by Maria Pergolino Lead source is a critical piece of data you need in order to assess the value of your marketing campaigns and part of proper lead management.  By putting in place best practices, you will be sure you can measure the value of your marketing campaign efforts while also communicating with sales the important information about a lead. Avoid lead source clutter. When you first implement Salesforce.com, your default lead sources are Web, Phone Inquiry, Partner Referral, Purchased List and Other.  Keep the lead source constant. MORE >>

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.  David is the CEO of SalesLogistix, a specialist Salesforce.com implementer focused on improving business processes for Sales and Marketing alignment and effectiveness. The features were working, but the business wasn't getting the payoff.  These showed up as wild sales forecasts, leads being dropped, crummy conversion rates, and very poor visibility.  Most leads are ignored anyway. MORE >>

Email campaigns are targeted at segments; Web visitors are classified into segments; behavior alerts are triggered by segments; lead scores are assigned to segments; leads are sent to the sales system based on segments; reports are run against segments. This simplifies the system in two ways: marketers have fewer features to learn, and they can reuse their work across many functions. Let’s run through the standard demand generation process to see how this works in practice. Each lead is assigned to the first "child" action whose entry conditions it meets. MORE >>

by Michael Martin | Tweet this It was hard work and long hours , but Ellber finally got his email campaigns out. SiriusDecisions estimates that 80% of the leads passed to sales never receive follow up. Each connect For each lead, a rep uses 14% of their time developing the relationship with only 1 in 4 shot of winning. So, how could Ellber help sales use their time more effectively and increase win rates? See how ‘Amazing eZPutty’ can help you solve all of your email marketing challenges in this fun infomercial … Share email. Facebook. MORE >>

Home Forrester Research « I was recently briefed by | Main | Going Corporate » August 26, 2008 Demandbase: A New Twist In The Lead Management Automation Market [Posted by Laura Ramos ] In a recent survey of over 2100 IT professionals who buy or recommend telecom and networking solutions, we found buyers turn to peers and colleagues first, followed by vendor, industry trade, or professional Web sites, to inform their purchase decisions. In fact, 88% said Web sites were important in helping them decide what to buy. Just makes it easier to manage all the stuff. MORE >>