Capstone Insights

OCTOBER 1, 2017

In my last post , I framed out the three main lead management approaches in B2B SaaS. Please view this as a general list; some of these points will be more or less pronounced depending on the marketing automation platform you’re using (Marketo, Eloqua, HubSpot, Act-on, Autopilot, etc.) Jay Famico. Co-Founder and Editor.

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De-duplication Lead Ranking Lead Management Work Management 40

Adobe Experience Cloud Blog

APRIL 12, 2013

by Dayna Rothman Lead management is the ability to capture, respond, and manage incoming leads. When spending so much time and money on creating the perfect campaign, you want to make sure you have numerous best practices in place to manage your leads throughout the entire lifecycle. So how do you do it?

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Lead Management Lead Scoring Lead Ranking Work Management 48

The Point

AUGUST 8, 2013

No scoring suppression rules. In a similar vein, some leads simply shouldn’t be scored at all since they’ll never be candidates for sales follow-up. Examples of leads that fall into this category include students and competitors. Negative scores can be demographic (e.g. Scoring “contact sales” incorrectly.

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Lead Scoring Lead Ranking Sales Qualified Leads Marketo 100

ClickZ

JANUARY 22, 2020

Perfect for: Driving lead management. Marketo is a multi-functional cloud-based marketing automation software that enables businesses to drive revenue with lead management and mobile marketing. LeadSquared also helps to boost sales as it automates lead assignment within sales team by predefining distribution rules.

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Marketing Automation Services Budget Programs Marketing AI Enterprise Management 144

Adobe Experience Cloud Blog

AUGUST 31, 2011

One of Marketo’s most significant events to attend and sponsor is Dreamforce ; every year we make an effort to get the most from this critical industry-leading conference. Another innovative way we use Marketo for events is by seamlessly integrating it with online webinar providers like WebEx.

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Marketo Marketing Management Event Marketing Software 48

Adobe Experience Cloud Blog

JANUARY 27, 2009

Well, at Marketo , we’ve built a world-class demand generation machine that has helped us in just 10 months to sign up over 130 customers in more than eight countries, including companies such as Thomson Reuters, Reed Business, and CollabNet. Here’s an outline of the topics I covered: Marketo's demand generation funnel.

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Demand Generation Marketo Demand Generation 48

LeanData

AUGUST 12, 2020

A handful of early LeanData adopters, including Marketo and Palo Alto Networks, understood that by aligning sales and marketing around account-based motions, they could deliver a more personalized buying experience.

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Enterprise Management Work Management Marketing Management Case Studies 93

Sprout Social

NOVEMBER 11, 2021

Lead management & CRM. Win new business by generating leads from social and capturing existing contacts’ social interactions. Q: How do you currently manage incoming leads from social media? Sprout lead management and CRM integrations: Salesforce, Marketo, Microsoft Dynamics 365.

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Digital Asset Management Social Media Work Management Marketing Management 120

Adobe Experience Cloud Blog

NOVEMBER 6, 2018

It’s important to follow through on leads. Upon receiving a new lead, it should be categorized, accessible, and tracked for the most relevant ongoing marketing campaigns. We know that lead management is defined as the process by which marketing acquires, evaluates, nurtures, and hands off leads to the sales team.

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Lead Ranking Lead Scoring Marketing Qualified Leads Practices 134

Industrial Marketing Today

OCTOBER 7, 2010

Are they sales qualified leads (SQLs) ready to be passed on to sales or do they require further nurturing because their score qualifies them as marketing qualified leads (MQLs) ? Sales uses its front-line experience and expertise to validate marketing’s lead scoring assumptions.

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Lead Ranking Lead Scoring Sales Qualified Leads Marketing Qualified Leads 60

Customer Experience Matrix

MARCH 3, 2009

Many list interfaces allow decision rules within each stage, so there's not necessarily a functional difference. But embedding the rules gives a much cleaner, simpler view of the campaign flow. The flow of leads among these independent campaigns may be managed either through explicit routing (i.e.,

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Demand Generation Lead Scoring Lead Ranking Manticore 120

Optinmonster

DECEMBER 14, 2021

So, strike while they are on your site and collect that lead! The stats show that most people welcome emails (even cold emails if they’re done right and follow the rules) from the companies they want to connect with. That makes the combination of on-page lead generation and email marketing software the best lead generation duo.

Marketing Automation Services 123

Marketing Automation Services Budget Programs Enterprise Management Work Management 123

Customer Experience Matrix

APRIL 8, 2009

The firm also works with Marketo , Silverpop Engage B2B and MarketingGenius depending on client needs. ) But the reality is that most marketers need outside help to design their email campaigns, nurture programs, scoring rules, and CRM integration. Yes, some products really are easier to use than others, especially for simple programs.

