| | | Funnel Focus | |  Lead | 104 articles |
| Page 1 of 2 | Previous | Next | FUNNEL FOCUS AUGUST 1, 2011 Content Marketing Strategy – Step 1: How to Perform a Content Audit Tedious and time-consuming as it may be, it’s well worth it and will pay off when you’re developing lead nurtures and building your content strategy. The more input and buy-in you have from your team, the more successful your content strategy and lead nurturing programs will be. B2B Marketing Content Marketing Lead Nurturing b2bmarketing content marketingWith the increased attention on content strategy and how it drives the buying process, the content audit is becoming a routine exercise for many b2b marketers. The Preparation. Most experts site between 3 and 8 stages. | FUNNEL FOCUS OCTOBER 20, 2010 Decrementing a Lead Score: They’re just not that into you Similarly, in the sales process, there are often telltale digital signs that a seemingly viable lead is just not that into you. Lead Scoring models help your sales team prioritize leads that are ready for action. The total lead score is comprised of both a fit and interest score , and leads are automatically passed to sales once they reach a certain score. Here are a few activities that should signal that a once “hot” lead is just not that into you: 1. If the project status changes, the lead score should reflect it. No activity. | | | | | |
| FUNNEL FOCUS MAY 11, 2011  Interview: Brian Hansford Shares 5 Tips on Lead Nurturing for the Complex Sale Therefore, lead nurturing is a critical part of many organizations' sales processes. In the Lead Nurturing Cookbook , we offer a recipe for building long-term lead nurturing processes marketers can implement using their marketing automation platform. Profiles or personas are incredibly important in lead nurturing success because they will help steer content and lead management. | | FUNNEL FOCUS JULY 12, 2010 Manticore Technology is Pleased to Release The Quintessential Marketing Automation Guidebook With SiriusDecisions predicting that 75% of all leads will originate from the Web by 2015, technology that supports marketing performance and accountability is a necessity—specifically, marketing automation. Six steps to turn your lead database into a revenue machine. Tags: B2B Marketing Marketing Automation Marketing Performance B2B Marketing Tips Lead Management Marketing Automation Software Marketing Performance Management Quintessential Marketing Automation Guidebook There just isn’t.”. Three key factors that can make or break your marketing automation investment. | FUNNEL FOCUS JANUARY 21, 2013 Breaking News: Eloqua Acquisition Irrelevant to Mid-market These companies will also be reluctant to invest in more marketing technology when so far, marketing automation has failed to deliver on its promise of a consistent volume of high quality leads and a pipeline of rich opportunities. Why consolidation isn't a cure for the big picture challenges organizations face with sales and marketing technology. As evidenced by Gartner’s recent projection that CMOs will overtake CIOs in terms of IT spending by 2017, marketing technology has become big business, attracting the attention of larger enterprise software providers. Why is that? | | | | | | | |
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FUNNEL FOCUS | WEDNESDAY, FEBRUARY 22, 2012 3 Steps to Aligning Marketing and Sales
Marketing must take on the early-stage lead/prospect communication that was once the sole responsibility of sales, and frequently the two groups must work together to nurture a buyer from lead to prospect to customer. Both teams should get in a room and use a whiteboard to map the process a buyer takes going from lead to satisfied customer. Once the process is identified, data can be pulled from the marketing and CRM systems to understand the flow of leads and approximate conversion rates at each stage of the process. As B2B buyers leverage Web 2.0 Don’t do that! MORE >> -
FUNNEL FOCUS | THURSDAY, APRIL 14, 2011  Interview: Mike Damphousse Answers 5 Questions on Integrating Human Touch Points into Lead Nurturing
