LeadSloth

FEBRUARY 15, 2010

Although it’s organized by Silverpop, it’s primarily a thought leadership event: no product demos, customer cases, or other company promotions. I’m speaking at the B2B Marketing University.

B2B Marketing 100

B2B Marketing Marketing Management Marketing Automation Services B2B 100

LeadSloth

APRIL 29, 2009

Genius publishes some good best practices posts, combined with some company-related news. The Market2Lead blog got a boost when Kevin Joyce joined the company. The corporate blog is a little more corporate, but some good articles. Genius.com B2B Marketing for Faster Sales Blog. Hubspot Internet Marketing Blog. Marketbright blog.

Demand Generation 100

Demand Generation Marketing Management ReadyContacts Marketing Automation Services 100

LeadSloth

JUNE 23, 2009

It may be attractive to shift more budget to generating leads via your company’s website. Social Media monitoring : see who writes about your company or your areas of expertise. This will differentiate them, and will allow them to increase the revenue per customer. And that’s where Inbound Marketing comes in.

Marketing Automation Services 100

Marketing Automation Services Inbound Marketing Marketing Automation Work Management 100

LeadSloth

JULY 10, 2009

Jeff specializes in helping companies find new customers, he wrote a great e-book about that, and blogs about Demand Generation, primarily from a Sales perspective. This is one of the newer vendors in the Demand Generation market, focused on the SMB market. Jeff Ogden’s Fearless Competitor blog. Upshot Institute.

Demand Generation 100

Demand Generation Demand Generation Marketing Automation Services 100

LeadSloth

OCTOBER 26, 2010

Below are some of the best practices we have found within our customer base that helped drive success with marketing automation. This helps a company automatically meet the buy cycle phase that the lead is in. There are certainly a lot of capabilities within marketing automation. Improve Lead Interaction with Good Segmentation.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Marketing Management Practices 100

LeadSloth

OCTOBER 18, 2010

The companies that are successful with Marketing Automation take a different approach. 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. Process First.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Marketing Automation 100

LeadSloth

MAY 5, 2010

CRM is very broad, it’s not just about sales, but about pretty much anything that involves communicating with your customers. Some of the new social CRM features help sales people identify more opportunities, get more background information on existing leads and facilitate intra-company collaboration ( see earlier post ).

Inbound Marketing 100

Inbound Marketing Marketing Automation CRM Social Marketing 100

LeadSloth

JULY 22, 2009

The tech industry is known for inventing new names for existing things, mainly to promote their own company. Great for them, but bad for customers: there’s always so much confusion about these new terms (earlier I wrote about the confusion around Demand Generation and Sales 2.0 ).

Inbound Marketing 100

Inbound Marketing Work Management Customer Surveys Linkedin 100

LeadSloth

AUGUST 24, 2010

For example, if prospects download a whitepaper on the trends in your industry, they may also be interested in analyst reports or customer case studies. My first recommendation is to focus on the most promising customer segments first. Learn how to nurture your leads and bring more revenue to your company. Keeping It Manageable.

Lead Nurturing 100

Lead Nurturing Leads Lead Marketing Qualified Leads 100

LeadSloth

FEBRUARY 10, 2010

This should be fairly simple to capture, but not every company is doing this yet. In reality, you may still have to do some customization to be totally closed-loop. You can use lead scoring or a phone call to see whether a lead matches your ideal lead profile. If yes, you have a qualified lead. Revenue Metrics.

Analytics 100

Analytics Lead Ranking B2B Marketing Sales Qualified Leads 100

LeadSloth

AUGUST 24, 2009

An exception is when you have a lot of customers, and want to use the Marketing Automation system to cross-sell and up-sell. A lot of startups and high-growth companies are using Marketing Automation to help them grow faster. A Marketing Automation system does not generate inquiries (or “raw leads&# ). Bad Business Model.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Automation Marketing Management 100

LeadSloth

JANUARY 12, 2010

3) It’s all about the buyer now, so why are you still writing about “my company this, my company that&# ? (4) Jeff Ogden , Director of Marketing, Aplicor & President, Find New Customers. Methods to the madness: Everybody has methodologies, Sales has SPIN, Customer Centric, etc. Maria Pergolino , Sr.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Sales Management Automation 100

LeadSloth

FEBRUARY 20, 2012

Feel free to try sending company overviews or analyst whitepapers, but in most cases you’ll see sub-par clickthrough rates. Realize that your best customers will be the last to unsubscribe, so don’t worry about unsubscribes too much. A good nurture email helps convert prospects into paying customers. Conclusion.

Lead Nurturing 100

Lead Nurturing Marketing Automation Services Software Sales Qualified Leads 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. Usually, it takes several interactions in the prospect lifecycle that help conversion from prospect to customer.

ROI 100

ROI Campaigns Marketing Management SEM 100

LeadSloth

JULY 29, 2009

In the article Howard Sewell says that free trials “eliminate a huge subset of potential customers at the outset—people who (…) simply don’t want to expend the time or hassle downloading, installing and evaluating the actual product.&# With a paid trial the customer has already chosen a solution. Over 100,000 Downloads!

Work Management 100

Work Management Marketing Management Demand Generation Agencies Demand Generation 100