Trending Sources Acquires ExactTarget


The impact of the convergence of these technologies continues to grow, made evident today by the acquisition of ExactTarget by As companies move beyond marketing automation as a standalone product and into a more integrated solution, I expect''s entry into this space to shine a huge spotlight on the integration issue. That was yesterday. Be awesome.

Marketo’s Take on’s ExactTarget Acquisition

Modern B2B Marketing

Author: Phil Fernandez Today, announced plans to buy ExactTarget. Many of our customers, prospective customers and business partners may be wondering what this move means for Marketo, since we are a leader in the marketing software space and so many customers also choose Marketo as their marketing automation platform. Where marketing is going.

LeadLiaison Helps Marketing Automation Users Break the Content Bottleneck

Customer Experience Matrix

In particular, LeadLiaison helps marketers create content, a critical bottleneck that is not addressed by most marketing automation systems. Identities are hidden in both directions, so the parties can’t easily circumvent the service to work together directly in the future. Salespeople can also send through Gmail , , or Microsoft Dynamics CRM.

Hushly Helps Marketers Connect With Anonymous Web Site Visitors

Customer Experience Matrix

Rego has shown me a couple of approaches over the past few years, none of which quite worked out. On the vendor side, Hushly creates anonymous lead records in the client’s instance, so companies can track their interactions with anonymous prospects and keep the history once the prospect identifies herself. When this blog last left Geoff Rego in 2010 , he had just sold the assets of pioneering B2B marketing automation vendor Market2Lead to Oracle. But when we saw each other at Dreamforce last month, it seemed he had settled on a keeper.

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Content Selling: How Sales Can Better Leverage Marketing Content

The Point

Recently I had the opportunity to sit down with Daniel Chalef, CEO of KnowledgeTree , developers of an intriguing new solution, built for both and mobile (iOS), that enables sales teams to instantly find, surface, and present the ideal content in any selling situation. telesales Content marketing content selling daniel chalef knowledgetree sirius decisions

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3 Helpful Lessons That Will Make You A Better Inside Sales Manager

Sales Prospecting Perspectives

Heck - I helped build AG Salesworks for eight years, how can I not!? It's been over a year since I've worked here, yet the lessons that I've learned here remain as close to me as ever. On one hand, you've got the obvious - treat your people well and they will, in turn, want to work harder and succeed more for you. Ah, back in the old hallowed halls of AG Salesworks! At all.

A Marketing Automation Evangelist and Change Management


ANNUITAS: What does the Marketing Automation Evangelist at do on a daily basis?  Mathew Sweezey:  My role at entails spearheading primary research efforts, writing up the analysis, and then translating that back to our audience with what can be learned from it. What is your strategic focus? ANNUITAS: Why did you decide to write about change management?

Finally, A Marketing Book That Helps

B2B Marketing Unplugged successfully beat Siebel using ease-of-use vs. feature bloat; Hyundai took on Honda on the basis of same-car-better-price and, apparently Microsoft had no choice but to squish Netscape when it dared to start a browser race. But the lesson works because one of the caveats is to make sure your rival is actually beatable and that you have a plan for when they push back.

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Forbes Insights: Value First

The ROI Guy

Although helping sales reps consistently find the right content for each selling situation is deemed important and is garnering much attention / investment, it’s not the top way to create higher performing reps and drive the most revenue. High performers have a need and desire to help a customer solve a problem, to create value for them.

Lots of Vendors Can Help You Find Leads on the Web

Customer Experience Matrix

Evaluating these in the abstract is interesting, but what works well for one purpose in one industry might work poorly for something else. So buyers really need to run their own tests to see what works for them. Radius finds small business prospects that resemble current customers and deploys them to, along with key profile information and lead scores.

B2B: How To Get Marketing and Sales To Work Together And Stop Fighting

The Forward Observer

But marketing and sales CAN work better together and be aligned. For Marketing to speak this it needs to do some math and work backward from sales: 1. With marketing automation software and a CRM (like HubSpot and ), companies can avoid that. If marketing and sales sit together at work, it helps communication dramatically. Here''s how to do it.

Influitive Helps Marketers Build an Army of Advocates

Customer Experience Matrix

Marketing automation vendors have mostly worked on making it easy to post and share messages and to capture social data. managing awards, and API-level integration to pull profile data ( LinkedIn ), record completed challenges ( Quora , Twitter , Facebook , LinkedIn) and announce completed challenges ( Chatter). Marketers recognize the potential reach of social media, but are rightly frightened that they can’t control the message. See my December 8 post for details.) Influitive tackles the control issue head on. Influitive is currently in beta.

Measuring the True Impact of Marketing Campaigns: A Conversation with Bonnie Crater

The Point

In 2011, she became President and CEO of Full Circle CRM , a company dedicated to helping VPs of Marketing use to get accurate and useful performance data about marketing campaigns. I sat down with her recently to find out more about her company and what makes their solution different. It was the third time they had worked on such a request. HS: Thanks Bonnie!

