The Point
JANUARY 24, 2013
Key to designing an effective lead nurturing program is taking stock of your current lead management process. Giving sales a voice in the process will help ensure that, as an organization, they feel they have a stake in the new lead management program and won’t feel it’s being foisted upon them by marketing.
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. Inevitably, much of the business case for a marketing automation solution comes down to intangibles.
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Online Marketing Institute
JULY 31, 2009
However, many tech buyers visit vendor Web sites many times to learn about and compare products, yet few register or leave evidence of their activity. B2B marketers looking for ways to turn their Web sites into demand generation tools have some new solutions to consider. The technology appears useful at both ends of this spectrum.
The Point
OCTOBER 26, 2010
Companies are recognizing that simply sending one-off, one-size-fits-all broadcasts to an entire database regardless of buying persona or interest level is out of step with the reality of today’s selling cycle. Many of the companies we see buying marketing automation technology are upgrading from older-generation email broadcast platforms.
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. Here’s an irony — one you’ll never hear from me about any other product: Salesforce is too easy to use. HS: Thanks David!
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. I’m just not sure the rest of us are quite there yet.
The Point
NOVEMBER 15, 2010
Your product may be one for which the primary benefits are the same regardless of job title. Or 90 percent of your leads may fit the same profile: IT professionals, say, or Web developers. Product interest. If your product line is fairly homogeneous, this won’t be an issue. Job function.
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