• WEBBIQUITY  |  TUESDAY, JULY 12, 2016
    [Lead Management, Salesforce.com] The 14 Best Marketing Automation Tools
    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. Sample review: “OpenEMM is first and foremost an email marketing package, with contacts database, subscriber list management, email targeting, and event-triggering.
  • LEAD LIAISON  |  TUESDAY, JULY 5, 2016
    [Lead Management, Salesforce.com] Marketing Automation Software Provider Increases Opportunities for B2C Companies and Educational Institutions with Enhancements to its App on the Salesforce AppExchange, the World’s Leading Enterprise Marketplace
    Lead Liaison announced support for Salesforce Person Accounts as part of its growing offering of integrated sales and marketing solutions. The enhancement deepens  Lead Liaison’s offering around third-party CRM systems , which includes integrations with Salesforce, Base, Zoho CRM, Pipedrive, ConnectWise, and Insightly.
  • ANNUITAS  |  TUESDAY, MARCH 1, 2016
    [Lead Management, Salesforce.com] A Structured Approach to Demand Generation Analytics
    Really we want to know the critical path of content offer and engagement channel dialogue that led to someone becoming a qualified lead, opportunity and/or closed revenue? Elasticity looks at the probability that interacting with a given content offer or engagement channel will lead to a given outcome (e.g., Garbage in; garbage out.
  • AMPLIFINITY  |  THURSDAY, OCTOBER 29, 2015
    [Lead Management, Salesforce.com] Why sales isn’t off the hook for generating referral leads
    Originally published on Salesforce.com. Marketers get it, too, and they’re ready to help sales teams generate more referrals and follow up on the great leads. Referral automation software delivers what marketing promises: qualified leads. percent of companies have created a formal definition of a “qualified lead.”
  • LEANDATA  |  FRIDAY, OCTOBER 9, 2015
    [Lead Management, Salesforce.com] Getting Your Leads to the Correct Place
    Smart B2B salespeople and marketers have embraced this reality: Not every lead matters. When the focus is on targeted accounts instead of a vast sea of leads, companies have a greater chance of impacting their top line. And yet the right leads do matter – the ones inside key accounts that you want to engage. Those are precious.
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 13, 2015
    [Lead Management, Salesforce.com] Optimizing Lead Distribution for Higher Conversion
    Tweet The management of sales leads is critical to generating marketing ROI. Sadly, Sadly, sales leads often land on the scrap heap because marketers throw leads over the wall and then expect salespeople to catch them. I was recently asked by someone how to utilize lead distribution to gain the best results.
  • LEANDATA  |  WEDNESDAY, APRIL 8, 2015
    [Lead Management, Salesforce.com] LeanData Grows Customer Base by 400% and Releases Update to Account-Based Marketing Suite
    experts in lead management solutions, announced that its customer base has increased to over 85 customers, a 400% increase compared to a year ago. Additionally, LeanData announced that the Spring Release of its Account-Based Lead Management Suite for B2B sales and marketing professionals is now available. Download.
  • FEARLESS COMPETITOR  |  FRIDAY, JANUARY 9, 2015
    [Lead Management, Salesforce.com] Jeff Ogden of Find New Customers is one of the Top 50 Marketing Thought Leaders over 50
    Jeff has won many marketing awards, including the SLMA Top 50 Sales Lead Management three years in a row, but not 2014. Filed under: CMO Challenges and Opportunities , Demand Generation Manager , Find New Customers , Florida. Winning this award was a great honor and they gave me this cool image to share with you. It’s fun.
  • LEANDATA  |  MONDAY, DECEMBER 22, 2014
    [Lead Management, Salesforce.com] Why Sales Ignores Your Leads
    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.
  • FEARLESS COMPETITOR  |  TUESDAY, DECEMBER 16, 2014
    [Lead Management, Salesforce.com] Jeff Ogden of Find New Customers is one of the Top 50 Marketing Thought Leaders over 50
    Jeff has won many marketing awards, including the SLMA Top 50 Sales Lead Management three years in a row, but not 2014, I congratulate the winners of this award in 2014, especially Matt Heinz and Steve Gershick, who are good friends of mine. Winning this award was a great honor and they gave me this cool symbol to share. Holy Crap!
  • LEANDATA  |  TUESDAY, NOVEMBER 4, 2014
    [Lead Management, Salesforce.com] LeanData Announces Account-Based Lead Management Suite for B2B Target Account Selling
    experts in lead management software, announced today that its Account Based Lead Management Suite for B2B sales and marketing professionals is now available. Our use of LeanData provides us with a highly efficient method for named account targeting and lead data management.”. Download. View PDF. Sources.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 14, 2014
    [Lead Management, Salesforce.com] Lots of Vendors Can Help You Find Leads on the Web
    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.** Coverage outside the United States • Information returned beyond names and lead scores, such as recommended treatments and social profiles.
  • LEANDATA  |  MONDAY, MAY 19, 2014
    [Lead Management, Salesforce.com] How to Request the Lead2Account View from Sales Ops
    We’re helping dozens of great B2B companies with account-centric lead management. Our customers can immediately see inbound lead activity that matches existing prospects, customers, and active opportunities w/out jumping around different salesforce views. That’s the time that you want to spend calling on accounts. Happy Selling!