8 Key Business Takeaways From Yahoo! CEO Marissa Mayer

It's All About Revenue

Expected to draw a whopping 135,000 attendees, the annual annual event is focused on cloud, mobile, social, and connectivity. Salesforce CEO Marc Benioff hosted a keynote fireside chat with Mayer on Tuesday, during which she talked about leadership and work-life balance, as well as the opportunities to drive business innovation. Employee transparency has realized Yahoo!’s

9 Criteria for Selecting a Social Media Monitoring Tool


Whether you’ve a selection team working on this or the entire project has been delegated to you, here are nine critical considerations to keep in mind as you review and evaluate your options. Be sure to get clarity on what kind of training is offered upfront, how much personalized assistance is offered as part of the package, how to get questions answered and how robust the internal help system is for ongoing use. ), marketing automation tools and web analytics packages. But how do you choose one? Range of coverage. Frequency of alerts. Value.

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10 of the Best B2B Facebook Timeline Cover Photos

Social Media B2B

If you don’t have an existing image that works for this dynamic space, find someone either inside your company or outside of it that can help you create one. Facebook Caterpillar Cisco dell Dow Fluke marketo Ogilvy SAP VolvoOne month ago, Facebook announced the Page changes , and you had the whole month to get your Page in line.

Microsoft’s $1.2 Billion Ticket to “Social Business”

It's All About Revenue

Indeed, as Gartner analyst Larry Cannell explained to ComputerWorld , Microsoft has fallen behind enterprise competitors like SAP, Oracle and when it comes to cranking out truly social tools. Incorporating Yammer, which works much like a Twitter for the office, will help shake off the dust. Social Media b2b marketing Chatter Eloqua marketing automation Microsoft Salesforce social business social enterprise YammerThe software-maker is agreeing to buy Yammer, a social network for the workplace, for $1.2 billion. Microsoft’s $1.2

Best CRM for Marketing Automation:, Microsoft or Oracle?


If you look at Marketing Automation systems, the best supported CRM system is By the way: tomorrow I’m presenting a webinar with SalesFUSION, a Marketing Automation vendor that focuses heavily on Microsoft Dynamics CRM (but also supports, of course). In my experience, integration with CRM is extremely helpful in any Marketing Automation project.

Getting the Most from A Conversation with David Taber

The Point is a dominant player in the CRM category and an integral part of many companies’ lead management, database marketing, and demand generation programs. To learn how we marketing types can get more from, I spoke recently to David Taber, CEO of CRM consultancy Saleslogistix and author of the Prentice-Hall book, Secrets of Success.

Top tools to keep your contacts in order. in theory


used to love Scrubly when it worked for me. love it and would probably recommend it if Scrubly’s tech team could actually make my install work. Until then,  highly recommended when it works. EasilyDo: it works if you work it ! Currently, it’s a close to Scrubly as I can get working, and it’s working all the time. Scrubly. Brewster.

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Gamification of the Sales Process

Sales Intelligence View

Currencies are ways to give people incentives based on various motivations in a digital world: the need for financial reward, the need to do good, the need to help one’s community, the need for recognition and influence, the need for pleasure. Image a sales team that saw their work as a game and wanted to unlock as many achievements as possible to be recognized publicly and financially?

ReachForce Acquires SetLogik and Launches the ReachForce Connected Marketing Data Hub

B2B Lead Blog

New solutions provide continuous marketing data enrichment and insights to help marketers maximize revenue. Designed to integrate with leading marketing and sales automation platforms, like Marketo, Eloqua and, it supports marketing professionals to more effectively collect, qualify, target, and convert leads throughout the buyer’s lifecycle. About ReachForce.

Four Signs That You May Need Marketing Automation Help

Modern B2B Marketing

Day in and day out services consultants see what is working, what is innovative, and what is practical and they can share that insight with you. Our staff can’t take on anymore projects.” A services team can help with the heavy lifting by rolling up their sleeves and working right beside you. There are a variety of ways that a third-party consultant can work with you.

The Biggest Contributor to B2B Revenue

B2B Lead Generation Blog  Her company, The Bridge Group , has helped over 305 companies design and optimize various inside sales operations. When you’re calling from IBM or, most of the people you reach will be familiar with – or at least think they are familiar with – your company. Oracle. Marketo. HubSpot. Just to name a few. Improved sales productivity. Guess what? 

Marketing Automation Systems are on the Rise


How Does it Work? These systems will help you win business. Marketing Automation and Demand Generation b2b marketing tactics email service providers marketing automation software marketing automation systems Marketo Microsoft Dynamics Raab Associates what is marketing automationGuest post by Gene Morris. What is Marketing Automation? Why Should I Use It?

