Adobe Experience Cloud Blog

FEBRUARY 11, 2020

Customers are increasingly demanding more from B2B organizations. They are providing thoughtful, relevant interactions that answer complex customer needs –– without the customer having to speak to a sales representative directly. Leaders who focus on better experiences –– and improved service –– over sales, reap the benefits.

Lead Generation 174

Lead Generation Lead Ranking Ideal Customer Profiles Lead Scoring 174

Marketing Insider Group

AUGUST 4, 2015

One new set of insights published by DemandGen Report and Marketo is the 2015 Demand Gen Report Benchmark Study. Overall, more than one third (38%) of B2B marketers expect their demand generation budgets to grow by 20% or more in 2015. Once they’re passed to sales, our job isn’t done. Not Actually Using Buyer Personas.

Top of Funnel 100

Top of Funnel B2B Marketing Buyer Personas Peer-to-peer 100

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.

Sales Qualified Leads 100

Sales Qualified Leads Lead Scoring Lead Ranking Leads 100

The Point

OCTOBER 30, 2013

If you send the prospect directly to the content (say, a white paper) upon him or her clicking in the email, how confident can you be that the individual is expressing an active interest in your topic? Here’s why: 1. A click is not a response. People click on a whim, out of idle curiosity, even by accident.

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Ranking Landing Pages 100

B2B Marketing Directions

AUGUST 27, 2017

The new SiriusDecisions Demand Unit Waterfall has received lots of accolades since its introduction this spring, and the accolades are richly deserved. But one of the new demand stages should be labeled Use With Caution. In May, SiriusDecisions unveiled the latest iteration of it venerable Demand Waterfall with great fanfare.

Demand 40

Demand Work Management Intent Data Marketing Management 40

Heinz Marketing

MARCH 21, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. We cover a wide range of topics, with a focus on sales development and inside sales priorities.

Work Management 69

Work Management Marketing Management Budget Programs Marketing Budget 69

Webbiquity

FEBRUARY 14, 2010

Marketing automation provider Marketo has just published The Definitive Guide to Lead Nurturing , a white paper that provides real value, covering the lead nurturing process from the basic how and why through ROI measurement. Seed this on Newsvine. Add this to Mister Wong. Share this on FriendFeed.

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Ranking Sales Qualified Leads 100

Webbiquity

FEBRUARY 13, 2010

Marketing automation systems—from vendors like Eloqua , Marketo , Genoo , Manticore and others—are great tools for moving prospective buyers along the path from interest to desire to action. Without a solid content strategy to support that movement through the marketing and sales cycle, all you’ve got is a nice email system.

Emarketing 100

Emarketing Marketing Automation Services Manticore Marketing Management 100

Rev

MAY 21, 2018

If you have a marketing automation platform — like Marketo, Oracle Eloqua, HubSpot, or Pardot — then you are probably using intent data. Page views, email opens, white paper downloads, site search strings, and so on. In that case, your sales enterprise CRM sales person will likely waste time talking to that prospect.

Intent Data 122

Intent Data Intent Lead Ranking Lead Scoring 122

The Point

MARCH 25, 2016

Try sending last-minute reminders in the form of “forwarded” emails from the assigned sales representative, including the contact’s first name and a personal note (e.g. Marketo, Pardot) with your Webinar platform (e.g. Following the initial invitation, send a second, reminder email a week later. Citrix, Webex.)

Webinar Metrics 100

Webinar Metrics SEM Marketo Marketing Automation Services 100

The Point

JULY 21, 2016

Lead scoring is a core marketing automation functionality, and a key driver for one of the primary benefits of the technology, namely sales productivity. A well-planned, well-designed lead scoring schema ensures that sales reps are spending time with the leads that most merit the investment. Lack of segmentation.

Marketing Automation Services 80

Marketing Automation Services Marketing Automation Sales Management Automation 80

Walker Sands

JULY 16, 2019

Fueled by advances in data analytics and marketing automation, a well-designed and executed ABM campaign can speed up your sales cycle and dramatically increase conversion rates. So, it’s imperative to begin the process by having sales and marketing work together and agree upon granular-level goals for each targeted customer.

Account Based Marketing 40

Account Based Marketing ABM Ideal Customer Profiles Sales Qualified Leads 40

The ROI Guy

AUGUST 27, 2018

And when value specialist, sales reps and channel partners use your Alinean Value Selling Tools in customer workshops and engagements, key profile and discovery data are collected, solution recommendations gathered and assessment results captured.

