LeadSloth

AUGUST 24, 2009

It can be used for email campaigns, drip marketing, lead nurturing, lead scoring, landing page management and for brewing coffee. Part of a good lead management process is knowing exactly who are involved in the sale. Also, lead scoring only works if you know who you want to target. Not Enough Leads.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Automation Marketing Management 100

LeadSloth

OCTOBER 26, 2010

Improve Lead Interaction with Good Segmentation. The technology can only do so much – starting with a segmented, clean lead list is important. Optimize Lead Nurturing Through Personalized and Relevant Communications. Which content provided the desired lead interaction for which segmented list during which stage of nurturing?

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Marketing Management Practices 100

LeadSloth

SEPTEMBER 3, 2009

The first two focus on the influence of marketing on the sales pipeline, and the last two give an indication of the ROI. Obviously, #4 (investment to revenue) is also dependent on the performance of the sales team (whether they are effective in closing deals). sales accepted leads (SAL), formally accepted by sales.

Marketing Automation Services 100

Marketing Automation Services Lead Ranking Marketing Automation Marketing Qualified Leads 100

LeadSloth

JANUARY 12, 2010

Sales & marketing alignment. The vast majority of leads generated on a website never have a meaningful conversation with a sales rep. If there is no mechanism to pass the lead back to the marketing team (in an automated or semi-automated fashion), the lead is gone forever. Creation of buyer-centric content.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Sales Management Automation 100

LeadSloth

MAY 5, 2010

CRM is very broad, it’s not just about sales, but about pretty much anything that involves communicating with your customers. For now I’ll focus on the “sales” part of CRM (Sales Force Automation). Social Media doesn’t change anything about that: capturing, nurturing and scoring simply isn’t very social.

Inbound Marketing 100

Inbound Marketing Marketing Automation CRM Social Marketing 100

LeadSloth

NOVEMBER 16, 2009

So in short, those are the features that individual sales people will benefit from. Marketing Automation also has some features for sales people, but those tend to be focused on lead prioritization, email, and prospect activity notifications. Profile-based Lead Scoring. Behavioral Lead Scoring.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation CRM Salesforce.com 100

LeadSloth

AUGUST 26, 2010

Around the same time I got an email announcing Marketo’s Chatter for Sales Insight , integrating sales notifications in the Facebook-like interface of Salesforce.com Chatter. Lead Intelligence. This one is getting more interesting, because it allows you to track Social Media as a lead source, all the way to revenue.

Marketing Automation Services 100

Marketing Automation Services Social Media Marketing Automation Social Marketing 100

LeadSloth

MARCH 22, 2009

In the early days it was used to sift through hundreds of new B2B leads per day to identify the valuable leads. My first reaction was: no way, you should not want to do without any type of marketing automation system (for simplicity sake, I use this term as synonymous to demand generation and lead management ).

Marketing Automation Services 100

Marketing Automation Services LEADSExplorer netFactor Leadlander 100

LeadSloth

OCTOBER 18, 2010

It mentions the importance of valuable content, the increasingly longer sales cycles and the “consumerized&# B2B sales processes. They think strategically about their sales & marketing processes. Once I tried to implement advanced lead management processes without the budget to buy a Marketing Automation system.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Marketing Automation 100

LeadSloth

FEBRUARY 17, 2010

Let’s look at the 5 Ways in which Social Media is changing Lead Management and Marketing Automation. Lead Generation. Use your Marketing Automation and CRM systems to see if this traffic converts to qualified leads and sales opportunities. Lead Nurturing. Lead Intelligence. Intra-company Collaboration.

Marketing Automation Services 100

Marketing Automation Services Social Media Marketing Automation Social Marketing 100

LeadSloth

FEBRUARY 10, 2010

This is the flawed but still-important number of inquiries (raw leads), plus the number of qualified leads. You can use lead scoring or a phone call to see whether a lead matches your ideal lead profile. If yes, you have a qualified lead. Revenue Metrics. Revenue Metrics. Process Metrics.

Analytics 100

Analytics Lead Ranking B2B Marketing Sales Qualified Leads 100

LeadSloth

JULY 8, 2009

Lead nurturing and scoring. Marketing & Sales Collaboration. And I’ve added step 4 because collaboration with sales is one of the key success factors of marketing automation. Many posts on this blog are fairly in-depth, so it was fun to write an introduction to Marketing Automation on the Genius.com blog.

Marketing Automation 100

Marketing Automation Automation Demand Generation Lead Scoring 100

LeadSloth

OCTOBER 15, 2010

I attended the advanced track, and it was a nice combination of detailed feature descriptions and lead management best practices. They covered the main parts of the Marketo application: Lead Database, Design Studio, Marketing Activities and Analytics. Forrester Lead Management Overview. Global Marketo Roll-Out.

Marketo 100

Marketo Impressions Forrester Eloqua 100

LeadSloth

OCTOBER 20, 2010

In short, it is about understanding how marketing and sales drive revenue. It highlights the transition to a more metrics-driven way to optimize sales & marketing for revenue growth. Jeremy Victor has a nice write-up of the 16 sales and marketing reports that measure revenue performance. Sales Enablement.

Eloqua 100

Eloqua Jigsaw Salesforce.com Work Management 100

LeadSloth

JUNE 23, 2010

NURTURE Leads to Assure More Revenue. 50% of Leads are NOTReady to Make the Jump. Nurtured Leads Produce 20% MORE Sales Opportunities. 1: COLLABORATE with Sales. 4: Provide VALUE. Tags: lead management webinar recording. How Much REVENUE Are You Missing Out On? 2:CHOOSE the Right Audience. Case Study.

Webinar Metrics 100

Webinar Metrics Case Study Case Studies Lead Scoring 100

LeadSloth

OCTOBER 16, 2009

First of all, in most cases the person is responsible for lead generation , lead nurturing and lead scoring. Sales Force Automation software (primarily Salesforce.com). sales & marketing processes). Challenge 2: Marketing & Sales Skills Required. Marketing Automation Job Requirements.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Marketing Automation 100

LeadSloth

SEPTEMBER 24, 2009

If you start doing marketing automation or lead nurturing, first focus on the most attractive subset of your prospects. For example, focus on a particular product or market segment with a high value. Make Sure You Have Enough Leads. If your problem is lack of raw leads, first address that problem. Describe Your Lead Flow.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation Sales Qualified Leads 100