Trending Sources

Marketo’s Take on’s ExactTarget Acquisition

Modern B2B Marketing

Author: Phil Fernandez Today, 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 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 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 Demand Generation B2B b2b marketing Content Marketing crm DemandCon Forrester Research Jeff Ernst lead management Lead Nurturing Salesforce 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.

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. • Infer runs multiple models against leads provided by the client. Types of predictive models available.

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. increase. -

Lead Management Software Firm LeanData Secures $5.1M In Funding


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

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.

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 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. We tracked 4.7 Facebook.

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 - 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 ; 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 , 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. Best Practices: Thought Leadership with David Taber, Author of Secrets of Success

Modern B2B Marketing

David is the author of the new Prentice-Hall book, " Secrets of Success ," which covers the people, policy, and process issues surrounding effective CRM solutions. David is the CEO of SalesLogistix, a specialist implementer focused on improving business processes for Sales and Marketing alignment and effectiveness. These showed up as wild sales forecasts, leads being dropped, crummy conversion rates, and very poor visibility. Q: What's the biggest issue with Lead Generation ? If you want to go even further, don't focus on leads at all.

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. I know Suresh Vittal includes lead management as a component of his enterprise marketing platform. Lead farming?

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.

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

It's All About Revenue

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.”. In fact, he often gets “puzzled looks” when he mentions foreign terms like lead management , lead scoring or marketing automation among other think tanks.

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 AppExchange. Download. View PDF.

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 AppExchange. Download. View PDF.

The AppExchange – A Time Saving Resource for Marketers

Modern B2B Marketing

This can be time consuming and may lead to many dead ends. I had accepted this as part of the job of being a marketer, until I started using the AppExchange. The AppExchange is a collection of cloud computing applications, all of which are pre-integrated with 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.

10 Most Popular B2B Lead Blog Posts of 2016

B2B Lead Generation Blog

I’ve compiled a list of the 10 most popular and shared posts on the B2B Lead Blog, chosen by marketers, just like you, to help you get ready to have a great 2017. For the majority of B2B companies with complex sales, marketing-generated leads rarely account for 50% of revenue and often it’s often much less. Tips On How to Use LinkedIn for Better Lead Generation.

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Optimizing Lead Distribution for Higher Conversion

B2B Lead Generation Blog

Tweet The management of sales leads is critical to generating marketing ROI. 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.,

How to Set Up a Promoted Tweet Campaign Targeting Keywords


Lead Generation. . Keyword target examples: manage contacts, new CRM,, lead management, sales tools, sales management. Generate leads from your unique landing page. . . Twitter recently launched a keyword targeting option for Twitter Ads. It’s like Google AdWords-like targeting for Twitter. Below is a video of how it works.

B2B Lead Generation Blog: Sales Leads Via RSS via

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 , a leading news aggregator.

[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. 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. Reddit.

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 153

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. An enterprise-grade marketing automation and analytics platform with solutions for lead management, email marketing, consumer marketing, customer base marketing, and mobile marketing. 1) Marketo. 2) HubSpot.

Tools 48

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


The best vendor event I ever attended was a 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”. Ultimately they came back, but they made work for it. If a company’s lead management process is broken, the automation will simply automate the broken process. Solution providers who brand their technology as “Lead Management Automation”, and position it as providing lead management process have an improper view of technology.

Improving the Customer Journey through Lead Routing [Podcast]


Evan Liang, CEO of LeanData, discusses the benefits of lead management in this endeavor and the impact it has on the customer experience. He is passionate about helping businesses identify and close revenue faster through better lead management. Why ‘dirty’ data is inevitable with and how to fix it. The relationship between account-based management and inbound. Which tool millennials prefer for deal management. Episode Breakdown: Why the critical factor in AI is tuning it, not just turning it on.

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 a “lead feed” feature that can send “interesting moment” alerts via RSS, SMS, email, iPhone and other mobile devices. Marketo is a application that works only with, while Eloqua works with several CRM products. An average seat is around $100 per month these days. But I expect the sales automation vendors to take the business for themselves.

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 and founder of PebbleStorm:CEOFlow. Getting into lead generation was an accident. 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. Where better to learn that than doing sales at So, I started literally at the bottom, responding to inbound website and 800# leads. Balls get dropped.

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.

Organizing the Chaos of Social CRM

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

CRM 40

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. You came out of seemingly nowhere to become one of the most listened-to voices in CRM, marketing automation, and now Revenue Performance Management. Your recent article on Revenue Performance Management is likely to be one of the most cited posts on the topic.

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 Photo credit: Wikipedia. Let’s look at what’s new in B2B lists these days. A new direction in B2B lists.