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 Ranking Lead Scoring Leads 100

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. Lack of segmentation.

Marketing Automation Services 80

Marketing Automation Services Marketing Automation Sales Management Automation 80

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

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. Note: this post was originally published on the WebMarketCentral blog in August 2009.

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

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

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 Features 40

SnapApp

MAY 12, 2015

You may not be The Gray Lady, or even the viral media powerhouse of the day, but you can borrow their tactics to get unprecedented results in your B2B marketing. The modern B2B buyer does a huge amount of research during their purchase process. is perfect top-of-funnel content. Demand Metric. Unconvinced? Stay with me.

Top of Funnel 59

Top of Funnel Work Management Marketing Automation Services Marketing Management 59

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 Trade Show 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

Ambal's Amusings

MAY 27, 2010

" Match Content to the Buying Process " Ardath Albee's Bio. Her company Marketing Interactions helps companies with complex sales and quantify marketing effectiveness by using interactive e-marketing strategies driven by compelling content. Ardath’s book, eMarketing Strategies for the Complex Sale is now shipping!

B2B Marketing 100

B2B Marketing Content Marketing B2B Planning 100

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

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

Vidyard

JULY 7, 2016

And nobody has more experience working hand-in-hand with customers than Brian Hansford, Director of Client Services for Demand Generation and Marketing Technology. So I actually started my career as an inside sales rep at a startup in the early 90s when Windows 3.1 was a thing.”. Something different. First and foremost is data.

Sales Management 60

Sales Management Marketing Automation Services Demand Generation Agencies Ad Building 60

NuSpark Consulting

OCTOBER 28, 2018

. Demand generation is the process marketers employ to make clients want to buy their product or service. It’s used mostly in B2B environments or long-term B2C sales, and requires a number of steps and components to make it successful, depending on the size and complexity of your average sale.

Demand Generation Agencies 147

Demand Generation Agencies Demand Generation Work Management Marketing Management 147

Adobe Experience Cloud Blog

SEPTEMBER 19, 2010

Management could understand these metrics. It was easy for the VP of Sales to see my results via a dashboard in the CRM system. Well, that is unless you were a sales rep. I learned the right way fast, becoming a demand generation machine!). Your sales reps know this. Makes sense, right? Don’t worry.

Sales Management 48

Sales Management Paid Content Inbound Marketing Work Management 48

Heinz Marketing

APRIL 22, 2019

Did you know back in 2015 we started producing a weekly radio program called Sales Pipeline Radio? It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We cover a wide range of topics, with a focus on sales development and inside sales priorities.

Top of Funnel 60

Top of Funnel PointClear Work Management Marketing Management 60

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

Adobe Experience Cloud Blog

JUNE 13, 2011

by Jon Miller Last month I participated in a webinar on Adding the Human Touch into Your Lead Nurturing with Brian Carroll, author of Lead Generation for the Complex Sale and the “godfather” of lead nurturing. At Marketo, our prospect-to-lead conversion rate triples with lead nurturing.

Lead Nurturing 48

Lead Nurturing Sales Management Top of Funnel B2B Sales 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

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!). Tune and refine the buying process. Ardath Albee.

ROI 100

ROI B2B Marketing Paid Search Agency Planning 100

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. This includes selecting programs that are going to identify new leads and campaigns that are going to cause current leads in the system to move farther down the funnel.

Budget Programs 48

Budget Programs Enterprise Management Work Management Marketing Management 48

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. Mapping Content to the Buying Process - Slidecast. Sales Lead Expert’s Learning Center. Marketing and Sales Alignment – Marketo eBook (New!).

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management B2B Thought Leadership 100

Everything Technology Marketing

FEBRUARY 19, 2011

The number one marketing trend for 2011, according to the 17,000 member B2B technology marketing group on LinkedIn, is the increasing integration of social media with traditional marketing tactics to drive qualified leads. And as social media matures, demands for proving social media ROI will inevitably increase.

Social Media 100

Social Media Sales Qualified Leads Lead Scoring Lead Ranking 100

Ambal's Amusings

JANUARY 21, 2010

What is the next logical step once you have managed to get high quality leads? 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? How do marketers overcome this roadblock?

Sales Qualified Leads 100

Sales Qualified Leads Lead Scoring Lead Ranking Marketing Leads 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. A curated production process + a fully-vetted community of creative pros = outstanding and affordable video content. Presenters of Inbound Conference.

Twitter 100

Twitter Demand Generation Agencies Paid Search Agency B2B Marketing 100

The Point

NOVEMBER 16, 2011

The blog generated more than 500 leads in its first 9 months alone, and this from a target audience (billing managers at small- to mid-sized medical practices) that can hardly be described as the Facebook crowd. Navicure uses Marketo and Salesforce.com to track marketing ROI.).

Social Media 100

Social Media Demand Generation Agencies Media Leads 100

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

SnapApp

FEBRUARY 23, 2016

As an event marketing manager, sometimes you look at your calendar and just think that you're crazy. Two years ago, G3 Communications merged their secondary conference into Content2Conversion to give both content and demand gen marketers a place to team up and get the most out of our programs. Multi-touch Demand Generation.

B2B Marketing 48

B2B Marketing Peer-to-peer Top of Funnel Microsite 48

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 Storytelling 0

SnapApp

FEBRUARY 22, 2016

As an event marketing manager, sometimes you look at your calendar and just think that you're crazy. Two years ago, G3 Communications merged their secondary conference into Content2Conversion to give both content and demand gen marketers a place to team up and get the most out of our programs. Multi-touch Demand Generation.

B2B Marketing 48

B2B Marketing Peer-to-peer Top of Funnel Microsite 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

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

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

Adobe Experience Cloud Blog

DECEMBER 7, 2011

by Jason Miller Part two of the follow up from our Reaching the Social Customer webinar features our very own Jon Miller, VP of Marketing and co-founder of Marketo. For a quick refresher, the webinar recording is now available to view on demand. Early stage content should be wide and broad.

Top of Funnel 48

Top of Funnel Marketing Qualified Leads Lead Nurturing Buying Cycle 48