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Lead Nurturing for Software Trials

LeadSloth

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). Demand Generation Email Marketing lead nurturing 30-day trial auto-responders email best practices product adoption software trialThey signed up. What now? Tip 1: Start Sending Email Now. If not, start doing so today. Conclusion.

Why Are Marketing Automation Managers So Hard to Find?

LeadSloth

First of all, in most cases the person is responsible for lead generation , lead nurturing and lead scoring. Tags: Demand Generation campaign manager jobs marketing automation marketing automation manager marketing operations requirements skills Even though some vendors have been around for almost 10 years, Marketing Automation is still relatively new. According to Forrester, only  2-5% of B2B firms have invested in full-featured Marketing Automation. But that percentage is rapidly growing. But that’s for web analysts. Marketing Automation Jobs.

7 Reasons Why Marketing Automation Projects Fail

LeadSloth

It can be used for email campaigns, drip marketing, lead nurturing, lead scoring, landing page management and for brewing coffee. Part of a good lead management process is knowing exactly who are involved in the sale. Also, lead scoring only works if you know who you want to target. Not Enough Leads. Okay, I made up the part about brewing coffee.

Marketing Automation Trends for 2010

LeadSloth

David Raab , Raab Associates & author, Raab Guide to Demand Generation Systems. The vast majority of leads generated on a website never have a meaningful conversation with a sales rep. If there is no mechanism to pass the lead back to the marketing team (in an automated or semi-automated fashion), the lead is gone forever. Marketing automation solutions can facilitate remarketing to inactive leads, or so-called lead recycling, which helps drive value from a marketer’s most valuable asset, his or her lead database.

B2B Marketing Trends for 2016

The first generation of digital natives expects to be able to complete most of their selection process. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. B2B Marketing.

Sales 2.0: Marketing Automation & Salesforce Chatter

LeadSloth

Lead Tracking and alerts are nothing new in Marketing Automation. With Chatter, sales people can subscribe to activity updates of specific leads, or groups of leads. chatter lead tracking sales and marketing alignment salesforce.com.Tags: Demand Generation Sales Force Automation sales 2.0 Today I’m at the Sales 2.0 Conference in San Francisco.

Lead 17

Demand Generation Blogs Continued

LeadSloth

In the spirit of Twitter’s Follow Friday I’d like to finally publish the remaining Demand Generation blogs that I enjoy reading. Earlier I published the Top 10 Demand Generation vendor blogs and the Top 10 Marketing Automation Blogs. This is an leading online magazine for Marketing Automaton, which features vendor information, news articles a job board and more. Rebekah and her team write about demand generation, with lots of good articles on content marketing and social media. B2B Marketing Zone. DemandGen Report. Net-Results blog.

Lead Nurturing Checklist for Marketing Automation

LeadSloth

If you want to make a start with Lead Nurturing, what are the right questions to ask? In this post I present a short checklist of questions to ask before you get started with lead nurturing: Do you want to nurture new leads, existing leads or both? When do you send leads to sales? Do you need to improve the quality of your lead data? Segmentation. Content.

What is the ROI of Lead Management?

LeadSloth

Earlier this year I downloaded Silverpop’s lead management workbook , and I planned to write about it. Unfortunately, not enough time… Last week I received a copy of Marketo’s Lead Nurturing workbook. Both books show how you can increase sales by nurturing all leads, from inquiry to opportunity. Why Lead Management. Lead Scoring. Read them both!

B2B 4

Top-10 Demand Generation Vendor Blogs

LeadSloth

In my previous post I listed the Top-10 Demand Generation blog by marketers and consultants. Market2Lead Marketing Automation and Lead Management blog. Reachforce: The B2B Lead. Reachforce publishes almost daily Lead Generation tips. ReadyContacts Lead Data Management blog. Will Schnabel has published some really good pieces, such as “ 5 Tips to Improve Efficiencies Using Lead Management Solutions “ Lately they have been publishing some customer case studies and guest articles, so I hope they will again publish some in-depth articles.

Upcoming Lead Management Events

LeadSloth

This week there are a couple of interesting Lead Management events, so I thought I’d share them with you in a short blog post: Hubspot Show & Tell , new features including lead management, June 8th (tomorrow). Genius Demand Gen Academy , series of 12 webinars, starting June 9th. MarketingSherpa Lead Management webinar , June 10th (sponsored by Eloqua).

