12 Myths about Marketing Automation Tools

Hinge Marketing

Marketing Automation is more than just a new marketing buzzword and the current “shiny object” for marketers. When done well, marketing automation empowers marketers to drive revenue growth by delivering highly qualified prospects to the business development team. The term “marketing automation” describes itself in that it automates marketing tasks.

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6 Ways Marketing Can Help Generate Early Leads for Sales

It's All About Revenue

What does sales want more,” he asked, “qualified leads or early leads?”. Getting to prospects is paramount, but so is focusing on the most qualified leads. Marketers need to include a capabilities matrix, competitive matrix and an FAQ document as early in the lead nurturing process as possible.  With tools like batch email signatures, marketing can help introduce individual sales reps as the trusted adviser when all of the nurturing appearing to come from sales. 4. Don’t Stop Nurturing Too Early. Almost all B2B decisions are made by consensus.

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What Marketers Need to Deliver the Right Product, Right Place & Right Time

It's All About Revenue

Understanding a lead’s interests and preferences is just half the battle. You’ll want to track how leads are responding to your emails, carry out searches online for your brand or products, and what social media channels they use to debate the merits of various products and services. ” You want to reach leads when they’re thinking about you. Right Place.

3 Reasons Why Sales and Marketing Don’t Agree on “Lead Generation”

It's All About Revenue

Marketing says “tomato”, and sales says, “Give me more leads.” ” When it comes to lead generation , these two organizations often view the same topic from entirely different perspectives. Like some sort of twisted Pavlovian experiment with leads, we’ve conditioned them to sit at different ends of the demand generation funnel, looking at it through different lenses and taking action in different ways to achieve the same goal. when you say the words, “lead generation.” by Melissa Madian | Tweet this You know how it is.

10 Actionable Content Marketing Tips: Content2Conversion Conference Recap

It's All About Revenue

This was one of many central takeaways from Demand Gen Report’s B2B Content2Conversion Conference this week at the Times Center in New York. The event covered a lot of critical content ground for B2B marketers, and even highlighted specific case study examples of how companies like SAP, IBM, and Crowe Horwath are maximizing their investments by leveraging content.

Content Marketing – Are You Getting 35 million Inbound Leads?

B2B Lead Blog

B2B lead generation and lead flow are critical to your business. In their keynote address to the Inbound12 conference , they announced that HubSpot customers will see over 35 million inbound leads in 2012 — a 500% increase over 2011. One of the most successful lead drivers ever is HubSpot’s own Marketing Grader , with over 250,000 inbound links (+1 from me!)

How to Treat Your Customer Like Prospects

It's All About Revenue

At Eloqua, we use a multi-channel approach, using traditional tools like customer newsletters and our online community Topliners. customer expressing interest in a certain topic can be nurtured with information about related topics and products. How to Treat Your Customer Like Prospects is from Eloqua’s It’s All About Revenue, a Blog Covering Business To Business Marketing. Lead Nurturing b2b marketing Content Marketing customer marketing marketing automation online communities upsellingYes, I still watch The Office. Welcome Them with Open Arms.

Marketing Automation Catching On Fire

The Effective Marketer

Some have even suggested that marketing automation market is floundering , but it is such a new market and offering that is innevitable to have doubts, especially with these many vendors in the space. With time, a shake out is likely (in fact, the recent acquisition of Unica and Aprimo may point to consolidation ) and the evolution of solutions will ensure marketing automation has a place in most marketing organizations, much like CRM is now standard for sales departments. Just a few marketing automation companies have already raised over $170 million dollars combined.

The Importance of Uncovering Root Causes in B2B Marketing

Fearless Competitor

B2B Lead Generation : Uncover Real Underlying Causes by Digging. Do you know the real causes of your lead generation problems? We were discussing a response to our question from Steve Woods, CTO and Co-Founder of Eloqua – about the biggest problems facing their clients. Sales says the leads they get from Marketing are crap. What kind of leads do they want?

All About Lead Nurturing (Really Customer Nurturing) [#B2Bchat Recap]

B2Bbloggers

The chat zoned in on hot questions that dealt with the various lead nurturing strategies that would work, the kinds of content that would have the most impact and success, the significance of lead scoring, the tools that can be used, etc. What strategies work for lead nurturing, what doesn’t, and what could be improved upon? Random messaging does not work.

The Best B2B marketing companies…and Jill

Fearless Competitor

B2B Lead Generation | The Best B2B Marketing Companies. This Saturday, I want to share what I consider the very best B2B marketing companies. 99% of b2b sellers today cannot touch these smart and savvy companies. Eloqua. Filed under: Demand Generation , lead generation , Lead Nurturing , Lead Scoring , Leadership , Management best practices , Manufacturing Sales , Marketing , Marketing Automation , marketing campaigns , Remarkable content. The opinions herein are my own unscientific ones. We congratulate each of them.

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Content Marketing – Are You Getting 35 million Inbound Leads?

B2B Lead Blog

B2B lead generation and lead flow are critical to your business. In their keynote address to the Inbound12 conference , they announced that HubSpot customers will see over 35 million inbound leads in 2012 — a 500% increase over 2011. One of the most successful lead drivers ever is HubSpot’s own Marketing Grader , with over 250,000 inbound links (+1 from me!)

Buying software is easy. Fixing lead generation is hard.

Fearless Competitor

B2B Lead Generation | Buying stuff is easy – fixing problems is hard. And every Friday we do a fun B2B marketing show called Laugh and Learn – teaching a key marketing lesson using wit and humor. SaaS marketing products like Marketo , Hubspot , Eloqua and the like are very, very easy to buy. Remember, we need fewer and better leads for sales.).

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Chart: The Holidays are Hot for B2B

It's All About Revenue

It makes sense that B2C companies push out more emails and see greater page views during the holiday season than their B2B counterparts. Data pulled from Eloqua shows that B2C companies deploy substantially more emails during the holiday season – a 28% jump in November and December compared to August and September. Clearly, the holidays are a hot season for B2B brands, too.

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5 Ways to Improve the Quality of Your B2B Leads

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer Are you generating lots of leads but few sales? You might have weak leads. Here are 5 ways to quickly strengthen your B2B lead quality and sales. Most B2B companies (and their sales teams) always clamor for "more leads." But what they really want are more quality leads.