  • THE POINT  |  TUESDAY, APRIL 1, 2014
    [Lead Management, Salesforce.com] Why is Inside Sales So Scared of Lead Nurturing?
    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. 3. Wait 2 weeks. 4.
  • LEANDATA  |  TUESDAY, MARCH 25, 2014
    [Lead Management, Salesforce.com] LeanData Announces Series A Funding Led By Shasta Ventures and Felicis Ventures
    startup focused on lead management software announced today that it has secured $5.1 Ravi Mohan, Managing Director at Shasta Ventures, joined the company’s board of directors. LeanData’s solutions simplify lead management by matching leads against existing pipeline and accounts. Download. View PDF. Contact.
  • LEANDATA  |  TUESDAY, MARCH 25, 2014
    [Lead Management, Salesforce.com] Lead Management Software Firm LeanData Secures $5.1M In Funding
    startup vendor specializing in lead management software for  Salesforce.com , has secured $5.1 DemandGen Report: LeanData, Inc. a million in Series A funding.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, FEBRUARY 13, 2014
    [Lead Management, Salesforce.com] Marketing Automation 2014 Industry Overview: What the Surveys Tell Us
    Mintigo’s conclusion across 186,500 B2B companies was that just three percent were using the most common marketing automation systems: Oracle Eloqua , Marketo, HubSpot, and Salesforce.com Pardot. b2b marketing automtion industry overview demand generation lead management software marketing automation 2014 industry forecast marketing softwar
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JANUARY 8, 2014
    [Lead Management, Salesforce.com] 12 Tips for Building and Managing a Bigger Sales Pipeline
    Whether you’re managing sales for a large enterprise organization, or are trying to build business for your own one-man-shop, these tips should help guide your thinking, strategy and action when building and managing a bigger sales pipeline. You need a system to manage lead volume, status, next steps, reminders, etc.
  • MODERN B2B MARKETING  |  TUESDAY, JUNE 4, 2013
    [Lead Management, Salesforce.com] Marketo’s Take on Salesforce.com’s ExactTarget Acquisition
    Author: Phil Fernandez Today, Salesforce.com announced plans to buy ExactTarget. Our comprehensive solution includes great email capabilities, but goes much deeper to include enterprise-class marketing automation, social marketing, marketing financial management, and revenue cycle analytics. Where marketing is going. Customer support.
  • FEARLESS COMPETITOR  |  MONDAY, MAY 20, 2013
    [Lead Management, Salesforce.com] 10 Things Your CEO Needs to Know Now about B2B Demand Generation
    beleaguered salesperson recently reached out to me and said “ I’ve called EVERYONE in our Salesforce.com database and I have zero prospects! This man badly needs the help of a marketing leader well versed in B2B demand generation, who can  create a program to fill sales funnels with warm leads. love salespeople.
  • NUSPARK  |  SATURDAY, APRIL 27, 2013
    [Lead Management, Salesforce.com] How to Set Up a Promoted Tweet Campaign Targeting Keywords
    Lead Generation.  . Keyword target examples: manage contacts, new CRM, Salesforce.com, lead management, sales tools, sales management. Generate leads from your unique landing page.  .  . Below is a video of how it works. click bottom right to enlarge).  .  . Strategy for Advertisers.  . Retail.  .
  • VIEWPOINT  |  TUESDAY, APRIL 2, 2013
    [Lead Management, Salesforce.com] Good Reads for B2B Marketing - Advantages of LinkedIn in B2B Marketing
    One of the best practices I've seen associated with that is making sure that any customer communications come directly from either their account manager or assigned salesperson. Online content in the sales and marketing industries is dynamic and constantly changing. The B2B Marketing Advantage of LinkedIn.
  • FEARLESS COMPETITOR  |  TUESDAY, FEBRUARY 19, 2013
    [Lead Management, Salesforce.com] “All there is in business is (digital) marketing and innovation” – Peter Drucker
    Give Sales a few high quality leads – then they sell them all and everyone is happy. Every company needs to invest in digital marketing and build an awesome B2B demand generation program that delivers those high quality sales leads. Gentle, ongoing lead nurturing to earn trust. Digital Marketing). ?  Peter F.
  • B2B MARKETING INSIDER  |  THURSDAY, JANUARY 24, 2013
    [Lead Management, Salesforce.com] Top 50 B2B Marketing Influencers On Twitter
    Marketingcloud – Marketing Cloud – An extension of SalesForce.com, an integrated way of utilizing SalesForce in the Cloud. B2BLeadBlog – B2B Lead Roundtable – B2B Lead Roundtable (MECLABS) reaches 9,000+ daily LinkedIn Group and Blog on: markting, lead generation, management, nurturing, research, case studies.
