LeadSloth

FEBRUARY 10, 2010

On Saturday I presented a session about B2B Marketing Analytics at AnalyticsCamp in Chapel Hill ( slides here ). SiriusDecisions did a lot of work here by defining the demand generation waterfall model: Inquiries > Marketing Qualified Leads > Sales Accepted Leads > Sales Qualified Leads > Won Business.

Analytics 100

Analytics Lead Ranking B2B Marketing Sales Qualified Leads 100

LeadSloth

MARCH 16, 2009

From Web Analytics to Demand Generation. So there is data exchange on demand, but not a full bidirectional synchronization like in most of the more expensive lead management systems. Based on the demo I attended, I feel that ActiveConversion is a good first B2B demand generation solution for smaller companies.

ActiveConversion 100

ActiveConversion SMB Work Management Lead Management 100

LeadSloth

MARCH 6, 2010

Tags: Demand Generation marketing automation twitter.

Marketing Automation 100

Marketing Automation Twitter Automation B2B Marketing 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

NOVEMBER 16, 2009

Last week I presented a session at Silverpop’s B2B Marketing University in Atlanta. Tags: Demand Generation Sales Force Automation b2b marketing crm marketing automation salesforce.com. In addition to Marketing Automation, there were two big topics: Social Media and CRM. What is your take?

Marketing Automation Services 100

Marketing Automation Services Marketing Automation CRM Salesforce.com 100

LeadSloth

FEBRUARY 17, 2010

This is the first of three posts for the Silverpop B2B Marketing University , March 3rd in Washington DC. Marketing is starting to see sales as a customer who demands high-quality leads. I will be speaking about Marketing Automation features, the marketing technology ecosystem, and the impact of Social Media. Lead Intelligence.

Marketing Automation Services 100

Marketing Automation Services Social Media Marketing Automation Social Marketing 100

LeadSloth

AUGUST 17, 2009

Their best practices are useful for any demand generation practitioner, and are not tied to one particular marketing automation system. Tags: Demand Generation engage b2b lead management lead nurturing lead scoring marketo roi silverpop workbook. Have you read these books?

Lead Management 100

Lead Management Lead Scoring Lead Ranking ROI 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. How to Replace a Marketing Automation System?

Marketing Automation Services 100

Marketing Automation Services LEADSExplorer netFactor Leadlander 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!). Additionally, enriching the data with the prospect’s interests makes it possible to better target your campaigns.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation Sales Qualified Leads 100

LeadSloth

AUGUST 25, 2010

Sue Hay & Cari Baldwin : Supercharge Your Demand Generation with Marketing Automation. Robert Walmsley : Why Marketing Automation is a Must-Have For Every B2B VP of Sales. Jeff Erramouspe: You Need Good Technology, But…. Andrew Gaffney: Focus on the Marketing Metrics That Matter.

Manticore 100

Manticore Planning Lead Nurturing Marketing Automation 100

LeadSloth

SEPTEMBER 3, 2009

However, there are a couple of B2B Marketing experts who understand how to avoid inflated expectations. Let me know in a comment… Tags: Demand Generation key performance indicator marketing automation marketing metrics marketing roi sales-ready leads siriusdecisions tippit. The result: inflated expectations.

Marketing Automation Services 100

Marketing Automation Services Lead Ranking Marketing Automation Marketing Qualified Leads 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. Even though some vendors have been around for almost 10 years, Marketing Automation is still relatively new. Problem solved?

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Marketing Automation 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

AUGUST 24, 2009

Also, lead scoring only works if you know who you want to target. In complex B2B sales situations you cannot rely on product-centric communications, nor on discounts (&# this week 10% off! Tags: Demand Generation content marketing failure lead nurturing lead scoring marketing automation project failure.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Automation Marketing Management 100

LeadSloth

OCTOBER 28, 2010

Demand Generation. B2B Email Marketing. The goal of this event is three-fold: learn more about Marketing Automation, get to know other Marketing Automation professionals, and have fun doing so. We’ll cover topics around Marketing Automation, including: Lead Management. Lead Nurturing. Revenue Performance Management.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation Marketing Management 100

LeadSloth

APRIL 15, 2010

In B2B marketing, campaigns often run 3-12 months. Tags: Demand Generation Email Marketing marketing automation data quality drip campaign lead nurturing. After you do some digging, you’ll be surprised how much content your organization has access to: sometimes you can even point to 3rd party blog posts.

Lead Nurturing 100

Lead Nurturing Marketing Automation Lead Scoring Lead Ranking 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. Given the complex nature of the B2B prospect lifecycle, building a solution that can properly track these metrics as they relate to your specific business situation is necessary.

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. What is Marketing Automation? Maria Pergolino defines this as “Post-click, and Post-Conversion&#.

Marketing Automation Services 100

Marketing Automation Services Inbound Marketing Marketing Automation Automation 100