LeadSloth

SEPTEMBER 24, 2009

Is it more qualified leads, a higher percentage of marketing-sourced opportunities, better ROI on marketing investment, customer loyalty, or something else? Leads go through various stages, from new leads to existing customers. Set Your Goals. What is going to make your boss really happy? Describe Your Lead Flow.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation Sales Qualified Leads 100

LeadSloth

OCTOBER 4, 2009

My favorite sessions was presented by Maureen Thorman of National Instruments about customer segmentation based on web traffic: unfortunately this sessions will not be presented in Boston, that’s a bummer. They do a great job synthesizing all ideas. Favorite Session. The Marketing Automation Vendors. The Marketing Automation Vendors.

Manticore 100

Manticore B2B Marketing Marketing Management Marketing Automation Services 100

LeadSloth

AUGUST 24, 2009

Also, lead scoring only works if you know who you want to target. A Marketing Automation system does not generate inquiries (or “raw leads&# ). An exception is when you have a lot of customers, and want to use the Marketing Automation system to cross-sell and up-sell. No Interesting Content.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Automation Marketing Management 100

LeadSloth

JULY 22, 2009

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 ). The tech industry is known for inventing new names for existing things, mainly to promote their own company.

Inbound Marketing 100

Inbound Marketing Work Management Customer Surveys Linkedin 100

LeadSloth

JUNE 23, 2009

I’ve personally often used Google AdWords to drive traffic to websites: it’s instantanious and you can fine-tune campaigns to target a specific audience. This will differentiate them, and will allow them to increase the revenue per customer. But it can quickly get expensive. Leave a comment or email me.

Marketing Automation Services 100

Marketing Automation Services Inbound Marketing Marketing Automation Work Management 100

LeadSloth

FEBRUARY 10, 2010

SiriusDecisions did a lot of work here by defining the demand generation waterfall model: Inquiries > Marketing Qualified Leads > Sales Accepted Leads > Sales Qualified Leads > Won Business. In reality, you may still have to do some customization to be totally closed-loop. Process Metrics.

Analytics 100

Analytics Lead Ranking B2B Marketing Sales Qualified Leads 100

LeadSloth

JULY 29, 2009

An important aspect of Demand Generation are the offers: what will your prospects register for? I read an interesting article on the decreasing effectiveness of free trials as a lead generation tool in the DemandGen Report. The customer pays money for the service, but can opt-out at any time in the 2-3 months of the trial.

Work Management 100

Work Management Marketing Management Demand Generation Agencies Demand Generation 100

LeadSloth

JANUARY 12, 2010

Jeff Ogden , Director of Marketing, Aplicor & President, Find New Customers. David Raab , Raab Associates & author, Raab Guide to Demand Generation Systems. Methods to the madness: Everybody has methodologies, Sales has SPIN, Customer Centric, etc. Demand Generation? Maria Pergolino , Sr.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Sales Management Automation 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

FEBRUARY 20, 2012

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. Ultimately, it’s working when trial participants become paying customers. As a guideline, the unsubscribe rate should be below 1%. Conclusion.

Lead Nurturing 100

Lead Nurturing Marketing Automation Services Software Sales Qualified Leads 100