LeadSloth

FEBRUARY 17, 2010

Use your Marketing Automation and CRM systems to see if this traffic converts to qualified leads and sales opportunities. It may take a while before potential clients are ready to buy or even want to talk to a sales person. Sales & marketing alignment is finally getting the attention it deserves. Lead Nurturing.

Marketing Automation Services 100

Marketing Automation Services Social Media Marketing Automation Social Marketing 100

LeadSloth

MARCH 16, 2009

From Web Analytics to Demand Generation. ActiveConversion first became known for its sales-focused Web Analytics, such as identifying companies that visit your website (similar to Leadlander ). Typically, new leads are assigned to sales person before they are copied to Salesforce.com: the assignment rules are flexible.

ActiveConversion 100

ActiveConversion SMB Work Management Lead Management 100

LeadSloth

NOVEMBER 16, 2009

So in short, those are the features that individual sales people will benefit from. Marketing Automation also has some features for sales people, but those tend to be focused on lead prioritization, email, and prospect activity notifications. At the same time, a CRM system is a necessity to support an efficient sales force.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation CRM Salesforce.com 100

LeadSloth

FEBRUARY 15, 2010

Sales & Marketing 2.0 Even though the name makes you think otherwise, the Sales 2.0 Forward-thinking sales people realize that Sales & Marketing alignment is essential to increase sales (just like forward-thinking marketing people). Because of this, there will also be a Sales & Marketing 2.0

B2B Marketing 100

B2B Marketing Marketing Management Marketing Automation Services B2B 100

LeadSloth

SEPTEMBER 3, 2009

The first two focus on the influence of marketing on the sales pipeline, and the last two give an indication of the ROI. Obviously, #4 (investment to revenue) is also dependent on the performance of the sales team (whether they are effective in closing deals). sales accepted leads (SAL), formally accepted by sales.

Marketing Automation Services 100

Marketing Automation Services Lead Ranking Marketing Automation Marketing Qualified Leads 100

LeadSloth

AUGUST 17, 2009

Both books show how you can increase sales by nurturing all leads, from inquiry to opportunity. A proper follow-up ensures that leads are nurtured until they are ready to talk to a sales person. And - because of the nurturing - they are much better educated, making the sales person’s job a lot easier. Lead Scoring.

Lead Management 100

Lead Management Lead Scoring Lead Ranking ROI 100

LeadSloth

JULY 8, 2009

Marketing & Sales Collaboration. And I’ve added step 4 because collaboration with sales is one of the key success factors of marketing automation. Tags: Demand Generation genius.com marketing automation. Get more visitors to register. Lead nurturing and scoring. Those will be published this week and next week.

Marketing Automation 100

Marketing Automation Automation Demand Generation Lead Scoring 100

LeadSloth

AUGUST 25, 2010

With a solid nurturing strategy you’ll find new sales opportunities from leads who you thought were not interested. Collaborate With Your Sales Team. Sue Hay & Cari Baldwin : Supercharge Your Demand Generation with Marketing Automation. But how do you create a solid lead nurturing plan? Have Conversations.

Manticore 100

Manticore Planning Lead Nurturing Marketing Automation 100

LeadSloth

AUGUST 27, 2009

Prospects now have instant access to much more information, so marketing’s involvement reaches much further down the sales cycle: they need to nurture prospects with relevant content until they are sales-ready. Buyers have moved online, which has had a major impact on the buying process.

Marketing Automation Services 100

Marketing Automation Services B2B Marketing Salesforce.com B2B 100

LeadSloth

MARCH 15, 2009

It is focused on advanced email strategies, which is an important part of the demand generation process. Nevertheless, there are lots of interesting advanced email topics that are just as relevant for B2B demand generation specialists. Using multi-variate testing to optimize conversion and sales.

Landing Pages 100

Landing Pages Multi-Channel SMS Trigger Marketing 100

LeadSloth

AUGUST 24, 2009

Part of a good lead management process is knowing exactly who are involved in the sale. In complex B2B sales situations you cannot rely on product-centric communications, nor on discounts (&# this week 10% off!&# ). It develops inquiries into sales opportunities. Sales & Marketing Don’t Get Along.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Automation Marketing Management 100

LeadSloth

AUGUST 30, 2009

As a response to my posts 7 Reasons Why Marketing Automation Projects Fail and Marketing Automation ROI , several people mentioned that the benefits of Marketing Automation are not just increased sales. More efficient sales force. They are also increased efficiency. Marketing Automation Increases Revenue.

