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Email Marketing: 3 lead nurture paths you should automate

B2B Lead Generation Blog

Tweet Marketing automation can help you manage lead nurturing efforts in a complex marketplace. So where do you even begin in terms of an automation strategy? When you boil down behavior automation, using prospect actions as triggers for email sends ultimately creates a list within a list as you separate product users from potential prospects. You can’t automate trust.

Lead Generation: Streamlining the process for quality over quantity

B2B Lead Generation Blog

Tweet For her first week on the job, Debbie Pryer, Program Manager, Siemens Healthcare, arrived ready to accept an intimidating challenge: Bring Marketing and Sales together for one common cause – generating quality leads. Although many brought up automation, Debbie knew that by bringing in more technology as a solution, she would simply be “automating the problem.”.

Better Processes & Improved Focus with Queue-Based Lead Management Platforms

Sales Prospecting Perspectives

Here is a statistic that may give you a jolt: “only 25% of leads are legitimate and should advance to sales.” This raises some questions: Are sales and marketing in alignment on what constitutes a qualified or sales-accepted lead? How are leads being reviewed and passed along to my sales reps? A lot has already been written about sales & marketing alignment and list providers.

Top 10 Marketing Automation Mistakes

The Point

It’s well documented that, of the companies who invest in marketing automation, many fail to achieve maximum return from that investment, or even utilize marketing automation technology to its full capacity. Many of the pitfalls that cause the returns on marketing automation to fall short can be distilled into a handful of common issues. Launching lead scoring too soon.

B2B Marketing Trends for 2016

processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. preference, lead generation) isn't new, just more intense. its role beyond lead gen. B2B Marketing. Look for.

Take Marketing Automation Further and Automate Lead Distribution

It's All About Revenue

We’re providing an array of marketing and sales tools and leveraging channel marketing automation to deliver the content and resources our direct sales teams and channel partners need to engage and nurture prospects through the sales cycle. It is what sales teams often say is more important than anything else: Delivering qualified leads! Marketing Automation Marketing Cloud

4 Key Steps to Developing an Effective Lead Management Process

Salesfusion

The post 4 Key Steps to Developing an Effective Lead Management Process appeared first on Salesfusion. Email Marketing Marketing Automation B2B Marketing Lead Management

Introduction to Lead Management

B2B Lead Generation Blog

Tweet If Sales and Marketing were a manufacturing operation starting with raw materials — leads — and ending up with 5% to 20% in deliverable product — won sales — it would soon be shut down to determine what is wrong. However, companies continue to spend untold dollars on lead generation efforts ultimately doomed to fail. Lack of lead management impacts lead conversion and ROI.

Marketing Automation: Lessons from 4 case studies

B2B Lead Generation Blog

Tweet Marketing automation technology has become an indispensable tool in the complex sale marketer’s arsenal. Lead generation, lead nurturing and determining the time for the handoff to Sales would be extremely difficult without that technology. Add lead scoring and tracking through that final conversion to sale and the task is flat out impossible without automation. Case Study #1 – Marketing Automation: 200% increase in lead volume for software company after implementation. Scalability. Integration with the new CRM system. Results?

B2B Marketing Trends for 2016

processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. preference, lead generation) isn't new, just more intense. its role beyond lead gen. B2B Marketing. Look for.

Which Comes First: Lead Nurturing or Inside Sales?

The Point

For a long time, “ lead nurturing ” was thought of as something you did with the leads that sales didn’t want. The theory was: leads come in, the sales team gets the hot ones, and the rest go to lead nurturing. Today, of course, a comprehensive lead nurturing strategy is much more than that. Currently we have a bunch of leads sitting in that “contacted” stage.

Want to Do Marketing Automation? Do These 6 Things First

Act-On

Do they include launching a marketing automation program? But be aware you’ve got a lot of work to do before you buy marketing automation software, much less schedule your first campaign. You see, if you want marketing automation to work, you’ll need to set up a few things first. Marketing automation runs on data. That process is called the “buyer’s journey.” Or watch our video, “ Marketing Automation for the New Buyer’s Journey in 15 Minutes.”. But don’t worry – this process can help your SEO. Marketing Automation marketing automation

The Rise of the Marketing Technologist Part 3: People, Process, Content and then Technology

ANNUITAS

All of the usual suspects were in the room – head of marketing, head of sales, marketing automation power users, demand generation leads, content marketer … but also present were the head of their CRM install and the lead project manager of their website and web analytics team — both IT roles in this particular company. Step Two: Process. Step One: People.

6 Success Factors for Adopting Marketing Automation

Act-On

Are you getting ready to implement marketing automation? Marketing automation is not rocket science, but it does take strategy, planning, and preparation to make it work well and meet your company’s expectations. Six readiness factors for implementing marketing automation. #1: Get your website in order. Marketing automation requires quality content, and plenty of it.

