The Point

JANUARY 17, 2019

Some years ago, our firm conducted a lead management audit for a technology client who was struggling to convert raw, inbound inquiries into sales qualified leads. During the audit, it became quickly apparent that one of the major issues was at the very front end of the lead qualification process.

Sales Qualified Leads 168

Sales Qualified Leads Tips Lead Nurturing Multi-Channel 168

markempa

DECEMBER 18, 2009

Today I’d like to discuss the aspects of an effective lead management process. I’m not sure why many organizations think it’s acceptable to only get a return on about 20% of their leads when an optimized lead management process can tremendously help to convert more of those hard earned leads in the sales pipeline.

Lead Management 120

Lead Management Lead Generation Ideal Customer Profiles Sales Qualified Leads 120

Full Circle Insights

APRIL 5, 2022

DST solves a persistent marketing attribution problem B2B marketers encounter: the inability to connect digital marketing touches to leads and opportunities inside the CRM. Full Circle Insights delivers marketing and sales performance measurement solutions to optimize a company’s marketing mix and drive more revenue.

Full Circle Insights 98

Full Circle Insights Paid Search Agency Multi-Touch Attribution Advertising Agencies 98

Full Circle Insights

JANUARY 11, 2022

11, 2022 /PRNewswire/ — Full Circle Insights®, maker of comprehensive sales and marketing performance measurement solutions, today announced Journey Explorer, an extension of the company’s award-winning Digital Source Tracker, has been named a winner in the 2022 BIG Innovation Awards presented by the Business Intelligence Group. .

Full Circle Insights 98

Full Circle Insights Multi-Touch Attribution Marketing Automation Services Lead Ranking 98

ClickZ

OCTOBER 19, 2020

Even though you are utilizing automation, your company does not have to be a robot. It can help you to take your audience through your sales funnel. The software typically includes analytics and multi-channel marketing initiatives. Humanize your company. It must enable collaboration between the sales and marketing teams.

Marketing Automation Services 124

Marketing Automation Services Marketing Management Marketing Automation Software 124

markempa

SEPTEMBER 18, 2007

Companies that adopt effective lead management processes generate more revenue from their lead generation investment and have overall higher close rates on marketing generated leads than those that do not. But I've encountered very few companies that really do lead management.

Lead Management 120

Lead Management Work Management Marketing Management Lead Scoring 120

Full Circle Insights

FEBRUARY 24, 2022

” About Salesforce AppExchange Salesforce AppExchange, the world’s leading enterprise cloud marketplace, empowers companies, developers and entrepreneurs to build, market and grow in entirely new ways. The company offers multi-touch attribution, comprehensive funnel metrics and lead management technology.

Full Circle Insights 97

Full Circle Insights Enterprise Management Marketing Management Multi-Touch Attribution 97

ViewPoint

SEPTEMBER 11, 2012

This is the third in a series of four blogs about lead generation, marketing and sales metrics, and proverbs. Based on over 60,000 completed company dispositions per year (annualized for 2012). No Response means we completed a multi-touch, multi-media touch cycle without reaching the prospect or their reaching back out to us.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation PointClear 120

Full Circle Insights

SEPTEMBER 12, 2022

It’s no secret– many B2B companies are using Account Based Marketing (ABM) as a key strategy to target prospects, specifically with the aim of reaching specific accounts that fit an ideal customer profile. These accounts, which often represent a company or a certain department, are chosen based on certain criteria.

Account Based Marketing 98

Account Based Marketing ABM Full Circle Insights Ideal Customer Profiles 98

Oktopost

JANUARY 11, 2024

From email marketing to social media and sales outreach, there are various ways in which you can continuously generate demand for your product. A demand generation tool is software that helps businesses attract and engage with their target audience, raising interest in their product and driving prospects through the sales funnel.

Demand Generation Agencies 62

Demand Generation Agencies Demand Generation Marketing Automation Services Demand 62

ViewPoint

SEPTEMBER 18, 2012

This is the fourth (and last) in a series of four blogs about sales leads, marketing and sales metrics, and proverbs. Why it is important to nurture qualified companies that do not represent immediate opportunity—a step missed by many if not most companies leading to wasted marketing spend.

