The Mx Group

OCTOBER 18, 2017

Marketers have been using elements of account-based marketing, also known as key account marketing or target account marketing, for decades. That makes me wonder: Are CRM platforms, like the Salesforce.com, set up to handle ABM? Salesforce.com and other CRM systems were developed to track individual leads.

Account Based Marketing 72

Account Based Marketing Demand Generation Agencies Marketing Automation Services Salesforce.com 72

Customer Experience Matrix

JULY 17, 2009

They pull data from external lists and can execute actions including: send a message (email, voice mail, print, fax, post cards, mobile text); update Salesforce.com (create a task, send an email through Salesforce.com, update Salesforce.com bounce history); or get a record count. The system can also execute SQL queries.

Multi-Channel 120

Multi-Channel Marketing Automation Services Demand Generation Agencies Advertising Channels 120

Biznology

JANUARY 23, 2013

To reach cold prospects among business audiences, sales and marketing teams often begin by developing a list of prospective targets. Marketers can find just about every target company, title and job function they need from traditional list suppliers. In other words, 50% of the skybox annual sales target was closed in a mere six weeks.

Acquisitions 80

Acquisitions B2B Marketing Salesforce.com Work Management 80

LeadSloth

MARCH 22, 2009

The plan is to go back to using only Salesforce.com with some cheap add-on tools for email, form submission and data quality. In the early days it was used to sift through hundreds of new B2B leads per day to identify the valuable leads. The Salesforce.com database has some big issues (e.g. Smart or foolish? Background.

Marketing Automation Services 100

Marketing Automation Services LEADSExplorer netFactor Leadlander 100

ViewPoint

JULY 11, 2011

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. The sales cycle may grow longer as larger companies are targeted. Target market challenges.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

Customer Experience Matrix

AUGUST 14, 2014

Radius finds small business prospects that resemble current customers and deploys them to Salesforce.com, along with key profile information and lead scores. RealSociable is another sales-oriented product that tracks social media for trigger events related to target accounts.

Lead Ranking 120

Lead Ranking Work Management Marketing Management Lead Scoring 120

ANNUITAS

MARCH 1, 2016

Analyzing the average velocity of high-elasticity program elements and pivoting by personas allows us to essentially assess critical path through content offers and engagement channels for key targeted buyers. This is the starting point in truly closing the loop. This means evolving your KPIs beyond clicks, page traffic and cost per contact.

Demand Generation 100

Demand Generation Demand Elasticity Analytics 100

ViewPoint

FEBRUARY 23, 2018

More and more marketers understand that agile, which started in the IT development realm, has good application in marketing in general, and in lead management specifically. million one-on-one touches with our clients’ targets—and counting. We start every program by spending a period of time talking to targets to test response.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

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 Mx Group

NOVEMBER 17, 2017

Demand Gen and Lead Management. Do you have any economical suggestions for managing offline data and IP targeting? If you are already using and paying for a marketing automation platform (MAP), it’s worth it to speak to your rep about what type of IP targeting tools they offer. How do we decide which to target?

Account Based Marketing 95

Account Based Marketing ABM Marketing Automation Services Demand Generation Agencies 95

Online Marketing Institute

JULY 31, 2009

The lead management automation market, about which I blogged previously , continues to attract new players at a rapid rate. The main problems targeted are keeping the pipeline full of marketing-qualified leads and automating the process of nurturing demand not yet ready to buy.

Enterprise Management 40

Enterprise Management Work Management DemandBase Marketing Management 40

Capstone Insights

MARCH 13, 2018

This post makes the assumption that the lead management construct at your company is leads reliant. By that, I mean that the “leads” object in your CRM is by definition the only way in which new individuals can be passed into your CRM by way of integration. Is this post everything you should be thinking about?

Contacts 40

Contacts CRM Salesforce.com Marketing Management 40

Customer Experience Matrix

FEBRUARY 24, 2009

Major themes were greater access to detailed information, more precise targeting, and tighter integration with Salesforce.com. That resonated with me because I’ve noticed several other demand generation vendors offering features that cross into traditional sales department territories, such as prospect portals and reseller management.

Marketo 120

Marketo Marketing Automation Services Marketing Management Vtrenz 120

Lead Liaison

OCTOBER 12, 2017

As a user myself, I first started using Salesforce.com. Whether you’re using enterprise-level CRMs such as Salesforce.com or Microsoft Dynamics, or something with the essentials such as OneFocus™ or Pipedrive, having a marketing automation system coupled with your CRM is vital these days. Revitalize old leads.

Marketing Automation Services 48

Marketing Automation Services Marketing Automation Lead Liaison CRM 48

Customer Experience Matrix

SEPTEMBER 7, 2010

True Influence CEO Brian Giese said the goal with LeadPAC is to give marketers a way to create real leads quickly, using AdWords as a model. Like AdWords, LeadPAC lets clients set a target cost per name and a weekly budget for their spending. The beauty of all this, as with AdWords, is simplicity.

Marketing Automation Services 120

Marketing Automation Services Lead Ranking Work Management Adwords 120

WebMarketCentral

MARCH 3, 2009

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. software suite.

Enterprise Management 20

Enterprise Management Marketo Marketing Management LEADSExplorer 20

The Point

NOVEMBER 5, 2009

Lead generation is an important function of course, but there are many other strategic components, like branding, that require longer term vision and execution. Sales management and executives, however, are focused on hitting monthly and quarterly targets. Today, lead management in the CRM system starts when sales get the lead.