B2B Marketing Trends for 2016

The first generation of digital natives expects to be able to complete most of their selection process. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. B2B Marketing.

ActiveConversion Review - SMB Lead Management

LeadSloth

From Web Analytics to Demand Generation. Lead Scoring. Lead scoring works for both anonymous and known visitors: for anonymous visitors the triggers for increasing the lead score are somewhat limited, essentially page views and return visits. Lead scoring configuration. It can also integrate with Salesforce Web-to-Lead forms. Form builder.

5 Ways to Use Social Media in Marketing Automation

LeadSloth

Let’s look at the 5 Ways in which Social Media is changing Lead Management and Marketing Automation. 1. Lead Generation. Use your Marketing Automation and CRM systems to see if this traffic converts to qualified leads and sales opportunities. 2. Lead Nurturing. Lead Intelligence. Social Media. Intra-company Collaboration. Customer Support. Conclusion.

B2B Marketing Events 2010

LeadSloth

Other speakers are Carlos Hidalgo ( @cahidalgo ), Malcolm Friedberg ( @LeftBrainMktg ), Mac McIntosh ( @B2B_Sales_Leads ), David Raab ( @draab ) and Adam Needles ( @abneedles ). Conference also covers Lead Management. They have high-quality presentations on both lead generation and lead management. I can highly recommend these events. Sales & Marketing 2.0

9 Marketing Automation Metrics

LeadSloth

Marketing-qualified leads (MQL), definition should be established together with sales. sales accepted leads (SAL), formally accepted by sales. sales qualified leads (SQL), evolved into an opportunity. An inquiry could be any new lead, also someone who dropped off his business card at a tradeshow, or a download of a whitepaper. An MQL is also called a sales-ready lead.

MQL 2

B2B Marketing Trends for 2016

The first generation of digital natives expects to be able to complete most of their selection process. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. B2B Marketing.

Finding Untapped Revenue in Your Marketing Database

LeadSloth

Lead Nurturing takes a lot of effort, but it’ll pay itself back ten times over. With a solid nurturing strategy you’ll find new sales opportunities from leads who you thought were not interested. But how do you create a solid lead nurturing plan? Sue Hay & Cari Baldwin : Supercharge Your Demand Generation with Marketing Automation.

Inbound Marketing Automation

LeadSloth

In my opinion any B2B company needs both Inbound Marketing and Marketing Automation: the first to get in touch with new prospects, the second to move those leads through the funnel from suspects to sales-ready leads. wrote more about this and about Lead Management on the Genius.com blog. calculating a lead score until the prospect is sales-ready. Why Automate Marketing?

Genius Marketing Automation Blog Posts

LeadSloth

These posts are about Marketing Automation and Lead Management: Lead Management Introduction. Lead Management Features. Demand Generation Best Practices. Demand Generation Metrics 101. Lead Nurturing and Lead Scoring. Create a Universal Lead Definition in 5 Steps. Making the Most of Your Lead Recycling Program. Lead Scoring. also wrote a couple of posts that focus on Lead Scoring: Lead Scoring 101. Tips for Successful Lead Scoring. Elaborating on the Lead Scorecard. Lead Nurturing.

B2B Marketing Analytics

LeadSloth

This is the flawed but still-important number of inquiries (raw leads), plus the number of qualified leads. You can use lead scoring or a phone call to see whether a lead matches your ideal lead profile. If yes, you have a qualified lead. Keep track of how much of the sales pipeline is generated by marketing. Why Analytics? Optimize marketing budget.

MarketingSherpa B2B Marketing Summit Boston

LeadSloth

Having seen many of the presentations in San Francisco, I found it useful to classify them in three main categories: Lead Generation. Lead Management. The first is obviously focused on getting more leads into your database, while the second topic focuses on nurturing those leads. Having seen many of the presentations in San Francisco, I found it useful to classify them in three main categories: Lead Generation. Lead Management. Monday and Tuesday I’m attending the Boston MarketingSherpa B2B Marketing Summit. Content creation.

Are You Old Enough for Inbound Marketing?

LeadSloth

Great for them, but bad for customers: there’s always so much confusion about these new terms (earlier I wrote about the confusion around Demand Generation and Sales 2.0 ). So I created a non-scientific poll on LinkedIn asking: “Do you use Inbound Marketing for B2B Lead Generation?&#. though Inbound Marketing and Social Media would be a Generation Y thing!

