The Point

JUNE 11, 2010

Recently invested in marketing automation software? Inside, you’ll discover the secrets to success and core lead management principles that can increase response rates, convert more leads to opportunities, and accelerate the ROI from marketing automation software. Matching a Marketing Automation System to Your Needs.

Lead Nurturing 100

Lead Nurturing Paper Marketing Automation Services Tips 100

The Point

MAY 13, 2009

This is becoming a common question, driven in part by the trend in B2B towards more proactive lead nurturing and the rapid adoption of marketing automation systems. Tags: Blogs Database Marketing E-mail Installed Base Marketing Lead Management Lead Nurturing Marketing Automation e-newsletters.

Lead Nurturing 100

Lead Nurturing Marketing Automation Services Database Marketing Newsletter 100

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. DT: Well, the biggest misconception about Salesforce is that it’s something Sales reps like and Marketing folks don’t.

Salesforce.com 100

Salesforce.com Marketing Automation Services Budget Programs Work Management 100

The Point

NOVEMBER 24, 2009

A client asks: “Now that we have our marketing automation system in place, is it really necessary to use registration forms in our lead nurturing (follow-up) campaigns? After all, we already know who these people are, correct?

Landing Pages 100

Landing Pages Lead Scoring Lead Ranking Lead Nurturing 100

The Point

JULY 19, 2010

2) where the audience already has a familiarity with your company and product — for example, in marketing to customers, or partners, or to existing prospects, perhaps as part of a structured lead nurturing program. What’s the most common Webinar mistake companies make? Simply put: not selling the event.

Webinar Metrics 100

Webinar Metrics Demand Generation Agencies BtoB Demand Generation 100

The Point

NOVEMBER 15, 2010

Most marketing automation platforms make it a simple task to “clone” emails and landing pages, and create variations on the fly. Verticals are often the first place marketers look when segmenting a lead nurturing program, but sometimes that priority is misguided. Take advantage of it. To download your free copy, click here.

Lead Nurturing 100

Lead Nurturing Segmentation Sales Qualified Leads Campaigns 100

The Point

OCTOBER 14, 2010

Earlier this week, Marketo , the marketing automation company, held its second ever user conference in San Francisco. Based on first-hand impressions, however, it’s not how the vast majority of clients are employing (or even thinking of) marketing automation. I’m just not sure the rest of us are quite there yet.

Marketo 100

Marketo Impressions Demand Generation Agencies Lead Nurturing 100

The Point

DECEMBER 15, 2020

A client asks: How long should a lead be chronically non-responsive before they’re marked as “marketing suspended”? Over time, an accumulation of stale, non-responsive leads can bump you to a higher pricing tier for your CRM or marketing automation license. . What best practices should we put in place?

Lead Scoring 162

Lead Scoring Lead Ranking Lead Leads 162

The Point

FEBRUARY 18, 2014

Whether a company should predominantly use inbound or outbound marketing; 2. I’ll explain: For a company selling a commodity-type product, or close to it, there’s little need to educate the market on why a particular company needs that product. How a company answers this question tells me a great deal about two things: 1.

Paid Search Agency 100

Paid Search Agency Demand Generation Inbound Marketing Lead Gen 100

The Point

JANUARY 24, 2013

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. Here are the top 5 questions to ask about your current lead management process: 1.

Lead Management 100

Lead Management Process Work Management Sales Qualified Leads 100

The Point

JUNE 27, 2012

For today’s B2B marketer, content is the fuel that feeds the demand generation engine. 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?

Campaigns 100

Campaigns Peer-to-peer Lead Nurturing Paper 100

The Point

JULY 13, 2012

As further context, the 4-1-1 Rule that Jon references is a principle intended for Twitter and credited to Tipping Point Labs and Joe Pulizzi of the Content Marketing Institute. Jon wrote the book on lead nurturing ( literally ) but, personally, I have concerns about extending Twitter rules into the realm of email marketing.

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Ranking Campaigns 100

The Point

SEPTEMBER 6, 2011

When marketers embark on a formal lead nurturing strategy, opportunities for process improvement can arise in unexpected ways. First, the company invested in Marketo , a leading marketing automation platform that integrated well with the company’s CRM system, Salesforce.com.

Lead Nurturing 100

Lead Nurturing Lead Scoring Sales Qualified Leads Lead Ranking 100

The Point

APRIL 30, 2012

It prevents situations in which you may lose forever the ability to market to an individual because he/she happened to dislike one particular email. Subscription management turns the act of unsubscribing from a simple Yes/No question to one of: “Which types of communication would you like to receive from us?”

Marketing Management 100

Marketing Management Marketing Automation Services Data Hygiene Ideal Customer Profiles 100

The Point

NOVEMBER 8, 2010

On Focus.com , Holly asks: “Does marketing automation work if I only have a cold list of records? The client sourced the names from their CRM database and outside lists and has taken great pains to verify the contact information. What will marketing automation do for us that a run-of-the-mill email engine wouldn’t?

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation Microsite 100

The Point

MARCH 27, 2013

Most marketing automation systems make it relatively easy to control email frequency and to establish priorities when multiple campaigns get scheduled in too small a window. Is this a good idea? From a planning perspective, going the day-of-the-week route certainly makes it easy to control your editorial calendar.

Webinar Metrics 100

Webinar Metrics Autoresponders Lead Nurturing Sales Qualified Leads 100

The Point

SEPTEMBER 9, 2009

What single hurdle keeps B2B marketers from achieving the best possible results from inbound marketing, social media, and lead nurturing? It’s content. (Or Or rather, it’s LACK of content.)

Lead Nurturing 100

Lead Nurturing Database Marketing Landing Pages Content 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

JANUARY 6, 2014

If you don’t have that capability in place, look at marketing automation platforms like Marketo or reporting solutions like Full Circle CRM that can give you the data you’re looking for. The only way to improve the effectiveness of your marketing strategies long-term is to test, and test consistently. Make your blog count.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand Autoresponders 100