Salesforce.com 100

Salesforce.com Eloqua Work Management Marketing Management 100

Customer Experience Matrix

SEPTEMBER 1, 2009

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. The key to Net-Results’ approach is to build everything around segments.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Small Business Marketing Marketing Automation Services 120

LeanData

DECEMBER 22, 2014

Most likely, the reps never saw the leads because: They weren’t notified about a new lead in an account they’re responsible for. Sales reps rarely use the assigned leads view in Salesforce.com. The leads weren’t assigned to the right rep. Do you want Sales to pay attention to your leads?

Lead Ranking 40

Lead Ranking Lead Scoring Sales Qualified Leads Salesforce.com 40

LeanData

DECEMBER 22, 2014

Most likely, the reps never saw the leads because: They weren’t notified about a new lead in an account they’re responsible for. Sales reps rarely use the assigned leads view in Salesforce.com. The leads weren’t assigned to the right rep. Do you want Sales to pay attention to your leads?

Lead Ranking 40

Lead Ranking Lead Scoring Sales Qualified Leads Salesforce.com 40

LeanData

DECEMBER 22, 2014

Most likely, the reps never saw the leads because: They weren’t notified about a new lead in an account they’re responsible for. Sales reps rarely use the assigned leads view in Salesforce.com. The leads weren’t assigned to the right rep. Do you want Sales to pay attention to your leads?

Lead Ranking 40

Lead Ranking Lead Scoring Sales Qualified Leads Salesforce.com 40

LeanData

DECEMBER 22, 2014

Most likely, the reps never saw the leads because: They weren’t notified about a new lead in an account they’re responsible for. Sales reps rarely use the assigned leads view in Salesforce.com. The leads weren’t assigned to the right rep. Do you want Sales to pay attention to your leads?

Lead Ranking 40

Lead Ranking Lead Scoring Sales Qualified Leads Salesforce.com 40

Customer Experience Matrix

APRIL 1, 2009

It can also import a client’s list of target accounts from Salesforce.com and issuing alerts when those companies visit. Of the remainder, 10-20% fall within the target company sizes, industries or regions. But they don’t intend to become a lead management system. I'd say that's significant.

DemandBase 120

DemandBase Lead Scoring Lead Ranking Jigsaw 120

Customer Experience Matrix

MARCH 18, 2009

I originally spoke with Treehouse Interactive in late January, but didn’t write about them because weren’t quite ready to talk about their Salesforce.com integration. The only other demand generation vendor I’ve seen with serious partner management is Marketbright. This applies both to SalesView and Salesforce.com.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Enterprise Management 120

LeanData

APRIL 8, 2015

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.

Account Based Marketing 56

Account Based Marketing Enterprise Management Work Management Marketing Management 56

Lead Liaison

OCTOBER 10, 2017

If you look at most major CRMs like Microsoft Dynamics or Salesforce.com , you’ll notice a few different objects: Leads, Contacts, and Accounts. But then look at marketing automation like Lead Liaison and you’ll see one object: Prospects. Accounts are the actual organizations you’re targeting. Not at all.

Contact Marketing 50

Contact Marketing Marketing Prospects Lead Liaison Marketing Automation Services 50

NuSpark Consulting

MAY 28, 2011

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. In fact, I was shocked that you guys had poor follow-up practices with the leads we were sending you. You guys only knew the basics of Salesforce.com.

Email Marketing 100

Email Marketing Work Management Marketing Automation Services Lead Scoring 100

NuSpark Consulting

MAY 28, 2011

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. In fact, I was shocked that you guys had poor follow-up practices with the leads we were sending you. You guys only knew the basics of Salesforce.com.

Email Marketing 100

Email Marketing Work Management Lead Scoring Lead Ranking 100

LeanData

APRIL 8, 2015

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.

Account Based Marketing 40

Account Based Marketing Enterprise Management Work Management Marketing Management 40

LeanData

APRIL 8, 2015

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.

Account Based Marketing 40

Account Based Marketing Enterprise Management Work Management Marketing Management 40

Adobe Experience Cloud Blog

OCTOBER 3, 2011

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. A lot has happened in a short time!

Lead Scoring 48

Lead Scoring Lead Ranking Lead Nurturing Sales Qualified Leads 48

Anything Goes Marketing

MARCH 24, 2009

How are the best in class companies still reaching their 2009 targets? I would also recommend sales and marketing have joint goals, clear definitions of each stage of the lead management funnel (which are approved at the highest levels), and metrics that support those definitions. Come Together.

Sales Management 100

Sales Management Top of Funnel Paid Search Agency Work Management 100

Customer Experience Matrix

DECEMBER 3, 2008

While last week’s post found that Marketbright aims at more sophisticated clients, Pardot explicitly targets small and midsize businesses (or SMBs as we fondly acronymize them [yes, that’s a word, at least according to [link] ]). So I was quite curious to see what they had to offer. What I found was intriguing.

Demand Generation 120

Demand Generation Enterprise Management Small Business Marketing Pricing 120

Adobe Experience Cloud Blog

AUGUST 31, 2011

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. In order to correctly target our database, we leverage our events functionality to segment based on various demographic and behavioral information.

Marketo 48

Marketo Marketing Management Event Marketing Software 48

LeanData

OCTOBER 9, 2015

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.

Account Based Marketing 40

Account Based Marketing Work Management Leads Lead 40

LeanData

OCTOBER 9, 2015

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.

Account Based Marketing 40

Account Based Marketing Work Management Leads Lead 40

LeanData

OCTOBER 9, 2015

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.

Account Based Marketing 40

Account Based Marketing Work Management Leads Lead 40