sales 
Customer Experience Matrix
OCTOBER 20, 2008
One of the first people I told about the new Guide to Demand Generation Systems -- an experienced database marketing consultant, no less -- was receptive to the Guide but asked whether there was any real difference between "demand generation" and "marketing automation" in general.
The Point
JUNE 29, 2009
Here’s an interesting post by Mike Damphousse of Green Leads that I found through Funnelholic (thanks Craig) on how lead nurturing impacts the effectiveness of calling campaigns designed to secure qualified sales appointments.
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The Point
MAY 6, 2010
Fortunately, and to the client’s credit, they had firm metrics for each stage through which a raw inquiry ultimately converted to a sale. For other companies, the decision of whether or not to take the plunge into marketing automation is less of a slam-dunk. How efficiently do raw sales inquiries convert into qualified prospects?
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. Including the recipient’s company name in subject lines increases response.
The Point
NOVEMBER 24, 2009
If we offer them direct access to the content assets, we can still track their click-throughs and then trigger sales alerts or assign lead scores based on that action, and we won’t be forcing them to fill in a registration form. Can we do without?”.
The Point
OCTOBER 26, 2010
lengthening sales cycles during a down economy and the desire to support sales reps who are reluctant to dedicate their valuable time to nurturing buyers throughout that process. Marketing automation helps eliminate marketing waste. which leads merit sales investment and which don’t.)
The Point
FEBRUARY 4, 2011
My response: Based on our firm’s experience , the most common benefits of marketing automation are these: 1. Improved consistency of follow-up to all new leads independent of sales bandwidth. Increased sales productivity due to better identification of sales-ready leads.
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