LeadSloth

AUGUST 17, 2009

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.

Lead Management 100

Lead Management Lead Scoring Lead Ranking ROI 100

LeadSloth

MARCH 16, 2009

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. An anonymous prospect record.

ActiveConversion 100

ActiveConversion SMB Work Management Lead Management 100

Customer Experience Matrix

AUGUST 28, 2008

Now that I have that long post about analytical databases out of the way, I can get back to thinking about demand generation systems. This means I have to nail down how I’ll present the results. Lead nurturing: execute repeated contacts with leads over time. Key functions include reservations and reminder notices.

Demand Generation 120

Demand Generation Demand Marketing Management Generation 120

Customer Experience Matrix

APRIL 21, 2009

This makes sense to a certain degree, since a demand generation system allows vastly more activity, specified in more detail, than was possible without one. A new system also presents an opportunity to revisit and update existing practices rather than simply reproducing them. Of course, I’ll report on results when I have some.

Demand Generation 120

Demand Generation Customer Surveys Demand Generation 120

Customer Experience Matrix

MARCH 25, 2009

recently on the idea that the boundaries between marketing and sales are breaking down because leads now interact with both departments throughout the purchase cycle. This is clearly inevitable: if nothing else, leads still visit your Web site (controlled by marketing) even after they are “turned over” to sales.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Salesforce.com 120

Customer Experience Matrix

MAY 24, 2009

Summary: let's not forget that most companies are still not even doing simple demand generation. He was also starting to think that maybe the company Web site could play a role in attracting leads. Yet he also appeared to be seasoned, competent and generally successful. And, my car hit a deer. conference.

Demand Generation 120

Demand Generation Enterprise Management Marketing Management Demand 120

Customer Experience Matrix

JULY 28, 2010

Summary: Manticore Technology released some modest enhancements to its demand generation platform today. According to Doran, the company has found that the real key to success is guiding clients through successful execution of demand generation programs. Manticore doesn’t see it this way.

Manticore 120

Manticore Marketing Automation Services Demand Generation Agencies Marketing Management 120

The Point

JULY 1, 2019

For the last decade or more, it’s been an accepted principle – almost a key tenet – of B2B demand generation that business buyers don’t want to talk to a sales rep until the last possible moment. It’s why, for example, we marketers have assumed control for more and more of the lead funnel. For example: * Lead Scoring.

B2B Sales 124

B2B Sales Demand Generation Agencies Top of Funnel Lead Scoring 124

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 100

Conversion Rate Marketing Qualified Leads Demand Generation Agencies Lead Ranking 100

ANNUITAS

MAY 8, 2012

According to a 2011 study by MarketingSherpa , 74% of B2B marketers stated that their biggest challenge was generating high quality leads. The next biggest challenge was a distant second: 49% cited “generating a high volume of leads”. However, lead generation is irrelevant in today’s b2b marketing climate.

Lead Generation 100

Lead Generation Generation Top of Funnel Leads 100

Customer Experience Matrix

APRIL 28, 2009

Summary : a small survey of demand generation users shows that more than half deployed basic demand generation features within one week , and about 75% within one month. More complicated features take longer, but in general, 80% of the features ever deployed are in place by the end of two months.

Demand Generation 120

Demand Generation User-Generated Content Customer Surveys Lead Scoring 120

LeanData

DECEMBER 16, 2021

During the recent webinar, The ROI of Lead Routing for High-Growth Enterprises , LeanData and its community of revenue team professionals was honored to hear part of the Alation growth story from Krishna Shah , senior marketing operations manager at Alation. Fast-forward 3.5 Scalability .

Enterprise Management 52

Enterprise Management Lead Scoring Lead Ranking ROI 52

The Point

JUNE 11, 2010

Just getting started with lead nurturing? Concerned that your lead nurturing program isn’t everything it should be? Great lead nurturing starts with more than just software. 10 Best Practices for Lead Generation & Pipeline Acceleration. Recently invested in marketing automation software?

Lead Nurturing 100

Lead Nurturing Paper Marketing Automation Services Tips 100

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 The first session, Keeping Your Strategy in Lockstep with the Changing B-to-B Buyer , was presented by Carlos Hidalgo, President of The Annuitas Group. Buyers want a 1-1 relationship. .

