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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.

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.

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.

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.

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.

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.

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?

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.

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.

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!”

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.

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.

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.

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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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!)

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.

What B2B Marketers Need To Know About Video

It's All About Revenue

Meanwhile, 72 percent of B2B buyers now watch video content throughout their entire path to purchase with nearly half of those viewing 30 minutes or more while researching a company. We partner with Vidyard to help us centrally manage our video content, track the viewing activities of each contact within Oracle Eloqua, and analyze the impact of each video. The Results.

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.

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.

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!)

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.

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.