Demand Generation, Lead Generation, Marketo and Sales Leads

Sirius Decisions Thinks Websites Will Generate 71% of All B2B Sales Leads by 2015. I Disagree.

The Point

DECEMBER 16, 2013

Sirius Decisions wrote an insightful article last week about the acquisition by Marketo of Insightera (a Web personalization platform), and included was the following projection: “By 2015, we expect to see 71 percent of b-to-b organizations’ new inquiries coming via the corporate Web site.”. Virtually none. I doubt it. What do you think?

Demand Generation Agencies

Demand Generation Agencies B2B Sales Sales Leads Microsite

Lead Generation Losing Out to Social Media? Not So Much.

The Point

AUGUST 8, 2011

A recent industry study on Lead Management Optimization, conducted by CSO Insights and conducted in partnership with SMEI and Marketo , sheds insight on the relative budget marketing organizations are investing in areas such as lead nurturing, social media, and lead generation.

Lead Generation

Lead Generation Social Media Allocation Marketing Qualified Leads

Case Study: Segmentation, New Creative Boosts Lead Conversion Rates by 75%

The Point

SEPTEMBER 17, 2014

Sungard AS runs a highly successful demand generation program, an integrated mix of both online and offline campaigns, to generate a consistent flow of leads to the company’s sales force. Design, build and launch a “Welcome” email program designed to improve follow-up and response to new leads.

Conversion Rate

Conversion Rate Marketing Qualified Leads Demand Generation Agencies Lead Ranking

Webinars

How to Leverage Behavioral Science Insights for Direct Mail Success

MORE WEBINARS

Marketo’s Ebook: A Lesson In Content Marketing

The Point

AUGUST 10, 2009

When marketing automation vendor Marketo released their “Definitive Guide to Lead Nurturing” last week (see earlier post) they knew pretty quickly they had a hit on their hands. Think about it: that’s 1,000 sales leads (and make no mistake, that’s what they [.].

SEM

SEM Content Marketing Marketing Automation Services Marketo

Lead Generation: Less is More in Challenging Economic Times

Adobe Experience Cloud Blog

JULY 16, 2012

The vast majority of marketing departments are finding success with lead generation (Good!) but they pass them to sales at the wrong time (Bad!). Most marketing teams are running a variety of great demand generation programs , generating lots of leads that unfortunately aren’t closing. Less is more.

Lead Generation

Lead Generation Lead Scoring Lead Ranking Sales Qualified Leads

B2B Lead Generation without Lead Nurturing is Doomed to Fail

Industrial Marketing Today

DECEMBER 7, 2010

Here’s the shocking reality of B2B lead generation – 79% of marketing leads never convert into sales opportunities. B2B marketing and lead generation experts point to a lack of lead nurturing as the primary cause of this poor performance. Why is lead nurturing important?

Lead Nurturing

Lead Nurturing Lead Generation Sales Qualified Leads Marketing Qualified Leads

How the CEO Can Enhance Sales, Marketing, and the Executive Branch

ViewPoint

FEBRUARY 24, 2016

Is sales development about hiring some young hungry kids to bang on the phones? What should I know about Account-Based Marketing? Isn’t it demand generation with a new name? What is the CEO’s Role as it relates to marketing and sales? From Mike Weinberg’s book, New Sales. From Mike Weinberg, New Sales.

Lead Ranking

Lead Ranking Demand Generation Agencies Account Based Marketing Paid Search Agency

Demand Generation Quiz: How Good Are You?

Adobe Experience Cloud Blog

SEPTEMBER 7, 2008

How do you know if your demand generation is good enough or when it's time to take your lead management processes to the next level? Ask these questions to yourself, your boss, your direct reports, your head of sales, and any other stakeholders in your demand generation process. Lead Generation.