Lead Management 48

Lead Management Work Management Marketing Management Lead Scoring 48

The Point

SEPTEMBER 29, 2011

When sales teams need marketing to help them make their numbers, the natural response is to go fishing for hot leads. This requires a constant re-loading of the sales funnel with new, expensive leads. In contrast, for Marketo, the proportion of sales derived from slow leads is an astounding 50 percent. The lesson in all this?

Sales Qualified Leads 100

Sales Qualified Leads Lead Scoring Lead Ranking Leads 100

Adobe Experience Cloud Blog

JANUARY 27, 2009

You may ask, why should anyone care what I have to say about demand generation? Well, at Marketo , we’ve built a world-class demand generation machine that has helped us in just 10 months to sign up over 130 customers in more than eight countries, including companies such as Thomson Reuters, Reed Business, and CollabNet.

Demand Generation 48

Demand Generation Marketo Demand Generation 48

Adobe Experience Cloud Blog

JUNE 24, 2009

Yesterday’s BtoB Leading Edge, Demand Generation in the Digital Age was a great way to make sure your organization’s demand generation programs are best-in-class. LinkedIn gave an impressive demonstration on how they handled demand generation without a robust marketing budget or unlimited marketing staff members.

Demand Generation Agencies 48

Demand Generation Agencies BtoB Demand Generation Demand 48

PureB2B

DECEMBER 3, 2021

Events remain limited due to health concerns and the general attendance is fatigued by excessive product marketing. On top of that, lead generation goals for companies are growing and there’s only so much budget available. These are real thoughts present in the day-to-day planning of a demand generation marketer.

Marketing Budget Creation 62

Marketing Budget Creation Marketing Budget Event Marketing Budget Programs 62

PureB2B

DECEMBER 3, 2021

Events remain limited due to health concerns and the general attendance is fatigued by excessive product marketing. On top of that, lead generation goals for companies are growing and there’s only so much budget available. These are real thoughts present in the day-to-day planning of a demand generation marketer.

Marketing Budget Creation 62

Marketing Budget Creation Marketing Budget Event Marketing Budget Programs 62

The Point

SEPTEMBER 6, 2011

When marketers embark on a formal lead nurturing strategy, opportunities for process improvement can arise in unexpected ways. That was the experience for iDirect , a leading provider of satellite IP communications based in Herndon, Virginia. All this presents real challenges for both demand generation and lead management.

Lead Nurturing 100

Lead Nurturing Lead Scoring Sales Qualified Leads Lead Ranking 100

ANNUITAS

JUNE 30, 2015

When presented with a Demand Generation Transformation initiative, at least one person will ask, “So this is all about email, right?” – Lead stage elasticity per content offer. – Lead stage velocity per content offer. – Lead stage elasticity per content offer. Lead Management Performance.

Elasticity 100

Elasticity Paid Search Agency Multi-Channel Demand Generation 100

The Point

JULY 14, 2015

In an era when “demand generation” and “content marketing” are virtually synonymous, most B2B sales leads are the result of a prospect downloading or requesting content. raw inquiries convert to either MQLs (Marketing Qualified Leads) or better. I discuss that technique (and the results it generated for one client) here.

Sales Qualified Leads 100

Sales Qualified Leads Marketing Qualified Leads Lead Ranking Top of Funnel 100

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 100

Lead Generation Social Media Allocation Marketing Qualified Leads 100

ANNUITAS

JULY 20, 2021

For most companies, the challenge of regularly delivering enough leads and opportunities to hit growth targets has historically meant building a strategy around producing high volume, low quality marketing and sales campaigns. and little to no evidence the target audience actively participates in the chosen engagement channel.

Top of Funnel 147

Top of Funnel Campaigns Enterprise Management Work Management 147

ANNUITAS

NOVEMBER 1, 2016

It’s hard to argue with the concept of trying to understand your customers and prospects to produce demand generation that drives revenue. When more effort goes into the presentation layer than the insights they should be built on, it’s easy to understand why some critics dismiss personas as fluff. It’s going to take some work.

Buyer Personas 100

Buyer Personas Demand Generation Work Management Marketing Management 100

ANNUITAS

NOVEMBER 1, 2016

It’s hard to argue with the concept of trying to understand your customers and prospects to produce demand generation that drives revenue. When more effort goes into the presentation layer than the insights they should be built on, it’s easy to understand why some critics dismiss personas as fluff. It’s going to take some work.

