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You’ve Got Mail from Eloqua, Hubspot & Neil Patel

B2B Lead Blog

Great marketing automation is a multifaceted, complex endeavor that done well can be the critical success factor in a more leads, more MQL, more SAL and a faster sales pipeline. Nurture segmentation from Eloqua had me receiving a content drumbeat and webinar invitation stream about 2x per week. Email is a critical piece of the tactical mix. Below are some of my B2B email heroes.

You’ve Got Mail from Eloqua, Hubspot & Neil Patel

B2B Lead Blog

Great marketing automation is a multifaceted, complex endeavor that done well can be the critical success factor in a more leads, more MQL, more SAL and a faster sales pipeline. Nurture segmentation from Eloqua had me receiving a content drumbeat and webinar invitation stream about 2x per week. Email is a critical piece of the tactical mix. Below are some of my B2B email heroes.

How To Predict Conversion Rates From Lead to Close With an ‘Exit Criteria’

It's All About Revenue

How To Predict Conversion Rates From Lead to Close With an ‘Exit Criteria’ is from Eloqua’s It’s All About Revenue, a Blog Covering Business To Business Marketing. Lead Quality activity buyers Conversion engagement exit criteria lead health marketing MQL sales traditional lead scoring Why You Now?™”, ”, and The Seven Basho Strategies™ sales training programs. Who is right? 

Define and Conquer: Tips to Improve Sales and Marketing Alignment

It's All About Revenue

In a perfect world, every Marketing Qualified Lead (MQL) sent to sales would convert into a customer, eliminating the need to distinguish between MQLs and Sales Qualified Leads (SQL)—but information is asymmetrical. Check out Eloqua’s Grande Guide to Lead Scoring. The following is the first of a two-part series on strategies to bridge the gap between sales and marketing.

Live Blogging the Eloqua Experience 2011 Keynote

It's All About Revenue

by Jesse Noyes | Tweet this Eloqua Experience 2011 is a big event. 32AM: Eloqua’s CEO Joe Payne takes the stage. ” 8:36AM: Eloqua CMO, Brian Kardon, on stage. Brian Kardon at Eloqua Experience 2011. “My wife, Barb, became an MQL (marketing qualified lead). Does of track sessions, graduations, best practices. 44AM: Joe Payne back on stage.

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Oracle Attains Highest Score for Current Offering in The Forrester Wave™: Lead-To-Revenue.

It's All About Revenue

Achieving quarterly MQL goals is no longer sufficient for establishing success. ” For this report, Forrester assessed the core functional depth of Oracle Eloqua and its advanced capabilities with Deliverability Plus, Digital Advertising, and Oracle Content Marketing products in the Oracle Marketing Cloud. categories. What is Lead-To-Revenue Management? Product News

Are You Revenude? 5 Ways To Prove Marketing’s Impact On Revenue

It's All About Revenue

The two most important things to benchmark are: 1) conversion rates between stages (inquiry > MQL > SAL >SQL > Won) and 2) the number of days between stages. There are other sources like Marketing Sherpa , Marketing Profs and Eloqua. Marketing Measurement benchmarking campaign analytics CEO CFO COO Eloqua marketing analytics marketing credibility marketing effectiveness marketing performance MarketingProfs MarketingSherpa Revenude revenue revenue performance Revenue Performance Management sales and marketing alignment sirius decisions VP of SalesTake action. 

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Tips to Manage ‘Always-On’ Nurturing

It's All About Revenue

Next, we did a deep dive into our lead nurturing programs.  As we stepped back and looked at open rates across our emails, it was obvious that once we had prospects in our database, we were struggling to engage them in their inboxes.  (And to validate this fact, a recent Eloqua Benchmark study showed that on average, only 20% of emails are being opened. Follow Amanda on Twitter @ahalle.

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4 Must Haves To Enhance Your Marketing Analysis Strategy [New Guide]

It's All About Revenue

by Eloqua | Tweet this Are you reporting on the right information to support your organization’s efforts, and more importantly, maximized experiences with your brand? Imagine the power that can come from knowing the value of your engagements, and which activities, offers, and investments attributed to that specific stage, such as MQL or Opportunity creation.

