Adobe Experience Cloud Blog

JANUARY 6, 2009

Five Tips for Effective Lead Nurturing. Finding out that most of what marketing calls “leads” are not really sales leads reinforces the sales team’s impression that marketing-generated prospects are not worth their time. Using Lead Nurturing to Unlock the Marketing Database.

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Adobe Experience Cloud Blog

APRIL 8, 2019

Many companies today have turned to innovative marketing automation software to analyze a prospect’s digital engagement behavior and determine whether they’re qualified enough to move on to the next step in the sales cycle. But successfully qualifying leads for sales means having three key fundamentals in place: 1.

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Adobe Experience Cloud Blog

JUNE 13, 2011

by Jon Miller Last month I participated in a webinar on Adding the Human Touch into Your Lead Nurturing with Brian Carroll, author of Lead Generation for the Complex Sale and the “godfather” of lead nurturing. Q: What marketing metric(s) should I use to capture lead nurturing effectiveness?

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Adobe Experience Cloud Blog

APRIL 15, 2019

The difference is that marketing automation has made this process much more sophisticated. Drip marketing can be particularly effective when you’re: Reengaging a cold sales lead: Did a once-promising prospect suddenly abandon you at the one-yard line? Download What Is Lead Nurturing? to learn more.

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Adobe Experience Cloud Blog

MAY 13, 2010

Of course, one big mistake – or even a series of little ones – can be the end of a potential sale. Ensure you avoid these 10 worst things you can do with a qualified sales lead in your lead nurturing efforts: 1. Constant phone calling is a sure-fire way to get a qualified leads running for the hills.

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Adobe Experience Cloud Blog

DECEMBER 16, 2008

This means marketing needs to fill in the gap by nurturing those leads until they are ready to engage in an active buying cycle. Check out our complete list of lead nurturing resources and best practices. Looking for more information?

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Binary Demand

MAY 30, 2023

(Statista) Businesses that thrive in the lead nurturing create 50% more sales-ready leads. Marketo) Only 20% of prospects are pursued. Marketing Donut) 40% of marketers believe their lead generating technologies need to be updated. The top businesses strive to generate quality sales leads.

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Binary Demand

MAY 30, 2023

(Statista) Businesses that thrive in the lead nurturing create 50% more sales-ready leads. Marketo) Only 20% of prospects are pursued. Marketing Donut) 40% of marketers believe their lead generating technologies need to be updated. The top businesses strive to generate quality sales leads.

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Adobe Experience Cloud Blog

OCTOBER 28, 2011

They’ve filled the funnel with sales leads. The sales department followed through on the leads provided but somehow your close-ratios are dropping. If you are finding issues in your lead generation process, check these 5 reasons why you may be losing opportunities and what you can do to fix it: 1.

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Adobe Experience Cloud Blog

MARCH 3, 2009

As I wrote back in December, 2006, the fact that today's buyers take control of their buying processes using search, social media, and other online tools means that marketers need to move away from a mindset of "generating leads" and towards a model of " managing leads ". Automate lead handoffs. Be everywhere.

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ViewPoint

JUNE 7, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. a sales rep reports, ‘I called the prospect three times.

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Optinmonster

DECEMBER 14, 2021

Essentially, these tools automate the process so you can focus on other areas of your business. Lead generation tools will then collect the email address so you can follow up with your leads and begin the process to convert them into paying customers. What Types of Lead Generation Software/Tools Are There?

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Ambal's Amusings

MAY 27, 2010

" Match Content to the Buying Process " Ardath Albee's Bio. Her company Marketing Interactions helps companies with complex sales and quantify marketing effectiveness by using interactive e-marketing strategies driven by compelling content. Ardath’s book, eMarketing Strategies for the Complex Sale is now shipping!

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Adobe Experience Cloud Blog

JULY 9, 2010

After you’ve nurtured them a bit? I recently spoke with a Marketo prospect about this exact topic. We traded ideas around timing based on a number of factors like the average size of your deal and average sales cycle. Create a process. Don’t assume the entire sales team knows best.

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ViewPoint

JULY 11, 2011

There is something of an irony at work here in that the MA offerings focus on generating inbound leads, and it’s a requirement that MA vendors need to supplant their own functionality with huge investments in outbound lead generation, lead qualification and lead nurturing if they want to achieve enterprise-level, complex sale success.

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Adobe Experience Cloud Blog

MARCH 5, 2012

Brian Carroll, author of Lead Generation for the Complex Sale , writes: It is not accurate to say that generating more sales leads is the key to hitting revenue targets. As a matter of fact, most companies need to do a better job of managing leads they already have. Read that sentence again. I’ll wait.

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WebMarketCentral

FEBRUARY 8, 2008

Marketing automation provider Marketo has just released Blind Date to White Wedding: Best Practices for Lead Nurturing that creates B2B relationships, builds trust and increases sales , a white paper on B2B lead nurturing.

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Adobe Experience Cloud Blog

MARCH 13, 2012

The reason that many companies fail to exploit their demand generation success is that they fail to implement strong structures and process to manage the final piece of the marketing funnel. Lead scoring and nurturing tools ensure that a company can manage the top of the funnel through to marketing qualified leads (MQL).

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Adobe Experience Cloud Blog

MAY 4, 2012

Historically, the relationship between marketing and sales has been (to put it politely) problematic, with lots of finger-pointing, and lots of valuable sales leads falling through the gaps between the two functions. That’s when many leads tend to fall into a limbo where neither marketing nor sales feels responsible for them.

