LeadSloth

NOVEMBER 16, 2010

Almost 30 people showed up for the first two Marketing Automation Monday meetups in San Francisco and Palo Alto. Often, this is based on product, company size, industry or sales channel (direct, partner, affiliate). Often, this was an automated process, using the Marketing AUtomation system's API. Pipeline Nurturing.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Automation Marketing Management 100

LeadSloth

MAY 5, 2010

Today I’m a panelist at the Silverpop Client Summit and we’re talking about Social CRM, Inbound Marketing and Marketing Automation, moderated by Adam Needles. CRM is very broad, it’s not just about sales, but about pretty much anything that involves communicating with your customers. Social Marketing Automation.

Inbound Marketing 100

Inbound Marketing Marketing Automation CRM Social Marketing 100

LeadSloth

NOVEMBER 16, 2009

In addition to Marketing Automation, there were two big topics: Social Media and CRM. If that’s true, why would you still need Marketing Automation? So let’s dig in and find how Marketing Automation and CRM are different. So let’s dig in and find how Marketing Automation and CRM are different.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation CRM Salesforce.com 100

LeadSloth

OCTOBER 26, 2010

There are certainly a lot of capabilities within marketing automation. Below are some of the best practices we have found within our customer base that helped drive success with marketing automation. Automatic Scoring Prioritizes Leads That are “Sales Ready”. and met the specified criteria will move to sales at the right time.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Marketing Management Practices 100

LeadSloth

AUGUST 30, 2009

As a response to my posts 7 Reasons Why Marketing Automation Projects Fail and Marketing Automation ROI , several people mentioned that the benefits of Marketing Automation are not just increased sales. Marketing Automation Increases Revenue. Marketing Automation & Efficiency. Investment-to-revenue.

Marketing Automation Services 100

Marketing Automation Services Efficiency Marketing Automation Marketing Qualified Leads 100

LeadSloth

SEPTEMBER 8, 2010

If you look at Marketing Automation systems, the best supported CRM system is Salesforce.com. Should you look at Marketing Automation options first? What if you prefer Microsoft CRM, but you also want to have a choice of Marketing Automation systems? Should you look at Marketing Automation options first?

Salesforce.com 100

Salesforce.com Marketing Automation Services Marketing Automation CRM 100

LeadSloth

AUGUST 24, 2009

Needless to say, Marketing Automation software is very popular today. In reality, Marketing Automation can help you automate existing campaigns, and also create new campaigns that would not be possible without automation. And please share your Marketing Automation “horror&# scenarios in the comments below!

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Automation Marketing Management 100

LeadSloth

APRIL 24, 2009

Please send me your favorite blogs, because there must be lots of great Marketing Automation blogs that I haven’t found yet! Adam – the former VP Marketing of the 451 Group – is finishing up a graduate project on marketing technology and publishes deep insights about marketing automation. So here’s the list.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation B2B Thought Leadership 100

LeadSloth

APRIL 15, 2010

When do you send leads to sales? If you’ve never nurtured your leads, you may find sales opportunities in your existing database. This depends on many factors, including the size of your database, the average age of the leads, the lead source, and the length of your sales cycle. Sales Handover. Data Quality.

Lead Nurturing 100

Lead Nurturing Marketing Automation Lead Ranking Lead Scoring 100

LeadSloth

MARCH 22, 2009

I’m working on an interesting project right now: moving away from a marketing automation system. The company in question has used a comprehensive marketing automation system for about 2 years. In addition to cost savings, the thinking is that a full-blown marketing automation system just makes less sense with the new strategy.

Marketing Automation Services 100

Marketing Automation Services LEADSExplorer netFactor Leadlander 100

LeadSloth

OCTOBER 16, 2009

Even though some vendors have been around for almost 10 years, Marketing Automation is still relatively new. According to Forrester, only 2-5% of B2B firms have invested in full-featured Marketing Automation. Increasingly, B2B companies realize that Marketing Automation software requires skilled operators.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Marketing Automation 100

LeadSloth

SEPTEMBER 30, 2010

One of the most interesting things Pardot does for their own lead management is to give a 60 second look to each and every lead that is sent to sales. They realize the marketing automation can only go so far, and that a human interpretation of the lead’s profile and email & web activity will uncover additional insights.

