Customer Experience Matrix

AUGUST 3, 2010

Summary: Marketo continues to follow its own path. Revenue Cycle Management blazes an important new trail for others to follow. I finally caught up with Marketo for a briefing on their Enterprise Edition (announced in March) and Revenue Cycle Analytics (announced in May). It seems that Marketo disagrees.

Enterprise Management 120

Enterprise Management Marketo Marketing Management Marketing Automation Services 120

Capstone Insights

OCTOBER 1, 2017

In my last post , I framed out the three main lead management approaches in B2B SaaS. Please view this as a general list; some of these points will be more or less pronounced depending on the marketing automation platform you’re using (Marketo, Eloqua, HubSpot, Act-on, Autopilot, etc.) This impacts productivity.

Lead Management 40

Lead Management De-duplication Lead Ranking Lead Scoring 40

Onalytica B2B

JANUARY 18, 2018

She has worked with all the major marketing automation companies – Marketo, Eloqua, HubSpot, and ExactTarget. She has a proven track record in integrated marketing, especially with establishing digital presence through SEO optimization, lead generation process, and website optimization. No, leads are pushed down the funnel.

Marketing AI 122

Marketing AI Eloqua Account Based Marketing Digital Marketing Funnels 122

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

Customer Experience Matrix

JUNE 9, 2009

Summary: Marketo's new Sales Insight ranks prospects for sales people, based on recent Web and email activities. It lets Marketo sell seats to sales departments, which could be more lucrative than selling its core demand generation system. The idea is to help the sales rep decide who to call first.

Marketo 120

Marketo Work Management Marketing Automation Services Eloqua 120

Capstone Insights

OCTOBER 1, 2017

In my last post , I framed out the three main lead management approaches in B2B SaaS. Please view this as a general list; some of these points will be more or less pronounced depending on the marketing automation platform you’re using (Marketo, Eloqua, HubSpot, Act-on, Autopilot, etc.) This impacts productivity.

De-duplication 40

De-duplication Lead Ranking Lead Management Work Management 40

ViewPoint

JUNE 7, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Set sales straight—it’s a win win.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

Smashmouth Marketing

NOVEMBER 2, 2010

The Sales Lead Management Association has opened up voting for the 50 Most Influential People in Sales Lead Management. I'm on the list, so if I've earned your respect in the world of demand gen and lead generation, I'd love your vote. So choose wisely.

Leads360 100

Leads360 Lead Management Work Management Marketing Management 100

The Point

OCTOBER 14, 2010

Earlier this week, Marketo , the marketing automation company, held its second ever user conference in San Francisco. For one, I can report that no companies are coming to our firm asking us to help them align sales and marketing. Enable sales reps to turn off lead nurturing for specific prospects from within the CRM system.

Marketo 100

Marketo Impressions Demand Generation Agencies Lead Nurturing 100

ANNUITAS

MAY 24, 2011

We recently had the opportunity to connect with Jon Miller, Vice President of Marketing and Co-Founder of Marketo. Jon leads strategy and execution for all aspects of Marketo’s hyper-efficient demand center (powered by Marketo’s solution, of course). What would you tell someone asking that question?

Marketo 100

Marketo Marketing Automation Services Work Management Marketing Management 100

Valasys

MAY 31, 2019

HG for Marketo has been designed to link directly to the users’ marketing automation platform & to reflect upon the latest technologies being used by the potential & existing customers. Marketo is a long-standing leader in B2B marketing which was acquired by Abode on October 31, 2018.

Marketo 56

Marketo Marketing Automation Services Lead Ranking Marketing Management 56

The Point

DECEMBER 11, 2018

How can ABM best coexist with a more traditional funnel-based demand generation model? In the giddy, early days when solutions like Marketo first arrived on the scene, the reigning view was that the technology was all a company needed to solve their lead management and email marketing woes.

Account Based Marketing 157

Account Based Marketing ABM Ideal Customer Profiles Enterprise Management 157

Only B2B

SEPTEMBER 18, 2023

One of the key aspects of gaining an edge is the efficient management of leads. This is where Automated Lead Qualification steps in as a game-changer. In this comprehensive guide, we will explore the intricacies of Automated Lead Qualification, demystifying its key components, benefits, and challenges. The result?