Demand Generation

Demand Generation Demand Budget Programs Generation

10 Most Popular B2B Lead Blog Posts of 2016

markempa

DECEMBER 12, 2016

For the majority of B2B companies with complex sales, marketing-generated leads rarely account for 50% of revenue and often it’s often much less. How Empathy Will Grow Your Sales and Marketing Pipeline. Tips On How to Use LinkedIn for Better Lead Generation. Just to name a few. Conclusion.

Account Based Marketing

Account Based Marketing Marketing Qualified Leads Lead Scoring Lead Ranking

32 B2B Marketers to Add to Your Google Plus Circles

KoMarketing Associates

AUGUST 19, 2013

She specializes in creating visibility, credibility and ultimately sales leads. Kyle Lacy (ExactTarget) - Senior Manager and Content Marketing and Research for ExactTarget, a leading global provider of interactive marketing solutions. Jon Miller (Marketo) - Jon is VP Marketing and co-founder at Marketo.

Demand Generation Agencies

Demand Generation Agencies B2B Marketing Google Work Management

How to measure ROI on creating and marketing content?

Ambal's Amusings

NOVEMBER 12, 2010

We asked our panel of B2B marketing experts "How can B2B marketers measure return on investment (leads generated, market awareness etc) for the money/effort spent on creating and marketing content? Blog Modern B2B Marketing Twitter Marketo InboundMarketer. "Simple Content Creates Quality Leads!"

ROI

ROI Top of Funnel Work Management Marketing Management

Sales Lead Management Best Practices: Thought Leadership with Barry Trailer

Adobe Experience Cloud Blog

JUNE 15, 2009

Barry is co-founder of CSO Insights , an analyst firm that benchmarks the challenges faced by today's sales and marketing organizations, tracking the trends in the usage of people, process, technology and knowledge to improve sales effectiveness. Barry is also a member of the Marketo Board of Advisors. What we've labeled CRM 2.0

Thought Leadership

Thought Leadership Sales Leads Lead Scoring Lead Ranking

No Leads from Social Media? No Excuses.

The Point

NOVEMBER 16, 2011

I’ve written previously in this space about how corporate social media initiatives are so often in the hands of people, notably PR agencies, for whom lead generation is neither a priority nor a core competency. Put a PR agency in charge of social media, and I can pretty much guarantee you’ll generate PR, not leads.)

Social Media

Social Media Demand Generation Agencies Media Leads

Does your B2B Marketing have Consistent Messages?

Ambal's Amusings

JULY 22, 2010

Blog Modern B2B Marketing Twitter Marketo InboundMarketer. "Simple Content Creates Quality Leads!" Maria Pergolino is Director of Marketing at Marketo , leading their efforts in adoption of social media channels for brand awareness and demand generation. Marketo's Modern B2B Marketing.

B2B Marketing

B2B Marketing Planning B2B Trade Show

B2B Content Marketing - Less is the New More?

Ambal's Amusings

MAY 27, 2010

Blog Modern B2B Marketing Twitter Marketo InboundMarketer. "Simple Content Creates Quality Leads!" Maria Pergolino is Director of Marketing at Marketo , leading their efforts in adoption of social media channels for brand awareness and demand generation. Maria Pergolino. Less is more.

B2B Marketing

B2B Marketing Content Marketing B2B Planning

Does 'Being Findable' mean 'Being Everywhere'?

Ambal's Amusings

FEBRUARY 18, 2010

Sewell is president of Spear Marketing Group , a full-service agency with offices in Silicon Valley and Seattle that specializes in demand generation, lead management, and ROI-based marketing. How to Choose Your Carrot: Effective Lead Generation Offers for High-Technology Marketers (White Paper). via Beth Harte).

Demand Generation Agencies

Demand Generation Agencies Paid Search Agency Emarketing Inbound Marketing

5 Reasons to Leverage LinkedIn To Increase Your B2B Prospects

Adobe Experience Cloud Blog

JANUARY 26, 2011

Today’s demand generation has created a long cycle in online lead nurturing. From first click to sealing the deal, trust and rapport are critical to the sales process. The influence of social media is a cornerstone to opening the door to new leads and bolstering existing ones.

