The Point

FEBRUARY 24, 2011

Leads360 base their conclusions on studying more than 20 million leads. They claim that “contacting potential customers six times is the best way to maximize conversion rates without overtaxing staff resources.” emphasis mine).

Leads360 100

Leads360 Sales Leads Telemarketing Leads 100

The Point

SEPTEMBER 6, 2011

All this presents real challenges for both demand generation and lead management. 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.

Lead Nurturing 100

Lead Nurturing Lead Scoring Sales Qualified Leads Lead Ranking 100

The Point

DECEMBER 11, 2018

In the giddy, early days when solutions like Marketo first arrived on the scene, the reigning view was that the technology was all a company needed to solve their lead management and email marketing woes. Look at your own customer data. Not knowing your audience. Creating personalized messaging and content is one thing.

Account Based Marketing 157

Account Based Marketing ABM Ideal Customer Profiles Enterprise Management 157

The Point

MAY 6, 2010

Or even if the processes with which those leads are shepherded along the sales cycle are woefully inadequate, a company may not generate the volume of inquiries necessary in order for marketing automation to make a difference. At what rate do those free trials convert to paying customers? What is your current customer churn rate?

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Marketing Management Automation 100

The Point

OCTOBER 8, 2009

expand company’s leads database and community of followers. educate, cultivate, and nurture existing customers and prospects. Tags: B2B Marketing Blogs Lead Management Lead Nurturing Social Media blog marketing lead generation b2b demand generation b2b lead generation PR public relations.

Demand Generation Agencies 100

Demand Generation Agencies PR Social Media Paid Search Agency 100

The Point

AUGUST 17, 2010

d) often overlooked as an effective way to reach customers and prospects. Customer Marketing. Direct Mail is: a) more expensive than email. b) quaintly old-fashioned. c) regaining popularity in B2B circles. Answer: (e) all of the above. The results may surprise you.

Marketing Mix 100

Marketing Mix Planning Lead Nurturing Demand Generation 100

The Point

OCTOBER 14, 2010

As a Marketo agency partner, I attended along with colleagues from Spear Marketing Group to greet clients, talk shop, and hear how other companies – including Marketo themselves – are putting technology to use in the service of improved lead management.

Marketo 100

Marketo Impressions Demand Generation Agencies Lead Nurturing 100

The Point

JULY 21, 2016

A well-planned, well-designed lead scoring schema ensures that sales reps are spending time with the leads that most merit the investment. Unfortunately, when that basic schema fails to score leads appropriately, reps will very quickly lose confidence in the system, and start to ignore lead scores altogether.

Marketing Automation Services 80

Marketing Automation Services Marketing Automation Sales Management Automation 80

The Point

JULY 15, 2010

Salesforce.com is a dominant player in the CRM category and an integral part of many companies’ lead management, database marketing, and demand generation programs. No one system ever does that off the shelf. HS: Thanks David!

Salesforce.com 100

Salesforce.com Marketing Automation Services Budget Programs Work Management 100

The Point

APRIL 8, 2010

Your subscribers, customers, prospects, ANYONE that you email regularly, should have an easy, intuitive, immediate accessible means of updating his/her contact information, including email address. In fact, my only option was to unsubscribe, and then re-subscribe with my new address. That’s crazy. Has anyone seen more recent statistics?

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Marketo Lead Nurturing 100

The Point

MARCH 3, 2010

At Spear , when we design lead nurturing programs for our clients , we’re fervent proponents for using blogs as a way to deliver this type of news, views, and insight. Tags: B2B Marketing Lead Management Lead Nurturing Marketing Automation Offer Strategy b2b demand generation b2b lead generation.

Lead Scoring 100

Lead Scoring Lead Ranking Lead Nurturing Webcast 100

The Point

AUGUST 8, 2011

A recent industry study on Lead Management Optimization, conducted by CSO Insights and conducted in partnership with SMEI and Marketo , sheds insight on the relative budget marketing organizations are investing in areas such as lead nurturing, social media, and lead generation. It’s an approach.

Lead Generation 100

Lead Generation Social Media Allocation Marketing Qualified Leads 100

The Point

DECEMBER 17, 2010

Most B2B companies will readily acknowledge how much the Web has transformed the way they market their product or service, most visibly in the form of vehicles like search, content marketing, social media, and lead management. Fewer companies, however, can claim to have adapted their sales process as readily.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management B2B 100

The Point

JUNE 8, 2016

Paid Social Media – all three leading B2B social media channels (LinkedIn, Twitter, Facebook) offer variations on “custom audience” programs that enable you to upload lists of customers, prospects, or target accounts and deliver ads exclusively to that audience, or so-called “lookalike” prospects that meet the same criteria.

