Trending Sources

Marketo’s Take on Salesforce.com’s ExactTarget Acquisition

Modern B2B Marketing

Author: Phil Fernandez Today, Salesforce.com 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 salesforce.com customers also choose Marketo as their marketing automation platform. Where marketing is going.

Marketing Automation 2014 Industry Overview: What the Surveys Tell Us

Customer Experience Matrix

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. Similarly, the Pepper Global data’s low ratings for lead activity tracking, lead capture, and Website visitor tracking reflect that marketers have systems in place for those.

Why is Inside Sales So Scared of Lead Nurturing?

The Point

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. Whatever the motivation, any “push back” from Inside Sales to marketing automation and automated lead nurturing/qualification is misplaced.

DemandCon: Why Storytelling Drives Demand Generation [Video]

It's All About Revenue

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. Jeff Ernst would like you to know that people don’t give a hoot about your product. More storytelling.

ActiveConversion Review - SMB Lead Management

LeadSloth

Lead Scoring. Lead scoring works for both anonymous and known visitors: for anonymous visitors the triggers for increasing the lead score are somewhat limited, essentially page views and return visits. Lead scoring configuration. It can also integrate with Salesforce Web-to-Lead forms. Salesforce.com integration. From Web Analytics to Demand Generation.

5 Dreamforce Sessions Sales People Must Attend and Why #DF12

Sales Intelligence View

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. Tuesday;  11:00 a.m. – 12:00 p.m.

Lead Management Software Firm LeanData Secures $5.1M In Funding

LeanData

startup vendor specializing in lead management software for  Salesforce.com , has secured $5.1 DemandGen Report: LeanData, Inc. a million in Series A funding.

Top 5 Lead Source Best Practices

Modern B2B Marketing

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.

Active Conversion Offers Strong Lead Management and Leaves Out the Rest

Customer Experience Matrix

Summary: Active Conversion helps marketing and sales departments make the best use of leads they’ve generated outside the system. The classic demand generation cycle starts with an outbound email campaign, captures replies on a landing page, scores the responses, and then sends qualified leads to a sales automation system and keeps the others for more nurturing. These functions, plus supporting features for database management, content management, sales system synchronization, and reporting, form a basic template for measuring demand generation software.

Going Big on Small: Joe Payne on HubSpot’s $32M Round

It's All About Revenue

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).  It means interest in the established marketing automation and emerging Revenue Performance Management sectors continues to swell. Follow the money and it will lead you directly to our industry.  It’s been less than 10 months since I first blogged about a major development in the lead management industry.  IBM bought Unica. 

Election Day: SLMA's 50 Most Influential People in Sales Lead Management

Smashmouth Marketing

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. Karen Sheehey - interlinkONE Gary Skidmore - Harte Hanks Jeff Solomon - Leads360 Paul Staelin - Birst Jim Steele - salesforce.com Drew Stevens – Drew Stevens Ruth P. If you don't see the name of your favorite Lead Gen Experts, drop us a comment So choose wisely. Here is the list.

Marketo Releases Marketo Lead Management 3.0

WebMarketCentral

Marketing automation software vendor Marketo today announced the launch of its Marketo Lead Management 3.0 additional profile is requested as a prospect moves through an interactive process); Native integration with Salesforce.com ; Web visitor profiling; and Automated duplicate lead removal. tags: marketing automation software, Marketo Lead Management 3.0,

CallidusCloud Buys LeadFormix Marketing Automation for $9 Million Cash

Customer Experience Matrix

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. Callidus isn’t a sales automation system like Salesforce.com , but it does provide a range of other systems that help sales departments. These include products for hiring, training, collaboration, content distribution, proposals, incentives, quota management, and analysis. This is why Callidus is a good buyer.

B2B Lead Management Market Heats Up

delicious b2bmarketing

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. Most recently, Marketo just announced their lead management solution. There are four primary buckets of technology solutions aimed at solving the “how do I make lead generation activities more effective?”

Salesforce.com Best Practices: Thought Leadership with David Taber, Author of Salesforce.com Secrets of Success

Modern B2B Marketing

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. Q: David, why did you write this book? These showed up as wild sales forecasts, leads being dropped, crummy conversion rates, and very poor visibility.  The knee-jerk reaction is to measure marketing based on lead flow.

Optimizing Lead Distribution for Higher Conversion

B2B Lead Generation Blog

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. So do you invest your hard-won leads on your top performers, or do you try to help your weaker salespeople? Many of you reading this post do not have a choice of who you distribute leads to. The key is to match readiness of the lead (i.e.,

Marketing Goes To Washington: How One Think-Tank Gets The Message Out

It's All About Revenue

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.”. by Jesse Noyes | Tweet this. But a think tank? Probably not. Share email.

Segmentation, Social Media Drive Lead Nurturing Success for iDirect

The Point

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.

B2B Lead Generation Blog: Sales Leads Via RSS via Salesforce.com

B2B Lead Generation Blog

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Woods is VP of Enterprise Solutions for NewsGator.com , a leading news aggregator.

LeanData Announces Account-Based Lead Management Suite for B2B Target Account Selling

LeanData

experts in lead management software, announced today that its Account Based Lead Management Suite for B2B sales and marketing professionals is now available. LeanData’s solution includes proper setup of your CRM system and software suite for managing leads and accounts, which supports account based marketing and target account selling initiatives. Our use of LeanData provides us with a highly efficient method for named account targeting and lead data management.”. LeanData on the Salesforce.com AppExchange. Download. View PDF.