In the Lead Nurturing Cookbook , we offer a recipe for managing and qualifying inbound leads using your marketing automation platform. Mike Damphousse, CEO/CMO of Green Leads, LLC , a firm that specializes in using the phone to get qualified appointments for its clients’ salespeople on a pay-per-performance basis, participated as an “Expert Chef” on this recipe offering marketers insight on how to create a strategic process to involve people in the process of lead nurturing and qualification. typical example that results from an inbound lead is missing titles. MORE >> -
FUNNEL FOCUS | THURSDAY, APRIL 21, 2011  Interview: Carlos Hidalgo Shares Tips on Turning Recycled Leads into Revenue
Carlos Hidalgo, President and CEO of The Annuitas Group , a well-respected B2B Marketing thought leader and a recognized expert in marketing automation , recently participated as an “Expert Chef” in the Lead Nurturing Cookbook on a recipe we created for nurturing leftover or dormant leads. To expand on some of the important concepts Carlos discussed in the Cookbook, I asked 5 questions about nurturing leftover leads and how to ensure that your content and approach matches your target audience. First and foremost their needs to be a defined Lead Qualification process. MORE >> -
FUNNEL FOCUS | FRIDAY, APRIL 8, 2011  Interview: Craig Rosenberg Dishes on the Details of Successful Demand Generation
In the Lead Nurturing Cookbook , we offer a recipe for supercharging your demand generation using your marketing automation platform. Formula: Total sales pipeline (in the form or potential revenue) created by leads from your campaign. Lead-to-opportunity conversion rate: At what rate are my leads turning into opportunities? Formula: Number of leads/number of opportunities. Conversion rate after one month: How many leads are converting after one month? Formula: Closed business generated from leads from the campaign. Very simple, right? MORE >> -
FUNNEL FOCUS | TUESDAY, JUNE 5, 2012 5 Ways to Use Marketing Automation to Its Full Potential
What to Read: " Use 3 Components to Create a Lead Scoring Model ", Manticore Blog. lead scoring model is a crucial component to lead management. Use these 3 components to create intuitive and effective lead scoring models that will measure leads accurately and by the standards you deem most important. What to Read: " The Lead Nurturing Cookbook ", by Manticore Technology. lead nurturing program goes beyond a simple email campaign. I was recently sent this article written by Howard J. Planning. Processes. Campaigns. Metrics. Collaboration. MORE >>
- How to Incorporate Social Media with Lead Nurturing Programs FUNNEL FOCUS | WEDNESDAY, AUGUST 25, 2010
- Decrementing a Lead Score: They’re just not that into you FUNNEL FOCUS | WEDNESDAY, OCTOBER 20, 2010
- Thought Leadership Interview: Craig Rosenberg Offers 3 Tips for Marketing Automation Success FUNNEL FOCUS | TUESDAY, AUGUST 3, 2010
- 5 Tips for Impactful Lead Nurturing Programs FUNNEL FOCUS | MONDAY, MARCH 26, 2012
- Use 3 Components to Create a Lead Scoring Model FUNNEL FOCUS | MONDAY, MARCH 22, 2010
- No More Losing Leads to Competitors without a Fight FUNNEL FOCUS | WEDNESDAY, OCTOBER 27, 2010
- Sales-driven Lead Nurturing: Moving Leads through the 3 Buying Phases FUNNEL FOCUS | FRIDAY, DECEMBER 17, 2010
- The Business Case for Marketing Automation FUNNEL FOCUS | TUESDAY, SEPTEMBER 7, 2010
- New DemandGen Report Survey Reveals Tips for Using Content to Connect with Buyers FUNNEL FOCUS | MONDAY, AUGUST 29, 2011
- Thought Leadership Interview: Jill Konrath on Closing the Gap between Marketing and Sales FUNNEL FOCUS | TUESDAY, JULY 20, 2010
- 5 Ways to Prevent Sales Funnel Leakage with Marketing Automation FUNNEL FOCUS | THURSDAY, JANUARY 6, 2011
- Spotlight: Craig Rosenberg Reminds Us Marketing Automation is Not Plug and Play FUNNEL FOCUS | MONDAY, AUGUST 9, 2010
- Interview: Ardath Albee Shares 5 Tips for Customer Nurturing FUNNEL FOCUS | FRIDAY, MAY 20, 2011