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Adobe Experience Cloud Blog

JANUARY 18, 2011

Jeff Serlin, Director of Global Sales Operations at Emptoris, kindly shared his company case study on how marketing automation enabled his organization to gain: Complete real-time visibility : Sales knows exactly how prospects are engaging with them. They now own their process.

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Industrial Marketing Today

NOVEMBER 9, 2010

I wrote this post because Chris, a regular reader of this blog, emailed me recently with a question on B2B lead scoring. His question – “Could you briefly describe the tools/process you use to ‘score’ sales leads?”. From Marketo : Lead Scoring Success Kit. Lead Scoring Cheat Sheet. Great question!

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Adobe Experience Cloud Blog

OCTOBER 27, 2010

Brian Carroll, CEO of InTouch and author of Lead Generation for the Complex Sale , addressed the critical hand-off between marketing and sales as he spoke to a group of marketing professionals at MarketingSherpa’s 2010 B2B Summit. Step 1: Refine universal lead definition of “sales-ready”.

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Adobe Experience Cloud Blog

OCTOBER 24, 2011

Here are 5 ways that marketing automation technology is transforming our B2B marketing world: Lead nurturing : As many as 80% of your prospects could buy from you someday but aren’t ready to buy from you today. Leads that are nurtured are more likely to buy more, and have shorter sales cycles, so you generate more revenue faster.

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Adobe Experience Cloud Blog

NOVEMBER 6, 2009

Attendees of the sales and marketing event can gain best practices for improving lead generation, campaign management and other overall marketing processes—from very basic concepts to the most advanced implementations. Join Marketo Vice President of Marketing Jon Miller at 3:30 pm on Wed., Higher-Quality Sales Leads.

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Adobe Experience Cloud Blog

JANUARY 25, 2013

Buyers are now in control of when and how they access information during the purchase process. Build new, repeatable processes around lead nurturing. Collaborate at new levels with sales. Automate processes. And you have to both lead and manage the change within your organization. Your Process.

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Adobe Experience Cloud Blog

MAY 30, 2012

The company has been around for 75 years and back in the 1950′s, the company designed and implemented equipment to automate the doughnut-making process in each of its factory stores. After the dry ingredients are mixed together, the proofing, frying, and glazing processes are all automated. Everything is predictable.

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ViewPoint

OCTOBER 7, 2017

Others in our industry content that 70% of the buyer’s journey is complete before sales needs to get involved. I concur with Julie Schwartz’s (ITSMA) opinion on that: “It’s widely believed that 60% to 70% of the buying process is over before prospects want to engage with a salesperson. Hogwash! “The

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Adobe Experience Cloud Blog

JUNE 8, 2011

by Carol Fox Allowing time to elapse before sales responds to leads is unfortunately all too common – and costly. Oldroyd at MIT , in conjunction with InsideSales.com, showed that waiting even an hour to contact and qualify sales leads can drastically reduce your chances of success. A survey conducted by Prof.

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Adobe Experience Cloud Blog

OCTOBER 18, 2012

Companies that use marketing automation source more pipeline from marketing, have more productive sales reps, and experience better revenue attainment. Source: Marketo Benchmark on Revenue Performance as of Sept 15, 2012 (N=489). Source: Marketo Benchmark on Revenue Performance as of Sept 15, 2012. Consider just a few studies.

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Adobe Experience Cloud Blog

APRIL 3, 2011

Understanding that the contemporary buyer drives today’s sales cycle is the beginning of the process of building the optimal revenue cycle. To be sure you have created the ideal model for your company, check out the three funnel levels and who should drive traffic in each, when optimizing the top and bottom of your sales funnel: 1.

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Adobe Experience Cloud Blog

JANUARY 26, 2011

Today’s demand generation has created a long cycle in online lead nurturing. From first click to sealing the deal, trust and rapport are critical to the sales process. The influence of social media is a cornerstone to opening the door to new leads and bolstering existing ones.

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Ambal's Amusings

DECEMBER 17, 2009

Brian Carroll's blog B2B Lead Generation Blog. Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. Marketo's Modern B2B Marketing. Mapping Content to the Buying Process - Slidecast. B2B Lead Generation Benchmark Study 2009. Sales Lead Expert’s Learning Center. MarketingSherpa.

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Adobe Experience Cloud Blog

FEBRUARY 15, 2011

Cutting edge technology combined with expanding online channels will offer sales teams countless strategic and operational choices to connect and convert leads. Consider these 5 ways sales will continue to evolve: 1. With Sales 2.0, Improved Forecasting.

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Ambal's Amusings

FEBRUARY 18, 2010

As such, inbound marketing provides an effective foundation to a comprehensive demand generation strategy when integrated with more targeted, outbound activity as well as systematic lead qualification and lead nurturing. Brian Carroll's blog B2B Lead Generation Blog. Marketo's Modern B2B Marketing. MarketingSherpa.

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Adobe Experience Cloud Blog

SEPTEMBER 13, 2011

However, for the few projects that are ready to go, sales have been closing at lightning speed. Additionally, social media and user-generated content have really changed the sales process and cycle length. For prospects who are undecided, though, early-stage lead nurturing is more crucial than ever.

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Marketing Insider Group

FEBRUARY 5, 2024

Search Engine Journal) 97% of marketers incorporate customer data into their decision-making process. Golden Steps ABA) SEO and Organic Search Stats Google processes approximately 7 billion searches daily, equating to about 81,000 searches per second. Marketo, Forbes) 93% of B2B buying processes start with an online search.

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Adobe Experience Cloud Blog

OCTOBER 21, 2009

This includes new approaches to sales strategy, people, process and technology that are resonating with customers and translating into increased revenue, shorter sales cycles, predictable business results, and happier customers. We are even working with several nonprofits, who are embracing a Sales 2.0

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