Sales Leads 120

Sales Leads Sales Qualified Leads Leads Lead 120

The Point

MAY 14, 2012

A new report from Forrester Consulting, commissioned by marketing automation provider Silverpop , offers little in the way of groundbreaking insights, but does provide plenty of data confirming what most already know: that many companies are failing to realize the true potential from their investments in marketing automation.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Marketing Report Automation 100

The Point

SEPTEMBER 30, 2013

Can a regularly scheduled calendar of batch campaigns serve to maintain brand awareness and keep your company top of mind? But as I wrote in this previous post , today’s lead nurturing has long since graduated from a simple, calendar-based system of “one size fits all” emails. What other differences did I miss? Comments welcome.

Lead Nurturing 100

Lead Nurturing Demand Generation Agencies Marketing Automation Services Sales Qualified Leads 100

ANNUITAS

SEPTEMBER 22, 2016

Although marketing automation platforms (MAP) are not new as of 2016, most of us have been a part of a team or company that does not utilize MAPs to their fullest potential. As a marketing automation consultant and a marketing technologist at heart, I work with technology all day, every day.

Marketing Automation Services 133

Marketing Automation Services Marketing Automation Automation Email Marketing 133

ANNUITAS

SEPTEMBER 22, 2016

Although marketing automation platforms (MAP) are not new as of 2016, most of us have been a part of a team or company that does not utilize MAPs to their fullest potential. As a marketing automation consultant and a marketing technologist at heart, I work with technology all day, every day.

Marketing Automation Services 124

Marketing Automation Services Marketing Automation Automation Email Marketing 124

Martech

JULY 6, 2022

While some of the multi-billion-dollar firms will indeed have many robust tools under their belt, the vast majority of the almost 10,000 tools really only have one or two value propositions. . It helps facilitate and streamline lead generation, lead management, and lead nurture, but it doesn’t generate results from thin air.

Marketing Automation Services 101

Marketing Automation Services Enterprise Management Work Management Marketing Management 101

Televerde

SEPTEMBER 25, 2019

Is your sales team stranded in a barren desert of ‘not interested’ and ‘put me on your do-not-call list’? With rapid advances in technology forcing every organization into an uncertain future, many companies benefit from choosing to outsource their lead generation. Empower and support your sales team.

Lead Generation 49

Lead Generation Sales Qualified Leads Lead Scoring Lead Ranking 49

markempa

JANUARY 4, 2010

In today’s commoditized business climate, the one thing that sets apart companies with a complex sale is how well they build and nurture long-term leads. Throughout this series, I’ve discussed many aspects of lead generation and emphasized how organizations can optimize the process. Relevancy is the key.

Lead Nurturing 120

Lead Nurturing Lead Generation Ideal Customer Profiles Lead Scoring 120

The Point

JULY 21, 2016

It’s well documented that, of the companies who invest in marketing automation, many fail to achieve maximum return from that investment, or even utilize marketing automation technology to its full capacity. Not setting up data management to empower effective reporting. Not testing enough.

Marketing Automation Services 80

Marketing Automation Services Marketing Automation Sales Management Automation 80

Customer Experience Matrix

JULY 21, 2009

Summary: Jesubi is designed to make sales prospecting as efficient as possible. The flash show when you enter the company’s Web site could easily be mistaken for a demand generation product – it lists campaign workflow, list segmentation, email templates, Salesforce.com integration and dynamic reporting.

Efficiency 120

Efficiency Marketing Automation Services Work Management Marketing Management 120

Optinmonster

DECEMBER 14, 2021

That’s why in this post, we’ll be sharing our top picks for tools that’ll help you nail every aspect of web-based lead generation. That way, you can choose which tools are suitable for your own company, and you’ll soon be generating more leads and making more sales. Sales Tools.

Marketing Automation Services 124

Marketing Automation Services Budget Programs Enterprise Management Work Management 124

Computer Market Research

SEPTEMBER 27, 2018

71% of B2B researchers start with a generic search — rather than searching for a particular company. B2B buyers are 57% of the way down the sales path by the time they engage with a brand’s website. Features such as better lead management and lead scoring will most likely help a business’s sales team yield a better ROI.

