Lead Nurturing for Software Trials
FEBRUARY 20, 2012
This week someone asked me about lead nurturing for people who signed up for a 30-day product trial (for a SaaS/Cloud software product). Demand Generation Email Marketing lead nurturing 30-day trial auto-responders email best practices product adoption software trialThey signed up. What now? Tip 1: Start Sending Email Now. If not, start doing so today. Tip 3: Send More Emails.
Eloqua Experience 2010
OCTOBER 20, 2010
The courses will focus both on functional topics such as multi-channel campaigns or lead scoring, as well as more strategic Revenue Lifecycle courses. This week I attended the Eloqua Experience, Eloqua’s user conference in San Francisco. The big news of this event is the launch of Eloqua 10. It’s the result of 2 years of hard work, and it looks very good. That was very intuitive.
Why Are Marketing Automation Managers So Hard to Find?
OCTOBER 16, 2009
First of all, in most cases the person is responsible for lead generation , lead nurturing and lead scoring. Even though some vendors have been around for almost 10 years, Marketing Automation is still relatively new. According to Forrester, only 2-5% of B2B firms have invested in full-featured Marketing Automation. But that percentage is rapidly growing. Increasingly, B2B companies realize that Marketing Automation software requires skilled operators. New technology requires people with a new set of skills, nothing new about that. But that’s for web analysts.
25 Great B2B Content Marketing Articles
AUGUST 11, 2010
Steve Woods, The Content Gap – Lead Nurturing and Content Creation. Webinar: The Secret To Creating Lead Nurturing Content That Converts. With the right content strategy, leads will move through the buying process more quickly and you’ll boost your conversion rates. Tags: content marketing lead management While doing research for my upcoming webinar on creating content that converts , I found many great articles on B2B Content Marketing. Here are the 25 articles that I liked best. Most are blog posts, but I’ve also included some eBooks. Personas.
7 Reasons Why Marketing Automation Projects Fail
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. Okay, I made up the part about brewing coffee.
Marketing Automation Trends for 2010
JANUARY 12, 2010
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. Marketing automation solutions can facilitate remarketing to inactive leads, or so-called lead recycling, which helps drive value from a marketer’s most valuable asset, his or her lead database. Therefore, their lead generation and nurturing programs often focus only on email and web channels.
Guest Post: Best Practices in Marketing Automation
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? Is the lead dead? By: Lisa J.
Sales 2.0: Marketing Automation & Salesforce Chatter
MARCH 8, 2010
Lead Tracking and alerts are nothing new in Marketing Automation. With Chatter, sales people can subscribe to activity updates of specific leads, or groups of leads. chatter lead tracking sales and marketing alignment salesforce.com.Today I’m at the Sales 2.0 Conference in San Francisco. Chatter and Marketing Automation. Salesforce.com Chatter Screenshot.
Stop Killing Your Content: 3 Reasons Your Content Falls Flat
lead generation, sales enablement, etc.) • What are the demographics of its audience? lead generation, education, partner enablement, etc.). Stop Killing Your Content: 3 Reasons Your Content Falls Flat. Content has proven to be a highly effective driver of revenue, both directly and indirectly. Each year B2B organizations spend more than $5.2B on content creation and distribution.
JULY 12, 2010
Both groups will use HubSpot to generate more inbound leads, but they have vastly different requirements. With the improved Lead Manager, you could even use HubSpot as your CRM system. Where small businesses will be okay with HubSpot’s email marketing, email nurturing, lead scoring and landing page functionality, most mid-size businesses will have more advanced requirements.
Learn Holistic Lead Nurturing
SEPTEMBER 1, 2010
Would you like to learn how Lead Nurturing can turn more of your leads into revenue? On a single afternoon in New York City, Silverpop brings together several expert speakers to discuss Holistic Lead Nurturing strategies. See below for an overview of Holistic Lead Nurturing. What Is Holistic Lead Nurturing? Location: Affinia Manhattan Hotel, 371 Seventh Avenue.
5 Questions That Will Double Your Email Response Rates
AUGUST 16, 2010
Great lead nurturing content starts with great email copy. So I’ve created 5 questions to ask yourself when writing email copy. If you use these questions to optimize your emails, you’ll see a spectacular increase in response rates. Want to see more? Register for Tuesday’s webinar: https://www2.gotomeeting.com/register/579411539.
