markempa

MARCH 27, 2005

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!

RSS 120

RSS Salesforce.com Lead Generation Sales Leads 120

Customer Experience Matrix

MARCH 25, 2009

recently on the idea that the boundaries between marketing and sales are breaking down because leads now interact with both departments throughout the purchase cycle. This is clearly inevitable: if nothing else, leads still visit your Web site (controlled by marketing) even after they are “turned over” to sales.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Salesforce.com 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 Certification: it’s for Marketers, too!

Salesforce.com 48

Salesforce.com Work Management Class Sales Qualified Leads 48

Customer Experience Matrix

AUGUST 14, 2014

Few people would suggest you learn salesmanship from the play Glengarry Glen Ross ,* but its central message rings true: good leads are the lifeblood of a sales organization.** Some vendors only rank leads while others build multiple models for different purposes. • Infer runs multiple models against leads provided by the client.

Lead Ranking 120

Lead Ranking Work Management Marketing Management Lead Scoring 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

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

Full Circle Insights

FEBRUARY 24, 2022

Full Circle Insights’ customers can now benefit from new capabilities in Lead and Contact reporting. 22, 2022 /PRNewswire/ — Full Circle Insights today announced the Report Extender for its Response Management application on Salesforce AppExchange. That leads to more efficient and accurate data processing.

Full Circle Insights 97

Full Circle Insights Enterprise Management Marketing Management Multi-Touch Attribution 97

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. The post Enhancement Round-Up Q2 2021 appeared first on Lead Liaison.

Lead Liaison 62

Lead Liaison Marketing Management Ideal Customer Profiles Salesforce.com 62

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

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

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

Customer Experience Matrix

JULY 8, 2009

Summary: Based on Web traffic rankings, new demand generation vendors with low prices are gaining market presence. Last November, after much consideration of alternatives , I settled on Alexa three-month Web traffic rankings as a reasonable way to measure the relative market presence of demand generation vendors.

Marketing Automation Services 120

Marketing Automation Services Marketing Management Demand Generation Vendors 120

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

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

JULY 28, 2010

Summary: Manticore Technology released some modest enhancements to its demand generation platform today. Changes include a drag-and-drop design tool (similar to Microsoft Powerpoint); integration of opportunities and custom objects from Salesforce.com; better reporting on Web site visitors; and, real time sales alerts on Web activity.

Manticore 120

Manticore Marketing Automation Services Demand Generation Agencies Marketing Management 120

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

markempa

JULY 7, 2006

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!

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

Customer Experience Matrix

FEBRUARY 4, 2009

But even including that, the first year cost for most of these will be less.) : Manticore Technology : a full-featured demand generation product. See my 2007 blog entry for some information or buy the Raab Guide to Demand Generation Systems for a detailed review. Just kidding.or Pricing starts at $599 per month. [I Read it here.]

Demand Generation 120

Demand Generation Cost Marketing Management Demand 120

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

LeanData

DECEMBER 22, 2014

It’s frustrating to put so much time, budget, and effort into providing sales with the best leads only to see them go to waste. Is the sales team really letting the leads go stale to spite you? Most likely, the reps never saw the leads because: They weren’t notified about a new lead in an account they’re responsible for.

Lead Ranking 40

Lead Ranking Lead Scoring Sales Qualified Leads Salesforce.com 40

LeanData

DECEMBER 22, 2014

It’s frustrating to put so much time, budget, and effort into providing sales with the best leads only to see them go to waste. Is the sales team really letting the leads go stale to spite you? Most likely, the reps never saw the leads because: They weren’t notified about a new lead in an account they’re responsible for.

Lead Ranking 40

Lead Ranking Lead Scoring Sales Qualified Leads Salesforce.com 40

LeanData

DECEMBER 22, 2014

It’s frustrating to put so much time, budget, and effort into providing sales with the best leads only to see them go to waste. Is the sales team really letting the leads go stale to spite you? Most likely, the reps never saw the leads because: They weren’t notified about a new lead in an account they’re responsible for.

Lead Ranking 40

Lead Ranking Lead Scoring Sales Qualified Leads Salesforce.com 40

LeanData

DECEMBER 22, 2014

It’s frustrating to put so much time, budget, and effort into providing sales with the best leads only to see them go to waste. Is the sales team really letting the leads go stale to spite you? Most likely, the reps never saw the leads because: They weren’t notified about a new lead in an account they’re responsible for.