  • BIZNOLOGY  |  WEDNESDAY, JANUARY 23, 2013
    [Lead Management, Salesforce.com] New developments in B2B marketing list acquisition
    Internal databases populated from billing systems, lead management systems, and website registration systems.  LevelEleven provides a cloud-based platform where sales managers can create fresh and compelling sales contests within Salesforce.com.  Photo credit: Wikipedia. Let’s look at what’s new in B2B lists these days.
  • MODERN B2B MARKETING  |  THURSDAY, NOVEMBER 15, 2012
    [Lead Management, Salesforce.com] Mega-List of Features in Marketing Automation (That You Won’t Find in CRM)
    salesforce.com, Microsoft Dynamics CRM), so why do I need marketing automation ”? Salesforce recently rebranded their social marketing application as the Marketing Cloud, and their website says you can use their solutions to “optimize campaigns from lead to close, on every channel”. Similarly, Account Management. Business Goal.
  • WEBBIQUITY  |  MONDAY, SEPTEMBER 10, 2012
    [Lead Management, Salesforce.com] The Top #Nifty50 Women in Technology on Twitter for 2012
    Stacey is flat-out awesome: Social Media Manager for Vocus/PRWeb as well as serving her country as a U.S. Active across social networks, Cindy leads Microsoft’s small- to midsized-business sales and marketing efforts as Vice President U.S. Her background includes stints in management consulting and the energy industry.
  • WEBBIQUITY  |  MONDAY, SEPTEMBER 10, 2012
    [Lead Management, Salesforce.com] The Top #Nifty50 Women in Technology on Twitter for 2012
    Stacey is flat-out awesome: Social Media Manager for Vocus/PRWeb as well as serving her country as a U.S. Active across social networks, Cindy leads Microsoft’s small- to midsized-business sales and marketing efforts as Vice President U.S. Her background includes stints in management consulting and the energy industry.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, AUGUST 22, 2012
    [Lead Management, Salesforce.com] 5 Dreamforce Sessions Sales People Must Attend and Why #DF12
    For years, companies have tried, and failed, to implement a closed-loop lead management system. Join us to learn from a leading software company how they achieved this “holy grail” of sales and marketing. The closed-loop lead management system is one of the most elusive business models out there.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, AUGUST 22, 2012
    [Lead Management, Salesforce.com] 5 Dreamforce Sessions Sales People Must Attend and Why #DF12
    For years, companies have tried, and failed, to implement a closed-loop lead management system. Join us to learn from a leading software company how they achieved this “holy grail” of sales and marketing. The closed-loop lead management system is one of the most elusive business models out there.
  • ANNUITAS  |  MONDAY, JUNE 18, 2012
    [Lead Management, Salesforce.com] 9 Things Marketers Need from Marketing Automation Vendors and Consultants – Part 1
    The best vendor event I ever attended was a Salesforce.com road show.  The main attraction was five customers on stage who in their words were there to share “the good, the bad and the ugly of working with Salesforce.com”. Ultimately they came back, but they made Salesforce.com work for it. They are leading buyers astray.
  • ANNUITAS  |  MONDAY, JUNE 18, 2012
    [Lead Management, Salesforce.com] 9 Things Marketers Need from Marketing Automation Vendors and Consultants – Part 1
    The best vendor event I ever attended was a Salesforce.com road show.  The main attraction was five customers on stage who in their words were there to share “the good, the bad and the ugly of working with Salesforce.com”. Ultimately they came back, but they made Salesforce.com work for it. They are leading buyers astray.
  • MODERN B2B MARKETING  |  WEDNESDAY, MAY 23, 2012
    [Lead Management, Salesforce.com] Afternoon Keynotes Energize at Marketo Summit (Live Blog)
    To start the afternoon keynotes we have Lori Wizdo from Forrester presenting on “The Lead to Revenue Management Zeitgeist”. So what does that have to do with Lead to Revenue Management (L2RM) and what is it anyways? Advice: keep rewarding, start to introduce new metrics, lead the cultural shift. Awesome. And soon!
  • HUBSPOT  |  TUESDAY, MARCH 20, 2012
    [Lead Management, Salesforce.com] How HubSpot Rocked 2011: A Year in Review
    HubSpot customers generated an average of 34,000 new leads per day in 2011. million leads in 2011. HubSpot customers saw an average of 32% increase in leads per month in 2011. March 8: HubSpot raises $32 million in funding from Sequoia Capital, Google Ventures, and Salesforce.com. HubSpot Customer Achievements in 2011.
  • HUBSPOT  |  THURSDAY, MARCH 8, 2012
    [Lead Management, Salesforce.com] Why You Need Marketing Analytics, Not Web Analytics
    Marketing analytics, on the other hand, measure business metrics like traffic, leads, and sales, and which events (both on and off your website) influence whether leads become customers. For instance, let's say you did an email send to a segment of your leads. How did an individual lead first come to find your website?
  • HUBSPOT  |  MONDAY, MARCH 5, 2012
    [Lead Management, Salesforce.com] 6 Tactics for Turning Trade Show Interactions Into On-Site Sales
    For example, HubSpot's elevator pitch may go along the lines of: HubSpot is all-in-one marketing software that helps businesses of all sizes increase the number of visitors to their website and convert more of those visitors into leads and customers. Making sure content leads to a sale is your next step. Photo Credit: AIGA Indy.