Plugging the Leak in the Middle of the Sales & Marketing Funnel
JUNE 18, 2010
I’ve recorded an introductory video on lead nurturing and how it can turn more raw leads into qualified leads. Effective lead nurturing will prevent prospects from falling out of the funnel before they are ready to talk to a sales person. Tags: lead management lead nurturing marketing funnel sales funnel
Evangelizing a Content Marketing Program
B2C Marketers companies that excel at lead nurturing generate. 50% more sales-ready leads at a 33% lower cost 15 1,200 Blog posts per month Avg new monthly leads ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY11 Content marketing's impact also extends to social me- dia, where brands that don't have compelling content to. Do you want to drive more leads? leads.
Drip Campaigns: Tips From Marketing Automation Monday
NOVEMBER 16, 2010
The topics for these meetings was drip campaigns and lead nurturing. Segmentation on Lead Source and Search Keywords. Also, lead source can give valuable clues to the desired length of the nurturing process. One company measured how long it took from initial lead creation until an opportunity was created: Organic search: 30 days. Interesting enough, once the opportunity was created, it took the same time for the deal to close (6 months), regardless of lead source. Lead Nurturing Based on Product Usage. Database Segmentation. Paid search: 60 days.
Lead Nurturing Checklist for Marketing Automation
APRIL 15, 2010
If you want to make a start with Lead Nurturing, what are the right questions to ask? In this post I present a short checklist of questions to ask before you get started with lead nurturing: Do you want to nurture new leads, existing leads or both? When do you send leads to sales? Do you need to improve the quality of your lead data? Segmentation. Content.
What is the ROI of Lead Management?
AUGUST 17, 2009
Earlier this year I downloaded Silverpop’s lead management workbook , and I planned to write about it. Unfortunately, not enough time… Last week I received a copy of Marketo’s Lead Nurturing workbook. Both books show how you can increase sales by nurturing all leads, from inquiry to opportunity. Why Lead Management. Lead Scoring. Read them both!
7 Steps to Finding Untapped Revenue in Your Marketing Database
JUNE 17, 2010
Do you have many leads in your database who have never been followed up on? Attend this webinar to learn how to generate additional revenue from your existing leads. Tags: Webinars lead management b2b marketing b2b marketing university lead nurturing If yes, you have a lot of untapped revenue in your database.
Content Marketing 2016: Staffing, Measurement, and Effectiveness
Lead conversion (32 percent) is the most. budget can lead to more time if you’re able to hire. percent, was lead conversions and sales. ON SITE 7% OTHER 6% 32% LEAD. SALES 20 Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry Results and Analysis It’s reassuring that leads and sales, two elements. Copyright © 2015 Contently.
What Lead Nurturing Content to Send When?
AUGUST 24, 2010
On Thursday I’m presenting a webinar with Treehouse Interactive , called “Lead Nurturing 101″ One of the registrants sent me the following question: How much of this webinar will be about content, i.e. exactly what to say in each subsequent email in a series designed to move someone from prospect stage to buying stage? What Is Lead Nurturing Content? Lead Nurturing content contains information that prospects need to make a purchase decision. Once prospects have been entered in a particular lead nurturing track, keep monitoring their responses.
Social CRM, Inbound Marketing and Marketing Automation
MAY 5, 2010
Some of the new social CRM features help sales people identify more opportunities, get more background information on existing leads and facilitate intra-company collaboration ( see earlier post ). Marketing Automation used to be focused on capturing leads, adding them to an email nurturing track, and giving them a score that indicates when they are sales-ready. Social CRM.
Upcoming Lead Management Events
JUNE 7, 2010
This week there are a couple of interesting Lead Management events, so I thought I’d share them with you in a short blog post: Hubspot Show & Tell , new features including lead management, June 8th (tomorrow). MarketingSherpa Lead Management webinar , June 10th (sponsored by Eloqua). MarketingSherpa Lead Management Webinar. Hubspot Show & Tell.
Assessing The Value of Your Lead Database
AUGUST 2, 2010
This Wednesday I’m presenting a webinar called “Search and Rescue for your lead database , hosted by Loopfuse. It presents a 7-step process to generate revenue from existing leads, who were previously assumed “lost. Part of this process is assessing the value of your existing leads. Unfortunately, there is no exact answer for this.