- Interview: Mac McIntosh Shares How Marketing Automation Can Impact Your Bottom Line FUNNEL FOCUS | THURSDAY, NOVEMBER 4, 2010
- The Quintessential Marketing Automation Guidebook Spotlight: Ardath Albee Suggests Marketers Put Content to Work FUNNEL FOCUS | THURSDAY, JULY 15, 2010
- What You Can Learn About Prospects from the Content They Read – 4 Questions for Ardath Albee FUNNEL FOCUS | TUESDAY, JUNE 15, 2010
- Developing Content to Reveal more Details about our Prospects – 5 Tips from Ardath Albee FUNNEL FOCUS | WEDNESDAY, JANUARY 12, 2011
- Marketing Automation Puts an End to Wasting Leads FUNNEL FOCUS | TUESDAY, OCTOBER 5, 2010
- Q&A Excerpt: Driving Leads with Social Media FUNNEL FOCUS | THURSDAY, NOVEMBER 18, 2010
- Thought Leadership Interview: Andrew Gaffney Explains How Marketers Use Metrics to Impact Business FUNNEL FOCUS | WEDNESDAY, SEPTEMBER 8, 2010
- Why B2B Buyers are Like ‘The Bachelor’ FUNNEL FOCUS | FRIDAY, FEBRUARY 24, 2012
- Email Marketing – How Many Touches are Enough? FUNNEL FOCUS | MONDAY, NOVEMBER 22, 2010
- The Quintessential Marketing Automation Guidebook Spotlight: Andrew Gaffney Scoops on Marketing Metrics FUNNEL FOCUS | MONDAY, JULY 12, 2010
- Thought Leadership Interview: Jep Castelein Provides Tips on Improving Lead Nurturing Programs FUNNEL FOCUS | MONDAY, AUGUST 23, 2010
- Interview: Jeff Erramouspe Discusses the Difference Between Drip Marketing and Lead Nurturing FUNNEL FOCUS | THURSDAY, MAY 26, 2011
- Spotlight: Brian Massey Shares Insights to Optimizing Your Marketing Process FUNNEL FOCUS | MONDAY, SEPTEMBER 20, 2010
- Thought Leadership Interview: Ardath Albee Shares More Secrets to Content Marketing Effectiveness FUNNEL FOCUS | TUESDAY, SEPTEMBER 14, 2010
- In the B2B Funnel, Is There a Clean Sales Handoff? FUNNEL FOCUS | THURSDAY, FEBRUARY 17, 2011
- Thought Leadership Interview: Jeff Erramouspe Sheds Light on 3 Issues that Impact Marketing Automation Process Planning FUNNEL FOCUS | TUESDAY, AUGUST 17, 2010
- Lead Nurturing Webinar Q&A FUNNEL FOCUS | THURSDAY, APRIL 1, 2010
- Thought Leadership Interview: Brian Hansford Provides Insight on Using Marketing Automation Effectively FUNNEL FOCUS | TUESDAY, NOVEMBER 2, 2010
- New Webinar: Lead Nurturing After the Sales Handoff: Accelerate the Buying Process FUNNEL FOCUS | TUESDAY, FEBRUARY 1, 2011
- Interview: Mac McConnell on How Marketing Automation Benefits Financial Service Companies FUNNEL FOCUS | SUNDAY, NOVEMBER 21, 2010
- Q&A: Finding & Implementing the Right Marketing Automation Platform FUNNEL FOCUS | TUESDAY, MAY 18, 2010
- Marketing Automation Challenges FUNNEL FOCUS | THURSDAY, JULY 1, 2010
- Webinar: Social Media Integration into Marketing Campaigns – Does it Drive Leads? FUNNEL FOCUS | FRIDAY, OCTOBER 29, 2010
- Interview with DemandGen Report: How Financial Service Companies can Benefit from Marketing Automation FUNNEL FOCUS | FRIDAY, FEBRUARY 25, 2011
- The Quintessential Marketing Automation Guidebook Spotlight: Bob Walmsley Reveals How Marketing Automation Helps Companies Adapt to Changing Buyer Behavior FUNNEL FOCUS | MONDAY, JULY 19, 2010
- Lead Generation is Not Lead Nurturing FUNNEL FOCUS | MONDAY, MARCH 15, 2010
- The Final Solution: Lead-to-Revenue Management FUNNEL FOCUS | MONDAY, FEBRUARY 18, 2013
- How the Human Touch Impacts Marketing Performance – 5 Questions for Brian Carroll FUNNEL FOCUS | WEDNESDAY, MAY 19, 2010
- Marketing Automation Isn’t Easy – White Paper FUNNEL FOCUS | SUNDAY, JUNE 20, 2010
- Four Reasons for Marketing and Sales to Collaborate FUNNEL FOCUS | WEDNESDAY, MAY 26, 2010
- A Content Marketing Retreat on the Puget Sound FUNNEL FOCUS | THURSDAY, NOVEMBER 17, 2011
- Complimentary Webinar: Winning B2B Buyers with your Content Marketing Mix FUNNEL FOCUS | THURSDAY, MAY 12, 2011
- B2B Marketing Tips for Reaching the Web-influenced Buyer FUNNEL FOCUS | WEDNESDAY, DECEMBER 8, 2010
- B2B Buyers Looking a Lot Like B2C Consumers FUNNEL FOCUS | MONDAY, MARCH 8, 2010
- Spotlight: Jep Castelein Shows Marketers How to Avoid Follow-up Failure FUNNEL FOCUS | MONDAY, JULY 26, 2010
