LeadSloth

APRIL 15, 2010

If you want to make a start with Lead Nurturing, what are the right questions to ask? In this post I present a short checklist of questions to ask before you get started with lead nurturing: Do you want to nurture new leads, existing leads or both? When do you send leads to sales? Segmentation. Dynamic Campaigns.

Lead Nurturing 100

Lead Nurturing Marketing Automation Lead Scoring Lead Ranking 100

LeadSloth

FEBRUARY 10, 2010

On Saturday I presented a session about B2B Marketing Analytics at AnalyticsCamp in Chapel Hill ( slides here ). This is the flawed but still-important number of inquiries (raw leads), plus the number of qualified leads. You can use lead scoring or a phone call to see whether a lead matches your ideal lead profile.

Analytics 100

Analytics Lead Ranking B2B Marketing Sales Qualified Leads 100

LeadSloth

APRIL 24, 2009

BTW 1: Some of these blogs are more about lead generation, demand generation or inbound marketing, so maybe the title of this blog post is not ideal. Brian Carroll ’s B2B Lead Generation blog ( @brianjcarroll ). Laura Ramos ‘ B2B Marketing posts ( @lauraramos ).

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation B2B Thought Leadership 100

LeadSloth

SEPTEMBER 24, 2009

is the question I get asked most by attendees of the MarketingSherpa B2B Marketing Summit in San Francisco. In this post I listed 8 ideas to address this question (and feel free to share yours in the comments!). In this post I listed 8 ideas to address this question (and feel free to share yours in the comments!).

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation Sales Qualified Leads 100

LeadSloth

FEBRUARY 17, 2010

This is the first of three posts for the Silverpop B2B Marketing University , March 3rd in Washington DC. Let’s look at the 5 Ways in which Social Media is changing Lead Management and Marketing Automation. Lead Generation. Lead Nurturing. Lead Intelligence.

Marketing Automation Services 100

Marketing Automation Services Social Media Marketing Automation Social Marketing 100

LeadSloth

NOVEMBER 16, 2009

Last week I presented a session at Silverpop’s B2B Marketing University in Atlanta. Marketing Automation also has some features for sales people, but those tend to be focused on lead prioritization, email, and prospect activity notifications. I made a similar list for Marketing Automation: SFDC. Dynamic List Segmentation.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation CRM Salesforce.com 100

LeadSloth

AUGUST 25, 2010

Lead Nurturing takes a lot of effort, but it’ll pay itself back ten times over. With a solid nurturing strategy you’ll find new sales opportunities from leads who you thought were not interested. But how do you create a solid lead nurturing plan? Create Content That Your Audience Needs. Make Offers They Can’t Refuse.

Manticore 100

Manticore Planning Lead Nurturing Marketing Automation 100

LeadSloth

MARCH 15, 2009

It is focused on advanced email strategies, which is an important part of the demand generation process. Most of the case studies seem to be B2C rather than B2B. The focus is on list- and trigger-based emails and on landing pages, rather than on the full Lead Management Automation functionality.

Landing Pages 100

Landing Pages Multi-Channel SMS Trigger Marketing 100

LeadSloth

MARCH 22, 2009

In the early days it was used to sift through hundreds of new B2B leads per day to identify the valuable leads. This changed over time: now the focus has shifted to pro-active outreach to a handful of executives, instead of targeting thousands of software developers. Lead scoring based on attributes (e.g.

Marketing Automation Services 100

Marketing Automation Services LEADSExplorer netFactor Leadlander 100

LeadSloth

SEPTEMBER 3, 2009

However, there are a couple of B2B Marketing experts who understand how to avoid inflated expectations. Marketing-qualified leads (MQL), definition should be established together with sales. sales accepted leads (SAL), formally accepted by sales. sales qualified leads (SQL), evolved into an opportunity.

Marketing Automation Services 100

Marketing Automation Services Lead Ranking Marketing Automation Marketing Qualified Leads 100

LeadSloth

AUGUST 24, 2009

It can be used for email campaigns, drip marketing, lead nurturing, lead scoring, landing page management and for brewing coffee. Part of a good lead management process is knowing exactly who are involved in the sale. Also, lead scoring only works if you know who you want to target. Not Enough Leads.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Automation Marketing Management 100

LeadSloth

OCTOBER 16, 2009

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. First of all, in most cases the person is responsible for lead generation , lead nurturing and lead scoring.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Marketing Automation 100

LeadSloth

OCTOBER 28, 2010

Join us at Marketing Automation Monday for an informal panel discussion on using drip marketing to find more qualified leads and for networking with other like-minded marketers. We’ll cover topics around Marketing Automation, including: Lead Management. Lead Nurturing. Demand Generation. B2B Email Marketing.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation Marketing Management 100

LeadSloth

JULY 22, 2009

Great for them, but bad for customers: there’s always so much confusion about these new terms (earlier I wrote about the confusion around Demand Generation and Sales 2.0 ). I’ve already written several posts about Inbound Marketing, but I wondered if the average B2B marketing manager has any idea what it means.

Inbound Marketing 100

Inbound Marketing Work Management Customer Surveys Linkedin 100

LeadSloth

JANUARY 12, 2010

Several new vendors appeared on the market, many existing vendors experienced rapid growth, and Marketing Automation as a term gained popularity among B2B marketers. Adam Needles , Director, Field Marketing and B2B Marketing Evangelist, Silverpop. David Raab , Raab Associates & author, Raab Guide to Demand Generation Systems.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Sales Management Automation 100

LeadSloth

MARCH 24, 2010

In B2B, a prospect doesn’t convert into a customer in a single interaction as is often the case with e-Commerce. Should the bookings be attributed to the first campaign that generated the first lead into a deal or maybe the last campaign that touched it or maybe it should be equally distributed across all campaigns that touched a deal?

ROI 100

ROI Campaigns Marketing Management SEM 100

LeadSloth

JUNE 30, 2009

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. I wrote more about this and about Lead Management on the Genius.com blog.

Marketing Automation Services 100

Marketing Automation Services Inbound Marketing Marketing Automation Automation 100