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5 Critical Components of Lead Management Software

Modern B2B Marketing

by Maria Pergolino As marketing and sales teams align, both become more accountable to effectively managing leads within the pipeline. The ongoing changes in lead generation can overwhelm marketing and sales teams if it’s not organized and each team is unclear of its role. Invaluable Lead Tracking Capability. Quality Lead Generation. Efficient Lead Management.

Marketo Sales Insight Expands Salesforce Access to Marketing Data

Customer Experience Matrix

Summary: Marketo's new Sales Insight ranks prospects for sales people, based on recent Web and email activities. It lets Marketo sell seats to sales departments, which could be more lucrative than selling its core demand generation system. But I expect the sales automation vendors to take the business for themselves. The moments are set up as real time triggers within Marketo. But, then again, how many salespeople really want to do that? - a “lead feed” feature that can send “interesting moment” alerts via RSS, SMS, email, iPhone and other mobile devices.

Research: Why Behavior Matters in Lead Scoring

Modern B2B Marketing

There are different kinds of things you can track with scoring: Fit: Fit score is based on the demographic and firmographic attributes that tell you how well the prospect compares against your ideal buyer profile – things like job title or role, industry, and company size.  In other words, how attractive is this potential lead to me ? The ROI of Behavioral Lead Scoring.

My Secret Methods for Turning Marketing Leads into Qualified Sales Leads

Modern B2B Marketing

by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. Some of these best practices include common definitions for a qualified lead between marketing and sales; lead scoring to identify suspected quality leads; a strong lead management process to manage the handoffs; and the use of marketing automation to power the whole thing.

9 Elements for a Successful Marketing Program Mix

Modern B2B Marketing

by Maria Pergolino Demand Generation Managers are responsible for finding and executing the program mix that is going to drive revenue for their organization. This includes selecting programs that are going to identify new leads and campaigns that are going to cause current leads in the system to move farther down the funnel. Why not? What do you think?

Sneak Peak of The Marketing Nation Summit

LeanData

It’s like a jolt of electricity each time an “Interesting Moment” email alert from Marketo reaches the LeanData sales and marketing teams. Someone is exploring our website, reading content, requesting a demo. So, yes, Marketo is a fundamental part of our business process. It’s more a sense that Marketo has become part of the LeanData DNA. Summit. Everest.

B2B Lead Management Market Heats Up

delicious b2bmarketing

Home Forrester Research « Getting Up Close and Personal | Main | Social Technographics Data Now Available » March 20, 2008 B2B Lead Management Market Heats Up [Posted by Laura Ramos ] Since the start of this year, I’ve been receiving a boatload of briefing requests from companies wanting to show me their lead generation and management solutions. Most recently, Marketo just announced their lead management solution. There are four primary buckets of technology solutions aimed at solving the “how do I make lead generation activities more effective?”

9 Reasons to Make a Software Purchase in December

Modern B2B Marketing

Before the eggnog starts flowing, we’ve got 9 reasons why December is a great time to invest in a software solution, especially one in Revenue Performance Management. You may be sitting on uncommitted budget, facing a ‘use it or lose it’ scenario; which if left unspent, can lead to lower budgets in future quarters. Let’s make a deal! Unfortunately, this evaporates in January.

B2B 8

Emergence of Demand Generation Role Drastically Alters Marketing Landscape

Fearless Competitor

This article, by the CEO of Marketo , Phil Fernandez is timely. by Phil Fernandez, CEO of Marketo. It is more and more common these days to see a director of “demand gen’ working alongside of counterparts who manage closely aligned departments such as marketing communications and corporate communications. Indeed, this is exactly the structure we have at my company, Marketo. One thing is certain: The demand generation role is a pretty new phenomenon in business and marketing. This was a deceptively big shift in business strategy and management.

Marketing Automation- What’s the Fuss? New Book Sets the Record Straight

NuSpark

Marketo, Aprimo, Eloqua, Silverpop and all the rest are there to push this technology towards you. As they should… because without a sound lead nurturing process your firm suffers and those leads you worked so hard to generate will likely do business with competitors. Marketing Automation doesn’t work unless you have a sound, targeted media plan that will generate quality leads in the first place. The message has to promote content or demos on landing pages so that email capture can occur.  Remember, not all leads are created equal.

Emergence of Demand Generation Role Drastically Alters Marketing Landscape

Modern B2B Marketing

It is more and more common these days to see a director of “demand gen’ working alongside of counterparts who manage closely aligned departments such as marketing communications and corporate communications. Indeed, this is exactly the structure we have at my company, Marketo. One thing is certain: The demand gen role is a pretty new phenomenon in business and marketing.

Lead 11

Marketing Automation- What’s the Fuss? New Book Sets the Record Straight

NuSpark

Marketo, Aprimo, Eloqua, Silverpop and all the rest are there to push this technology towards you. As they should… because without a sound lead nurturing process your firm suffers and those leads you worked so hard to generate will likely do business with competitors. Marketing Automation doesn’t work unless you have a sound, targeted media plan that will generate quality leads in the first place. The message has to promote content or demos on landing pages so that email capture can occur.  Remember, not all leads are created equal.

B2B Marketing On a Budget: Thought Leadership with John Watton of ShipServ

Modern B2B Marketing

The next interview in the B2B Marketing thought leader interview series is with John Watton, VP Marketing at ShipServ , the leading e-marketplace for maritime shipping (and also a Marketo customer). Over the last two years, John has revolutionized the company's marketing strategy using Marketo Lead Management, introducing social media engagement, and leveraging the best practices he garnered over two decades of marketing at communications and high technology companies such as Cramer Systems (acquired by Amdocs), Microsoft, Oracle, SAP and Ariba.

Why Automated Email Engagement Should Be Part Of Your Sales Team

IKO-Systems

Automated Email Engagement Solutions (like our in-house Smart Engagement we use at IKO), are the fresh face in the realm of lead engagement, and they’re already causing quite a stir. Is it right for your business? Automated Email Engagement Solutions are cloud-based softwares designed for use in sales departments to effectively engage qualified leads. Managing Sales with Data.