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| | IT'S ALL ABOUT REVENUE
DECEMBER 13, 2011 A Painless Guide to Planning a Marketing Budget
o Inquiry to MQL 10% ( Marketing Qualified Lead ). o MQL to SAL 20% ( Sales Accepted Lead ). To get those 80 SQOs, I need 100 Sales Accepted Leads (because I have a 75% SAL to SQO rate); to get those 100 SALs I need 500 Marketing Qualified Leads; to get those 500 MQLs I need 5,000 inquiries. This process is part of a broader strategy called Revenue Performance Management (RPM) , which is about using data to optimize marketing and sales performance. used to be a member of the “dread it” crowd. I know what works and what doesn’t.
| | IT'S ALL ABOUT REVENUE
MAY 12, 2011 Follow the Yellow Brick Road to Revenue Performance Management
Today’s guest post on the promise of Revenue Performance Management comes from Ian Michiels , Principal Analyst at research firm Gleanster. Like Dorthy, most B2B marketers also find themselves on an undesirable journey in a foreign place- swept away by a cyclone of channel proliferation, 24×7 access to information, and a highly competitive environment. Share email. Reddit.
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| | ANNUITAS GROUP
NOVEMBER 10, 2010 Quality Matters – Analyzing the Effect of Quality on the Lead Handoff Process
We are glad to have Steve Woods, CTO of Eloqua as a guest contributor to The Annuitas Group blog. Steve is a thought leader in the world of marketing automation and lead management and is also a prolific writer on topics related to demand generation and the current transitions within the marketing profession. Steve is also deeply involved with the Eloqua user community, with whom he regularly interacts through the discussions on his Eloqua Artisan blog. To dig into this a bit further, it’s first worth exploring what we mean by a marketing qualified lead.
| | DELICIOUS B2BMARKETING
JULY 31, 2009 Numeric Scoring: The Key To Lead Management Success
Home Forrester Research « We’re renaming the blog | Main | New networks in the news » April 16, 2008 Numeric Scoring: The Key To Lead Management Success [Posted by Laura Ramos ] Recently I saw a preview of Eloqua’s spring release and it got me thinking about the role lead scoring plays in determining campaign effectiveness. hadn’t seen the product in a while and was impressed with the UI improvements the Eloqua team has produced. The few marketers who end the arguing figure out early that quantifying lead quality is essential. " --"What leads?
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