Marketing Automation Services 55

Marketing Automation Services Ideal Customer Profiles Tools Peer-to-peer 55

Ambal's Amusings

JULY 22, 2010

Her company Marketing Interactions helps companies with complex sales and quantify marketing effectiveness by using interactive e-marketing strategies driven by compelling content. She empowers her clients to create customer-centric nurturing programs that leverage strategic story development to engage prospects until they are sales ready.

B2B Marketing 100

B2B Marketing Planning B2B Work Management 100

The Point

NOVEMBER 16, 2011

Navicure uses Marketo and Salesforce.com to track marketing ROI.). Ask yourself: if someone actually wanted to be a sales lead upon arriving at your blog, how would that happen? Why then are so many companies failing miserably to generate measurable leads from social media? I, for one, don’t think the reasons are that complex.

Social Media 100

Social Media Demand Generation Agencies Media Leads 100

SnapApp

MAY 12, 2015

Rather than asking your prospect to slog through a 30-page white paper, you can offer real-time, personalized results that add value through a 5-question quiz. And that interest is borne out in the results marketers see: a study by Demand Metric found that interactive assessments convert on average 2x better than static content.

Top of Funnel 59

Top of Funnel Work Management Marketing Automation Services Marketing Management 59

Ambal's Amusings

MAY 27, 2010

Her company Marketing Interactions helps companies with complex sales and quantify marketing effectiveness by using interactive e-marketing strategies driven by compelling content. She empowers her clients to create customer-centric nurturing programs that leverage strategic story development to engage prospects until they are sales ready.

B2B Marketing 100

B2B Marketing Content Marketing B2B Planning 100

The Point

JANUARY 13, 2015

As a B2B agency , our firm creates and executes dozens of email campaigns every month, and that experience tells me that a large percentage of B2B marketers, even at companies that otherwise do a very sophisticated job at demand generation , fail to measure or compare email campaign performance using any metrics other than opens and clicks.

Lead Ranking 100

Lead Ranking Marketing Qualified Leads ROI Sales Qualified Leads 100

Ambal's Amusings

NOVEMBER 12, 2010

Her company Marketing Interactions helps companies with complex sales and quantify marketing effectiveness by using interactive e-marketing strategies driven by compelling content. She empowers her clients to create customer-centric nurturing programs that leverage strategic story development to engage prospects until they are sales ready.

ROI 100

ROI Top of Funnel Work Management Marketing Management 100

The Point

JANUARY 25, 2012

Information offers (white papers, ebooks, information kits) often work best because they appeal to prospects across a broad segment of the selling cycle. Remember, it’s not the company you’re selling, or the product, it’s that white paper or video or Webinar the prospect gets when he or she fills out the form. ”

Landing Pages 100

Landing Pages PPC Paid Search Agency Tips 100

Ambal's Amusings

FEBRUARY 18, 2010

Her company Marketing Interactions helps companies with complex sales and quantify marketing effectiveness by using interactive e-marketing strategies driven by compelling content. She empowers her clients to create customer-centric nurturing programs that leverage strategic story development to engage prospects until they are sales ready.

Demand Generation Agencies 100

Demand Generation Agencies Paid Search Agency Emarketing Inbound Marketing 100

The Point

JULY 13, 2012

Is lead nurturing always about generating measurable response, increasing lead scores, progressive profiling, and moving leads to sales? Or can you get away with a link to content, perhaps content that’s not even your own? More than once every couple of weeks? Not so much.”. What do you think?

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Ranking Campaigns 100

Adobe Experience Cloud Blog

JANUARY 6, 2017

At Marketo, we finished the year by running a social countdown, called #marketocountdown , that highlighted some of the top influencers to follow so you can stay up to date on trends, tips, and best practices. He hosts the Social Media Marketing podcast and is the author of Launch and Writing White Papers. Matt Heinz.

B2B Thought Leadership 0

B2B Thought Leadership Social Media Thought Leadership Consulting 0

Adobe Experience Cloud Blog

JULY 25, 2012

DemandGen Report is a targeted e-media publication spotlighting the strategies and solutions that b2b companies better align sales, marketing and disparate teams to support growth and drive revenue. Most B2B marketers know that social media plays an important, and growing, role in their demand generation strategies.

Peer-to-peer 48

Peer-to-peer Social Media Demand Allocation 48

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. A simple text link will do the trick: White Paper: 5 Keys to. Increased Developer Productivity. Download Now. Share this blog! buttons below to.

RSS 100

RSS Paper Case Study Case Studies 100

SnapApp

SEPTEMBER 30, 2015

How's Your Sales-Marketing Relationship? DemandGen created a quiz that perfectly matched their niche: a relationship assessment for sales/marketing alignment. How do you find out if your prospect is experiencing sales/marketing alignment or not? Takeaway: Don’t keep your thought leadership tied up in lengthy white papers.