Marketing Automation Services 100

Marketing Automation Services Marketing Management Conference Vendors 100

LeadSloth

SEPTEMBER 24, 2009

Marketing Automation is still very new for many companies, and it’s not immediately obvious how you can get started step-by-step. If you start doing marketing automation or lead nurturing, first focus on the most attractive subset of your prospects. Make Sales Happy Quickly. Choose Your Products and/or Business Unit.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation Sales Qualified Leads 100

LeadSloth

FEBRUARY 17, 2010

I will be speaking about Marketing Automation features, the marketing technology ecosystem, and the impact of Social Media. Let’s look at the 5 Ways in which Social Media is changing Lead Management and Marketing Automation. It may take a while before potential clients are ready to buy or even want to talk to a sales person.

Marketing Automation Services 100

Marketing Automation Services Social Media Marketing Automation Social Marketing 100

LeadSloth

AUGUST 25, 2010

With a solid nurturing strategy you’ll find new sales opportunities from leads who you thought were not interested. In Manticore’s Quintessential Marketing Automation GuideBook I’ve written a chapter on how to find untapped revenue in your marketing database. Collaborate With Your Sales Team. Download it here.

Manticore 100

Manticore Planning Lead Nurturing Marketing Automation 100

LeadSloth

DECEMBER 14, 2010

Most readers of this blog will know that I’m passionate about Marketing Automation and Lead Management. As a consultant, I really enjoy helping organizations optimize their Marketing Automation efforts using the latest techniques and best practices. And when you’re doing sales, it takes a while to get new projects lined up.

Marketo 100

Marketo Marketing Automation Services Work Management Marketing Management 100

LeadSloth

MAY 25, 2010

Oracle has just acquired Market2Lead , one of the early Marketing Automation vendors. Market2Lead was one of the early Marketing Automation vendors. Actually in 2006, when I was a marketing manager at a software company in San Francisco, I selected Market2Lead as our Marketing Automation system.

Market2Lead 100

Market2Lead Enterprise Management Acquisitions Work Management 100

LeadSloth

FEBRUARY 15, 2010

What are the key events to attend when you’d like to learn more about B2B Marketing, Marketing Automation, Lead Management? I’ve started with a much longer list, but decided to focus on those events where Marketing Automation vendors exhibit, and where the speakers cover lead management and marketing automation.

B2B Marketing 100

B2B Marketing Marketing Management Marketing Automation Services B2B 100

LeadSloth

FEBRUARY 10, 2010

My specialty is Marketing Automation, but Analytics and Reporting come up in pretty much any project I do. Even though I almost flunked my Statistics class in college, there’s no denying that Marketing Automation and Marketing Analytics are two sides of the same coin. Why Analytics? This is my take: Optimize marketing tactics.

Analytics 100

Analytics Lead Ranking B2B Marketing Sales Qualified Leads 100

LeadSloth

OCTOBER 20, 2010

In short, it is about understanding how marketing and sales drive revenue. It highlights the transition to a more metrics-driven way to optimize sales & marketing for revenue growth. Jeremy Victor has a nice write-up of the 16 sales and marketing reports that measure revenue performance. Sales Enablement.

Eloqua 100

Eloqua Jigsaw Salesforce.com Work Management 100

LeadSloth

JUNE 7, 2010

It’s not a full-blown marketing automation system (not sure if they want to go there either), but it’s interesting to see them adding these features. Tags: Demand Generation marketing automation b2b marketing events lead management. More info & registration ». Genius Demand Gen Academy. More info & registration ».

Lead Management 100

Lead Management Marketing Management Co-Registration Leads 100

LeadSloth

JULY 10, 2009

Earlier I published the Top 10 Demand Generation vendor blogs and the Top 10 Marketing Automation Blogs. Jeff specializes in helping companies find new customers, he wrote a great e-book about that, and blogs about Demand Generation, primarily from a Sales perspective. B2B Marketing Zone. Upshot Institute.