Marketing Automation ROI: Efficiency or Revenue?

LeadSloth

Maybe spending on lead generation can be better directed, so unprofitable programs can be cut. suggest three areas: More cost-effective lead generation. Better conversion rates with lead nurturing. Lead Generation: with close loop measurements, you can easily see the effectiveness of each lead generation campaign. You improve your investment-to-pipeline ratio by focusing on the most cost-effective lead generation sources. Lead Nurturing fixes funnel leakage. They are also increased efficiency. Conclusion.

8 Tips to Get Started with Marketing Automation

LeadSloth

If you start doing marketing automation or lead nurturing, first focus on the most attractive subset of your prospects. Make Sure You Have Enough Leads. If your problem is lack of raw leads, first address that problem. Is it more qualified leads, a higher percentage of marketing-sourced opportunities, better ROI on marketing investment, customer loyalty, or something else? Describe Your Lead Flow. Leads go through various stages, from new leads to existing customers. Choose Your Products and/or Business Unit. Set Your Goals.

Measuring Marketing ROI: Campaign Attribution and Campaign Influence

LeadSloth

The benefits of such a solution are: Highly accurate measurement of marketing contribution to revenue generation. Should the bookings be attributed to the first campaign that generated the first lead into a deal or maybe the last campaign that touched it or maybe it should be equally distributed across all campaigns that touched a deal? This solution will also help you provide your CEO/CFO with the necessary reports that they can rely on to understand marketing’s contribution to revenue generation. and by vehicle (Email, Print Mail, SMS, Survey, etc.). Summary.

How Are CRM and Marketing Automation Different?

LeadSloth

Marketing Automation also has some features for sales people, but those tend to be focused on lead prioritization, email, and prospect activity notifications. Profile-based Lead Scoring. Behavioral Lead Scoring. One Type of Contact (vs Lead & Contact). Tags: Demand Generation Sales Force Automation b2b marketing crm marketing automation salesforce.com.Last week I presented a session at Silverpop’s B2B Marketing University in Atlanta. In addition to Marketing Automation, there were two big topics: Social Media and CRM. Strong Features of CRM.

Free Trials Aren’t What They Used to Be

LeadSloth

An important aspect of Demand Generation are the offers: what will your prospects register for? read an interesting article on the decreasing effectiveness of free trials as a lead generation tool in the DemandGen Report. they didn’t login for a couple of days) you could kick off a lead nurturing program or send a notification to the sales and support teams. Tags: Demand Generation conversion rates demandgen report free trials howard sewell lead generation live demo norm bellisario paid trial recorded demo roi tool Very true.

Inbound Marketing & Marketing Automation

LeadSloth

Many digital marketers are using marketing automation tools to automate lead nurturing. But if you want to expand your business, you also need to continuously add new leads to your database. Traditional lead sources are tradeshows or lead programs with magazines. Those are definitely useful, but the number of leads is low and the cost per lead is high. It may be attractive to shift more budget to generating leads via your company’s website. Their main focus has been on nurturing and scoring your existing leads. Conclusion.

Top-10 Marketing Automation Blogs

LeadSloth

BTW 1: Some of these blogs are more about lead generation, demand generation or inbound marketing, so maybe the title of this blog post is not ideal. Brian Carroll ’s B2B Lead Generation blog ( @brianjcarroll ). Brian is the author of the authoritative book “Lead generation for the complex sale” and has a wealth of interesting articles on his blog. Craig has lots of experience with sales operations and demand generation, and shares his and other people’s knowledge via his blog. So here’s the list. Thanks!

LeadSloth Marketing Automation Blog – Survey Results

LeadSloth

Lead Nurturing / Drip campaigns. Talk about the best mix of lead gen approaches (also based on the economy). Lead Nurturing / Drip campaigns. Talk about the best mix of lead gen approaches (also based on the economy). Tags: Demand Generation LeadSloth LeadSloth Marketing Automation Blog – Survey Results. About two weeks ago I posted a survey that asked the LeadSloth readers what they wanted to read about. As it goes with surveys, it took some effort to get people to fill it out. The Most Requested Topics. Marketing Automation Best Practices. Conclusion.