Marketing Automation Services 60

Marketing Automation Services Marketing Management Advertising Channels Advertising Agencies 60

Computer Market Research

SEPTEMBER 27, 2018

71% of B2B researchers start with a generic search — rather than searching for a particular company. B2B buyers are 57% of the way down the sales path by the time they engage with a brand’s website. Features such as better lead management and lead scoring will most likely help a business’s sales team yield a better ROI.

Marketing Automation Services 60

Marketing Automation Services Marketing Management Advertising Channels Advertising Agencies 60

markempa

AUGUST 7, 2006

Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License.

Ideal Customer Profiles 120

Ideal Customer Profiles Lead Generation Webinar Metrics Generation 120

The Mx Group

JANUARY 31, 2018

What are some other areas, beyond the examples you gave in the webinar, where you would encourage B2B companies to implement telemarketing? If you consider using inbound or outbound telequalification to target those people with telemarketing agents, then you could really expand an area of business that your sales reps may be neglecting.

Telemarketing 48

Telemarketing Demand B2B Account Based Marketing 48

Adobe Experience Cloud Blog

APRIL 10, 2015

Luckily, marketing automation offers a wide array of features to streamline marketing campaigns—from lead management to email marketing. Today’s marketing automation platforms also allow companies to stick with their customers every step of the way, from the introduction of a brand, to conversion, to continued loyalty over time.

Marketing Automation Services 48

Marketing Automation Services Marketing Management Marketing Automation Software 48

markempa

SEPTEMBER 29, 2006

Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. Scheduling sales appointments.

Telemarketing 120

Telemarketing Lead Generation Sales Qualified Leads BtoB 120

markempa

JULY 9, 2007

Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. Lead nurturing is a multi-touch process.

Lead Generation 120

Lead Generation B2B Sales Marketing Analytics Tools Leads 120

Hubspot

MARCH 15, 2016

As companies adopt inbound marketing as a way to generate more leads, the importance of having an effective lead nurturing strategy becomes very clear. In most cases only a relatively small percentage of your inbound leads will be ready to make an immediate purchase, leaving upwards of 90% of your inbound leads on the table.

Sales Management 28

Sales Management Lead Nurturing Lead Scoring Lead Ranking 28

markempa

OCTOBER 6, 2006

Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License.

BtoB 120

BtoB Lead Generation Paper Generation 120

markempa

MARCH 8, 2006

Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License.

Webcast 120

Webcast Ideal Customer Profiles Lead Generation Generation 120

markempa

JUNE 26, 2006

Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. Check out his posts: What’s Wrong With This Letter?

Lead Generation 120

Lead Generation B2B Sales Work Management B2B Thought Leadership 120

Adobe Experience Cloud Blog

NOVEMBER 15, 2012

If you dig into the design and capabilities, you’ll find that while CRM systems provide indispensable value to any kind of sales organization, the reality is that they fall short for most marketing departments. Primarily sales and sales management, some marketing. Primarily marketing and marketing management, some sales.

Marketing Automation Services 48

Marketing Automation Services Enterprise Management Work Management Marketing Management 48

markempa

JUNE 7, 2005

Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. She has a brilliant perspective that I wanted to share.

Lead Generation 120

Lead Generation B2B Sales Generation Top of Funnel 120

Martech

JANUARY 13, 2022

The company was founded in 2006, but was purchased in 2018 by software juggernaut Adobe for $4.7 Marketo Sales Insight to drive account and prospect intelligence to sales. Marketo Sales Connect to coordinate sales and marketing. That includes: Multi-attribute lead scoring across sales and marketing touches.

Marketo 125

Marketo Marketing Automation Services Enterprise Management Marketing Management 125

Adobe Experience Cloud Blog

JANUARY 19, 2009

The next interview in the B2B Marketing thought leader interview series is with Sean Donahue , Senior Reporter for MarketingSherpa in charge of MarketingSherpa's newsletters that cover business-to-business marketing, mobile marketing, online publishing, search, subscription sales and great minds in marketing.

Demand Generation Agencies 48

Demand Generation Agencies Demand Generation Thought Leadership Demand 48

Adobe Experience Cloud Blog

JUNE 1, 2012

Social Media has quickly switched from a way for individuals to keep in touch, to a key strategy of business success. For many companies, social media marketing is one of the key ways to attract, retain and interact with consumers. Company websites are by definition, largely static. Align Marketing Campaign with Sales Goals.

Social Media 48

Social Media Practices Marketing Automation Services Media 48