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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.

The Two-Step for Sales Enablement

It's All About Revenue

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. The content I developed was already organized and sitting in our document management portal – I just had to use the right sales enablement tools to get them there. After all, great content produces little results if sales doesn’t know of its existence.

ActiveConversion Review - SMB Lead Management


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.

CRM 24

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.

Getting the Most from Salesforce.com: A Conversation with David Taber

The Point

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. To learn how we marketing types can get more from Salesforce.com, I spoke recently to David Taber, CEO of CRM consultancy Saleslogistix and author of the Prentice-Hall book, Salesforce.com Secrets of Success.


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.

Lots of Vendors Can Help You Find Leads on the Web

Customer Experience Matrix

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.** Some vendors only rank leads while others build multiple models for different purposes. • Use of the client''s internal data for model scoring, and whether this extends to sources beyond CRM.

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.

[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

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. 

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.

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.

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.

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


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?”

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.,

LeadForce1 Adds Mind Reading to Marketing Automation

Customer Experience Matrix

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. It adds some less typical features for telephone lead qualification, which makes sense for reasons we’ll get to later. They help rank leads and send alerts as part of a larger focus on delivering qualified names to sales people. Such is my take on LeadForce1.

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.

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. 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.

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.

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.

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

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.  .  . 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.  .

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. Conferences and trade shows, like Dreamforce.

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

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.

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. 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.

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 123

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.

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.

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. 

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 32

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.

Top 50 B2B Marketing Influencers On Twitter

B2B Marketing Insider

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. Cambridege, MA – [link].

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.

Laugh and Learn featuring @fearlesscomp – Episode 30 – Nothin’ But The App

Fearless Competitor

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. But they decided to let some personality shine through – to let their “freak flag fly.&# We at the B2B lead generation consultancy, Find New Customers congratulate them. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. Each week we do a B2B marketing show called Laugh and Learn – sharing a key marketing lesson using wit and humor.

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