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

AUGUST 17, 2009

Earlier this year I downloaded Silverpop’s lead management workbook , and I planned to write about it. Unfortunately, not enough time… Last week I received a copy of Marketo’s Lead Nurturing workbook. Both books show how you can increase sales by nurturing all leads, from inquiry to opportunity. Lead Scoring.

Lead Management 100

Lead Management Lead Scoring Lead Ranking ROI 100

LeadSloth

MARCH 16, 2009

Lead Scoring. Lead scoring works for both anonymous and known visitors: for anonymous visitors the triggers for increasing the lead score are somewhat limited, essentially page views and return visits. Lead scoring configuration. It can also integrate with Salesforce Web-to-Lead forms. An anonymous prospect record.

ActiveConversion 100

ActiveConversion SMB Work Management Lead Management 100

LeadSloth

AUGUST 4, 2009

Lead Source Measurement Needs Improvement. There are two big limitations for using this in B2B marketing: You can only see conversions, not opportunities or revenue (because that information is in the CRM system). How would you use this lead source tracking tool? Tracking where a visitor comes from is not a new technique.

Social Media 100

Social Media ROI Media Leads 100

LeadSloth

AUGUST 31, 2010

Lead Nurturing depends on great content. Is there really a difference between a B2C and a B2B copywriter? So good emails can make a big difference in the effectiveness of your lead nurturing program, but the people who can help you with this are hard to find. The email text itself is not the only thing that matters.

Copywriting 100

Copywriting B2B Lead Nurturing Click Rate 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

JUNE 17, 2010

Do you have many leads in your database who have never been followed up on? Attend this webinar to learn how to generate additional revenue from your existing leads. Tags: Webinars lead management b2b marketing b2b marketing university lead nurturing. gotomeeting.com/register/594743683.

Lead Nurturing 100

Lead Nurturing Webinar Metrics Lead Management Tagging 100

LeadSloth

SEPTEMBER 24, 2009

is the question I get asked most by attendees of the MarketingSherpa B2B Marketing Summit in San Francisco. If you start doing marketing automation or lead nurturing, first focus on the most attractive subset of your prospects. Make Sure You Have Enough Leads. If your problem is lack of raw leads, first address that problem.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation Sales Qualified Leads 100

LeadSloth

OCTOBER 15, 2010

At this week’s Marketo Summit , I realized we’re right in the middle of B2B Marketing Event Season. MarketingSherpa’s B2B Marketing Summit was last week, Pardot’s user conference was 2 weeks ago, and the Eloqua Experience is coming up next week. Forrester Lead Management Overview. Global Marketo Roll-Out.

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Marketo Impressions Forrester Eloqua 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

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.

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Manticore Planning Lead Nurturing Marketing Automation 100

LeadSloth

AUGUST 5, 2010

DemandBase has just announced a webinar series called B2B Marketing Best Practices that Need to Die (I will present one of the sessions). Today, I’m working on my presentation for Monday’s lead nurturing webinar 7 steps to finding untapped revenue in your marketing database , where I’m presenting real best practices.

Newsletter 100

Newsletter Practices Lead Nurturing Best Practices 100

LeadSloth

APRIL 29, 2009

In alphabetical order: ActiveConversion B2B Marketing Blog. Genius.com B2B Marketing for Faster Sales Blog. Market2Lead Marketing Automation and Lead Management blog. Marketo Modern B2B Marketing Blog. Pardot Corporate Blog and Adam Blitzer’s B2B Marketing ROI blog. Reachforce: The B2B Lead.

Demand Generation 100

Demand Generation Marketing Management ReadyContacts Marketing Automation Services 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. Profile-based Lead Scoring. Behavioral Lead Scoring. Web Analytics.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation CRM Salesforce.com 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 ). Jame is an experienced demand gen practitioner, who really understands metrics-based lead generation.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation B2B Thought Leadership 100

LeadSloth

OCTOBER 18, 2010

It mentions the importance of valuable content, the increasingly longer sales cycles and the “consumerized&# B2B sales processes. An example: they determine what their most important customer segments are, what content they need in the different phases of the buying process, and how leads will be routed throughout the organization.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Marketing Automation 100

LeadSloth

JULY 10, 2009

B2B Marketing Zone. This is more of a meta-blog, aggregating a large number of B2B blogs, including this blog. I’ve discovered several new and interesting blogs on the B2B Marketing Zone, so highly recommended. Demand generation is not complete without covering Webinars, one of the key lead generation programs.

Demand Generation 100

Demand Generation Demand Generation Marketing Automation Services 100

LeadSloth

AUGUST 26, 2010

Lead Intelligence. This one is getting more interesting, because it allows you to track Social Media as a lead source, all the way to revenue. Lead Intelligence. Pardot’s Social Insight is focused on Lead Intelligence. If you want, you can also use this information for lead scoring. Social Media ROI.

Marketing Automation Services 100

Marketing Automation Services Social Media Marketing Automation Social Marketing 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 26, 2010

Improve Lead Interaction with Good Segmentation. The technology can only do so much – starting with a segmented, clean lead list is important. Optimize Lead Nurturing Through Personalized and Relevant Communications. Which content provided the desired lead interaction for which segmented list during which stage of nurturing?

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Marketing Management Practices 100

LeadSloth

JULY 22, 2009

I’ve already written several posts about Inbound Marketing, but I wondered if the average B2B marketing manager has any idea what it means. So I created a non-scientific poll on LinkedIn asking: “Do you use Inbound Marketing for B2B Lead Generation?&#. The newest term on the block is “Inbound Marketing&#.

Inbound Marketing 100

Inbound Marketing Work Management Customer Surveys Linkedin 100

LeadSloth

MARCH 15, 2009

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. Nevertheless, there are lots of interesting advanced email topics that are just as relevant for B2B demand generation specialists.

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. My first reaction was: no way, you should not want to do without any type of marketing automation system (for simplicity sake, I use this term as synonymous to demand generation and lead management ).

Marketing Automation Services 100

Marketing Automation Services LEADSExplorer netFactor Leadlander 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. B2B Email Marketing. Demand Generation.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation 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

SEPTEMBER 1, 2010

Would you like to learn how Lead Nurturing can turn more of your leads into revenue? On a single afternoon in New York City, Silverpop brings together several expert speakers to discuss Holistic Lead Nurturing strategies. See below for an overview of Holistic Lead Nurturing. What Is Holistic Lead Nurturing?

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Ranking Sales Qualified Leads 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. 2009 was the year in which Marketing Automation really took off. Maria Pergolino , Sr.

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