  • MODERN B2B MARKETING  |  FRIDAY, FEBRUARY 3, 2012
    [Lead Management, Salesforce.com] Four Signs That You May Need Marketing Automation Help
    Are the SLAs associated with lead handoffs being adhered to? services consultant can look at your lead generation, lead management, lead scoring, and lead nurturing processes and show you where you can fine-tune your systems based on best practices. Along the way it can get frustrating.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JANUARY 4, 2012
    [Lead Management, Salesforce.com] CallidusCloud Buys LeadFormix Marketing Automation for $9 Million Cash
    LeadFormix combines its behavior analysis with anonymous visitor identification (inferring their company from the IP address), access to external prospect lists and enhancement data, and collaboration with partners and affiliates to share lead access. The price is surprisingly low for an established marketing automation vendor.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, NOVEMBER 25, 2011
    [Lead Management, Salesforce.com] The Two-Step for Sales Enablement
    Obviously, trying to drive sales reps in the field to a document management portal they don’t use to obtain the materials they need isn’t a winning strategy. Fact: We use Salesforce.com as our CRM, including the Chatter application. Fact: We use Sharepoint as our internal document management portal.
  • MODERN B2B MARKETING  |  MONDAY, OCTOBER 3, 2011
    [Lead Management, Salesforce.com] Lead Nurturing, Lead Scoring and the World Cup
    They were looking for four things: Ability to target limited telemarketing (BDRs) to call the right person. A way to leverage global marketing campaigns and a faster, easier way to create and change landing pages and capture leads. Target profiling and lead scoring. Nurturing for those leads that are not yet ready to buy or were stuck.
  • THE ROI GUY  |  THURSDAY, SEPTEMBER 15, 2011
    [Lead Management, Salesforce.com] Can the user information captured with the Alinean-powered marketing tools be shared with CRM / marketing automation solutions?
    Yes, we have an Interactive Content Connector service that supports seamless integration with CRM and lead management / marketing automation solutions such as salesforce.com, Marketo, Eloqua, SilverPop and more. The integration can be used in multiple ways to help streamline user interaction, capture and enrich leads.
  • ANNUITAS  |  FRIDAY, SEPTEMBER 9, 2011
    [Lead Management, Salesforce.com] A B2B Perspective of Dreamforce
    In case you missed it (insert wink and a smile here), last week was Salesforce.com’s user conference, Dreamforce , arguably one of the largest events in the industry, if not the most entertaining.  I mean, who doesn’t like Will.i.am, Cake (thank you to Silverpop ), Metallica and more parties that one can possibly handle.
  • THE POINT  |  TUESDAY, SEPTEMBER 6, 2011
    [Lead Management, Salesforce.com] Segmentation, Social Media Drive Lead Nurturing Success for iDirect
    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.
  • MODERN B2B MARKETING  |  WEDNESDAY, AUGUST 31, 2011
    [Lead Management, Salesforce.com] Drinking Our Own Champagne: How Marketo Uses its Event Marketing Software at Dreamforce
    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. Through its use, we are able to automate and simplify the event process, which drives higher attendance and ultimately converts more Dreamforce leads to actual sales.
  • FEARLESS COMPETITOR  |  THURSDAY, JULY 14, 2011
    [Lead Management, Salesforce.com] Why do some companies prosper – despite a terrible economy?
    Salesforce.com. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. He presented “How to Build an Awesome Personal Brand&# at the 140 Social Media Conference and appeared to discuss B2B lead generation on Sales Lead Management Radio. “U.S. Journal.
  • VIEWPOINT  |  MONDAY, JULY 11, 2011
    [Lead Management, Salesforce.com] Beyond Financials: VC & IPO Due Diligence on Sales & Marketing Metrics
    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. Sales and marketing activity. Target market challenges.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JUNE 27, 2011
    [Lead Management, Salesforce.com] [Cartoon] The Leads Are With Sales
    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. by Michael Martin | Tweet this It was hard work and long hours , but Ellber finally got his email campaigns out. Facebook.
  • FEARLESS COMPETITOR  |  FRIDAY, JUNE 17, 2011
    [Lead Management, Salesforce.com] Laugh and Learn featuring @fearlesscomp – Episode 30 – Nothin’ But The App
    B2B Lead Generation | Laugh and Learn Episode 30. The company here, Vertical Response , could have used dry and boring specs for their integration with Salesforce.com. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. They could have hosted a webinar.
  • NUSPARK  |  SATURDAY, MAY 28, 2011
    [Lead Management, Salesforce.com] An Email to Bob in Sales: Thanks for aligning with us in Marketing
    Your definitions of quality leads differed from ours. We weren’t on the same page when it came to target marketing and reaching your desired sales-ready leads. You guys spent too much time with those “tire-kicker” leads which wasted much of your team’s time.  You guys only knew the basics of Salesforce.com. Regards, Paul.