Linkedin Demand Generation Agencies B2B RSS

ClickInsights: Biggest roadblock to converting marketing leads

Ambal's Amusings

JANUARY 21, 2010

If the company's goal is for marketing to produce more leads that end up in the sales pipeline, then metrics and bonuses should be established for targets and progress tracked towards the achievement of those targets. Brian Carroll's blog B2B Lead Generation Blog. Marketo's Modern B2B Marketing.

Sales Qualified Leads

Sales Qualified Leads Lead Scoring Lead Ranking Marketing Leads

How to put the "Viral" in B2B Marketing Viral Campaigns?

Ambal's Amusings

MARCH 18, 2010

Ardath Albee's book eMarketing Strategies for the Complex Sale. Download the Guide: Design Nurturing Programs to Drive Sales. Blog Demand Generation Twitter abneedles. Craig Rosenberg is Vice President, Products and Services at lead generation company Tippit. Brian Carroll's blog B2B Lead Generation Blog.

Viral Marketing

Viral Marketing B2B Marketing Campaigns B2B Thought Leadership

B2B Lead Generation Boosters: 25 Rocket-Fueled Strategies and Ideas to Propel Your Pipeline

NetLine

AUGUST 2, 2023

B2B demand generation marketers face a growing list of challenges, from navigating complex buyer journeys to breaking through the noise of a crowded marketplace. High-quality, validated, opt-in leads are essential to driving sales and revenue growth, but generating them is no easy task. 3… 2… 1… Blast off!

Lead Generation

Lead Generation Lead Ranking Sales Management Lead Scoring

ClickInsights: What was your "Aha" moment in 2009? - Part 2

Ambal's Amusings

DECEMBER 17, 2009

Brian Carroll's blog B2B Lead Generation Blog. Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. Marketo's Modern B2B Marketing. Brian Carroll's book Lead Generation for the Complex Sale. B2B Lead Generation Benchmark Study 2009. Sales Lead Expert’s Learning Center.

Marketing Automation Services

Marketing Automation Services Work Management Marketing Management B2B Thought Leadership

ClickInsights: What ROI metric should B2B marketers use in this digital marketing era?

Ambal's Amusings

OCTOBER 15, 2009

Brian Carroll's blog B2B Lead Generation Blog. Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. Marketo's Modern B2B Marketing. Brian Carroll's book Lead Generation for the Complex Sale. B2B Lead Generation Benchmark Study 2009. Sales Lead Expert’s Learning Center.

ROI

ROI B2B Marketing Paid Search Agency Planning

How to Use Quizzes to Ramp Up Your Lead Database

Adobe Experience Cloud Blog

DECEMBER 11, 2015

Author: Josh Haynam How do you capture the attention of a demand generation marketer? Tell them you have a new way of generating quality leads! They are visual, fun to take, and can be a great lead generation tool. Will you be integrating quizzes into your lead generation strategy?

Leads

Leads Lead Marketing Qualified Leads Thought Leadership

The ROI of Marketing Automation

Adobe Experience Cloud Blog

OCTOBER 18, 2012

Companies that use marketing automation source more pipeline from marketing, have more productive sales reps, and experience better revenue attainment. Source: Marketo Benchmark on Revenue Performance as of Sept 15, 2012 (N=489). Source: The Lenskold Group 2012 Lead Generation Marketing Effectiveness Study.

Marketing Automation Services

Marketing Automation Services Marketing Automation ROI Automation

Sales Pipeline Radio, Episode 311: Q & A with Doug Bell @LeanData

Heinz Marketing

MARCH 21, 2022

The other thing that did stand out to me though, is what you just referred to less than 10% of companies actually have a lead management system in place most are using Salesforce or some form of apex coding or Marketo or some other system to manage their lead flow.

Work Management

Work Management Marketing Management Budget Programs Marketing Budget

5 Questions You Must Ask Potential Lead Sources

Adobe Experience Cloud Blog

JULY 26, 2010

Lead generation providers are a great source of new business: you end up with a steady volume of sales-ready leads, while your lead generation provider takes care of the behind the scenes work like managing marketing programs, qualifying buyer interest, and verifying the key information.