5 Ways to Expand Lead Nurturing Beyond the Inbox

The Point

Email may still be the workhorse in how B2B companies build relationships, maintain awareness, qualify leads and nudge prospects along the sales cycle, but these days, it pays to think about “lead nurturing” as more just an email campaign. But direct mail doesn’t have to be a “batch” process. The post 5 Ways to Expand Lead Nurturing Beyond the Inbox appeared first on The Point.

B2B Marketing Trends for 2016

processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. preference, lead generation) isn't new, just more intense. its role beyond lead gen. B2B Marketing. Look for.

Successful Sales and Marketing Alignment, Part 5: The Lead Handoff Process

Act-On

Part three  outlined the steps to designing a successful lead process.  Part four  described what defines a qualified lead. Now we’ll talk about the lead handoff to sales, and take a look at the reporting and feedback loops you should put into place. Once a qualified lead has been identified, the next step is to create a lead handoff process where marketing hands the qualified lead to sales so that sales can follow up on it. standard lead handoff from marketing to sales. standard follow-up process for all qualified leads.

Top Tips for Increasing Marketing Automation ROI

B2B Lead Blog

Marketing automation involves using software to streamline and automate marketing processes. When performed manually, these processes take more time than they need to, and marketing automation considerably speeds things up. But […].

These 6 Marketing Automation Statistics Show Where Marketers Really Are

It's All About Revenue

Marketing automation is a core technology that all marketers, especially B2B marketers need to implement to connect with prospects and generate the right leads for their sales team. It’s marketing automation that makes that happen. It’s the way to bring together data, content, email, social, web, and lead generation. Marketing Automation

8 Steps to Guarantee Marketing Automation Success

It's All About Revenue

EmailMonday gathered an impressive list of statistics about marketing automation usage and its relevance for businesses in 2016 and beyond. Some key statistics from various sources include: • 91% of the most successful users agree that marketing automation is very important to marketing success across all channels (Ascend2). Research available marketing automation solutions.

Avoid these 10 Marketing Automation Rookie Mistakes

It's All About Revenue

If your company is considering marketing automation or you have recently implemented it, you are not alone. According to The State of the Marketing Technology Industry , only 3% of businesses surveyed use one of the four most common marketing automation systems. They will have to try and convince stakeholders to budget for marketing automation. Lead Scoring.

Measure Your Way to Lead Nurturing Success

The Point

Demand Gen Report just published “ Top B2B Marketers Measure Lead Nurturing Effectiveness to Boost Performance ,” a special report in which they address the whys, whats, and how tos of measuring lead nurturing’s true impact. That, ultimately, is what lead nurturing is designed to do – move leads towards opportunity and close. The results were dramatic.

4 Steps to Get Started with Marketing Automation

Act-On

But when it comes to marketing automation – if you know what to plan for and what to expect, it doesn’t have to be so painful. What is it you want marketing automation to achieve for you? Open up your marketing plan (just fyi: if you don’t already have an overall plan and a few processes in place , you’re not ready to automate anything). To get more leads.

Key to Marketing Automation Success: Process First, then Campaigns

The Point

In a phone call this week I was swapping war stories with a well-known sales and marketing consultant, who, like us, works with B2B companies to improve their return on marketing automation. It would appear that companies are now waking up to the fact that no marketing automation software can be successful without a proper strategic foundation. This same point was brought home by an insightful article, “ Calculating the ROI of Marketing Automation Platforms ,” published late last year by Sirius Decisions. And that fact, I would propose, is a good sign for a maturing market.

Continuum and Process vs. Event, Project or Campaign Thinking

Avitage

It’s past time to shift your thinking about your approach to marketing activities as an event, project or campaign, to continuum and process thinking. The problem is, if a B2B buyer is at a different stage in their buying process than the content you distribute suggests, you could miss engaging them entirely. The consensus is clear.

35 Marketing Automation Stats to Make You Look Smart

Act-On

Especially, it seems, our marketing automation statistics. Here are 35 marketing automation stats to know and love and share and cite. Is marketing automation just a flash-in-the-pan kind of trend? 1. People from the United States, India, and Australia are doing the most searches for the term “marketing automation.” Who uses marketing automation? According to Ascend2’s 2016 Marketing Automation Trends survey, 71% of companies use marketing automation. Real estate companies are showing enthusiasm for marketing automation. Stats. 19. A lot.

Stats 75

Content marketing metrics – process metrics and outcomes metrics

Biznology

There are two kinds of metrics in content marketing: process metrics and outcomes metrics. Process Metrics. Web traffic is an example of a process metric in that it tracks how our audience is interacting with our content. In addition to website traffic, process metrics include things like. These process metrics are the measurements nearly all of us think of first.

Predictive Marketing Vendors Look Beyond Lead Scores

Customer Experience Matrix

The past week brought three more announcements about predictive vendors expanding beyond lead scoring. In particular, its finding new market segments that clients might enter – something different from simply scoring leads that clients present to it or even from finding individual prospects that look like current customers. They are, after all, experts at seeing the future.