  • NUSPARK  |  SATURDAY, MAY 28, 2011
    [Lead Management, Salesforce.com] An Email to Bob in Sales: Thanks for aligning with us in Marketing
    Your definitions of quality leads differed from ours. We weren’t on the same page when it came to target marketing and reaching your desired sales-ready leads. You guys spent too much time with those “tire-kicker” leads which wasted much of your team’s time.  You guys only knew the basics of Salesforce.com. Regards, Paul.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, MAY 18, 2011
    [Lead Management, Salesforce.com] DemandCon: Why Storytelling Drives Demand Generation [Video]
    As an example of this, Ernst pointed to Salesforce.com. Demand Generation B2B b2b marketing Content Marketing crm DemandCon Forrester Research Jeff Ernst lead management Lead Nurturing Salesforce salesforce.com stories storytelling TEDby Jesse Noyes | Tweet this. People don’t buy into your product. Share email.
  • MODERN B2B MARKETING  |  SUNDAY, MAY 1, 2011
    [Lead Management, Salesforce.com] 5 Strategies that Fuel the Sales and Marketing Machine
    Marketo’s own lead management process – and sales and marketing philosophy – is driven by the same technology that we sell, a lead management , sales insight and revenue analytics platform. These, coupled with Salesforce.com, build the core toolset we use to generate new business at our company.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  FRIDAY, APRIL 29, 2011
    [Lead Management, Salesforce.com] 8 Big Ideas to Drive B2B Buzz
    Salesforce.com shocked the B2B world by bookending the Superbowl halftime show with television ads , an unconventional move for an enterprise SaaS company. 37signals makes project management feel like an iPhone app (come to think of it, the company actually offers a Web app).  B2B is a unique beast.  What do you think?
  • MODERN B2B MARKETING  |  SUNDAY, APRIL 24, 2011
    [Lead Management, Salesforce.com] Top 5 Lead Source Best Practices
    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.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, APRIL 18, 2011
    [Lead Management, Salesforce.com] Marketing Goes To Washington: How One Think-Tank Gets The Message Out
    The nonprofit monitors how donors, from individuals to foundations, are interacting with them on online. “We are able to identify audiences not only by what issues they may have expressed an interest in,” Brian pointed out, “but also through a lead scoring analysis that adds interest based on actual online behavior.”. But a think tank?
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, APRIL 8, 2011
    [Lead Management, Salesforce.com] Revenue Performance Management to Marketing Automation: What Facebook was to MySpace?
    Lauren Carlson , of Software Advice , is one of the rising stars in the constellation of CRM, marketing automation and, now, Revenue Performance Management industries. You came out of seemingly nowhere to become one of the most listened-to voices in CRM, marketing automation, and now Revenue Performance Management. That’s critical.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, MARCH 8, 2011
    [Lead Management, Salesforce.com] Going Big on Small: Joe Payne on HubSpot’s $32M Round
    The pattern of conversations will look something like this: First there will be a burst of emotion (observers will shout congratulations from the rooftops and laud HubSpot for attracting Google Ventures and Salesforce.com as investors).  Follow the money and it will lead you directly to our industry.  by Joe Payne | Tweet this. Reddit.
  • PAUL GILLIN  |  TUESDAY, FEBRUARY 22, 2011
    [Lead Management, Salesforce.com] Organizing the Chaos of Social CRM
    Salesforce.com probably comes the closest, Neal argues, but even Salesforce doesn’t have all the pieces in place. Unfortunately, many companies simply use CRM as a fancy lead management tool. Software Advice has posted a grid that presents a new way of looking at the social CRM market. They’re asking for input.
  • THE EFFECTIVE MARKETER  |  WEDNESDAY, FEBRUARY 16, 2011
    [Lead Management, Salesforce.com] Marketing Automation Catching On Fire
    That points to the evolving nature of the market, and the key functions of lead nurturing, scoring, and automated triggers becoming part of email marketing and other marketing solutions. Interesting to note that the majority of the players only came to existence not even 5 years ago. This nascent industry still has lots of growth to do.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, NOVEMBER 29, 2010
    [Lead Management, Salesforce.com] Treehouse Interactive Refines Its Features and Targets Larger Firms
    It added Marketing View marketing automation in 1999 and Reseller View partner management after that. Its marketing automation system offers the usual range of functions: email, Web analytics, landing pages, multi-step campaigns, lead scoring, CRM integration, ROI reporting. download and document management. Here's an update.
  • DELICIOUS B2BMARKETING  |  THURSDAY, NOVEMBER 4, 2010
    [Lead Management, Salesforce.com] 2 Mistakes that Cause Content Syndication to Fail
    However, when we introduce the topic to potential clients we very often hear comments such as: “We tried it, but it didn’t work for us.” “We had real problems with lead quality.” “We couldn’t reach half the contacts.” The common thread amongst these complaints is lack of 1) sales satisfaction and 2) lead quality.
  • MODERN B2B MARKETING  |  TUESDAY, NOVEMBER 2, 2010
    [Lead Management, Salesforce.com] Optimizing Trial Conversion Rates With Lead Nurturing
    We are excited to have Jep Castelein of popular lead management and marketing automation blog, Lead Sloth , contribute a guest blog post. Read below to find out the best ways to optimize your conversion rates using lead nurturing: A lot of early adopters of Marketing Automation systems are in the technology industry.