How to Get Away Without Leaving Your Demand Gen Behind

It's All About Revenue

Whether you are concerned about top of funnel, MQL nurture, or helping close deals, there are Modern Marketing practices you can try next time you are taking some much-needed PTO. How to Get Away Without Leaving Your Demand Gen Behind is from Eloqua’s It’s All About Revenue, a Blog Covering Business To Business Marketing. Surely,  you have your own nightmare stories.

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How to Practice Sales Enablement That Helps Reps Rock

It's All About Revenue

It’s more than just sharing research and consumption behaviors, classifying someone as a marketing qualified lead (MQL), and then graduating contacts to sales accepted leads (SALs). Check out Eloqua’s Grande Guide to Sales Enablement. How to Practice Sales Enablement That Helps Reps Rock is from Eloqua’s It’s All About Revenue, a Blog Covering Business To Business Marketing.

4 Back to Basics Tips to Improve Lead Quality

It's All About Revenue

Are most of your leads going in the garbage pile instead of the MQL (marketing qualified lead) or SAL (sales accepted lead) bucket? Back to Basics Tips to Improve Lead Quality is from Eloqua’s It’s All About Revenue, a Blog Covering Business To Business Marketing. Follow her on Twitter @BSStoltz. Sales complaining they’re getting bad leads from Marketing? Lead Quality

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4 B2B Marketing Hurdles – And How to Jump Right Over Them

It's All About Revenue

LinkedIn Lead Accelerator has recently been integrated with two Oracle platform: Eloqua marketing automation software and BlueKai data management platform). Sales and marketing should sit down in the same room and hammer out what demographics and behaviors define an MQL. Today’s post comes courtesy of Sean Callahan , Senior Manager, Content Marketing at LinkedIn. These days, B2B marketers are running hard just to stand still. Here are four demanding hurdles facing B2B marketers – along with approaches for clearing them to keep racing toward your goals.

3 Top Topics from Topliners

It's All About Revenue

by Heather Foeh | Tweet this. I had the pleasure of discussing our Topliners community this week in Austin at Eloqua’s Customer Success Tour. Do It: Activity Filter Criteria Now Covers 12 Months – If you build filters in Eloqua that rely on activity or inactivity data, I think you’ll be very happy about this change. Lead Nurturing activity filters MQL sales toolsHere’s a look back at some popular topics and discussions this week on Topliners: Imagine It: New quarter, new sales tools – what’s in your wallet for Q2? Share email. Facebook.

A Painless Guide to Planning a Marketing Budget

It's All About Revenue

Conversion rates between stages. o   Inquiry to MQL    10%  ( Marketing Qualified Lead ). o   MQL to SAL         20% ( Sales Accepted Lead ). o   SAL to SQO         75%  (Sales Qualified Opportunity). o   SQO to Win          25%. Painless Guide to Planning a Marketing Budget is from Eloqua’s It’s All About Revenue, a Blog Covering Business To Business Marketing. by Brian Kardon | Tweet this I was with a group of CMOs last week, all of whom were knee-deep in developing their marketing budgets for 2012. used to be a member of the “dread it” crowd. Sure, that’s a lot of work.

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6 Ways Marketing Can Help Generate Early Leads for Sales

It's All About Revenue

With lead scoring marketing can trigger subsequent calls beyond when a prospect reaches the status of MQL (Marketing Qualified Leads), triggering sales to respond to prospect behavior. Ways Marketing Can Help Generate Early Leads for Sales is from Eloqua’s It’s All About Revenue, a Blog Covering Business To Business Marketing. by Shawn Cook | Tweet this A marketer posed a perplexing question to me recently. What does sales want more,” he asked, “qualified leads or early leads?”. My answer: Both. It’s a fair question. Here are 6 ways that marketing can help make that possible. 1.