Sales Qualified Leads

Sales Qualified Leads Leads Lead Marketing Qualified Leads

8 Important Takeaways from the B2B Virtual Edge Event for B2B Marketers

Adobe Experience Cloud Blog

DECEMBER 3, 2009

Lead nurturing and lead scoring are key to B2B marketing success. Integrate social media into your marketing automation to make social marketing automation (I like this one because Marketo kicks butt with B2B social media marketing.). marketo : Implementing lead nurturing & lead scoring?

B2B Marketing

B2B Marketing Buyer Personas B2B Lead Scoring

Honeywell, Fiberlink, Intralinks, and Sevone Select Vidyard for Strategic Video Marketing

Vidyard

SEPTEMBER 22, 2014

Honeywell, (NYSE:HON), Fiberlink (an IBM company), Intralinks and SevOne have recently turned to Vidyard to maximize their ROI on video and become more strategic with their demand generation and content marketing programs. “Simply having a presence on YouTube is no longer enough. . It was acquired by IBM in November 2013.

Enterprise Management

Enterprise Management Video Marketing Marketing Management Marketing Automation Services

Honeywell, Fiberlink, Intralinks, and Sevone Select Vidyard for Strategic Video Marketing

Vidyard

SEPTEMBER 22, 2014

Honeywell, (NYSE:HON), Fiberlink (an IBM company), Intralinks and SevOne have recently turned to Vidyard to maximize their ROI on video and become more strategic with their demand generation and content marketing programs. “Simply having a presence on YouTube is no longer enough. . It was acquired by IBM in November 2013.

Enterprise Management

Enterprise Management Video Marketing Marketing Management Marketing Automation Services

Optimizing the Entire Sales Funnel

Adobe Experience Cloud Blog

OCTOBER 27, 2010

The ultimate objective of marketing is to increase revenue performance , and one key way to achieve this is to optimize the entire sales funnel. Step 2: Qualify Leads Based on a Universal Lead Definition (ULD). Regardless of the model you choose, it is vital that this choice is made jointly by sales and marketing.

Top of Funnel

Top of Funnel Optimization Lead Ranking Lead Scoring

Honeywell, Fiberlink, Intralinks, and Sevone Select Vidyard for Strategic Video Marketing

Vidyard

SEPTEMBER 22, 2014

Honeywell, (NYSE:HON), Fiberlink (an IBM company), Intralinks and SevOne have recently turned to Vidyard to maximize their ROI on video and become more strategic with their demand generation and content marketing programs. Simply having a presence on YouTube is no longer enough. It was acquired by IBM in November 2013.

Enterprise Management

Enterprise Management Video Marketing Marketing Management Marketing Automation Services

Unleash Your House Database with Lead Nurturing

Adobe Experience Cloud Blog

JANUARY 6, 2009

The remaining 50% aren’t interested in or ready for a sales contact, yet the company attempts to contact each just to “see if they’re interested in talking”. Finding out that most of what marketing calls “leads” are not really sales leads reinforces the sales team’s impression that marketing-generated prospects are not worth their time.

Lead Nurturing

Lead Nurturing Sales Qualified Leads Marketing Qualified Leads Leads

Lessons Learned: Crowdsourcing the Best of Mastering Lead Management

Adobe Experience Cloud Blog

JULY 6, 2010

Last week Focus.com’s Mastering Lead Management Virtual Event brought some of the leaders of B2B Demand Generation and Sales 2.0 Some of the tweets from his session include: ardath421 : How sales wants to sell has little impact on how buyers want to buy . of leads generated are sales ready – 17.5%

Lead Management

Lead Management Work Management Marketing Management Lead Scoring

10 Hottest Topics in B2B Marketing for 2009

B2B Marketing Zone Posts

DECEMBER 7, 2009

Sales Lead Management: Thought Leadership with Aaron Ross , January 9, 2009. 2009 Big List of B2B Marketing and Sales Blogs , August 27, 2009. 5 Important Ways Sales can help Marketing , May 26, 2009. Unleash Your House Database with Lead Nurturing , January 6, 2009. Demand Generation.

