Sales Engine

MAY 17, 2016

But you can’t fully automate the sales funnel , especially for complex, research-heavy purchases in the BtoB world. It seems that this once-complex process can be distilled to an algorithm.

Lead Ranking 136

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Top of Funnel 136

Customer Experience Matrix

OCTOBER 15, 2013

The great hope is that acquisitions by Oracle , Salesforce.com , Adobe , and other big software vendors finally push the industry across this classic Geoffrey Moore chasm from the beachhead niche to mainstream users, but that’s by no means certain to happen. One final survey reinforces this point.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Automation BtoB 120

ViewPoint

DECEMBER 17, 2013

To get an understanding of the depth of data available to B2B marketers for prospecting, we invited a set of reputable vendors to open their vaults and share details about the nature and quantity of the fields they offer. Seven vendors participated, giving us a nice range of data sources, including both compiled lists and response lists.

Lead Ranking 120

Lead Ranking Marketing Management Salesforce.com Lead Scoring 120

Digital B2B Marketing

JUNE 19, 2012

That was the headline on the first page article when BtoB Magazine landed in my inbox last week. of B2B technology buyers say social media has influenced their purchase decisions or interactions with vendors. According to new research from IDC, only 18.6%

Social Media 100

Social Media BtoB Media B2B 100

Adobe Experience Cloud Blog

JUNE 24, 2009

Yesterday’s BtoB Leading Edge, Demand Generation in the Digital Age was a great way to make sure your organization’s demand generation programs are best-in-class.   With almost 5,000 registrants, it is clear that B2B marketers are concerned about getting the most out of their demand generation and lead management programs.

Demand Generation Agencies 48

Demand Generation Agencies BtoB Demand Generation Demand 48

KoMarketing Associates

JANUARY 25, 2013

It would be interesting to know what factors B2B marketers look at when determining the cost per lead for social media (as well as SEO), since labor costs outside of contracting vendors often do not come into play. Most Used Channels. This chart ranks each channel from most to least popular.

Demand Generation 120

Demand Generation Advertising Benchmark Customer Surveys Demand 120

ViewPoint

JUNE 28, 2012

Rich earned his MBA from Harvard Business School, and he’s twice been named to BtoB Magazine’s Top 100 Most Influential people. He adds that the major factor is the new buyer—empowered and smarter, in ways, than IT vendors—coming into provider organizations through a variety of digital and social pathways.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

Sales Engine

JUNE 20, 2017

But you can’t fully automate the sales funnel, especially for complex, research-heavy purchases in the BtoB world. For example, a prospect who downloads a white paper, visits your website ten times, and perfectly maps to your ideal prospect profile does not necessarily hate his current vendor or have an approved budget to switch vendors.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Top of Funnel 120

Webbiquity

FEBRUARY 14, 2010

It competes with vendors such as Marketo , Eloqua , Marketbright and Genoo. Sirrius Decisions projects that penetration of marketing automation systems will increase from less than 10% in 2005 to more than 50% of BtoB marketers by 2015. Privately held and self-funded, Manticore has grown at a 50+% clip since 2005.

Manticore 100

Manticore Marketing Automation Services Lead Generation Marketing Automation 100

Marketing Insider Group

DECEMBER 5, 2013

We’ve heard it time and time again: according to the Corporate Executive Board (CEB) almost 60% of the buyer journey is complete before prospects reach out to vendors. According to BtoB Magazine “Content Marketing” is one of the top priorities for marketing in 2014. It may even hurt us in the buying process. Don’t believe me?

Content Marketing 100

Content Marketing Marketing Budget Marketing Budget Creation Content 100

Buzz Marketing for Technology

MARCH 9, 2011

Many BtoB organizations these days are spending time and money to listen to the conversations that are happening about their brand, which is a basic essential for any brand. The very act of searching presupposes you know what you are looking for!

Social Media 100

Social Media Media Marketing Management BtoB 100

LeadSloth

APRIL 24, 2009

BTW 2: I have not included vendor weblogs: I will put those in a separate post. He covers lots of Marketing Automation vendors, he offers insights into usability of demand generation systems and covers various other topics. Mac is a leading sales and marketing consultant and award-winning columnist for BtoB magazine.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation B2B Thought Leadership 100

The Effective Marketer

FEBRUARY 15, 2010

The Effective Marketer Effectiveness is a discipline and it can be learned Home About the Effective Marketer Books Speaking The Danger of Email Marketing Benchmarks A recent article from BtoB Online about email deliverability reminded me of how dangerous this whole thing of email marketing deliverability numbers can be.

