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Trending Sources Acquires ExactTarget


The impact of the convergence of these technologies continues to grow, made evident today by the acquisition of ExactTarget by As companies move beyond marketing automation as a standalone product and into a more integrated solution, I expect''s entry into this space to shine a huge spotlight on the integration issue. That was yesterday. Be awesome.

Measuring the True Impact of Marketing Campaigns: A Conversation with Bonnie Crater

The Point

In 2011, she became President and CEO of Full Circle CRM , a company dedicated to helping VPs of Marketing use to get accurate and useful performance data about marketing campaigns. I sat down with her recently to find out more about her company and what makes their solution different. It was the third time they had worked on such a request.

How to Ensure a Successful Inside Sales ‘Nurturing’ Campaign

Sales Prospecting Perspectives

From my experience working within, we found an efficient way to capture useful information from our nurtured accounts and put it to use for our Inside Sales Reps. Capturing this information allows us to pull insightful reports for analysis, segment strategic lists for follow up or create customized email campaigns around this bucket of contacts. Having an effective lead nurturing process helps ensure you don’t miss out on a opportunities that have been appropriately nurtured and are now ready to move to the next step. When will they be reevaluating?

B2B: How To Get Marketing and Sales To Work Together And Stop Fighting

The Forward Observer

But marketing and sales CAN work better together and be aligned. For Marketing to speak this it needs to do some math and work backward from sales: 1. With marketing automation software and a CRM (like HubSpot and ), companies can avoid that. At these meetings marketing should update sales on campaign activity and plans and product updates. Try it.

Best CRM for Marketing Automation:, Microsoft or Oracle?


If you look at Marketing Automation systems, the best supported CRM system is By the way: tomorrow I’m presenting a webinar with SalesFUSION, a Marketing Automation vendor that focuses heavily on Microsoft Dynamics CRM (but also supports, of course). That way there is only one way to define and measure campaign effectiveness. Register now ».

Getting the Most from A Conversation with David Taber

The Point is a dominant player in the CRM category and an integral part of many companies’ lead management, database marketing, and demand generation programs. To learn how we marketing types can get more from, I spoke recently to David Taber, CEO of CRM consultancy Saleslogistix and author of the Prentice-Hall book, Secrets of Success.

ReachForce Acquires SetLogik and Launches the ReachForce Connected Marketing Data Hub

B2B Lead Blog

New solutions provide continuous marketing data enrichment and insights to help marketers maximize revenue. Designed to integrate with leading marketing and sales automation platforms, like Marketo, Eloqua and, it supports marketing professionals to more effectively collect, qualify, target, and convert leads throughout the buyer’s lifecycle. About ReachForce.

10 Things Your CEO Needs to Know Now about B2B Demand Generation

Fearless Competitor

feel for your suffering and want to help you. But to help you, you have to help me set proper expectations with your company’s leaders. beleaguered salesperson recently reached out to me and said “ I’ve called EVERYONE in our database and I have zero prospects! Sales lead generation is hard work done over time that delivers results.

Live Blog DF12: Accelerate Word of Mouth Marketing with Social Media Promotions, Referral, and Engagement Campaigns

Modern B2B Marketing

As The Social Enterprise continues to be a key theme for this year’s Dreamforce, marketers are flocking to sessions that provide best practices for how to make every campaign a social success. Both Sanjay and Michele will provide real-world examples of how to create highly effective social campaigns. Make every campaign social. Very impressive numbers. And what is more?

8 Great LinkedIn Groups for B2B Marketers

KoMarketing Associates

According to a recent report   released  by Regalix, 91 percent of respondents said that LinkedIn was the most effective channel in terms of helping them reach their target audience. Why it’s great:  This group primarily focuses on the technological aspects of digital marketing, including investment and assessment, implementation, and future trends as it pertains to campaign execution.

Four Signs That You May Need Marketing Automation Help

Modern B2B Marketing

Day in and day out services consultants see what is working, what is innovative, and what is practical and they can share that insight with you. Our staff can’t take on anymore projects.” A services team can help with the heavy lifting by rolling up their sleeves and working right beside you. There are a variety of ways that a third-party consultant can work with you.

Marketing Automation Systems are on the Rise


How Does it Work? To launch an automated email campaign, marketers draft templates explaining the benefits of a potential partnership. The system can either send out emails automatically or pass through an approval system to ensure relevance. A web display marketing campaign used to require hours of research to find relevant sites at appropriate rates. Why Should I Use It?

What Tools and Management Systems Work Best for B2B Lead Generation


From whitepapers to email campaigns to educational webinars and social media it can become hard to manage. Sales Management Systems is a sales management system many companies rely on. Finding management systems that have database access along with other features could help streamline your lead generation efforts, and save you money at the same time.