- Why Marketing Strategy Must Drive Lead Nurturing Execution FUNNEL FOCUS | SUNDAY, APRIL 11, 2010
- Brent Mellow Helps You Choose the Right Marketing Solution FUNNEL FOCUS | TUESDAY, NOVEMBER 9, 2010
- Reflections on the 2nd Annual Content Market Retreat FUNNEL FOCUS | THURSDAY, FEBRUARY 9, 2012
- The Content Marketing Basics FUNNEL FOCUS | WEDNESDAY, MAY 23, 2012
- Gartner’s MarketScope for CRM Lead Management – An Observation on Analysts’ Ratings and the Factors that Drive them FUNNEL FOCUS | FRIDAY, MARCH 25, 2011
- Spotlight: Brian Massey Provides Pointers on Performance Marketing FUNNEL FOCUS | WEDNESDAY, JULY 21, 2010
- Spotlight: Sue Hay and Cari Baldwin Help You Supercharge Your Demand Generation Programs FUNNEL FOCUS | MONDAY, AUGUST 2, 2010
- Webinar: 3 Must-Have Lead Nurturing Processes to Grow Your Marketing Funnel FUNNEL FOCUS | WEDNESDAY, MARCH 24, 2010
- Spotlight: Bob Walmsley Addresses How Sales Can Benefit from Marketing Automation FUNNEL FOCUS | WEDNESDAY, SEPTEMBER 22, 2010
- The Marketing Automation Institute Addresses Marketing Skills Gap FUNNEL FOCUS | FRIDAY, JULY 22, 2011
- Inbound Marketing Can’t Carry the Load Alone FUNNEL FOCUS | TUESDAY, JUNE 8, 2010
- A Tactical Approach to Targeted Lead Nurturing Webinar Q & A FUNNEL FOCUS | FRIDAY, APRIL 16, 2010
- A Busy January FUNNEL FOCUS | TUESDAY, JANUARY 17, 2012
- Use Marketing Automation to Improve Lifecycle Management FUNNEL FOCUS | WEDNESDAY, MAY 5, 2010
- Improve Lead Nurturing Process Execution with Decision Trees FUNNEL FOCUS | WEDNESDAY, JUNE 23, 2010
- Webinar: 3 Pillars of Marketing Automation Success: Find, Connect, Engage FUNNEL FOCUS | TUESDAY, APRIL 26, 2011
- Is the term Marketing Automation Mainstream? And Does It Really Matter? FUNNEL FOCUS | MONDAY, APRIL 18, 2011
- Marketing and Sales Alignment Award Winner SalesStaff Shares Their Success Story FUNNEL FOCUS | TUESDAY, JULY 5, 2011
- Now Available: The Lead Nurturing Cookbook – 7 Must-Have Recipes for B2B Marketers FUNNEL FOCUS | FRIDAY, MARCH 18, 2011
- Marketing Automation is Much More than a Glorified Email System FUNNEL FOCUS | TUESDAY, APRIL 6, 2010
- Demand Generation Unifies Sales and Marketing FUNNEL FOCUS | TUESDAY, APRIL 20, 2010
- Big Data, the Next Big King? FUNNEL FOCUS | TUESDAY, FEBRUARY 5, 2013
- Accountability Through Marketing Automation FUNNEL FOCUS | MONDAY, JUNE 28, 2010
- Marketing Automation Enables Tuning to Shorten Sales Cycles FUNNEL FOCUS | MONDAY, APRIL 26, 2010
- 6 Advantages of Progressive Forms for B2B Marketers FUNNEL FOCUS | TUESDAY, JUNE 1, 2010
- Lengthening Funnel Syndrome FUNNEL FOCUS | MONDAY, MARCH 29, 2010
- Q&A: Making the Case for Taking the Plunge with Marketing Automation FUNNEL FOCUS | WEDNESDAY, MAY 19, 2010
- Webinar: 5 Ways to Improve Marketing Performance with the Human Touch FUNNEL FOCUS | FRIDAY, JULY 8, 2011
- Webinar: Six Truths About Marketing Automation (and How to Face Them) FUNNEL FOCUS | SUNDAY, MAY 2, 2010
- Video Content for Asure Software FUNNEL FOCUS | WEDNESDAY, FEBRUARY 13, 2013
- Webinar: Lead Chemistry—the Formula to Fuel Your Funnel FUNNEL FOCUS | MONDAY, DECEMBER 10, 2012
- What Marketers See and Why it Matters FUNNEL FOCUS | WEDNESDAY, SEPTEMBER 15, 2010
- Use Benchmarks to Ground Marketing Progress FUNNEL FOCUS | MONDAY, MAY 10, 2010
- How Marketing Can Help Sales After the Handoff FUNNEL FOCUS | TUESDAY, SEPTEMBER 28, 2010
- Marketing Automation + CRM = Higher Customer Acquisition FUNNEL FOCUS | WEDNESDAY, JULY 28, 2010
- Thought Leadership Interview: Sue Hay and Cari Baldwin Expand on Their Demand Generation Trifecta FUNNEL FOCUS | MONDAY, AUGUST 30, 2010
- How to Tell Your Story—Explicit Steps FUNNEL FOCUS | MONDAY, JANUARY 28, 2013
- 3 Essential Email Marketing Lessons FUNNEL FOCUS | TUESDAY, JUNE 26, 2012
- Turning Two Into One FUNNEL FOCUS | TUESDAY, OCTOBER 2, 2012
- Build a “Mayan-Worthy” Editorial Calendar FUNNEL FOCUS | FRIDAY, JANUARY 4, 2013
- 3 Steps to Aligning Marketing and Sales FUNNEL FOCUS | WEDNESDAY, FEBRUARY 22, 2012
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