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The 6 Stages of Successful Lead Management

It's All About Revenue

What makes a lead management process successful? In the real world implementing lead management requires a degree of science, art and consensus. If you are considering implementing a lead management process, here are 6 Stages of Lead Management Implementation to give you a sense of what to expect. The Six Ingredients of Lead Management.

Buying software is easy. Fixing lead generation is hard.

Fearless Competitor

B2B Lead Generation | Buying stuff is easy – fixing problems is hard. Welcome to all our new  followers on Linkedin. SaaS marketing products like Marketo , Hubspot , Eloqua and the like are very, very easy to buy. Unfortunately, there’s no “Wonder Herb&# in B2B lead generation and marketing either. Remember, we need fewer and better leads for sales.).

3 Ways Data’s Popularity Is Changing Business

It's All About Revenue

The idea of implementing a lead management process tied to quantifiable metrics was unheard of, much less measuring marketing success by its contribution to topline revenue. Particularly in tech companies, the effectiveness of marketing is determined by examining its impact on revenue growth, not merely brand awareness. (At Eloqua we call this movement Revenue Performance Management.). LinkedIn. by Jesse Noyes | Tweet this. Do you feel like you hear the word “data” thrown around a lot lately? You’re not crazy. And businesses are trying to cash in on it.

Developing an Integrated Content Marketing Strategy that Works – Guest Post

Fearless Competitor

B2B Lead Generation | Guest Post from Joe Pulizzi of the Content Marketing Institute. With this kind of strategy, bigger content packages are a must, such as: Case Studies  – CMI develops ongoing case studies, such as these on  Eloqua  and  Incept , as visual eBook presentations. Your goal is to be the leading content provider for your niche. Full bio follows the post.). Print.

5 Islands On The Revenue Performance Management Journey

It's All About Revenue

If you’re pursuing a Revenue Performance Management strategy, then you’re definitely on an evolving journey. And that journey is what Erin Rampey, Marketing Automation Manager at NetApp , mapped out so elegantly today at DemandCon. Revenue Performance Management can dramatically change your business, improve efficiency and help you identify the keys to ongoing growth. LinkedIn.

Do We Need Generally Accepted Marketing Principles? – by Steve Gershik

Fearless Competitor

B2B Lead Generation | Guest Posts from Top Marketing Experts. I’m honored to bring our readers guest posts from top B2B marketing and lead generation experts. Steve Gershik of 28 Marketing is one of the best – having worked for Eloqua and having founded this new conference, DemandCon. We’re honored to bring you insights from him. Steve Gershik. Thanks Steve.

4 Tips for Getting WAY more from Email Marketing

It's All About Revenue

Part of what I love about being a marketer at Eloqua is that I get to engage with other marketers to understand their pains as well as perceptions of our product. O ne question that we’re often asked at events is,  “How is Eloqua different than my email solution?&#. LinkedIn. by Amber Stevens | Tweet this. Share email. Facebook. StumbleUpon. Reddit.

3 European Marketing Trends

It's All About Revenue

by Sheila Bohan | Tweet this We recently hosted Eloqua Experience Europe , a two-day, London-based event where Europe’s top marketers gather to share ideas, learn, and network. Lead Nurturing Knows No Boundaries. EMEA marketers are building multi-touch lead nurturing programs as part of their overall marketing strategy, and achieving tremendous results. Companies like Sportingbet use nurture programs throughout their campaigns to improve both prospect and customer engagement. Revenue Performance Management Is Ramping Up. LinkedIn. Cheers!

B2B Lead Generation Blog: On B2B Demand Generation tools and Lead Generation Dashboards

B2B Lead Generation Blog

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! recent exchange he had with Brian Carroll on his B2B Lead Gene. What do you think?

Renewals & Revenue: Great Partners Drive Customer Success

It's All About Revenue

Attending the recent Austin, Texas stop of the Eloqua customer success tour I heard, again and again, the value partners bring to customers. What struck me about each presentation was the exposure the customer provided the partner.  It was a chance for a customer to show off an awesome program, demonstrate their marketing chops and inspire other Eloqua clients. Sam’s objective was to increase CompassLearning’s renewal revenue.  To automate this program, Sam worked with local partner Bulldog Solutions to develop a multi-touch lead nurturing program to secure renewals.

Revenue Performance Management to Marketing Automation: What Facebook was to MySpace?

It's All About Revenue

Lauren Carlson , of Software Advice , is one of the rising stars in the constellation of CRM, marketing automation and, now, Revenue Performance Management industries. Enter: Revenue Performance Management: The Next Great Enterprise Acronym , a post that she wrote which has everyone in the industry buzzing.  It’s with this post in mind that we invited Lauren to be interviewed on our blog. You came out of seemingly nowhere to become one of the most listened-to voices in CRM, marketing automation, and now Revenue Performance Management. LinkedIn. Cue the music…).

3 Top Topics from Topliners

It's All About Revenue

The growing and vibrant Topliners community continues to produce inspiring and actionable content week after week – from lead management to marketing ROI. Here are three posts you won’t want to miss: Imagine It: Managing Third-Party Subscription/Opt-Out – Tom S. See It: Simple Revenue Goal Funnel Calculator – Download this handy tool from Steve to help you know how many leads you need at the top of the funnel to meet your revenue goals for the quarter. LinkedIn. by Heather Foeh | Tweet this. Any advice for him? Share email. Facebook. StumbleUpon.

The Language of Account-Based Marketing


Account-Based Selling: The strategy of taking an account-centric approach to closing deals rather than focusing on just individual leads. Enrichment: Filling in missing information to give you a more complete picture of leads, contacts and accounts in your database. Contact: Represents a person in the Salesforce system who has graduated from the lead status. Customer Relationship Management (CRM): A database that businesses use to maintain relationships with customers and prospects. Lead: Represents a person or company not yet qualified into a contact.

Marketing Automation Catching On Fire

The Effective Marketer

That points to the evolving nature of the market, and the key functions of lead nurturing, scoring, and automated triggers becoming part of email marketing and other marketing solutions. Note: I used publicly available data and wasn’t able to find Eloqua’s Series A, so I deducted based on valuation of their second round. This entry was posted on Wednesday, February 16th, 2011 at 9:00 am and is filed under Email Marketing , Marketing Automation , Marketing Management , Marketing Planning , Marketing Strategy , Online Marketing , Uncategorized. Keep going!

Inbound Marketing & Marketing Automation


Many digital marketers are using marketing automation tools to automate lead nurturing. But if you want to expand your business, you also need to continuously add new leads to your database. Traditional lead sources are tradeshows or lead programs with magazines. Those are definitely useful, but the number of leads is low and the cost per lead is high. It may be attractive to shift more budget to generating leads via your company’s website. It also includes Social Media (Twitter, Facebook, LinkedIn, etc.), Conclusion.

B2B Lead Generation Blog: Webcast: 8 Critical Success Factors for B2B Lead Generation

B2B Lead Generation Blog

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! Register for this webcast registration is closed.

Marketing Automation Trends for 2010


Manager, Inbound Marketing, Marketo. Steve Woods , CTO, Eloqua. The vast majority of leads generated on a website never have a meaningful conversation with a sales rep. If there is no mechanism to pass the lead back to the marketing team (in an automated or semi-automated fashion), the lead is gone forever. Marketing automation solutions can facilitate remarketing to inactive leads, or so-called lead recycling, which helps drive value from a marketer’s most valuable asset, his or her lead database. predictions. The Contributors.