Marketing Automation Services 100

Marketing Automation Services Efficiency Marketing Automation Marketing Qualified Leads 100

LeadSloth

OCTOBER 26, 2010

Automatic Scoring Prioritizes Leads That are “Sales Ready”. Nurturing leads is one thing, but the end result marketers want is to move more qualified leads to sales. and met the specified criteria will move to sales at the right time. Is the lead every “touched” by sales again? Is the lead dead?

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Marketing Management Practices 100

LeadSloth

MARCH 22, 2009

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 ). How to Replace a Marketing Automation System? The Salesforce.com database has some big issues (e.g. What is your take on this?

Marketing Automation Services 100

Marketing Automation Services LEADSExplorer netFactor Leadlander 100

LeadSloth

APRIL 15, 2010

When do you send leads to sales? If you’ve never nurtured your leads, you may find sales opportunities in your existing database. This depends on many factors, including the size of your database, the average age of the leads, the lead source, and the length of your sales cycle. Sales Handover. Data Quality.

Lead Nurturing 100

Lead Nurturing Marketing Automation Lead Scoring Lead Ranking 100

LeadSloth

OCTOBER 16, 2009

Sales Force Automation software (primarily Salesforce.com). sales & marketing processes). Challenge 2: Marketing & Sales Skills Required. A thorough understanding of sales & marketing processes is required. The marketing automation manager should just as easily talk to a sales person as to a web developer.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Marketing Automation 100

LeadSloth

SEPTEMBER 24, 2009

Tom Hayden from SAGE Publications created a flowchart that guided discussions in the entire organization, from the sales teams to the CEO. Make Sales Happy Quickly. Improved marketing will drive better-quality leads to sales, but it takes time and trial-and-error to get there. Improve Your Data Quality.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation Sales Qualified Leads 100

LeadSloth

AUGUST 26, 2010

Around the same time I got an email announcing Marketo’s Chatter for Sales Insight , integrating sales notifications in the Facebook-like interface of Salesforce.com Chatter. And because it’s synced with the CRM, all this info is also available to the sales people. Collaboration. Social Media Monitoring.

Marketing Automation Services 100

Marketing Automation Services Social Media Marketing Automation Social Marketing 100

LeadSloth

FEBRUARY 10, 2010

You need to link marketing automation to CRM so you can link campaigns to sales opportunities. SiriusDecisions did a lot of work here by defining the demand generation waterfall model: Inquiries > Marketing Qualified Leads > Sales Accepted Leads > Sales Qualified Leads > Won Business. Process Metrics.

Analytics 100

Analytics Lead Ranking B2B Marketing Sales Qualified Leads 100

LeadSloth

JULY 22, 2009

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 ). The tech industry is known for inventing new names for existing things, mainly to promote their own company.

Inbound Marketing 100

Inbound Marketing Work Management Customer Surveys Linkedin 100

LeadSloth

AUGUST 11, 2009

To generate demand for your products, it’s not enough to nurture the existing leads in your database. If the sales folks are complaining about poor-quality leads, remember that one way to increase lead quality is to raise the number of mandatory fields in your form. Interview with Terry Whalen from CPC Search.

Advertising Agencies 100

Advertising Agencies Paid Search Agency Advertisements Advertising 100

LeadSloth

JANUARY 12, 2010

Sales & marketing alignment. 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. Methods to the madness: Everybody has methodologies, Sales has SPIN, Customer Centric, etc.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Sales Management Automation 100

LeadSloth

SEPTEMBER 1, 2010

There is more information available online and in social networks, and sales people get involved at a much later stage. That also means that Marketing will be involved much longer: not just to generate leads, but also to nurturing the leads until they are ready to talk to a sales person. Generating Demand. Creating a Dialog.

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Ranking Sales Qualified Leads 100

LeadSloth

JULY 29, 2009

An important aspect of Demand Generation are the offers: what will your prospects register for? 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. A popular offer for software vendors is the free trial. Very true. Conclusion.

Work Management 100

Work Management Marketing Management Demand Generation Agencies Demand Generation 100

LeadSloth

JUNE 30, 2009

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. calculating a lead score until the prospect is sales-ready. nurturing via email and other channels.

Marketing Automation Services 100

Marketing Automation Services Inbound Marketing Marketing Automation Automation 100