The Point

SEPTEMBER 6, 2011

When marketers embark on a formal lead nurturing strategy, opportunities for process improvement can arise in unexpected ways. That was the experience for iDirect , a leading provider of satellite IP communications based in Herndon, Virginia. All this presents real challenges for both demand generation and lead management.

Lead Nurturing 100

Lead Nurturing Lead Scoring Sales Qualified Leads Lead Ranking 100

The Point

JULY 15, 2010

Salesforce.com is a dominant player in the CRM category and an integral part of many companies’ lead management, database marketing, and demand generation programs. Actually, it’s much easier for Marketing and lead cultivation people to get instant value out of Salesforce.com (SFDC) than it is for reps.

Salesforce.com 100

Salesforce.com Marketing Automation Services Budget Programs Work Management 100

markempa

APRIL 13, 2015

Tweet The management of sales leads is critical to generating marketing ROI. Sadly, sales leads often land on the scrap heap because marketers throw leads over the wall and then expect salespeople to catch them. I was recently asked by someone how to utilize lead distribution to gain the best results.

Distribution 120

Distribution Sales Qualified Leads Lead Scoring Lead Ranking 120

Customer Experience Matrix

JULY 20, 2009

Summary: Active Conversion helps marketing and sales departments make the best use of leads they’ve generated outside the system. That's fewer functions than traditional demand generation, but if those are the functions you need, who cares? Leads can enter from channels other than email.

Active Conversion 120

Active Conversion Lead Scoring Lead Ranking Lead Management 120

accelerate agency

SEPTEMBER 21, 2021

Their ‘churn’ rate is higher than their ‘acquisition’ rate, and their customer lifetime value (CLV) – or predicted net profit attributable to a long-term relationship with a customer – is low. To help you navigate to the bits that interest you most, here’s a quick roundup of what we’ll cover: What is customer lifetime value?

Lead Ranking 52

Lead Ranking Lead Scoring Churn Rate Ideal Customer Profiles 52

accelerate agency

SEPTEMBER 21, 2021

Their ‘churn’ rate is higher than their ‘acquisition’ rate, and their customer lifetime value (CLV) – or predicted net profit attributable to a long-term relationship with a customer – is low. To help you navigate to the bits that interest you most, here’s a quick roundup of what we’ll cover: What is customer lifetime value?

Lead Ranking 52

Lead Ranking Lead Scoring Churn Rate Ideal Customer Profiles 52

accelerate agency

SEPTEMBER 21, 2021

Their ‘churn’ rate is higher than their ‘acquisition’ rate, and their customer lifetime value (CLV) – or predicted net profit attributable to a long-term relationship with a customer – is low. . To help you navigate to the bits that interest you most, here’s a quick roundup of what we’ll cover: What is customer lifetime value?

Lead Ranking 52

Lead Ranking Lead Scoring Churn Rate Ideal Customer Profiles 52

Customer Experience Matrix

JANUARY 22, 2014

Briefly, a standard B2B marketing automation system can send bulk emails to segmented lists, capture email responses on landing pages and forms, track email and Web site behaviors, score leads based on behaviors and profile attributes, execute multi-step workflows (i.e., continuously updated) as well as static.

Marketing Automation Services 120

Marketing Automation Services Small Business Marketing Marketing Automation Automation 120

The Point

OCTOBER 20, 2014

I just returned from a few days at Dreamforce in San Francisco, the annual circus-slash-conference hosted by CRM leader Salesforce.com, and was struck by the wave of technologies on display that centered on analytics. Just when did demand generation get this complicated? In reality, however, things aren’t quite so convoluted.

Demand Generation Agencies 100

Demand Generation Agencies Lead Gen Marketing Report Research 100

Adobe Experience Cloud Blog

OCTOBER 3, 2011

A way to leverage global marketing campaigns and a faster, easier way to create and change landing pages and capture leads. Target profiling and lead scoring. Nurturing for those leads that are not yet ready to buy or were stuck. The result: BDRs receive qualified sales-ready leads and now focus on selling.

Lead Scoring 48

Lead Scoring Lead Ranking Lead Nurturing Sales Qualified Leads 48

Adobe Experience Cloud Blog

JULY 30, 2009

David is the author of the new Prentice-Hall book, " Salesforce.com Secrets of Success ," which covers the people, policy, and process issues surrounding effective CRM solutions. These showed up as wild sales forecasts, leads being dropped, crummy conversion rates, and very poor visibility. Most leads are ignored anyway.

Salesforce.com 48

Salesforce.com Lead Ranking Thought Leadership Lead Scoring 48

LeadSloth

MARCH 16, 2009

From Web Analytics to Demand Generation. Lead Scoring. Lead scoring works for both anonymous and known visitors: for anonymous visitors the triggers for increasing the lead score are somewhat limited, essentially page views and return visits. Lead scoring configuration. Form builder.