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Live From The Marketing Nation Summit Sessions: ABM, Content Marketing, Women In Tech and More

Modern B2B Marketing

One of the most popular sessions came from Joe Chernov, Vice President of Marketing for InsightSquared and a former marketing exec of both Eloqua and Hubspot, who made his stage debut for Marketo this year with a session called Growing Beyond Inbound with Account-Based Marketing. Let’s take a look at four sessions that had an impact on us and our audience: ABM, Is it “And” or “Or”.

How Do Your Contact Engagement Initiatives Stack Up? [CHART]

It's All About Revenue

Contact activity is an important metric in terms of Marketing Qualified Lead (MQL) generation and conversion. CHART] is from Eloqua’s It’s All About Revenue, a Blog Covering Business To Business Marketing. by Joel Rothman | Tweet this To make the most of every contact interaction, it’s critical for marketers to consider how activities transpire across the entire funnel.

Hard Data to Justify Your Marketing Automation Investment

Customer Experience Matrix

Eloqua “ The Business Case for Integrated Demand Generation ” offers data from Forrester, CSO Insights and several Eloqua clients. Summary: So you want some hard numbers to prove the value of marketing automation? Here's a bunch. client asked yesterday if I had some benchmark information to justify the cost of her marketing automation project. This set off an hour-long scavenger hunt through my hard drive, followed by sporadic afterthoughts later in the day. Since this is a question that comes up pretty often, I figured I’d share some of the more useful results.

Follow the Yellow Brick Road to Revenue Performance Management

It's All About Revenue

Back in February, Brian Kardon wrote a blog post “ The Revenue Performance Bandwagon ” where he talked about the birth of this concept within Eloqua.  From a RPM standpoint, Top Performers are starting to incentivize marketers for pipeline metrics like conversion from marketing qualified lead (MQL) to sales accepted lead (SAL), not campaign performance. by Jesse Noyes | Tweet this.

Quality Matters – Analyzing the Effect of Quality on the Lead Handoff Process

ANNUITAS

We are glad to have Steve Woods, CTO of  Eloqua as a guest contributor to The Annuitas Group blog.  Steve is also deeply involved with the Eloqua user community, with whom he regularly interacts through the discussions on his Eloqua Artisan blog. There are two dimensions that make up an MQL, fit and engagement. Together, fit and engagement make up the two key dimensions of a lead scoring matrix that defines an MQL.  His book,  Digital Body Language explores these topics, and he is a regular writer on his  blog of the same name.

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Survey Finds Growth in Pipelines and Sales Cycles for B2B Lead.

Industrial Marketing Today

An article I read on Eloqua’s blog “It’s All About Revenue,” shed some light on this. So the waterfall concept is Inquiry > MQL > SAL > SQO > Close. Some of the findings match what I am hearing from my industrial clients and one really surprising result. However, the sales cycles have also become longer, making it much harder to close deals. All Rights Reserved. Resource

SQO 2

Beyond Financials: VC & IPO Due Diligence on Sales & Marketing Metrics

ViewPoint

Lauren Carlson, an analyst at Marketing Automation Software Guide , recently wrote an article that looks at marketing automation vendors like Marketo and Eloqua who are considering IPOs, their recent venture capital funding, and the type of financial performance they may need to warrant shareholder valuations comparable to publicly-held SaaS companies. While Lauren provides 10-year financial data, I excerpted this column of the most recent fiscal year as it was fascinating to see all three companies reporting an identical 48% of revenue committed to sales and marketing expenses.

Numeric Scoring: The Key To Lead Management Success

delicious b2bmarketing

Home Forrester Research « We’re renaming the blog | Main | New networks in the news » April 16, 2008 Numeric Scoring: The Key To Lead Management Success [Posted by Laura Ramos ] Recently I saw a preview of Eloqua’s spring release and it got me thinking about the role lead scoring plays in determining campaign effectiveness. hadn’t seen the product in a while and was impressed with the UI improvements the Eloqua team has produced. They: 1) Sit with sales, talk about leads, and come to an agreement about what is a Marketing Qualified Lead (MQL). No, but it’s a start.