Marketing Automation Introduction

LeadSloth

Lead nurturing and scoring. Tags: Demand Generation genius.com marketing automation Many posts on this blog are fairly in-depth, so it was fun to write an introduction to Marketing Automation on the Genius.com blog. For easy digestion, I split up the marketing automation process in four steps: Getting more visitors to your website. Get more visitors to register. Marketing & Sales Collaboration. In addition to the overview article that I linked to above, I’ve written one post for each step. Those will be published this week and next week.

Abandon Your Marketing Automation System!?

LeadSloth

In the early days it was used to sift through hundreds of new B2B leads per day to identify the valuable leads. My first reaction was: no way, you should not want to do without any type of marketing automation system (for simplicity sake, I use this term as synonymous to demand generation and lead management ). the split between Leads and Contacts), but many 3rd party tools are addressing these weaknesses. Basic lead scoring features are built into Salesforce.com, and data quality tools are available from vendors like Ringlead , CRM Fusion and Datatrim.

Marketing Automation Monday

LeadSloth

Join us at Marketing Automation Monday for an informal panel discussion on using drip marketing to find more qualified leads and for networking with other like-minded marketers. We’ll cover topics around Marketing Automation, including: Lead Management. Lead Nurturing. Demand Generation. Would you like to meet up with fellow Marketing Automation professionals to exchange tips and best practices? These are the dates & locations: San Francisco , November 8th: info & registration ». Palo Alto , November 15th: info & registration ». The Event.

MarketingSherpa’s Email Summit 2009

LeadSloth

It is focused on advanced email strategies, which is an important part of the demand generation process. The focus is on list- and trigger-based emails and on landing pages, rather than on the full Lead Management Automation functionality. Nevertheless, there are lots of interesting advanced email topics that are just as relevant for B2B demand generation specialists. Leveraging user-generated content. Today MarketingSherpa’s Email Summit started in Miami. Most of the case studies seem to be B2C rather than B2B. Email Analytics. Email design.

Getting Demand Generation Right: 5 Things You Need to Change

CMO Essentials

As marketing and sales work together to discover this information about their buyers and develop a demand generation strategy, they will begin to naturally align and drive better results. 4. Technology is not an answer unto itself, and if technology is being looked at to solve demand generation challenges, then the money spent is being wasted. 5. Times Have Changed.

Which Content, Tactics & Technologies Are Driving Demand Generation ROI?

The Point

More than 200 marketing VPs, directors and managers responded to the survey, which asked respondents to identify the crucial factors in driving demand generation ROI. Asked which technologies they projected would have most importance in the next 12-18 months, respondents also named Lead Lifecycle/Attribution Reporting and Predictive Analytics. appeared first on The Point.

Top 10 Demand Generation Resolutions for 2014

The Point

It’s a new year, so what better time to get your demand generation strategy “in shape” for improved performance? Measuring opens and clicks may tell you something about email performance, but it says nothing about the impact that email campaign had on qualified leads, or opportunities, or revenue. Improve campaign measurement. Test more. Make your blog count.

Lead Generation is Crippling Demand Generation

Digital B2B Marketing

Lead generation and demand generation, although related, are at odds with each other. When many B2B marketers say demand generation, they mean lead generation, and the program will be measured on leads and the value of those leads. The direct outcome of lead generation is new contacts available for sales or marketing.

Shiny Objects, Demand Generation and ABM

ANNUITAS

Over 15-years ago when I managed demand generation for a major software company we were tasked with supporting sales for “account based selling.” This led to our team having to work with our sales team, identify the accounts, the key stakeholders in these accounts and seek to generate leads therein. Anyone remember Revenue Performance Management?

Why Demand Generation Should Be Perpetual

ANNUITAS

This is the second year that ANNUITAS has conducted its Enterprise B2B Demand Generation Survey with the goal of gaining better insights into the approach that enterprise organizations take to demand generation. recently spoke with one marketing executive who told me they run multiple demand generation campaigns for 90 days.

Differences Between Demand Generation and Lead Generation

PureB2B

Demand generation is the process of creating and/or boosting awareness of a particular company or product with the intention of increasing leads. Lead generation is the process of collecting actual leads directly from consumers or client prospects and using those leads to boost revenue.”. As a subset of demand generation, lead generation comes next.

A Structured Approach to Demand Generation Analytics

ANNUITAS

Demand generation leaders know it’s not true, though. So what is the key to better demand generation analytics? How can we better tie buying and content/channel interactions to opportunities and closed revenue in a closed-loop fashion — to fuel our  demand process optimization ? We Successful demand generation analytics must bridge the two.