Drip Campaigns: Tips From Marketing Automation Monday


The topics for these meetings was drip campaigns and lead nurturing. You need to tailor your drip campaigns to different audiences. via progressive profiling), so they could run more targeted campaigns. Several people had worked with the sales team to better understand the buying process, and one company even started a user experience group to better understand the customers. Being in the Bay Area, a lot of the attendees worked for software companies. Therefore, they started a nurturing campaign 3 weeks after the last contact by a sales rep.

Dreamforce Session Recap: Write Awesome Emails, Understand the Marketing Technology Landscape, and Rock Your Inbound and Outbound Marketing

Modern B2B Marketing

Dreamforce-goers have braved the elements of San Francisco, surviving a few rainy days under’s huge inflatable structure connecting Moscone North and South. And then do an audit — a deep audit of how your campaigns work when a person first interacts with them.  . 10 Ways Marketing Automation and Inbound Marketing Work Together.

B2B data decay and list rental – buyer beware!


Overview: There are four primary elements of a B2B targeted marketing campaign: Targeting, segmentation and list selection. Over the years various experts have said that this element is worth from 50-70% of the campaign’s success, and I agree. In most B2B campaigns, the objective is to find new potential customers. B2B Marketing B2B data decay list rental marketing campaign

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Dreamforce ’12: Tap into Marketo’s Social Marketing Experts

Modern B2B Marketing

Director of Marketing, Maria Pergolino, and Marketo’s Social Media Manager, Jason Miller, and get ready to kick the tires and light the fires around your content strategy as we show you how to effectively leverage visual content like infographics, video, visual note-taking, memes, and even Instagram into your marketing campaigns. Marketing Automation can help! Struggling to make social campaigns a success? B2B Marketing b2b marketingby Jen Howard The countdown continues.  Enjoy! 1. Service Cloud: Self Service – The Ultimate Experience.

Mariana Uses Artificial Intelligence to Build Personas and Find Target Audiences

Customer Experience Matrix

Finding enough of them to be useful is a major limitation for systems that rely on machine intelligence to help target marketing messages. The difference is that Mariana uses its artificial intelligence to analyze connections between people – including unique access to the Twitter social graph, as well as where people work or have worked, groups they belong to, and the types of work they do.

Optimizing Lead Distribution for Higher Conversion

B2B Lead Generation Blog

So do you invest your hard-won leads on your top performers, or do you try to help your weaker salespeople? For more, read: “ Lead Qualification: Stop generating leads and start generating revenue ” Make the hand-off to Sales, but still help drive conversion. In CRMs like, you can automatically notify sales people when activity has developed in their territory, vertical market or other criteria that you deem to be important. Preschedule appointments for the sales team — Help eliminate “telephone tag”. Test your lead distribution approach.

Top 40 Twitter Feeds You’re Not Following

It's All About Revenue

So to help remedy the situation, we present our pick for top 40 Twitter handles you may have missed. Dan Darcy – Dan, VP of Product Marketing for, shares views on tech, social media and business. Anthea Watson – Anthea knows how data and political campaigns come together, and is working on President Barack Obama’s 2012 campaign. John Wihbey – Working at Harvard’s Shornstein Center, John keeps us apprised on the intersection of tech and journalism. by Jesse Noyes | Tweet this Social media is a meritocracy, right? Well, not always. Reddit.

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3 Skills Demand Generation Marketers Must Master Or Risk Going Extinct


You can do so by channel, by campaign, or by target audience. The skill of the generating more demand is based on being able identify these probabilities amongst campaigns and personas. These specialized hunters understand the landscape and can use environmental information to help them make the best guess as to where their targets will be. You may have a lot of customers.

Terminus Offers Targeted Display Ads for B2B

Customer Experience Matrix

Despite my best efforts, and much cooperation from Adobe, I’m sure it still misses many nuances of how Adobe components do or don’t work together. For many smaller companies, a suite like Adobe, Oracle , IBM , , SAS , or Teradata isn’t an option and would be overkill if it were. Nor does it address the challenges that users face in making sense of it all. sales stages. Best Practices: Thought Leadership with David Taber, Author of Secrets of Success

Modern B2B Marketing

David is the author of the new Prentice-Hall book, " Secrets of Success ," which covers the people, policy, and process issues surrounding effective CRM solutions.  David is the CEO of SalesLogistix, a specialist implementer focused on improving business processes for Sales and Marketing alignment and effectiveness. Q: David, why did you write this book? The features were working, but the business wasn't getting the payoff.  In SFDC terms, this means the sales reps should be seeing only opportunities and contacts instead of leads or campaigns.