Don't Fix Your Marketing Process

Customer Experience Matrix

Marketers need people, processes and technology that allow them to react quickly to new opportunities. So far, his main points have been that the role of B2B marketing has expanded to cover the entire buying cycle from initial lead generation through closed deals and that new technology must be accompanied by changes in people, process and content to have an impact. HOW can marketers adjust their staffing and processes, given the practical constraints of time and budget? In this situation, any optimized process will rapidly become obsolete.

Marketing Automation and SMBs – an Overview

B2B Lead Generation Blog

Because of that past, it is fun to have the tables turned on me, and a few weeks ago I agreed to be interviewed on the topic of marketing automation and small- to medium-sized businesses (SMBs). The interview covered a range of ideas within that topic area and I wanted to share some of my extended answers with the B2B Lead Roundtable Blog audience. Why marketing automation software is relevant to SMBs. major factor is how marketing automation can help optimize the SMB marketers time. Creating a culture that allows for marketing automation implementation at an SMB.

Lead Generation That Converts Leads into Sales Opportunities

B2B Lead Generation Blog

Tweet Ask most executives and marketers what salespeople need to sell in this economy, and they will say one thing: more leads. That’s why many marketing and lead generation programs tend to focus on quantity. Unfortunately, as little as 5 to 15%  of all marketing inquiries (aka leads) turn out to be truly sales-ready opportunities. challenge. Create a marketing funnel .

Marketing Automation 2014 Industry Overview: What the Surveys Tell Us

Customer Experience Matrix

The Interwebs have delivered an unusually rich trove of data about the marketing automation industry in the past few weeks. Taken together, these provide a clearer picture than usual of the state of marketing automation. The reason is selection bias: most surveys are answered by people who are actively engaged in marketing automation. Here’s how I see things.

3 Reasons to Adopt a Scalable Marketing Automation Platform

Modern B2B Marketing

While our demand generation team celebrated this victory, we knew that with a lead database swelling to 70,000 entries and counting, we needed to embrace a more sophisticated, enterprise-grade marketing automation platform. Here are three ways that Marketo has allowed us to tackle the challenge of scaling our marketing processes for growth: 1. Marketing Automation b2b Consume

SalesPredict Offers Highly Automated, Highly Flexible Predictive Modeling

Customer Experience Matrix

In this case, the main technical differentiator is extreme automation: SalesPredict imports customer data, builds models, scores current records, and deploys the results with virtually no human intervention. The system can model against any user-defined list, meaning that SalesPredict can score new leads, identify churn risk, or find the most likely buyers for new products.

5 Simple Marketing Automation Tips to Improve Conversion

It's All About Revenue

Marketing automation is definitely not a set-it and forget-it type of program, but often it’s the small things that make all the difference. recently asked Catherine Mears , Marketing Automation and Segmentation Manager at Red Hat , to share some tips on improving your own marketing automation operation to help drive more results. 1. Marketing Automation

How to Rock the World of Events and Marketing Automation

It's All About Revenue

The good news is we can flip this equation by using event and marketing automation together. Doing so leads marketers to convert in-person event interactions into digital buying signals that seamlessly feed data into marketing automation to make real-time decisions on the best next steps in the buying journey, and simultaneously improve operational efficiencies.

A Simple 2-Step Technique for Improving Lead Follow Up

The Point

In an era when “demand generation” and “content marketing” are virtually synonymous, most B2B sales leads are the result of a prospect downloading or requesting content. Most B2B marketers take for granted that content marketing will, by default, generate a wide spectrum of leads – some of them qualified, perhaps, but most just conducting informal research (the proverbial “tire kickers”).

Lead 117

Marketing Hacks: 10 New Ways to Use Your Marketing Automation Platform

Act-On

While this may come as a surprise to the hordes of demand generation groupies using marketing automation, the truth is that 87% of companies spend more time in other functions of marketing than demand gen. The lust for leads remains, but marketing’s role has always been broader, and it’s becoming broader still. Brand marketing supports every stage of the lead lifecycle.

Marketo Conference: Is Predictive Modeling The Future of Marketing Automation?

Customer Experience Matrix

actually found this concern a bit overwrought – there are other segments, most obviously B2B marketing automation itself, that support many dozens of similar vendors. This contrasts sharply with marketing automation, where many companies still buy the first system they consider and few conduct an extensive pre-purchase trial. The data argument makes some sense to me, although I think marketing automation itself should also connect with those external sources. I don’t buy the execution system argument. By that standard, predictive analytics is still far from overcrowded.

Step on the Scales: Weighing Budget Considerations Against Investments in Marketing Automation for Online Lead Generation

B2B Lead Blog

Are you still using manual marketing processes like spreadsheets? Marketing Automation data driven marketing marketing automationIf so, you’re not saving any money.