Lead Qualification 62

Lead Qualification Lead Ranking Marketing Qualified Leads Lead Scoring 62

The Point

FEBRUARY 18, 2020

The conclusion: most B2B companies were failing to follow even the most basic lead management best practices, even in areas that one would assume were a primary business case for purchasing marketing automation in the first place. Reduced sales cycle? Lead to sale conversion rates? Click To Tweet.

Marketing Automation Services 147

Marketing Automation Services Marketing Management Marketing Automation Automation 147

NuSpark Consulting

JANUARY 21, 2012

B2B lead generation and lead management is a complicated process that can’t be detailed all in one book. It’s easier said than done which is why firms like mine exist, to implement proper lead generation tactics that build revenue. Books are listed by funnel category. Brian Carroll. Ardath Albee.

Demand Generation 100

Demand Generation Lead Generation Demand Generation 100

Adobe Experience Cloud Blog

FEBRUARY 11, 2020

Customers are increasingly demanding more from B2B organizations. They no longer want to be treated just as “leads” in your system. This is where an advanced lead generation strategy comes in. At the same time, the goal of lead generation has evolved to meet these changing customer habits. And they have options.

Lead Generation 174

Lead Generation Lead Ranking Ideal Customer Profiles Lead Scoring 174

The Point

SEPTEMBER 17, 2014

Sungard® Availability Services™ ( Sungard AS ) in Wayne, Pennsylvania is a global leader in disaster recovery, business continuity, and managed IT services. 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.

Conversion Rate 100

Conversion Rate Marketing Qualified Leads Demand Generation Agencies Lead Ranking 100

Customer Experience Matrix

FEBRUARY 24, 2009

I’m going to diverge just slightly from my current obsession with usability to talk about a conversation I had today with Marketo President and CEO Phil Fernandez, who previewed the 3.0 Although I actually think that quite a few demand generation vendors share the Marketo philosophy, it’s still helpful to hear the distinction made clearly.

Marketo 120

Marketo Marketing Automation Services Marketing Management Vtrenz 120

Adobe Experience Cloud Blog

NOVEMBER 1, 2016

Author: Adam Hutchinson Like the middle child, the middle of the demand generation funnel receives far less attention than it deserves. At the top of the funnel, marketing increases traffic and fills the database with new leads through paid ads, social media, search, referral programs, and a variety of other channels.

Top of Funnel 48

Top of Funnel Lead Ranking Optimization Marketing Qualified Leads 48

Biznology

AUGUST 8, 2019

The students were pretty enthusiastic about the concepts and tactics I shared. Sellers—even smaller brands—are using marketing automation like InfusionSoft, Marketo and a local provider called Doppler emBlue to conduct event-triggered campaigns. Marketers generally don’t trust the databases that are for sale. Please explain.

Demand Generation Agencies 106

Demand Generation Agencies Enterprise Management Marketing Automation Services B2B Marketing 106

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. In his presentation, he covers a five-step process to optimize lead management, get marketing and sales alignment , and make the most of your entire sales funnel.

Top of Funnel 48

Top of Funnel Optimization Lead Ranking Lead Scoring 48

Adobe Experience Cloud Blog

NOVEMBER 29, 2016

On the marketing operations team, we get asked these questions often by the demand generation and sales teams. Lead management is a critical piece to effective sales and marketing alignment , and without proper planning and execution, leads cannot move smoothly through the funnel.

Sales Management 48

Sales Management Lead Ranking Marketing Qualified Leads Top of Funnel 48

Adobe Experience Cloud Blog

APRIL 19, 2018

When we were still a small, scrappy team, we took a piecemeal approach to developing our sales process and didn’t involve anyone who actually worked exclusively in sales. The first thing we tackled was the initial messaging we sent out to leads when they converted on our homepage. Recognizing the Problem.

Lead Qualification 134

Lead Qualification Sales Qualified Leads Lead Scoring Lead Ranking 134

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

Lead Liaison

DECEMBER 30, 2020

Check out the powerful new enhancements on Lead Liaison’s Sales & Marketing Lead Management platform. Build customer loyalty and show employee appreciation with Lead Liaison’s easy to use, automated gift card award platform. s robust lead management solutions. On-Demand Pricing.

Lead Liaison 62

Lead Liaison Marketing Management Paid Search Agency Ideal Customer Profiles 62

The Mx Group

JUNE 8, 2017

At the end of the day, Marketing and Sales are more alike than they are different. Generate leads. In my conversations with clients and marketers, I’m hearing that aligning sales and marketing is a real goal and that progress is being made. Sales and Marketing: State of the State. The B2B Lead and Marketo ).