The Salesforce.com AppExchange – A Time Saving Resource for Marketers

Modern B2B Marketing

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.  Plus, over 70 of them are free. . Reviews by other marketers.

Demandbase: A New Twist In The Lead Management Automation Market

delicious b2bmarketing

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. The lead management automation market, about which I blogged previously , continues to attract new players at a rapid rate.

[Cartoon] The Leads Are With Sales

It's All About Revenue

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. In fact, they achieved a 40% increase in lead follow up by focusing sales on highly qualified leads - ultimately driving a 34% growth in revenue over the last two years. Polycom

How to Set Up a Promoted Tweet Campaign Targeting Keywords

NuSpark

Lead Generation.  . Keyword target examples: manage contacts, new CRM, Salesforce.com, lead management, sales tools, sales management. Generate leads from your unique landing page.  .  . Keep in mind, pricing is based on “pay-per-engagement” meaning a click, or a retweet, or the action of gaining a follower will charge your account.  . Retail.  .

A Structured Approach to Demand Generation Analytics

ANNUITAS

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., Big Data propaganda is rampant these days. Garbage in; garbage out.

9 Things Marketers Need from Marketing Automation Vendors and Consultants – Part 1

ANNUITAS

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. What this means is that marketing automation will automate whatever process or system exists in an organization.  If a company’s lead management process is broken, the automation will simply automate the broken process. They are leading buyers astray.

Marketo Sales Insight Expands Salesforce Access to Marketing Data

Customer Experience Matrix

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. But, then again, how many salespeople really want to do that? - a “lead feed” feature that can send “interesting moment” alerts via RSS, SMS, email, iPhone and other mobile devices. An average Salesforce.com seat is around $100 per month these days.

12 Tips for Building and Managing a Bigger Sales Pipeline

Sales Prospecting Perspectives

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. The majority of your leads may be qualified, but they’re not ready to be worked into an active buying cycle. for you. You simply execute.

Build 125

Sales Lead Management: Thought Leadership with Aaron Ross

Modern B2B Marketing

The next interview in the B2B Marketing thought leader interview series is with Aaron Ross, formerly with salesforce.com and founder of PebbleStorm:CEOFlow. Getting into lead generation was an accident. Back in 1999-2001, I was CEO of an internet company. I had more ego than understanding about lead generation and professional selling. After that experience, I decided I needed to learn how to build and manage a killer sales organization. So, I started literally at the bottom, responding to inbound website and 800# leads. Invest in sales lead generation.

New developments in B2B marketing list acquisition

Biznology

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. Conferences and trade shows, like Dreamforce.

Revenue Performance Management to Marketing Automation: What Facebook was to MySpace?

It's All About Revenue

Lauren Carlson , of Software Advice , is one of the rising stars in the constellation of CRM, marketing automation and, now, Revenue Performance Management industries. Enter: Revenue Performance Management: The Next Great Enterprise Acronym , a post that she wrote which has everyone in the industry buzzing.  It’s with this post in mind that we invited Lauren to be interviewed on our blog. You came out of seemingly nowhere to become one of the most listened-to voices in CRM, marketing automation, and now Revenue Performance Management. by Joe Chernov | Tweet this. Facebook.

Good Reads for B2B Marketing - Advantages of LinkedIn in B2B Marketing

ViewPoint

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. For B2B Marketing, Email Should be Personalized and Targeted.

Organizing the Chaos of Social CRM

Paul Gillin

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. previously expressed my opinions about the whole concept of social CRM.

CRM 40

The 14 Best Marketing Automation Tools

Webbiquity

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. An enterprise-grade marketing automation and analytics platform with solutions for lead management, email marketing, consumer marketing, customer base marketing, and mobile marketing. Google Review Count: 93,900.

SMB 24

Lead Nurturing, Lead Scoring and the World Cup

Modern B2B Marketing

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 Final Score: >700 emails campaigns.

Should Demand Generation and Sales Automation Be Separate Systems?

Customer Experience Matrix

recently on the idea that the boundaries between marketing and sales are breaking down because leads now interact with both departments throughout the purchase cycle. This is clearly inevitable: if nothing else, leads still visit your Web site (controlled by marketing) even after they are “turned over” to sales. More fundamentally, the very idea of a lead being “turned over” is now obsolete: today the buyers are in control; neither department ever owns them in the first place. I’ve been focusing (obsessing?) Yes, sales could duplicate those systems for itself.

CRM 2

Salesforce.com Certification: it’s for Marketers, too!

Modern B2B Marketing

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. 

Why sales isn’t off the hook for generating referral leads

Amplifinity

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. It saves salespeople time and connects them with referred prospects—the only type of sales leads with a 50-percent close rate.

10 Things Your CEO Needs to Know Now about B2B Demand Generation

Fearless Competitor

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. Sales lead generation is hard work done over time that delivers results.

LeanData Grows Customer Base by 400% and Releases Update to Account-Based Marketing Suite

LeanData

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. The combination of Marketo with LeanData allows our customers to take a whole new approach to lead nurturing and drip campaigns by segmenting by account details such as sales stage, account owner, customer status, products owned, or other account demographics.