Advertising Benchmark 100

Advertising Benchmark Work Management Marketing Management Planning 100

The ROI Guy

SEPTEMBER 29, 2010

As well, the Tech Media publishers have seen a dramatic shift in B2B vendors, who are looking for innovative ways to break through marketing fatigue to attract, connect and engage ever more skeptical and frugal buyers. The age of Internet fueled buying decisions means that traditional print publications just don't meet buyer or seller needs.

Interactive Marketing 40

Interactive Marketing Advertising Agencies BtoB Peer-to-peer 40

markempa

NOVEMBER 18, 2005

So each irrelevant message (my vendors and potential partners) send is basically programming me to delete future messages from them. BtoB Online: E-mail testing MarketingSherpa just released their annual report on e-mail marketing. BtoB Online: E-mail testing MarketingSherpa just released their annual report on e-mail marketing.

Lead Generation 120

Lead Generation Relevance Resources B2B Marketing 120

The ROI Guy

MAY 10, 2011

These new customers add to Alinean's ever-growing list of over 100 leading B2B vendors. Leading Value-Based Interactive Tool Provider Maintains Significant Growth ORLANDO, Fla., Alinean has been selected to develop and power value-based interactive sales and marketing tool campaigns for customers including iPass, Maxeler and Verint. "As

Marketing Management 40

Marketing Management B2B Thought Leadership BtoB Demand Generation Agencies 40

Industrial Marketing Today

JULY 29, 2010

As a result, most BtoB marketers tend to credit sales-ready leads to the last marketing touchpoint. The report was based on a survey of over 70 BtoB marketers and was conducted by Genius.com. This tendency often neglects the other marketing channels that played a role in early stages of the purchase funnel.

B2B Marketing 60

B2B Marketing Top of Funnel BtoB Peer-to-peer 60

markempa

NOVEMBER 8, 2005

« Lead Generation Summit Notes | Main | Podcast: How to Nurture Leads » Dont Depend on Technology To Fill the Sales/Marketing Chasm I found this article by Janet White, author of Buying Right: Vendor and Software Selection on CRM Guru interesting.

Work Management 120

Work Management Marketing Management Lead Generation B2B Sales 120

markempa

JUNE 29, 2007

Their data shows that over 50% of tech buyers admitted to short listing a vendor after receiving a well timed and relevant phone call. Their data shows that over 50% of tech buyers admitted to short listing a vendor after receiving a well timed and relevant phone call.

Lead Generation 120

Lead Generation Work Management Generation Telemarketing 120

Paul Gillin

OCTOBER 5, 2011

With 9,400 Twitter followers, 1,200 LinkedIn connections and regular columns in BtoB magazine and The CMO Site , I can extend their reach at very little cost to them. In the weeks leading up to DMA, vendors contacted me with offers of movie tickets, gift cards and a chance to win an iPad. And I do, nearly every day.

Direct Marketing 50

Direct Marketing BtoB Word of Mouth Conference 50

MLT Creative

NOVEMBER 15, 2010

A few months back, I did a deep dive on the marketing automation process and looked at well-known vendors of the service. A recent issue of BtoB Magazine contained an in-depth study on “The Impact of Social Media on Search.” For my second blog series, I’ll focus on the importance of social media monitoring tools.

Marketing Automation Services 40

Marketing Automation Services Social Media Budget Programs Marketing Management 40

The ROI Guy

AUGUST 9, 2010

This personalized assessment can help create a customized improvement plan to elevate the relationship from vendor to trusted advisor, and spur action. 2) Quantify the issues and opportunities the customer has via benchmarking tools, comparing their profile or costs versus competitors and leaders.

Urgency Marketing 40

Urgency Marketing Marketing Budget Peer-to-peer Content Marketing 40

The ROI Guy

MAY 6, 2010

Assessment tools enable vendors to engage with customers to realize and prioritize issues they may not even know they have, and provide intelligent product/solution roadmaps and recommendations. Alinean recognized by BtoB Magazine’s as one of To. IT vendors, are you. Provocation-Based Selling: Loosening the Status-Qu.

Work Management 40

Work Management Marketing Automation Services Marketing Management ROI 40

The ROI Guy

DECEMBER 6, 2010

During the B2C Internet revolution many a vendor’s world was turned upside down by failing to recognize and invest in the fundamental shift towards empowering consumers with content and buying tools. The influence of vendors as a trusted source of information lags dramatically, at only 8.1% this year, an increase from 3.1%

Work Management 40

Work Management Marketing Management ROI Marketing Automation Services 40

markempa

MAY 24, 2005

They concluded, "Leads get cold quickly, so it is vital that vendors implement prompt, effective lead follow-up processes." They concluded, "Leads get cold quickly, so it is vital that vendors implement prompt, effective lead follow-up processes."