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Eloqua Work Management Marketing Automation Services Marketing Management 120

LeanData

APRIL 8, 2015

Solution Includes Account-Based Nurturing for Marketo. experts in lead management solutions, announced that its customer base has increased to over 85 customers, a 400% increase compared to a year ago. Spring Release of the LeanData Account-Based Lead Management Suite. About Marketo. Sunnyvale, Calif.,

Account Based Marketing 56

Account Based Marketing Enterprise Management Work Management Marketing Management 56

Customer Experience Matrix

APRIL 29, 2009

Sponsored by Marketo. White Paper When Best Practices Go Bad: New Rules for Sales and Marketing Management. Tags: david raab whitepaper demand generation marketing automation david raab webinar lead management sales best practices. I'll talk a bit more about results of the deployment survey. Download here.

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Paper Webinar Metrics Marketing Automation Services Marketing Management 120

Customer Experience Matrix

FEBRUARY 26, 2009

offering a white paper or promoting a Webinar) and the larger process of managing the flow of treatments. I’d already noticed that the simplicity-focused vendors ( Marketo , Infusionsoft , OfficeAutoPilot and, as of yesterday, Genius.com ) build their campaigns as a list of steps with no branching flows. (To

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Vtrenz Market2Lead Work Management Marketing Automation Services 120

The Point

JULY 13, 2012

Take lead nurturing : is it strictly essential that every lead nurturing touch include a specific, gated, call to action? As further context, the 4-1-1 Rule that Jon references is a principle intended for Twitter and credited to Tipping Point Labs and Joe Pulizzi of the Content Marketing Institute.

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Lead Nurturing Lead Scoring Lead Ranking Campaigns 100

Customer Experience Matrix

NOVEMBER 19, 2008

So far the original list of Eloqua , Vtrenz , Marketo , Manticore Technology and Market2Lead has proven a good set of choices. The general rule is pretty obvious: pick the vendors that people are most interested in. But although the general rule is obvious, which vendors are most popular is not. How to choose?

Marketing Automation Services 120

Marketing Automation Services Marketing Management Vtrenz Demand Generation Agencies 120

LeanData

APRIL 8, 2015

Solution Includes Account-Based Nurturing for Marketo. experts in lead management solutions, announced that its customer base has increased to over 85 customers, a 400% increase compared to a year ago. Spring Release of the LeanData Account-Based Lead Management Suite. About Marketo. Sunnyvale, Calif.,

Account Based Marketing 40

Account Based Marketing Enterprise Management Work Management Marketing Management 40

LeanData

APRIL 8, 2015

Solution Includes Account-Based Nurturing for Marketo. experts in lead management solutions, announced that its customer base has increased to over 85 customers, a 400% increase compared to a year ago. Spring Release of the LeanData Account-Based Lead Management Suite. About Marketo. Sunnyvale, Calif.,

Account Based Marketing 40

Account Based Marketing Enterprise Management Work Management Marketing Management 40

Adobe Experience Cloud Blog

NOVEMBER 29, 2016

Author: Tanya Chu What do the marketing leads look like? Where are all our leads going? Lead management is a critical piece to effective sales and marketing alignment , and without proper planning and execution, leads cannot move smoothly through the funnel. Undefined Marketing and Sales Handoff.

Sales Management 48

Sales Management Lead Ranking Marketing Qualified Leads Top of Funnel 48

Adobe Experience Cloud Blog

APRIL 25, 2013

“A solid lead scoring approach not only helps to rank prospects against one another, but can smooth the lead flow and serve as the baseline for building a range of business rules that include ownership, role and activities. ” – SiriusDecisions, What’s the Score. The ROI of Behavioral Lead Scoring. Get Stated Fast.

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Lead Scoring Lead Ranking Research Leads 48

ViewPoint

JUNE 7, 2016

Today we will discuss why it’s vital for marketing to develop a training guide for sales so all are on the same page as far as understanding what constitutes a lead in your organization, and what’s the best way to follow up on one. Many sales reps lack insights on the best way to follow up on a lead. Set sales straight—it’s a win win.

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Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

BOP Design

MAY 15, 2018

Many tools, like Marketo and Hubspot , have extensive capabilities. Lead scoring and lead management are two ways that automation can help to streamline the sales and marketing process. Increase Efficiency Not Add Processes. Software solutions should always make our lives easier, and in most cases, they do.

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Marketing Automation Services Work Management Marketing Management Marketing Automation 55

LeanData

MAY 5, 2017

May 5, 2017 – LeanData , the leader in sophisticated lead management, has been named one of the 16 favorite Apps on the Salesforce AppExchange. Traditional Salesforce is pretty limited when it comes to assigning rules,” Henry explained. “It SUNNYVALE, Calif., Learn more at leandatainc.com.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Correlation 40

LeanData

MAY 5, 2017

May 5, 2017 – LeanData , the leader in sophisticated lead management, has been named one of the 16 favorite Apps on the Salesforce AppExchange. Traditional Salesforce is pretty limited when it comes to assigning rules,” Henry explained. “It SUNNYVALE, Calif., Learn more at leandatainc.com.