Lead Nurturing 100

Lead Nurturing Sales Qualified Leads Account Based Marketing Leads 100

The Point

NOVEMBER 5, 2009

(BAS) In a nutshell, executives need to track what happens during the whole process from when marketing sets the strategy, creates a campaign, captures a name, qualifies it as a prospect, turns it over to sales as a lead, and then how sales moves it through the pipeline to the quote stage and then to an order.

Salesforce.com 100

Salesforce.com Eloqua Work Management Marketing Management 100

The Point

APRIL 30, 2012

I’ve written previously in this space about how to reduce unsubscribes by giving prospects and customers the option to update their contact information rather than forcing them to opt out of email entirely. Or if customers want to receive critical product updates, but not information on training classes.

Marketing Management 100

Marketing Management Marketing Automation Services Data Hygiene Ideal Customer Profiles 100

The Point

JUNE 27, 2012

But when lead generation, lead nurturing , customer marketing and social media programs all require a constant feeding of new, compelling content, what do you do when the pace of new programs outstrips your ability to generate that content? For today’s B2B marketer, content is the fuel that feeds the demand generation engine.

Campaigns 100

Campaigns Peer-to-peer Lead Nurturing Paper 100

The Point

FEBRUARY 13, 2013

How many FT employees (or equivalents) am I going to need to manage the system? How easy is it to customize the system to our specific business model and/or sales process? What are the most important things to look for in a marketing automation vendor? HS: Here are the questions I’d ask: 1. HS: #1 is: Have a plan.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Marketing Management Automation 100

The Point

DECEMBER 20, 2016

A key element of that alignment is a standard set of terms and definitions to describe key stages in the lead management process. The SiriusDecisions Demand Waterfall was designed to provide this common shared language between marketing and sales to define a standardized lead management process. (HS)

Lead Ranking 0

Lead Ranking Demand Peer-to-peer Work Management 0

The Point

JULY 23, 2012

Of course, in the real world – a world of sales quotas, quarterly revenue goals, and impatient investors – not all stake-holders, especially salespeople, are interested in the notion that the most effective lead generation strategy is a long-term proposition. In theory, anyway.

Demand Generation Agencies 100

Demand Generation Agencies Sales Qualified Leads Leads Lead 100

The Point

SEPTEMBER 29, 2011

Prospects may simply not be ready to buy a solution because either 1) they don’t know such a solution exists, or 2) they may not even be aware they have the relevant problem in the first place; • focusing on only the most qualified prospects leaves many potential (albeit, more long term) deals on the table.

Sales Qualified Leads 100

Sales Qualified Leads Lead Scoring Lead Ranking Leads 100

The Point

NOVEMBER 28, 2011

It cannot cater to customers and prospects and press/analysts and be in any way cohesive and effective. It’s far preferable to focus your newsletter on one, specific audience (say, existing customers) and a corresponding goal (say, reducing churn and increasing upsell opportunities.) A newsletter cannot be all things to all people.

Newsletter 100

Newsletter Tips Paid Search Agency Ad Frequency 100

The Point

OCTOBER 3, 2012

Even while fewer than 30 percent of contacts on average actually change companies (your numbers may be higher depending on the industries you serve, or even target geographies), one thing is certain: the data you have in your CRM database on an individual customer or prospect is likely to be outdated after a mere 12 months.

InsideView 100

InsideView Zoominfo Content Landing Pages 100

The Point

SEPTEMBER 19, 2012

This is an effective way to increase trial conversion rates yet stil avoid sending reps leads that don’t merit the effort. Adapted from the white paper: “ Closing the Deal: 7 Tips for Converting More Free Trials to Paying Customers ”.

Telemarketing 100

Telemarketing Marketing Automation Services Lead Nurturing Work Management 100

The Point

MARCH 18, 2011

In an engaging 15-minute discussion, we touched upon topics including: • striking the balance between demand generation and lead nurturing. • how to bring potential customers into dialogue with your company. ideas for weaving social media into lead generation and lead nurturing programs.

Lead Nurturing 100

Lead Nurturing Conversion Marketo Demand Generation 100

The Point

MARCH 26, 2010

I’m of the school that believes that “marketing automation” is the technology, and “lead management” (or “lead nurturing” – take your pick) is the application of that technology. This is a book about lead nurturing – the inside cover even says as much – so the title is a misnomer. First: a quibble.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation Lead Scoring 100