Dreamforce ’12: Tap into Marketo’s Social Marketing Experts

Modern B2B Marketing

Marketing Automation can help! Marketo cofounder and VP of Marketing Content and Strategy Jon Miller and Copyblogger Media founder and CEO Brian Clark will provide you with an inside look at the strategies that worked for them in social, content and campaigns, and the advantage they can provide you in your own industry. B2B Marketing b2b marketingby Jen Howard The countdown continues.  Dreamforce officially kicks off one week from today and like the thousands of B2B marketers planning to attend, I’m getting ready by selecting my favorite sessions to join.

Why Eloqua is Working with Habitat for Humanity

It's All About Revenue

Social activities used to be a big component of what makes a “cool&#  place to work with sponsored Happy Hours or company-wide outings complete with zip lines and white water rafting. However, I think maybe tough economic times or perhaps a greater awareness of our world around us has helped redefine the definition of what makes a company cool.  Companies Not to mention, we helped a lot of people eat as a result of those 15 minutes. Find what works for you and your organization. Share email. Facebook. LinkedIn. StumbleUpon. Google Bookmarks.

6 Brilliant Uses of Video

It's All About Revenue

But it took a master’s touch to make it work.’s CRM Demo Video. knows video because they know what viewers want.  We want the lines between entertainment and education to blur.  This is a concept that Black & Decker’s training leader Rob Sharpe used to his company’s advantage when he inspired staff to create their own how-to videos, designed to help contractors and DIY’ers make optimal use of Black & Decker’s tools.  by Joe Chernov | Tweet this. If a picture is worth a thousand words, how much is a video worth?  Really. 

5 Ways to Grow Your Business with


And today, thanks to technology, we have more tools than ever to help us with lead generation, conversion and customer retention. Salesforce can help you understand the status of every lead. You can determine if a lead is open (has not yet been contacted), or is being worked (a sales associate has contacted them). Drucker. Set Up Reminders. Create Email Templates. Track Leads.

What Tools and Management Systems Work Best for B2B Lead Generation


Sales Management Systems is a sales management system many companies rely on. Finding management systems that have database access along with other features could help streamline your lead generation efforts, and save you money at the same time. Depending on your company size and what your company does will help guide you in the right B2B lead generation tactics. 

What Salesforce’s Acquisition Of Radian6 Means for Sales People

Sales Intelligence View shakes the SaaS world again with this mornings announcement that they have acquired social monitoring company Radian6 for $326 Million. Radian6 works with clients like Dell, GE, Kodak and UPS to help monitor, analyze and engage in ‘hundreds of millions’ of social media conversations. linkedin radinan6 Salesforce social sellingSales 2.0

Top 40 Twitter Feeds You’re Not Following

It's All About Revenue

So to help remedy the situation, we present our pick for top 40 Twitter handles you may have missed. Dan Darcy – Dan, VP of Product Marketing for, shares views on tech, social media and business. Anthea Watson – Anthea knows how data and political campaigns come together, and is working on President Barack Obama’s 2012 campaign. John Wihbey – Working at Harvard’s Shornstein Center, John keeps us apprised on the intersection of tech and journalism. by Jesse Noyes | Tweet this Social media is a meritocracy, right? Well, not always. Share email. Facebook.

SalesPredict Offers Highly Automated, Highly Flexible Predictive Modeling

Customer Experience Matrix

This is possible primarily because the painstaking work of preparing data for analysis – which is where model builders spend most of their time – is avoided by connecting to a few standard sources, currently and Marketo with HubSpot soon to follow. This helps users understand the model and suggests criteria for targeting increased marketing investment.

8 Great LinkedIn Groups for B2B Marketers

KoMarketing Associates

According to a recent report   released  by Regalix, 91 percent of respondents said that LinkedIn was the most effective channel in terms of helping them reach their target audience. This LinkedIn group provides support and guidance for the platform and can be used in conjunction with the Analytics Help Center and YouTube channel. eMarketing Association Network. Best Practices: Thought Leadership with David Taber, Author of Secrets of Success

Modern B2B Marketing

David is the author of the new Prentice-Hall book, " Secrets of Success ," which covers the people, policy, and process issues surrounding effective CRM solutions.  David is the CEO of SalesLogistix, a specialist implementer focused on improving business processes for Sales and Marketing alignment and effectiveness. Q: David, why did you write this book? The features were working, but the business wasn't getting the payoff.  The next interview in the B2B Marketing Thought Leader interview series is with David Taber.  Average time to convert.

[VIDEO] How to Get 30% Response Rates with Prospecting Emails


We’ve helped solve <THIS ISSUE> by  <VALUE PROP> for companies like <X, Y, and Z> Can we put 15 minutes on the calendar <DAY & TIME> on or<DAY & TIME>? It helps me think about the ways we can segment our messaging – by industry, size of company, the techs that currently use today, or the role of the prospect. Watch the Video.

10 Most Popular B2B Lead Blog Posts of 2016

B2B Lead Generation Blog

The year 2016 is quickly coming to an end and the holiday season is a time for reflection and preparation. 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. Do you want to get better at social selling or help your sales team do the same?  If not, you should. Here’s why.

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