  • SMASHMOUTH MARKETING  |  TUESDAY, NOVEMBER 2, 2010
    [Lead Management, Salesforce.com] Election Day: SLMA's 50 Most Influential People in Sales Lead Management
    The Sales Lead Management Association has opened up voting for the 50 Most Influential People in Sales Lead Management. I'm on the list, so if I've earned your respect in the world of demand gen and lead generation, I'd love your vote. If you don't see the name of your favorite Lead Gen Experts, drop us a comment
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, OCTOBER 19, 2010
    [Lead Management, Salesforce.com] Alsa Marketing Adds Multi-Language Capabilities to Low-Cost Marketing Automation
    Of the three classic competitive strategies – low price, great service and innovative products – there are plenty of low price options and leading vendors work aggressively to help their clients succeed. Tags: marketing automation multi-language marketing lead management demand generation Alsa has some other unusual features.
  • THE ROI GUY  |  WEDNESDAY, OCTOBER 13, 2010
    [Lead Management, Salesforce.com] Alinean Launches Interactive White Papers
    Overcomes Marketing Information Overload, Transforming Traditional White Papers into Dynamic, Personalized Engagement Tools Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today launched a new demand generation tool for B2B marketers – Alinean Interactive White Papers.
  • TOM PISELLO  |  WEDNESDAY, OCTOBER 13, 2010
    [Lead Management, Salesforce.com] Tom Pisello: The ROI Guy: Alinean Launches Interactive White Papers
    151948843902083664 ) • Using Desktop Virtualization to Drive Cost Savings and Improve Manageability ( https://roianalyst.alinean.com/ziffdavis/AutoLogin.do?d=614181278944749031 Measure to Manage - Driving Sales Enablement Succe. The Alinean Interactive White Paper solution starts at $1,500 per month. Do White Papers Still Engage?
  • B2B MARKETING ZONE POSTS  |  WEDNESDAY, SEPTEMBER 8, 2010
    [Lead Management, Salesforce.com] Top 37 B2B Marketing Posts and Hot Topics August 2010
    Nurture The Leads In Your Sales Funnel – On Social Media - Lead Views , August 27, 2010 Today, in most B2B companies, the marketing departments engage in Lead nurturing programs. Lead nurturing in fact becomes an integral part of the Lead Management process for those companies which use Marketing Automation solutions.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, SEPTEMBER 7, 2010
    [Lead Management, Salesforce.com] True Influence's LeadPAC Offers Pay-Per-Click Email. Think About It.
    It’s a major improvement over traditional lead generation. I can’t recall a vendor with the same business model as LeadPAC from marketing automation vendor True Influence. But here's the new part: users only pay for responses. I’ve seen marketing agencies and direct response media that work on a cost-per-lead basis. Nothing new there.
  • MODERN B2B MARKETING  |  TUESDAY, AUGUST 31, 2010
    [Lead Management, Salesforce.com] Lessons from the CSO Insights 2010 Lead Generation Optimization Study
    The CSO Insights 2010 Lead Generation Optimization Study identifies some of the best practices that companies are focusing on to optimize their lead generation performance. And a key part of delivering sales and marketing ROI is the ability to track the dispositions of all sales leads via a CRM system. With Measure Campaign ROI.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, AUGUST 18, 2010
    [Lead Management, Salesforce.com] LeadForce1 Adds Mind Reading to Marketing Automation
    It combines this with standard B2B marketing automation features to provide better-qualified leads to sales people. The company’s product touches the standard marketing automation bases: outbound email, landing pages and forms, lead nurturing, scoring and integration with Salesforce.com. Such is my take on LeadForce1.
  • MODERN B2B MARKETING  |  THURSDAY, AUGUST 12, 2010
    [Lead Management, Salesforce.com] The Salesforce.com AppExchange – A Time Saving Resource for Marketers
    This can be time consuming and may lead to many dead ends.  Other marketers take time to do product trials which saves them from selecting the wrong solution, but again, this process may be time consuming. . I had accepted this as part of the job of being a marketer, until I started using the Salesforce.com AppExchange. 
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 12, 2010
    [Lead Management, Salesforce.com] Genius.com Offers Free Edition: How Much Does It Lower True Cost of Entry?
    The key term here is “instant-on”, which Genius defines to mean “instantly integrated website tracking, email marketing and social media campaign tracking” along with fully automated integration with Salesforce.com, including custom objects. That is, it captures and tracks leads but doesn’t do sophisticated lead nurturing.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JULY 28, 2010
    [Lead Management, Salesforce.com] Manticore Technology Sees Expertise as Key to Success as a Demand Generation Vendor
    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. Nor will it expand into marketing resource management features for planning and budgeting.
  • MODERN B2B MARKETING  |  SUNDAY, JULY 25, 2010
    [Lead Management, Salesforce.com] Salesforce.com Certification: it’s for Marketers, too!
    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.  Some marketers work with their administrators to create fields which allow for better data capture or segmentation, while others are responsible to manage this all on their own. 