Reachforce 59

Reachforce Paid Search Agency Marketo Lead Scoring 59

Adobe Experience Cloud Blog

SEPTEMBER 28, 2012

by Dayna Rothman IDC recently released their 2012 CMO Advisory Service Best Practices Series: Realizing the Vision of the 21st Century Lead Management. Here are some questions that IDC sought to answer with their survey: How do leading companies staff and organize teams for effective lead management?

Work Management 48

Work Management Marketing Management Lead Management De-duping 48

The Point

JULY 21, 2016

Frequently, this is due to a backlog of campaigns and other tactical needs – as soon as the platform is deployed, the company moves immediately into “campaign mode” to address that backlog, and never has the time thereafter to hit “pause” and address the big picture. Not setting up SPF and DKIM. Sending too many emails.

Marketing Automation Services 80

Marketing Automation Services Marketing Automation Sales Management Automation 80

ANNUITAS

AUGUST 27, 2020

You probably have heard the term Progressive Profiling before (especially if you’re a Marketo user ) and you’ve likely heard about it in the context of form functionality. But Progressive Profiling is not a technology function, it is a structured element of Strategic Demand Marketing. What Information to Collect.

Ideal Customer Profiles 147

Ideal Customer Profiles Lead Ranking Sales Qualified Leads Budget Programs 147

The Point

SEPTEMBER 30, 2013

A prospective client asks: “We’re just getting our demand generation programs ramped up, and I’m not sure I’m ready for marketing automation. Do I need it in order to do lead nurturing?”. My answer: “It depends how you define “ lead nurturing ,” but technically: no, you don’t need marketing automation in order to nurture leads.

Lead Nurturing 100

Lead Nurturing Demand Generation Agencies Marketing Automation Services Sales Qualified Leads 100

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

Adobe Experience Cloud Blog

MARCH 3, 2009

I think one mistake many marketers make is to think of their lead management requirements too narrowly — and to be honest, quite a few demand generation vendors make this mistake as well. Lead scoring to know when to pass leads to the sales team – and when to keep them in marketing for further nurturing.

Lead Ranking 48

Lead Ranking Lead Scoring Lead Nurturing Marketing Management 48

Customer Experience Matrix

JULY 8, 2009

Summary: Based on Web traffic rankings, new demand generation vendors with low prices are gaining market presence. But Eloqua , Silverpop and Marketo remain industry leaders. The leaders among demand generation systems are still Eloqua , Silverpop and Marketo. Pardot and (perhaps) Genius.com look particularly strong.

Marketing Automation Services 120

Marketing Automation Services Marketing Management Demand Generation Vendors 120

Customer Experience Matrix

FEBRUARY 4, 2009

My new obsession with Twitter (follow me as @draab) has led to several messages from people who seemed to have trouble choosing between Eloqua and Marketo. Marketo is certainly a fine product, but marketers should still look around before picking it by default. Just kidding.or Pricing starts at $599 per month. [I Read it here.]

Demand Generation 120

Demand Generation Cost Marketing Management Demand 120

The Mx Group

MAY 5, 2017

At the Marketo Marketing Nation Summit! The event was full of great insights, but as a marketing automation specialist, I was most interested in the keynote by Marketo CEO Steve Lucas. Buyers’ needs, not yours, drive the purchase process. And your buyers demand an engaging experience. Were you at the Marketo Summit?

Marketo 63

Marketo Marketing Automation Services Lead Scoring Marketing Automation 63

The Point

NOVEMBER 5, 2009

It’s no secret that I am a fervent evangelist for marketing automation, and at our agency we see the real-life benefits every day in the form of clients generating higher conversion rates, more qualified leads, and shorter sales cycles. Sales management and executives, however, are focused on hitting monthly and quarterly targets.

Salesforce.com 100

Salesforce.com Eloqua Work Management Marketing Management 100

Adobe Experience Cloud Blog

MARCH 1, 2009

A few days ago I posted a link to the new IDC Workbook: Optimizing Marketing and Sales Lead Management with Marketing Automation. This is a great tool, but there are quite a few other resources out there to help you define what you are looking for in a demand generation system. Here’s a link to Part 1 and Part 2.

Marketing Management 48

Marketing Management Marketing Automation Services Lead Management Resources 48