Buyer Personas 100

Buyer Personas Demand Generation Work Management Marketing Management 100

The Mx Group

NOVEMBER 17, 2017

Account-Based Marketing. Demand Gen and Lead Management. An account engagement score is a number on a relative scale that represents the collective engagement of contacts within an account. Most CRMs and marketing automation tools are not created to present this view of activity across an account.

Account Based Marketing 95

Account Based Marketing ABM Marketing Automation Services Demand Generation Agencies 95

ANNUITAS

OCTOBER 26, 2018

What makes Demand Generation perpetual ? One key component (other than a decreased reliance on tactical, campaign-based activities to drive demand) is its adaptability. Developing a “perpetual” demand generation program is no small undertaking. Lead Management Strategy. Data Capture.

Demand Generation 199

Demand Generation Demand Generation Lead Ranking 199

NetLine

DECEMBER 1, 2020

Meet the Senior Marketing Manager at DocASAP , Nathan Huet – A savvy expert at putting data to work to understand how he can leverage the power of content to deliver quality leads to his sales team. Cutting through the fluff to get to the core of content marketing and its tie to demand generation, let’s dig in and meet Nathan!

Paid Content 52

Paid Content Work Management Demand Generation Agencies Marketing Management 52

NuSpark Consulting

DECEMBER 5, 2011

I thought I’d have fun with this post and attempt to explain key principles of lead generation and inbound marketing in an A-Z glossary format. Feel free to challenge me with your own list or a replacement term for one of the letters. Here we go: A- Analytics. D- Demand Generation. B- Buyer Personas.

Paid Content 100

Paid Content Lead Generation Lead Scoring Lead Ranking 100

Customer Experience Matrix

SEPTEMBER 18, 2011

Adam Needles’ new book Balancing the Demand Equation (available here from Amazon ) closes the gap. Needles is a well-known industry leader who is Chief Strategy Officer at demand generation agency Leftbrain DGA. His book starts with a review of changes in the B2B buying process and the new demands these place on B2B marketers.

Demand Generation Agencies 120

Demand Generation Agencies Demand Peer-to-peer Work Management 120

Marketing Insider Group

AUGUST 12, 2010

We discussed the great lead quality vs. lead quantity debate. And the conversation went way later than the restaurant manager and our wonderful server wanted it to. And when quality is required, you need to be able to deliver leads that convert. The debate often goes like this: Sales wants more leads.

Work Management 100

Work Management Marketing Management Sales Qualified Leads Lead Scoring 100

ANNUITAS

MARCH 8, 2016

It’s hard to argue with the concept of trying to understand your customers and prospects to produce demand generation that drives revenue. When more effort goes into the presentation layer than the insights they should be built on, it’s easy to understand why some critics dismiss personas as fluff. It’s going to take some work.

Buyer Personas 100

Buyer Personas Demand Generation Buying Cycle Work Management 100

ANNUITAS

SEPTEMBER 29, 2015

It’s hard to argue with the concept of trying to understand your customers and prospects to produce demand generation that drives revenue. When more effort goes into the presentation layer than the insights they should be built on, it’s easy to understand why some critics dismiss personas as fluff. It’s going to take some work.

Buyer Personas 100

Buyer Personas Demand Generation Buyer's Journey Buying Cycle 100

LeanData

SEPTEMBER 29, 2021

One of the biggest concerns common to marketers across most every company is the handoff of Marketing leads to Sales. From the Marketing perspective, we know how expensive it was to capture the leads. What we don’t know is if leads are being followed up with in a timely and effective manner. .

Efficiency 52

Efficiency Marketing Analytics Tools Work Management Marketing Management 52

Heinz Marketing

MARCH 21, 2022

This week’s show is called “ The (Surprising) State of B2B Lead Engagement “ My guest is Doug Bell , CMO at LeanData. Changing the dynamic of prospecting and lead management strategies. The ability to capture a lead and create a new compelling experience. You can even ask Siri, Alexa and Google!

Work Management 95

Work Management Marketing Management Budget Programs Marketing Budget 95

markempa

APRIL 5, 2007

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Lead Generation 120

Lead Generation Generation Leads Lead 120