LeadSloth

JANUARY 14, 2010

These posts are about Marketing Automation and Lead Management: Lead Management Introduction. Lead Management Features. Lead Nurturing and Lead Scoring. Marketing & Sales Collaboration. Create a Universal Lead Definition in 5 Steps. Making the Most of Your Lead Recycling Program.

Marketing Automation 100

Marketing Automation Automation Lead Ranking Lead Scoring 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

NOVEMBER 16, 2010

The topics for these meetings was drip campaigns and lead nurturing. Often, this is based on product, company size, industry or sales channel (direct, partner, affiliate). Segmentation on Lead Source and Search Keywords. Also, lead source can give valuable clues to the desired length of the nurturing process.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Automation Marketing Management 100

LeadSloth

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? Collaborate With Your Sales Team. Have Conversations.

Manticore 100

Manticore Planning Lead Nurturing Marketing Automation 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

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

AUGUST 30, 2009

As a response to my posts 7 Reasons Why Marketing Automation Projects Fail and Marketing Automation ROI , several people mentioned that the benefits of Marketing Automation are not just increased sales. Maybe spending on lead generation can be better directed, so unprofitable programs can be cut. More efficient sales force.

Marketing Automation Services 100

Marketing Automation Services Efficiency Marketing Automation Marketing Qualified Leads 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. Tags: lead management webinar recording. Introduction by Jep Castelein. 1848 James Marshall Discovers Gold. 2:CHOOSE the Right Audience.

Webinar Metrics 100

Webinar Metrics Case Study Case Studies Lead Scoring 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 24, 2009

If you start doing marketing automation or lead nurturing, first focus on the most attractive subset of your prospects. Make Sure You Have Enough Leads. If your problem is lack of raw leads, first address that problem. Describe Your Lead Flow. Leads go through various stages, from new leads to existing customers.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation Sales Qualified Leads 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. Case Management.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation CRM Salesforce.com 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). After – Once leads are sales-ready, they are passed on to the sales team.

Inbound Marketing 100

Inbound Marketing Marketing Automation CRM Social Marketing 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

FEBRUARY 15, 2010

What are the key events to attend when you’d like to learn more about B2B Marketing, Marketing Automation, Lead Management? I’ve started with a much longer list, but decided to focus on those events where Marketing Automation vendors exhibit, and where the speakers cover lead management and marketing automation. Conference.

B2B Marketing 100

B2B Marketing Marketing Management Marketing Automation Services B2B 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

SEPTEMBER 30, 2010

The past two days I attended the Pardot User Conference , and also presented a session on Lead Nurturing. The sessions were about lead management, lead nurturing, content marketing, social media and Pardot product sessions. Over 100 Pardot customers from all over North America attended this event. And that’s impressive.

Marketing Automation Services 100

Marketing Automation Services Marketing Management Conference Vendors 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

AUGUST 11, 2010

For example, the complex sale is usually unique to B2B selling, and that’s when you would map content to stages in the buying cycle. Steve Woods, The Content Gap – Lead Nurturing and Content Creation. Webinar: The Secret To Creating Lead Nurturing Content That Converts. My focus is on B2B, rather than B2C.

B2B Marketing 100

B2B Marketing Content Marketing Planning Burn Rate 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

APRIL 24, 2009

BTW 1: Some of these blogs are more about lead generation, demand generation or inbound marketing, so maybe the title of this blog post is not ideal. Ardath is a talented independent marketing consultant who writes about using content to engage with prospective customers; she really gets Marketing & Sales collaboration.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation B2B Thought Leadership 100

LeadSloth

DECEMBER 14, 2010

Most readers of this blog will know that I’m passionate about Marketing Automation and Lead Management. To accelerate this learning process I’ve decided to join the Marketo consulting team, in which I can focus 100% on Marketing Automation and Lead Management.

Marketo 100

Marketo Marketing Automation Services Work Management Marketing Management 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 8, 2010

The minimum level of integration is bidirectional synchronization of contacts and leads. Also, it’s useful if sales people can see information from the marketing automation system within the CRM system. It’s even better if they can assign leads to the most appropriate marketing campaign. What CRM System to Choose?

Salesforce.com 100

Salesforce.com Marketing Automation Services Marketing Automation CRM 100

LeadSloth

AUGUST 11, 2009

To generate demand for your products, it’s not enough to nurture the existing leads in your database. You also need a steady stream of fresh leads coming in. There are many ways to find these new leads: inbound marketing, search advertising, tradeshows, lead programs, etc.

Advertising Agencies 100

Advertising Agencies Paid Search Agency Advertisements Advertising 100

LeadSloth

AUGUST 10, 2010

expensive sales teams). Loopfuse has published pricing for their paid products, and they have a low-overhead sales model. Please leave a comment with your prediction… Webinar: The Secret To Creating Lead Nurturing Content That Converts. . ‘Free’ customers may lack the expertise to be successful.

Marketing Automation Services 100

Marketing Automation Services Loopfuse Marketing Automation LeadGenesys 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

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

APRIL 29, 2009

Genius.com B2B Marketing for Faster Sales Blog. Market2Lead Marketing Automation and Lead Management blog. Reachforce: The B2B Lead. Reachforce publishes almost daily Lead Generation tips. ReadyContacts Lead Data Management blog. Hubspot Internet Marketing Blog. Silverpop Engage B2B Blog.

Demand Generation 100

Demand Generation Marketing Management ReadyContacts Marketing Automation Services 100

LeadSloth

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?

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Ranking Sales Qualified Leads 100

LeadSloth

JULY 10, 2009

This is an leading online magazine for Marketing Automaton, which features vendor information, news articles a job board and more. Demand generation is not complete without covering Webinars, one of the key lead generation programs. This is more of a meta-blog, aggregating a large number of B2B blogs, including this blog.

Demand Generation 100

Demand Generation Demand Generation Marketing Automation Services 100

LeadSloth

MARCH 15, 2009

The focus is on list- and trigger-based emails and on landing pages, rather than on the full Lead Management Automation functionality. Using multi-variate testing to optimize conversion and sales. It is focused on advanced email strategies, which is an important part of the demand generation process.

Landing Pages 100

Landing Pages Multi-Channel SMS Trigger Marketing 100

LeadSloth

JULY 22, 2009

Great for them, but bad for customers: there’s always so much confusion about these new terms (earlier I wrote about the confusion around Demand Generation and Sales 2.0 ). So I created a non-scientific poll on LinkedIn asking: “Do you use Inbound Marketing for B2B Lead Generation?&#.

Inbound Marketing 100

Inbound Marketing Work Management Customer Surveys Linkedin 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

JULY 29, 2009

I read an interesting article on the decreasing effectiveness of free trials as a lead generation tool in the DemandGen Report. they didn’t login for a couple of days) you could kick off a lead nurturing program or send a notification to the sales and support teams. A popular offer for software vendors is the free trial.

Work Management 100

Work Management Marketing Management Demand Generation Agencies Demand Generation 100

LeadSloth

JUNE 30, 2009

In my opinion any B2B company needs both Inbound Marketing and Marketing Automation: the first to get in touch with new prospects, the second to move those leads through the funnel from suspects to sales-ready leads. I wrote more about this and about Lead Management on the Genius.com blog.

Marketing Automation Services 100

Marketing Automation Services Inbound Marketing Marketing Automation Automation 100