Lead Ranking 40

Lead Ranking Lead Scoring Sales Qualified Leads Salesforce.com 40

Customer Experience Matrix

JUNE 30, 2010

Other vendors have similar price points for the small business market (see my list of demand generation vendors ) although I suspect their internal costs are higher. Salesforce.com easily dominates despite the presence of surprisingly capable free products like ZohoCRM and FreeCRM.

Loopfuse 120

Loopfuse Marketing Automation Services Enterprise Management Marketing Management 120

ANNUITAS

SEPTEMBER 9, 2011

Observation 1: Salesforce.com is not going to acquire a Marketing Automation Vendor anytime soon. However, there was quite a buzz as many tried to discover which marketing automation platform Salesforce.com decided to purchase for their own use. Observation 4: Salesforce.com Needs Better Content .

Marketing Automation Services 100

Marketing Automation Services Salesforce.com Marketing Management B2B Thought Leadership 100

Customer Experience Matrix

JULY 17, 2009

Last Wednesday’s revised ranking of demand generation vendors by Web traffic reminded me that I never published notes from a conversation I had several months ago with Right On Interactive , developer of the 5Buckets marketing automation software. 5Buckets isn’t actually a demand generation system, at least according to my usual definition.

Multi-Channel 120

Multi-Channel Marketing Automation Services Demand Generation Agencies Advertising Channels 120

Customer Experience Matrix

JULY 21, 2009

The latest stop on my little tour of not-really-demand-generation systems is Jesubi. The flash show when you enter the company’s Web site could easily be mistaken for a demand generation product – it lists campaign workflow, list segmentation, email templates, Salesforce.com integration and dynamic reporting.

Efficiency 120

Efficiency Marketing Automation Services Work Management Marketing Management 120

markempa

MARCH 18, 2005

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!

Lead Generation 120

Lead Generation Generation Leads Lead 120

Customer Experience Matrix

AUGUST 12, 2010

On Monday, Genius.com announced “the first free, instant-on demand generation solution”, a description carefully crafted to distinguish their offering from the free version announced by LoopFuse in June. LoopFuse also provides automated Salesforce.com integration, but doesn’t have Genius’s Web tracking technology.

Work Management 120

Work Management Marketing Automation Services Marketing Management Loopfuse 120

Webbiquity

JULY 12, 2016

Marketing automation software tools can be very helpful in making lead nurturing and sales acceleration efforts more effective—even if the category is badly misnamed. Marketing automation tool combining email marketing, lead management, and reporting with sales alignment. Marketing can’t be automated.) 1) Marketo.

Marketing Automation Services 100

Marketing Automation Services Enterprise Management Marketing Automation Marketing Management 100

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

Lead Liaison

OCTOBER 10, 2017

If you look at most major CRMs like Microsoft Dynamics or Salesforce.com , you’ll notice a few different objects: Leads, Contacts, and Accounts. But then look at marketing automation like Lead Liaison and you’ll see one object: Prospects. Leads are people that you think might be your entry point to an account. Not at all.

Marketing Prospects 50

Marketing Prospects Contact Marketing Lead Liaison Marketing Automation Services 50

Customer Experience Matrix

DECEMBER 3, 2008

My little tour of demand generation vendors landed at Pardot just before Thanksgiving. As you’ll recall from my post on Web activity statistics , Pardot is one of the higher-ranked vendors not already in the Raab Guide to Demand Generation Systems. This pricing is low even among SMB demand generation systems.

Demand Generation 120

Demand Generation Enterprise Management Small Business Marketing Pricing 120

LeadSloth

MARCH 22, 2009

The plan is to go back to using only Salesforce.com with some cheap add-on tools for email, form submission and data quality. In the early days it was used to sift through hundreds of new B2B leads per day to identify the valuable leads. The Salesforce.com database has some big issues (e.g. Smart or foolish? Background.

Marketing Automation Services 100

Marketing Automation Services LEADSExplorer netFactor Leadlander 100

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

Customer Experience Matrix

JUNE 9, 2009

It lets Marketo sell seats to sales departments, which could be more lucrative than selling its core demand generation system. Marketo today officially launched “Sales Insight”, an application that makes prospect activity history directly available to sales people from within Salesforce.com.

Marketo 120

Marketo Work Management Marketing Automation Services Eloqua 120

ViewPoint

JULY 11, 2011

Curious about how long each has been a public company, I checked on the years in which their stocks were offered: Salesforce.com – 2004; SuccessFactors – 2007; and NetSuite – 2007. Telesales lead generation supports both field and inside sales. The sales cycle may grow longer as larger companies are targeted.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120