  • THE POINT  |  THURSDAY, JULY 15, 2010
    [Lead Management, Salesforce.com] Getting the Most from Salesforce.com: A Conversation with David Taber
    Salesforce.com is a dominant player in the CRM category and an integral part of many companies’ lead management, database marketing, and demand generation programs. Actually, it’s much easier for Marketing and lead cultivation people to get instant value out of Salesforce.com (SFDC) than it is for reps.
  • LEADSLOTH  |  MONDAY, JULY 12, 2010
    [Lead Management, Salesforce.com] Hubspot Review
    Both groups will use HubSpot to generate more inbound leads, but they have vastly different requirements. Their website management system (CMS) is fairly basic, but it includes everything you need: the pages are search engine optimized from the start, it includes a blog and registration forms, and there are social media integrations.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JUNE 30, 2010
    [Lead Management, Salesforce.com] LoopFuse Offers Free Marketing Automation System: Another Step Towards Industry Consolidation
    Salesforce.com easily dominates despite the presence of surprisingly capable free products like ZohoCRM and FreeCRM. Marketo now calls itself a “the revenue cycle management company”, giving equal public weight to lead management, sales insight and analytics. LoopFuse knows that, of course.
  • EVERYTHING TECHNOLOGY MARKETING  |  FRIDAY, JUNE 18, 2010
    [Lead Management, Salesforce.com] Is the In-House B2B Marketing Department Going Away?
    We sure see this trend in the marketing automation platforms we use on a daily basis – webcasts, email campaigns, lead management, and many more. My last post triggered a heated debate (mostly in the LinkedIn B2B Technology Marketing Community ) about the dramatic changes we see in the B2B marketing function. What do you see happening?
  • B2B IDEAS @ WORK  |  WEDNESDAY, MAY 26, 2010
    [Lead Management, Salesforce.com] Marketing Automation for the Inbound Challenged-Part 4: Vendors II
    Market Bright Market Bright enables companies to execute campaigns on their own, with automated lead scoring and closed-loop marketing analytics. Market Bright also provides full document storage and asset management. Lead scoring is based on keyword search, regions and partner preferences.
  • B2B LEAD BLOG   |  TUESDAY, MAY 18, 2010
    [Lead Management, Salesforce.com] 5 Steps To Creating A Lead Gen Machine & The Predictable Revenue That CEOs Love
    think most realize quality leads are what sales wants (and the ones that will close) but the quantity of leads always seems to be top of mind with CEO’s which force marketers switch focus and bring in lots of leads instead of quality leads. How to ensure sales follows up on every lead. Tweet. What happens next?
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, MAY 6, 2010
    [Lead Management, Salesforce.com] Genoo Offers Web Marketing for Small Business
    Demand generation features are adequate, if a bit rudimentary, and are supplemented by social marketing capabilities that do an above-average job of integrating social activities with traditional lead data. Commenters are automatically entered as leads into the Genoo database. RSS subscribers can also be automatically added as leads.
  • CUSTOMER EXPERIENCE MATRIX   |  SUNDAY, JANUARY 31, 2010
    [Lead Management, Salesforce.com] Aprimo Marketing Studio Supports Sophisticated Business Marketers
    Small digression: most business marketing systems are designed around data from a sales automation system such as Salesforce.com. The system then draws on Aprimo’s heritage in marketing management to add detailed cost tracking, project management, asset workflow including annotation and commenting on PDFs, and a flexible campaign calendar.
  • THE POINT  |  THURSDAY, NOVEMBER 5, 2009
    [Lead Management, Salesforce.com] Take a Sales Guy to Lunch: Bridging the Sales & Marketing Divide
    It’s no secret that I am a fervent evangelist for marketing automation, and at our agency we see the real-life benefits every day in the form of clients generating higher conversion rates, more qualified leads, and shorter sales cycles. Sales management and executives, however, are focused on hitting monthly and quarterly targets.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, SEPTEMBER 1, 2009
    [Lead Management, Salesforce.com] Net-Results Simplifies Demand Generation for Small Business
    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. Each lead is assigned to the first "child" action whose entry conditions it meets.
  • DELICIOUS B2BMARKETING  |  FRIDAY, JULY 31, 2009
    [Lead Management, Salesforce.com] B2B Lead Management Market Heats Up
    Home Forrester Research « Getting Up Close and Personal | Main | Social Technographics Data Now Available » March 20, 2008 B2B Lead Management Market Heats Up [Posted by Laura Ramos ] Since the start of this year, I’ve been receiving a boatload of briefing requests from companies wanting to show me their lead generation and management solutions.
  • DELICIOUS B2BMARKETING  |  FRIDAY, JULY 31, 2009
    [Lead Management, Salesforce.com] Demandbase: A New Twist In The Lead Management Automation Market
    As part of a broader lead generation, on-demand platform, Demandbase offers a free, downloadable Web application built on Adobe AIR (one of 3 investors in an $8M round they also announced.) The lead management automation market, about which I blogged previously , continues to attract new players at a rapid rate.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, JULY 30, 2009
    [Lead Management, Salesforce.com] Hubspot Offers Small Business Marketers a Big Bundle of Features
    Summary: Hubspot offers a bundle of Web traffic generation and lead management features in one low-cost package. The current version also hosts landing pages and Web sites, manages a lead database with profiles and Web activity history, generates lead scores, sends alerts to sales people, and synchronizes data with Salesforce.com.