Demand Generation 100

Demand Generation Demand Generation Marketing Automation Services 100

LeadSloth

AUGUST 17, 2009

Both books show how you can increase sales by nurturing all leads, from inquiry to opportunity. A proper follow-up ensures that leads are nurtured until they are ready to talk to a sales person. And - because of the nurturing - they are much better educated, making the sales person’s job a lot easier. Lead Scoring.

Lead Management 100

Lead Management Lead Ranking Lead Scoring ROI 100

LeadSloth

JANUARY 12, 2010

2009 was the year in which Marketing Automation really took off. Several new vendors appeared on the market, many existing vendors experienced rapid growth, and Marketing Automation as a term gained popularity among B2B marketers. In this post I want to focus on the trends in Marketing Automation for 2010. The Contributors.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Sales Management Automation 100

LeadSloth

APRIL 29, 2009

Genius.com B2B Marketing for Faster Sales Blog. Market2Lead Marketing Automation and Lead Management blog. Market2Lead Marketing Automation and Lead Management blog. He writes in-depth posts on Marketing Automation best practices. Genius publishes some good best practices posts, combined with some company-related news.

Demand Generation 100

Demand Generation Marketing Management ReadyContacts Marketing Automation Services 100

LeadSloth

AUGUST 27, 2009

Prospects now have instant access to much more information, so marketing’s involvement reaches much further down the sales cycle: they need to nurture prospects with relevant content until they are sales-ready. And now we have sophisticated marketing automation software that changes how you do marketing.

Marketing Automation Services 100

Marketing Automation Services B2B Marketing Salesforce.com B2B 100

LeadSloth

OCTOBER 15, 2010

One of he things Bill illustrated was how Sales Development Reps have to follow up with leads within a certain of days, otherwise their boss or even the executive team will be notified (using Marketo). Tags: lead management marketing automation. He told the story in a nice way, and illustrated it with a good case study.

Marketo 100

Marketo Impressions Forrester Eloqua 100

LeadSloth

MARCH 15, 2009

The focus is on list- and trigger-based emails and on landing pages, rather than on the full Lead Management Automation functionality. Using multi-variate testing to optimize conversion and sales. It is focused on advanced email strategies, which is an important part of the demand generation process.

Landing Pages 100

Landing Pages Multi-Channel SMS Trigger Marketing 100

LeadSloth

AUGUST 11, 2009

Do your clients use Salesforce for Google AdWords, Marketing Automation systems or other tools? For clients that are using marketing automation platforms like Marketo or Eloqua, there is a bit more integration to do, but the links can still be made to work. There is no set amount of fields that are best.

Advertising Agencies 100

Advertising Agencies Paid Search Agency Advertisements Advertising 100

LeadSloth

AUGUST 24, 2010

The content can be on the vendor’s website, it can be sent out via email, or sent out by sales people. In this post I’ll focus on content that is sent out via automated email campaigns (drip campaigns). If you don’t know, ask your sales people, or simply call a couple of prospects and ask them.

Lead Nurturing 100

Lead Nurturing Leads Lead Marketing Qualified Leads 100

LeadSloth

MARCH 16, 2009

ActiveConversion first became known for its sales-focused Web Analytics, such as identifying companies that visit your website (similar to Leadlander ). Therefore I initially called them a ‘niche vendor’ However, the product has evolved into a fairly complete marketing automation suite for SMB companies.

ActiveConversion 100

ActiveConversion SMB Work Management Lead Management 100

LeadSloth

JUNE 30, 2009

Should Marketing Automation systems add Inbound Marketing tools as standard features? What is Marketing Automation? In my opinion any B2B company needs both Inbound Marketing and Marketing Automation: the first to get in touch with new prospects, the second to move those leads through the funnel from suspects to sales-ready leads.

Marketing Automation Services 100

Marketing Automation Services Inbound Marketing Marketing Automation Automation 100

LeadSloth

SEPTEMBER 1, 2010

There is more information available online and in social networks, and sales people get involved at a much later stage. That also means that Marketing will be involved much longer: not just to generate leads, but also to nurturing the leads until they are ready to talk to a sales person. New Marketing Technology.

Lead Nurturing 100

Lead Nurturing Lead Ranking Lead Scoring Sales Qualified Leads 100