CRM Expert David Taber Discusses How Marketing Automation Enhances CRM and Putting Your Leads on a Diet

Modern B2B Marketing

by Jason Miller David Taber is a CRM expert and the author of the book, “ Secrets of Success,” which covers the people, policy, and process issues surrounding effective CRM solutions.  He is the CEO of SalesLogistix , a specialist implementer focused on improving business processes for Sales and Marketing alignment and effectiveness.

12 Tips for Building and Managing a Bigger Sales Pipeline

Sales Prospecting Perspectives

Whether you’re managing sales for a large enterprise organization, or are trying to build business for your own one-man-shop, these tips should help guide your thinking, strategy and action when building and managing a bigger sales pipeline. The majority of your leads may be qualified, but they’re not ready to be worked into an active buying cycle. And it works. for you.

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Marketing Goes To Washington: How One Think-Tank Gets The Message Out

It's All About Revenue

One vital way is to make sure influential people who help shape policy in the country get only the materials relevant to them. So if CAP wants to advocate an energy policy with Congress or the Administration “we can segment our messaging to ensure it reaches those offices and individuals working on energy,” Brian added. by Jesse Noyes | Tweet this. But a think tank? Probably not.

High Sales Efficiency Expectations with Marketing Automation [Infographic]

Sales Prospecting Perspectives

It enables us to achieve greater alignment of marketing and sales initiatives by strengthening message consistency, increasing lead qualification, and providing better visibility into campaign effectiveness.”. Marketing Automation is deeply ingrained in our sales and marketing organizations, as much as is. That system must work for our teams to be successful.”. Without our Marketing Automation efforts, we cannot support our company''s goals and help drive leads to build sales results!”. urvey data is on SlideShare.

Next-Generation Marketing Automation Systems Target Small Business

Customer Experience Matrix

Before jumping into the new systems, it helps to define a set of standard features to measure them against. I’ve written about this extensively in the past, so I won’t go into great detail here. nurture campaigns), and share leads with a CRM system like Synchronization with and SugarCRM are due by mid-2014. Among U.S-based

Live Blog DF 12: Content and Social Marketing Secrets from Copyblogger and Marketo

Modern B2B Marketing

And it is social that has helped create even more sources of information. Attention:  This is the heart of the agile content marketing approach as you’re discovering in real-time what works, what doesn’t, and what to try next. You need to find where they are and help them get where they want to be. Leverage peer-to-peer influence to give every campaign a social boost.

Vocus Purchased by Private Equity Firm GTCR: This Could Be Interesting

Customer Experience Matrix

It’s still a modest multiple of 2.4 x revenue, compared with the 6 to 7 x multiples paid for ExactTarget and Responsys by and Oracle and the 14 x that Marketo commands in the stock market. I can think of several reasons for the discrepancy: GTCR isn’t a big software company looking to fill out an existing marketing suite; Vocus sells mostly to small business, not enterprises; Vocus hasn''t created enough buzz. Vocus has been working hard to change its profile. synch is bi-directional and works with lead and contact records.

Why is Inside Sales So Scared of Lead Nurturing?

The Point

In our work developing lead nurturing programs for B2B companies , we often hear statements like the following: “We won’t be implementing lead nurturing for new leads because our telesales manager says his team is following up on every lead.”. The campaign is initiated when a contact is “added” to the campaign via a simple command within the client’s CRM,

Sales and Marketing: The technology behind CRM

B2B Lead Generation Blog

The first technology that comes to mind is CRM software, such as or Microsoft Dynamics. She mentioned a few areas where MA software can help Marketing: Automatically sending  large quantities of emails. Performing split testing on campaigns, such as email subject lines or copy. Providing performance tracking and analytics on campaigns. How Technology on the Trade Show Floor Can Help Your Sales Team Work Smarter and Sell More. Tweet Customer relationship management (CRM) is defined a number of different ways.

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Social Media Marketing Tools For B2B Marketers

Tomorrow People

Some rely on their gut feelings, claiming that social media ‘just works’. Campaign Based Publishing. Effective marketing teams organize their workload into controllable and measurable campaigns. Campaigns can run for product launches, webinars, conferences etc. Even the simplest piece of content like a blog post can be distributed, promoted and tracked as a campaign.

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Segmentation, Social Media Drive Lead Nurturing Success for iDirect

The Point

First, the company invested in Marketo , a leading marketing automation platform that integrated well with the company’s CRM system, After interviewing a number of firms, they hired Spear Marketing Group , a Marketo solutions partner and a full-service agency known for its work in both demand generation and lead management.