Demand Generation Agencies

Demand Generation Agencies B2B Marketing B2B Thought Leadership Planning

ClickInsights: How can B2B marketers use content effectively for demand generation?

Ambal's Amusings

AUGUST 27, 2009

We have invited B2B Experts to shed light on the following question: How to use content effectively for demand generation? Brian Carroll's blog B2B Lead Generation Blog. Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. Marketo's Modern B2B Marketing. B2B Lead Generation Benchmark Study 2009.

Demand Generation Agencies

Demand Generation Agencies Demand Generation Demand B2B Marketing

ClickInsights: How B2B marketers should forge customer relationships by providing compelling content?

Ambal's Amusings

SEPTEMBER 17, 2009

Brian Carroll's blog B2B Lead Generation Blog. Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. Marketo's Modern B2B Marketing. Brian Carroll's book Lead Generation for the Complex Sale. B2B Lead Generation Benchmark Study 2009. Sales Lead Expert’s Learning Center.

Work Management

Work Management Marketing Management B2B Marketing B2B

Sales and Marketing Alignment: Thought Leadership with Jill Konrath

Adobe Experience Cloud Blog

MAY 13, 2009

This messaging should then be incorporated into lead generation efforts, white papers, success stories, sales collateral and sales tools. Create a resource-rich sales portal. How can marketing departments efficiently monitor triggering events to generate more effective. sales leads for their team?

Thought Leadership

Thought Leadership B2B Thought Leadership Work Management Marketing Management

Marketing Automation: Four Ways to Cure the Ailments of MOFU

Adobe Experience Cloud Blog

JULY 18, 2012

MOFU is the M iddle O f the FU nnel stage in a marketer’s lead funnel or revenue cycle. Far too often, a blockage develops in the MOFU stage where sales leads stagnate, wither, and die. But the problems of MOFU or leads not progressing affect virtually all marketers to one extent or another.

Top of Funnel

Top of Funnel Marketing Automation Services Marketing Automation Automation

Let’s Get Social! 5 Ways to Build Your Employee Social Media Culture

Adobe Experience Cloud Blog

JULY 27, 2012

by Dayna Rothman You are working on your social media strategy and have determined your target audience, messaging, and how you plan to participate. At Marketo, we have created a Social Media Policy document that outlines what social networks to participate in, how often, and what the ground rules are. 2) Create a social media policy.

Social Media

Social Media Ad Building Media B2B Thought Leadership

3 Ways to Make Your Corporate Blog’s Sidebar Work Harder

The Point

MARCH 29, 2012

Capturing new subscribers is one of the most efficient ways to convert random visitors into loyal readers that you can nurture over time and eventually turn into actionable sales leads. Just be sure to offer the reader as many subscription options as possible, and at a minimum: Email, RSS, and Twitter. Share this blog!

RSS

RSS Paper Case Study Case Studies

Understanding the Difference Between a Sales Lead and Prospect

Adobe Experience Cloud Blog

JANUARY 9, 2019

So first, we should distinguish between the two, so you can approach demand generation from marketing the right way in order to create marketing campaigns that aim to attract leads and nudge them through the sales funnel. . What is a Sales Lead? Typically, leads have been communicated to en masse.

Sales Qualified Leads

Sales Qualified Leads Sales Leads Lead Ranking Marketing Qualified Leads

5 Marketing Tips That We Could Learn from Celebrities

Adobe Experience Cloud Blog

AUGUST 3, 2012

Keep in mind that customers and sales leads can tell when you aren’t passionate about what you do. 5 Marketing Tips That We Could Learn from Celebrities was posted at Modern B2B Marketing - Marketo Best Practices Blog. | [link]. As a marketer, if you have passion for what you do your excitement will show through your work.

