LeadSloth

OCTOBER 18, 2010

It mentions the importance of valuable content, the increasingly longer sales cycles and the “consumerized&# B2B sales processes. Essentially, they changed their technology without updating their processes. Process First. They think strategically about their sales & marketing processes. That was hard.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Marketing Automation 100

LeadSloth

NOVEMBER 16, 2010

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. Also, lead source can give valuable clues to the desired length of the nurturing process. Segmentation on Lead Source and Search Keywords.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Automation Marketing Management 100

LeadSloth

AUGUST 24, 2010

This process is called ‘content mapping’ Steve woods wrote a great primer on content mapping. With content mapping you can make sure that you cover all questions and objections that typically come up during the buying process. My first recommendation is to focus on the most promising customer segments first.

Lead Nurturing 100

Lead Nurturing Leads Lead Marketing Qualified Leads 100

LeadSloth

MAY 25, 2010

The result: not enough new customers. Small Installed Base / Few Customers Affected. It seems that Market2Lead is migrating their customers to other solutions, at least, Eloqua’s announcement gives that impression. This is a good fit with Oracle’s main customer base: mid-size to large companies.

Market2Lead 100

Market2Lead Enterprise Management Acquisitions Work Management 100

LeadSloth

AUGUST 11, 2010

Ardath Albee, Content Marketing is for Customers Too! Steve Woods, The Buying Process; Auditing your Content Assets. With the right content strategy, leads will move through the buying process more quickly and you’ll boost your conversion rates. 5 Steps to Simplify B2B Marketing Content. Michele Linn, Need Content?

B2B Marketing 100

B2B Marketing Content Marketing Planning Burn Rate 100

LeadSloth

FEBRUARY 10, 2010

Part of the attractiveness of Marketing Automation is that marketing processes finally become repeatable and measurable. Process Metrics. If you measure the ratios between the stages, you can see where the bottlenecks are in the sales & marketing processes. Why Analytics? SiriusDecisions can also provide benchmark numbers.

Analytics 100

Analytics Lead Ranking B2B Marketing Sales Qualified Leads 100

LeadSloth

AUGUST 24, 2009

Part of a good lead management process is knowing exactly who are involved in the sale. If possible, create personas for all people involved in the buying process. Even more: the content should match the phase in the buying process, from awareness to validation. Unclear Prospect Profile(s). No Interesting Content.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Automation Marketing Management 100