The Point

JULY 15, 2010

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.

Salesforce.com 100

Salesforce.com Marketing Automation Services Budget Programs Work Management 100

The Point

SEPTEMBER 6, 2011

All this presents real challenges for both demand generation and lead management. First, the company invested in Marketo , a leading marketing automation platform that integrated well with the company’s CRM system, Salesforce.com. All-hands discovery session yields important insights, priorities.

Lead Nurturing 100

Lead Nurturing Lead Scoring Sales Qualified Leads Lead Ranking 100

The Point

APRIL 1, 2014

Rather than reinvent the follow-up process, we sat down with the BDR, documented her standard follow-up procedure (a series of phone calls and emails that stretched over a number of weeks) and automated every step using Marketo , a leading marketing automation platform. Once initiated, the steps are as follows: 1.

Lead Nurturing 100

Lead Nurturing Sales Qualified Leads Lead Scoring Lead Ranking 100

The Point

NOVEMBER 5, 2009

(BAS) In a nutshell, executives need to track what happens during the whole process from when marketing sets the strategy, creates a campaign, captures a name, qualifies it as a prospect, turns it over to sales as a lead, and then how sales moves it through the pipeline to the quote stage and then to an order. Thanks Barbara!

Salesforce.com 100

Salesforce.com Eloqua Work Management Marketing Management 100