Tips

Tips Word of Mouth Marketing & Strategy Paid Search Agency

My Secret Methods for Turning Marketing Leads into Qualified Sales Leads

Adobe Experience Cloud Blog

MARCH 9, 2011

by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. This is especially true in the handoff between marketing and sales. In addition to those techniques, I believe the secret to a truly high-performance revenue engine is the effective use of a Sales Development team.

Sales Qualified Leads

Sales Qualified Leads Lead Ranking High Quality Lead Lead Scoring

Seeking a World-Class CMO for Marketo

Adobe Experience Cloud Blog

AUGUST 30, 2010

Note: This post is more personal and Marketo-centric than the typical best practices and thought leadership I share in the Modern B2B Marketing blog. It’s been a bit over three and a half years since Marketo started formal operations, and two and a half since we launched Marketo Lead Management. Lead Management.

Marketo

Marketo Class CMO Enterprise Management

Sirius Decisions Thinks Websites Will Generate 71% of All B2B Sales Leads by 2015. I Disagree.

Lead Generation Losing Out to Social Media? Not So Much.

Webinars

Trending Sources

Case Study: Segmentation, New Creative Boosts Lead Conversion Rates by 75%

Webinars

Marketo’s Ebook: A Lesson In Content Marketing

Lead Generation: Less is More in Challenging Economic Times

B2B Lead Generation without Lead Nurturing is Doomed to Fail

How the CEO Can Enhance Sales, Marketing, and the Executive Branch

Demand Generation Quiz: How Good Are You?

10 Most Popular B2B Lead Blog Posts of 2016

32 B2B Marketers to Add to Your Google Plus Circles

How to measure ROI on creating and marketing content?

Sales Lead Management Best Practices: Thought Leadership with Barry Trailer

No Leads from Social Media? No Excuses.

Does your B2B Marketing have Consistent Messages?

B2B Content Marketing - Less is the New More?

Does 'Being Findable' mean 'Being Everywhere'?

5 Reasons to Leverage LinkedIn To Increase Your B2B Prospects

ClickInsights: Biggest roadblock to converting marketing leads

How to put the "Viral" in B2B Marketing Viral Campaigns?

B2B Lead Generation Boosters: 25 Rocket-Fueled Strategies and Ideas to Propel Your Pipeline

ClickInsights: What was your "Aha" moment in 2009? - Part 2

ClickInsights: What ROI metric should B2B marketers use in this digital marketing era?

How to Use Quizzes to Ramp Up Your Lead Database

The ROI of Marketing Automation

Sales Pipeline Radio, Episode 311: Q & A with Doug Bell @LeanData

5 Questions You Must Ask Potential Lead Sources

8 Important Takeaways from the B2B Virtual Edge Event for B2B Marketers

Honeywell, Fiberlink, Intralinks, and Sevone Select Vidyard for Strategic Video Marketing

Honeywell, Fiberlink, Intralinks, and Sevone Select Vidyard for Strategic Video Marketing

Optimizing the Entire Sales Funnel

Honeywell, Fiberlink, Intralinks, and Sevone Select Vidyard for Strategic Video Marketing

Unleash Your House Database with Lead Nurturing

Lessons Learned: Crowdsourcing the Best of Mastering Lead Management

10 Hottest Topics in B2B Marketing for 2009

ClickInsights: How can B2B marketers use content effectively for demand generation?

ClickInsights: How B2B marketers should forge customer relationships by providing compelling content?

Sales and Marketing Alignment: Thought Leadership with Jill Konrath

Marketing Automation: Four Ways to Cure the Ailments of MOFU

Let’s Get Social! 5 Ways to Build Your Employee Social Media Culture

3 Ways to Make Your Corporate Blog’s Sidebar Work Harder

Understanding the Difference Between a Sales Lead and Prospect

5 Marketing Tips That We Could Learn from Celebrities

My Secret Methods for Turning Marketing Leads into Qualified Sales Leads

Seeking a World-Class CMO for Marketo

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