ActiveConversion 100

ActiveConversion SMB Work Management Lead Management 100

Customer Experience Matrix

AUGUST 28, 2014

and key activities (Web site visits, topics researched) and scores at both company and individual levels. If 6Sense exposed model scores but no other data, it would qualify as a CDP by the thinnest margin possible. Standard integrations are available for Salesforce.com , Oracle Eloqua and Marketo. Formal release was in May 2014.

Lead Ranking 120

Lead Ranking Activities Lead Scoring Marketing Automation Services 120

Markempa

MAY 30, 2017

Learn how to improve the quality and accuracy of your B2B persona and contact data in to get better lead generation results and drive demand When was the last time you looked at the quality and accuracy of your B2B persona and contact data? From there, we grew that, sold that to Exact Target, which Salesforce.com then acquired.

Salesforce.com 40

Salesforce.com Linkedin Research Studies 40

Martech

APRIL 23, 2024

It has defined value by segment and role so they have a clear idea of the problems they are solving and the messages they need to convey for each product. This complexity often leads to teams spending too much time on connecting and harmonizing data to create reliable insights instead of optimizing their efforts.

Top of Funnel 63

Top of Funnel Analytics De-duplication Work Management 63

Customer Experience Matrix

JULY 10, 2013

Finally, Optify has expanded into conventional marketing automation over the past 18 months and most recently added basic contact management and distribution of lead information, scores, and alerts to sales people. CRM integration is currently limited to sending data to Salesforce.com. That''s theme number three.

Demand Generation Agencies 120

Demand Generation Agencies Marketing Automation Services Paid Search Agency Small Business Marketing 120

Customer Experience Matrix

MARCH 18, 2009

I originally spoke with Treehouse Interactive in late January, but didn’t write about them because weren’t quite ready to talk about their Salesforce.com integration. Since that’s critical to many demand generation users, I didn’t want to give a false impression by leaving it out. So now the story can be told.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Enterprise Management 120

Customer Experience Matrix

AUGUST 23, 2012

Our scoring reflects their need for special features for automated content selection, project management, complex lead scores, and tight control over the rights granted to individual users. This group had about 1,400 clients in mid-2012, generating an estimated $85 million in revenue.

Eloqua 120

Eloqua Marketing Automation Services Lead Ranking Enterprise Management 120

ANNUITAS

AUGUST 20, 2014

Today we launched our latest eBook, Change Management – Staying Relevant, Predictive and Sane in the Changing Landscape of Demand Generation , a joint venture by Mathew Sweezey , author and Marketing Automation Evangelist for Salesforce.com and Carlos Hidalgo , CEO and Principal, ANNUITAS. What is your strategic focus?

Marketing Automation 100

Marketing Automation Work Management Salesforce.com Automation 100

Customer Experience Matrix

JULY 30, 2009

Summary: Hubspot offers a bundle of Web traffic generation and lead management features in one low-cost package. Although Hubspot positions itself as an “inbound marketing system,” it actually does more than the search engine optimization, blogging, social media interactions and related analytics needed to generate Web traffic.

Small Business Marketing 120

Small Business Marketing Bundling Work Management Paid Search Agency 120

Adobe Experience Cloud Blog

JULY 25, 2010

As a Salesforce.com user group leader, I often talk to marketers who are looking to get more and/or better data out of their Salesforce.com system. Because of this, many marketers have picked up Salesforce.com admin skills that are highly valued at their companies. .

Salesforce.com 48

Salesforce.com Work Management Class Sales Qualified Leads 48

KoMarketing Associates

JUNE 29, 2016

And according to the “LinkedIn Ads Benchmark Report Q3 2015” published by Marketing Mojo, 79 percent of B2B marketers said that LinkedIn was “effective” at generating leads. Salesforce.com. From the group introduction: Salesforce.com. B2B Sales, Marketing, Social Media & Lead Generation. Future trends.

Linkedin 141

Linkedin B2B Marketing Marketing Analytics Tools Work Management 141

Customer Experience Matrix

NOVEMBER 4, 2010

Summary: Right On Interactive has added great life stage reporting to the data integration and output generation features of its earlier 5Buckets product. These include sending an email via Salesforce.com or ExactTarget, creating a Salesforce.com task, generating an output file, and sending emails to Foursquare friends.

Salesforce.com 120

Salesforce.com Lead Scoring Lead Ranking Marketing Automation Services 120

Customer Experience Matrix

JANUARY 8, 2009

I had an interesting email conversation last month with a Raab Guide buyer about the nuances of company-level data management in demand generation systems. He started from the perfectly reasonable premise that the demand generation system should give an overview of activity for all leads associated with a given company.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Work Management 120

Lead Liaison

JULY 9, 2021

Check out the powerful new enhancements on Lead Liaison’s Sales & Marketing Lead Management platform. As always, please feel free to contact your Lead Liaison Representative with any questions about the enhancements below. Skips the Waypoint score screen or effect and redirects according to your settings.