Lead Generation 120

Lead Generation Sales Qualified Leads B2B Sales Marketing Analytics Tools 120

markempa

MAY 9, 2006

In most cases, a company is a vendor and the expectation is that you pay them to do a certain job and they do said job. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 In the case of a lead.

Lead Generation 120

Lead Generation Ideal Customer Profiles Activities Marketing Qualified Leads 120

WebMarketCentral

NOVEMBER 17, 2009

It competes with vendors such as Marketo , Eloqua , Marketbright and Genoo. Sirrius Decisions projects that penetration of marketing automation systems will increase from less than 10% in 2005 to more than 50% of BtoB marketers by 2015. Privately held and self-funded, Manticore has grown at a 50+% clip since 2005.

Manticore 20

Manticore Marketing Automation Services Marketing Automation Automation 20

The ROI Guy

JANUARY 10, 2011

For the IT buyer, business benefit assessments (34%) and financial assessments (26%) were both highly important to making a purchase decision, greatly exceeding, by more than 2x, the vendor relationship (14%) as a decision driver. Alinean recognized by BtoB Magazine’s as one of To.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Spending 40

The ROI Guy

FEBRUARY 4, 2009

Today, it is a mature, widely accepted practice in both helping buyers analyze ways to reduce costs, and for vendors to make the case for change, or prove competitive advantage. Vendors of technology are competing not only with each other for new spending, but with the entrenched operating costs of the status quo.

Enterprise Management 40

Enterprise Management Work Management Marketing Automation Services Marketing Management 40

The ROI Guy

NOVEMBER 4, 2010

For the IT buyer, business benefit assessments (34%) and financial assessments (26%) were both highly important to making a purchase decision, greatly exceeding, by more than 2x, the vendor relationship (14%) as a decision driver. However, many vendors would say that sales opportunities are not moving forward the way many would like.

Work Management 40

Work Management ROI Marketing Management Marketing Budget 40

markempa

JUNE 8, 2005

You’ll evolve from a vendor that is simply selling products and services to being an expert that is selling value. You’ll evolve from a vendor that is simply selling products and services to being an expert that is selling value. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Budget Programs Word of Mouth B2B Thought Leadership 120

The ROI Guy

OCTOBER 22, 2010

Overall, the focus of technology buyers is on value – and much less on where marketing often focuses, such as on building vendor-buyer relationships and on brand building campaigns. Alinean recognized by BtoB Magazine’s as one of To. Provocation-Based Selling: Loosening the Status-Qu.

Work Management 40

Work Management Marketing Management ROI Marketing Budget 40

The ROI Guy

JANUARY 25, 2011

Buyers, Fueled by the Internet, Firmly in Control With a wealth of information from vendors, analysts and peers, buyers are doing more research on-line. Alinean recognized by BtoB Magazine’s as one of To. Provocation-Based Selling: Loosening the Status-Qu.

ROI 40

ROI Marketing Budget Work Management Budget Programs 40

The ROI Guy

FEBRUARY 4, 2009

Alinean recognized by BtoB Magazine’s as one of To. Then calculate the potenital additional benefits of the management features and see if the virtual management TCO advantages make up for the cost savings. Provocation-Based Selling: Loosening the Status-Qu. ► February (8) Boost Sales 10% with an Investment in Sales Enable.

Work Management 40

Work Management Marketing Management ROI Budget Programs 40

The ROI Guy

JANUARY 17, 2011

Now, over 90% of B2B buyers require quantifiable proof of bottom-line impact from any significant purchase, and over 81% expect vendors to create and deliver the financial business case for most proposed purchases (IDC). Alinean recognized by BtoB Magazine’s as one of To. Provocation-Based Selling: Loosening the Status-Qu.

Budget Programs 40

Budget Programs Marketing Automation Services Enterprise Management ROI 40

Marketing Insider Group

JULY 25, 2013

In partnership with the Netline Corporation, the CMO Council surveyed 400 BtoB buyers and content seekers around the world. Their responses show that content has never been more important to the buying process and yet vendors are falling short in creating the kind of content that buyers are looking for. Where are they going?

Marketing Report 100

Marketing Report BtoB B2B Marketing Content Marketing 100

ViewPoint

FEBRUARY 27, 2014

Even the marketing automation software vendors themselves recognize the importance of strategy, for their own success, as well as that of their clients. Crain’s BtoB magazine named Ruth one of the 100 Most Influential People in Business Marketing.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Work Management Marketing Management 120