  • MODERN B2B MARKETING  |  THURSDAY, JULY 30, 2009
    [Lead Management, Salesforce.com] Salesforce.com Best Practices: Thought Leadership with David Taber, Author of Salesforce.com Secrets of Success
    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.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, JULY 21, 2009
    [Lead Management, Salesforce.com] Jesubi Doubles Sales Prospecting Efficiency
    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. Automated synchronization is available for Salesforce.com using their standard APIs.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, JULY 20, 2009
    [Lead Management, Salesforce.com] Active Conversion Offers Strong Lead Management and Leaves Out the Rest
    Summary: Active Conversion helps marketing and sales departments make the best use of leads they’ve generated outside the system. These functions, plus supporting features for database management, content management, sales system synchronization, and reporting, form a basic template for measuring demand generation software.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, JULY 17, 2009
    [Lead Management, Salesforce.com] Right On Interactive's 5Buckets Simplifies Multi-Channel Messaging
    Summary: Right On Interactive's 5Buckets connects lists from external customer management systems with many types of output vendors (email, print, fax, text message, automated voice). Existing integrations are available for Salesforce.com, Exact Target , Avectra netForum (association membership), and RealPage (property management).
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JULY 8, 2009
    [Lead Management, Salesforce.com] Demand Generation Vendor Traffic Rankings
    Judging from the press releases on their Web site, this may be due to a new release last October that added Salesforce.com integration. The only vendor with a really major drop in ranking was Lead Genesys , another long-time industry participant. Pardot and (perhaps) Genius.com look particularly strong. You can see that post here.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JUNE 17, 2009
    [Lead Management, Salesforce.com] Marqui Combines Content Management and Demand Generation
    Summary: Marqui started as a Web content management system and then added basic demand generation. But that date is a bit misleading because the company’s original product was a Web content management system (CMS). Today, content management and campaign management can be purchased separately although they are tightly integrated.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, JUNE 9, 2009
    [Lead Management, Salesforce.com] Marketo Sales Insight Expands Salesforce Access to Marketing Data
    Marketo today officially launched “Sales Insight”, an application that makes prospect activity history directly available to sales people from within Salesforce.com. I had a personal demonstration last week (are you impressed?), but there’s an online demo that seems to cover pretty much the whole product. three Web site visits in two days).
  • ACQUIRING MINDS  |  TUESDAY, MAY 19, 2009
    [Lead Management, Salesforce.com] Network Solutions levers Sales 2.0 for a 360 degree customer view
    spoke with Travis prior to his appearance on a panel discussing 'Sales Lead Management 2.0' at the Sales 2.0 wiki has been created with Salesforce.com, Network Solutions' sales CRM system, that helps reps find answers to their questions. Online contract management software For more on Travis' panel at the Sales 2.0
  • LEADSLOTH  |  WEDNESDAY, APRIL 15, 2009
    [Lead Management, Salesforce.com] Review of FormAssembly Form Builder
    On this blog I primarily write about integrated Lead Management systems , rather than small tools. However, in a previous post I wrote about a project in which I’m replacing a full-blown Marketing Automation system with tools that add on to Salesforce.com. Salesforce.com integration complexity. Advanced Features.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, APRIL 14, 2009
    [Lead Management, Salesforce.com] LeadLife Mixes Advanced and Simple Features
    It offers many features that appeal to large marketing departments: fine-grained user rights management, rule-based content selection, multiple scores per lead, central processes to score leads and transfer them to sales, APIs to integrate with external Web forms, campaign cost tracking, detailed ROI reporting, and project management with tasks.
  • CUSTOMER EXPERIENCE MATRIX   |  SUNDAY, APRIL 5, 2009
    [Lead Management, Salesforce.com] True Influence Opens a Window into Future Demand Generation
    This leads to more variety as vendors experiment with different approaches to a now-defined problem. But he also decided that marketers want Webinar integration, digital asset management, APIs to capture data from external Web forms, and a dedicated IP address for email. Demand generation systems are in that second stage.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, APRIL 1, 2009
    [Lead Management, Salesforce.com] DemandBase Creeps Up the Value Chain
    It can also import a client’s list of target accounts from Salesforce.com and issuing alerts when those companies visit. DemandBase said they hadn’t made a formal study of the quality of those leads, but felt confident they were more than worth the cost. But they don’t intend to become a lead management system.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, MARCH 30, 2009
    [Lead Management, Salesforce.com] OfficeAutoPilot: Simple, Powerful, Low Cost Demand Generation for Small Business
    The latest version actually offers integration with Salesforce.com as well, making the system more suitable for larger organizations. Leads can enter a sequence when they fill out a Web form, are manually added by the user, or trigger the conditions specified in a “global rule”. Users can add new fields to the lead profiles as needed.
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