Lead Liaison 62

Lead Liaison Marketing Management Ideal Customer Profiles Salesforce.com 62

Customer Experience Matrix

SEPTEMBER 1, 2009

Summary: Net-Results is simpler to use than comparable demand generation systems because it applies the same features to many tasks. But on reflection I realized that Net-Results offers a full set of demand generation functions. Let’s run through the standard demand generation process to see how this works in practice.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Small Business Marketing Marketing Automation Services 120

Adobe Experience Cloud Blog

NOVEMBER 26, 2009

At this Dreamforce 2009 session led by Fernando Obregon Almazan, salesforce.com; Lorena Vales, salesforce.com; and Jonathan Hersh, salesforce.com, marketers learned about how and why companies should participate in social networking to generate brand awareness and create a viral effect when clients or prospects recommend their products.

Salesforce.com 48

Salesforce.com Social Networks Peer-to-peer Effectiveness 48

Customer Experience Matrix

JANUARY 20, 2016

B22B lead generation vendor True Influence today announced a new product to help fill these gaps. The value of data from True Influence, or anyone else, can only be resolved through tests, which will probably give different results for different purposes. That's possible but I haven’t done the research to confirm it.

Intent Data 120

Intent Data Intent Lead Ranking Marketing Automation Services 120

ViewPoint

DECEMBER 17, 2013

Technology usage “intensity” score, by product (HG Data). Out-of-business indicator, plus credit rating and parent/subsidiary linkages (Salesforce.com). Tech purchase likelihood scores from Harte-Hanks, built from internal models and appended to enhance the profile of each account. Company SWOT analysis (OneSource).

Lead Ranking 120

Lead Ranking Marketing Management Lead Scoring Salesforce.com 120

ANNUITAS

OCTOBER 27, 2016

I just received the latest issue of ABM in Action (October 2016), a monthly eMagazine dedicated to Account-Based Marketing from the publishers of Demand Gen Report, and I had to comment on the lead article. It is near impossible to demonstrate value when the approach to marketing changes continually…”. The moral of the story?

Account Based Marketing 168

Account Based Marketing Marketing Management Planning ABM 168

The Point

APRIL 1, 2014

One of the reasons for this under-utilization, and the inability of some marketers to deploy, for example, automated lead nurturing at every stage of the selling process, is resistance from the sales organization, and in particular, Inside Sales. Marketo creates task in CRM to remind BDR to call lead 1 week later. Wait 2 weeks.

Lead Nurturing 100

Lead Nurturing Sales Qualified Leads Lead Scoring Lead Ranking 100

markempa

DECEMBER 12, 2016

I’ve compiled a list of the 10 most popular and shared posts on the B2B Lead Blog, chosen by marketers, just like you, to help you get ready to have a great 2017. For the majority of B2B companies with complex sales, marketing-generated leads rarely account for 50% of revenue and often it’s often much less.

Account Based Marketing 84

Account Based Marketing Marketing Qualified Leads Lead Scoring Lead Ranking 84

Customer Experience Matrix

JANUARY 31, 2010

For more on vendor classifications, see my list of demand generation vendors from last November.) In other words, Marketing Studio competes with high-end demand generation systems like Eloqua , Market2Lead and Neolane. In addition, they support wait periods and can send leads and alerts to the sales system.

Paid Search Agency 120

Paid Search Agency Work Management Marketing Management Resource Management 120

Customer Experience Matrix

JUNE 9, 2009

Summary: Marketo's new Sales Insight ranks prospects for sales people, based on recent Web and email activities. It lets Marketo sell seats to sales departments, which could be more lucrative than selling its core demand generation system. They can be linked to a specific campaign or defined more generically (e.g.,

Marketo 120

Marketo Work Management Marketing Automation Services Eloqua 120

Brandpoint

MAY 18, 2020

The modern buyer is digitally driven, socially connected, mobile and empowered, with nearly unlimited access to information and people,” notes Jill Rowley on Salesforce.com. The quality of that content has become so important that 72% of the most successful organizations in the U.S. Learn more here ! .

Top of Funnel 149

Top of Funnel Paid Search Agency Planning Work Management 149

Customer Experience Matrix

APRIL 5, 2009

As the industry matures, second-generation products are designed to improve on the original products, either by adding new capabilities or by delivering the same capabilities faster, easier or cheaper. This leads to more variety as vendors experiment with different approaches to a now-defined problem.

Demand Generation 120

Demand Generation Digital Asset Management Demand Marketing Management 120

Customer Experience Matrix

FEBRUARY 25, 2009

Instead, links embedded in a Genius-generated email point to a proxy server that relays the visitor to company Web pages but keeps a record of the interactions as they pass through. This allows it to track all site visits, not only those routed to the proxy server by a Genius-generated link.)

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120