Personalization 48

Personalization Examples Content Marketing Planning 48

Leadspace

OCTOBER 16, 2017

This article was originally posted on the Marketo Blog , and is republished here with permission. Take Artificial Intelligence (AI)—a hugely powerful technology that’s revolutionizing everything from healthcare to demand generation; from advertising to gaming; from Siri to Tesla, and so much more. Hear me out. Then who should be?

Marketing AI 67

Marketing AI Marketing Automation Services Work Management Marketing Management 67

Ambal's Amusings

JANUARY 21, 2010

Yes, getting those leads into the sale pipeline. We have invited B2B Experts to shed light on the following question: " What is the biggest roadblock to converting marketing leads into the sales pipeline? Ardath’s book, eMarketing Strategies for the Complex Sale is now shipping! " Read on to get their insights.

Sales Qualified Leads 100

Sales Qualified Leads Lead Scoring Lead Ranking Marketing Leads 100

Ambal's Amusings

MARCH 18, 2010

Her company Marketing Interactions helps companies with complex sales and quantify marketing effectiveness by using interactive e-marketing strategies driven by compelling content. She empowers her clients to create customer-centric nurturing programs that leverage strategic story development to engage prospects until they are sales ready.

Viral Marketing 100

Viral Marketing B2B Marketing Campaigns B2B Thought Leadership 100

Ambal's Amusings

DECEMBER 17, 2009

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. Sales Lead Expert’s Learning Center. Marketing and Sales Alignment – Marketo eBook (New!). Ardath Albee's blog Marketing Interactions. Ardath Albee.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management B2B Thought Leadership 100

Marketing Insider Group

JANUARY 24, 2013

Marketo – Marketo.com – Marketing software. Marketing automation, social campaigns, inbound marketing, sales apps, ROI reporting – all in one place. Ardath421 – Ardath Albee – B2B Marketer, Content Strategist, Writer, Storyteller and Author of eMarketing Strategies for the Complex Sale. Irvine, CA.

Twitter 100

Twitter Demand Generation Agencies Paid Search Agency B2B Marketing 100

Ambal's Amusings

OCTOBER 15, 2009

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. Sales Lead Expert’s Learning Center. Marketing and Sales Alignment – Marketo eBook (New!). Ardath Albee's blog Marketing Interactions. Ardath Albee.

ROI 100

ROI B2B Marketing Paid Search Agency Planning 100

Adobe Experience Cloud Blog

OCTOBER 26, 2010

Prior to the Marketo user summit I had heard a few great examples of nurturing programs being created without a lot of content, but after I shared some of these stories at the event I was approached by many others with similar stories. Unfortunately, they only have enough money for one white paper to be written, created and produced.

Lead Nurturing 48

Lead Nurturing B2B Thought Leadership Peer-to-peer Leads 48

Leadspace

JUNE 1, 2017

This article was originally published on the Marketo Blog. B2B marketing—and demand generation more generally—is quickly catching on to the AI trend. Still, the most exciting thing about AI for B2B sales and marketing is what’s to come. No, it won’t turn your brain into a supercomputer. And it won’t let you hear colors.

Marketing AI 59

Marketing AI B2B Marketing B2B Gartner 59

SnapApp

AUGUST 20, 2015

When Marketo utilized a five-field form versus a nine-field form, they decreased their cost per lead by $10 and increased conversion rates by 3.4%. Interactive white papers, quizzes, and assessments can do both — and without dramatically affecting your cost per lead. Yes, you read that correctly.). Just ask Infinio. .

Cost per Lead 48

Cost per Lead Sales Qualified Leads Conversion Lead Scoring 48

Industrial Marketing Today

DECEMBER 7, 2010

Here’s the shocking reality of B2B lead generation – 79% of marketing leads never convert into sales opportunities. This is because of the prevalent trend of industrial buyers using online resources to go deeper and deeper into their buying cycle before engaging with your sales people. Source: Marketing Sherpa/ KnowledgeStorm).

Lead Nurturing 60

Lead Nurturing Lead Generation Sales Qualified Leads Marketing Qualified Leads 60

Adobe Experience Cloud Blog

FEBRUARY 2, 2012

by Maria Pergolino Demand Generation Managers are responsible for finding and executing the program mix that is going to drive revenue for their organization. Super star demand gen managers know how to create the proper mix of demand by each line of business to ensure happy sales teams.

Budget Programs 48

Budget Programs Enterprise Management Work Management Marketing Management 48