Enterprise Management 40

Enterprise Management Work Management Marketing Management Correlation 40

NuSpark Consulting

JANUARY 21, 2012

B2B lead generation and lead management is a complicated process that can’t be detailed all in one book. Below are a variety of books that I consider the cream of the crop in b2b marketing and lead management. It’s probably the first book to marry content marketing with lead management strategy.

Demand Generation 100

Demand Generation Lead Generation Demand Generation 100

Customer Experience Matrix

DECEMBER 3, 2008

In fact, Pardot in particular provides advanced capabilities including progressive profiling (automatically changing the questions on forms as customer answer them) and dynamic content (rule-driven selection of content blocks within emails and Web pages). This pricing is low even among SMB demand generation systems.

Demand Generation 120

Demand Generation Enterprise Management Small Business Marketing Pricing 120

Customer Experience Matrix

MARCH 5, 2009

Eloqua Manticore Technology Market2Lead Marketbright Marketo Neolane Silverpop Engage B2B complex 11 8.5 0 events: quantity limits, wait lists, reminders (specialized campaigns to manage online and real-world events) Tailoring Messages to Individuals 0 0 1 0 0 0.5 Here, then, is the final usability matrix. 9 Now what? 0 0 0 0 0.5

Lead Scoring 120

Lead Scoring Lead Ranking Demand Generation Work Management 120

Adobe Experience Cloud Blog

JUNE 1, 2010

Other operational benefits that improve lead management processes include: Customizing lead nurturing based on where each prospect is in the cycle and automatically move prospects between nurturing tracks as they move through the funnel. Adjusting lead scoring rules and sales alerts by stage.

Analytics 48

Analytics Lead Ranking Lead Scoring Marketo 48

Adobe Experience Cloud Blog

MAY 10, 2013

BTW – there is no better company at doing this than Marketo!). Now I am noticing that content marketing is a massive opportunity for these providers as they become expert in the above content marketing tasks; sometimes even add teams of content creators; plus being good at using lead management platforms such as Marketo.

Enterprise Management 48

Enterprise Management Work Management Marketing Management Service 48

Adobe Experience Cloud Blog

DECEMBER 4, 2012

At Marketo, we are always seeking marketing avenues that allow for continuous, real-time engagement with our customers and prospects. By targeting event-specific hashtags and relevant keywords like “B2B” and “ lead management ,” we are where we need to be at prime lead-generating moments.

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Lead Generation Twitter Optimization Lead Scoring 48

Ambal's Amusings

MAY 27, 2010

I call it the Rule of 5. Leading Lights: Marketing and PR Strategist David Meerman Scott – video interview. Blog Modern B2B Marketing Twitter Marketo InboundMarketer. "Simple Content Creates Quality Leads!" Content Marketing Strategy: Simple Content Creates Quality Leads. Maria Pergolino.

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B2B Marketing Content Marketing B2B Planning 100

Adobe Experience Cloud Blog

DECEMBER 10, 2013

So dive into both lead records, determine which has the most pertinent data (i.e., But who wants to sort through a database of thousands (potentially millions) of leads? That’s why your marketing automation platform and CRM should have rules for automatically de-duplicating lead records. Lead Management'

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De-duplication Thought Leadership Marketing Automation Services Contact Marketing 48

Adobe Experience Cloud Blog

AUGUST 21, 2012

Here’s a relatively simple mathematical model for understanding the lead-opportunity-sale math for your company. And for revenue performance management , I recommend reading up on best practices from Marketo and others whose business focuses on revenue-centric marketing. Social lead generation and buying signal mining.

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Work Management Marketing Management Top of Funnel Lead Ranking 48

Adobe Experience Cloud Blog

JUNE 28, 2010

This week I listened to Umberto Milletti and Phil Fernandez, CEOs from Insideview and Marketo, give presentations about their expectations of Marketing. Although these rules left out a lot of things marketers think about, like brand and customer satisfaction, as a marketer, I think that these areas are important.

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InsideView Planning B2B Thought Leadership Forecasting 48

Adobe Experience Cloud Blog

MAY 7, 2010

We’re also making sure everyone who blogs or participates in social media at Marketo has this list so they can do the same. . By focusing on your lead management process, you’ll be able to isolate what is working and what is not, because you’ll see what drives revenue. . Learn more: Lee Odden’s Social media and SEO.

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B2B Marketing B2B Landing Pages Marketo 48