LeadSloth

MARCH 16, 2009

Therefore I initially called them a ‘niche vendor’ However, the product has evolved into a fairly complete marketing automation suite for SMB companies. However, customers can also use any of the 10 ESPs that they have integrated with. Only customers with specific conversion tracking (e.g. Salesforce.com integration.

ActiveConversion 100

ActiveConversion SMB Work Management Lead Management 100

LeadSloth

SEPTEMBER 24, 2009

Choose Your Products and/or Business Unit. For example, focus on a particular product or market segment with a high value. Is it more qualified leads, a higher percentage of marketing-sourced opportunities, better ROI on marketing investment, customer loyalty, or something else? Set Your Goals. Describe Your Lead Flow.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation Sales Qualified Leads 100

LeadSloth

AUGUST 24, 2009

In complex B2B sales situations you cannot rely on product-centric communications, nor on discounts (&# this week 10% off!&# ). An exception is when you have a lot of customers, and want to use the Marketing Automation system to cross-sell and up-sell. Selling Simple Products. No Interesting Content.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Automation Marketing Management 100

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. Some featured events: Silverpop B2B Marketing University. I’m speaking at the B2B Marketing University.

B2B Marketing 100

B2B Marketing Marketing Management Marketing Automation Services B2B 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. Segment your database by demographics, such as: industry, job titles, or product/service interest shown. Improve Lead Interaction with Good Segmentation.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Marketing Management Practices 100

LeadSloth

OCTOBER 18, 2010

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. But usually, it also requires a renewed focus on creating content that focuses on the buyer’s issues, rather than your own products.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Marketing Automation 100

LeadSloth

APRIL 29, 2009

Most of these vendors blogs really get ‘online marketing’, so they talk about best practices rather then just touting their products, and they post regularly. Today I’ve put together a list of vendor blogs. In alphabetical order: ActiveConversion B2B Marketing Blog. This is my new discovery.

Demand Generation 100

Demand Generation Marketing Management ReadyContacts Marketing Automation Services 100

LeadSloth

FEBRUARY 10, 2010

In reality, you may still have to do some customization to be totally closed-loop. I’ve seen some promising products, like YouCalc and GoodData (a client of mine), but it’s not as easy and comprehensive as Google Analytics is for Web Analytics. Support for reporting in Marketing Automation systems is very mixed.

Analytics 100

Analytics Lead Ranking B2B Marketing Sales Qualified Leads 100

LeadSloth

SEPTEMBER 8, 2010

However, Forrester states that Microsoft Dynamics CRM may actually be a better CRM product. Also, many Microsoft customers may be using their on-premises offering, making it harder to integrate with Marketing Automation, and harder to sell an on-demand Marketing Automation solution. What if you’re choosing a CRM system today?

Salesforce.com 100

Salesforce.com Marketing Automation Services Marketing Automation CRM 100

LeadSloth

FEBRUARY 20, 2012

This week someone asked me about lead nurturing for people who signed up for a 30-day product trial (for a SaaS/Cloud software product). Tip 2: Make Product Adoption Your #1 Goal. The one and only goal of the emails you’re sending out should be to get people hooked on your product. They signed up. Tip 3: Send More Emails.

Lead Nurturing 100

Lead Nurturing Marketing Automation Services Software Sales Qualified Leads 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.&# And as a marketing manager I did not have control over the product experience.

Work Management 100

Work Management Marketing Management Demand Generation Agencies Demand Generation 100

LeadSloth

JANUARY 12, 2010

Scott Mersy , VP Marketing and Products, Genius.com. Jeff Ogden , Director of Marketing, Aplicor & President, Find New Customers. Methods to the madness: Everybody has methodologies, Sales has SPIN, Customer Centric, etc. Carlos Hidalgo , President, Annuitas Group. Kevin Joyce , CMO, Market2Lead. Maria Pergolino , Sr.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Sales Management Automation 100