Content Strategy for Marketing
leads, from your small content effort? your reputation, earned media, sales or sales leads, and. Strategy That Leads to More Work. Content. Strategy for. Marketing: Sustainable, Scalable, and Sale-able As the web weaves into every aspect of your customers’ lives, they expect the. right content in the right place at the right time. Content as an afterthought or. Content to.
Process Turns Marketing Automation Into Revenue
OCTOBER 18, 2010
An example: they determine what their most important customer segments are, what content they need in the different phases of the buying process, and how leads will be routed throughout the organization. Once I tried to implement advanced lead management processes without the budget to buy a Marketing Automation system. Tags: lead management marketing automation Process First.
Finding Untapped Revenue in Your Marketing Database
AUGUST 25, 2010
Lead Nurturing takes a lot of effort, but it’ll pay itself back ten times over. With a solid nurturing strategy you’ll find new sales opportunities from leads who you thought were not interested. But how do you create a solid lead nurturing plan? So a great guidebook, chock-full with valuable advice on marketing automation and lead management.
ActiveConversion Review - SMB Lead Management
MARCH 16, 2009
Lead Scoring. Lead scoring works for both anonymous and known visitors: for anonymous visitors the triggers for increasing the lead score are somewhat limited, essentially page views and return visits. Lead scoring configuration. It can also integrate with Salesforce Web-to-Lead forms. Website sessions are added to the salesforce.com Lead record.
5 Ways to Use Social Media in Marketing Automation
FEBRUARY 17, 2010
Let’s look at the 5 Ways in which Social Media is changing Lead Management and Marketing Automation. 1. Lead Generation. Use your Marketing Automation and CRM systems to see if this traffic converts to qualified leads and sales opportunities. 2. Lead Nurturing. Lead Intelligence. Social Media. Intra-company Collaboration. Customer Support. Conclusion.
Content Methodology: A Best Practices Report
industry metrics such as sales and leads, or. generation Lead generation: Create. high-quality leads. Lead conversions • Avg. lead score • Sales-qualified leads (SQLs) • Opportunities • Search traffic • Return visitor rate Lead nurturing: Move leads. leader with industry-leading. Content. Methodology: A Best. All rights reserved. going.
Social Media & Marketing Automation
AUGUST 26, 2010
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. Lead Intelligence. Pardot’s Social Insight is focused on Lead Intelligence. If you want, you can also use this information for lead scoring. Live Webinar: Lead Nurturing – Best Practices That Need to Die!
Best CRM for Marketing Automation: Salesforce.com, Microsoft or Oracle?
SEPTEMBER 8, 2010
The minimum level of integration is bidirectional synchronization of contacts and leads. If they see campaign history, email responses and web visits, they get a much better picture of the needs of that particular lead. It’s even better if they can assign leads to the most appropriate marketing campaign. That brings up a range of questions: What does CRM integration mean?
B2B Marketing Events 2010
FEBRUARY 15, 2010
Other speakers are Carlos Hidalgo ( @cahidalgo ), Malcolm Friedberg ( @LeftBrainMktg ), Mac McIntosh ( @B2B_Sales_Leads ), David Raab ( @draab ) and Adam Needles ( @abneedles ). Conference also covers Lead Management. They have high-quality presentations on both lead generation and lead management. I can highly recommend these events. Sales & Marketing 2.0
B2B Marketing Analytics
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. You probably also want to measure whether leads respond to your emails, and you want to input some cost data.
Content Marketing Playbook: Strategy and Roadmap
returned to the company after a 28-month stint leading. And it would lead to GE’s. leads through inbound marketing. “I think it’s almost. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 2: Strategy and Roadmap Copyright © 2015 Contently. All rights reserved. Introduction 3 II. Adopting a Winning Perspective 7 III. Back at GE and in.
9 Marketing Automation Metrics
SEPTEMBER 3, 2009
Marketing-qualified leads (MQL), definition should be established together with sales. sales accepted leads (SAL), formally accepted by sales. sales qualified leads (SQL), evolved into an opportunity. An inquiry could be any new lead, also someone who dropped off his business card at a tradeshow, or a download of a whitepaper. An MQL is also called a sales-ready lead.