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4 Ways to Optimize the Middle of the Funnel | Lead Management

Adobe Experience Cloud Blog

Here are some aspects you’ll want to understand and agree on: Lead volume helps determine whether your top-of-the-funnel marketing efforts are sufficient to meet sales’ revenue targets. Conversions measure lead movement from stage to stage, showing how marketing is performing throughout the entire sales cycle.

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What is the ROI of Lead Management?

LeadSloth

Earlier this year I downloaded Silverpop’s lead management workbook , and I planned to write about it. Unfortunately, not enough time… Last week I received a copy of Marketo’s Lead Nurturing workbook. Both books show how you can increase sales by nurturing all leads, from inquiry to opportunity.

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First Look at New Marketo Release

Customer Experience Matrix

I’m going to diverge just slightly from my current obsession with usability to talk about a conversation I had today with Marketo President and CEO Phil Fernandez, who previewed the 3.0 Although I actually think that quite a few demand generation vendors share the Marketo philosophy, it’s still helpful to hear the distinction made clearly.

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How B2B Sales Cycles Are Changing

Adobe Experience Cloud Blog

by Carol Fox As Dylan wrote, “The times, they are a-changing,&# and B2B sales cycles are no exception. But regardless of the factors at play, it stands to reason that learning more about what’s happening to sales cycles can help sales and marketing departments figure out how to shorten them.

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An Interview with Jon Miller, Co-Founder of Marketo

ANNUITAS

We recently had the opportunity to connect with Jon Miller, Vice President of Marketing and Co-Founder of Marketo. Jon leads strategy and execution for all aspects of Marketo’s hyper-efficient demand center (powered by Marketo’s solution, of course). How long should it take for sales to follow up on a lead?

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Why Is Marketing Automation Maturity Still Woeful?

The Point

The conclusion: most B2B companies were failing to follow even the most basic lead management best practices, even in areas that one would assume were a primary business case for purchasing marketing automation in the first place. Reduced sales cycle? Lead to sale conversion rates? Pipeline acceleration?

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Top 10 ABM Mistakes

The Point

In the giddy, early days when solutions like Marketo first arrived on the scene, the reigning view was that the technology was all a company needed to solve their lead management and email marketing woes. Failing to get sales sufficiently involved (planning, engagement). These are not impulse purchases.