Adobe Experience Cloud Blog

JULY 17, 2018

From my experience through the case studies I’ve been involved with at Marketo and the feedback I’ve gathered from sales (because they are on the frontline of feedback—and we’re all about that marketing and sales partnership!) In fact, it’s been proven that storytelling can have a profound impact on the decisions we make.

Peer-to-peer 109

Peer-to-peer B2B Thought Leadership Thought Leadership Case Studies 109

Walker Sands

JULY 16, 2019

Fueled by advances in data analytics and marketing automation, a well-designed and executed ABM campaign can speed up your sales cycle and dramatically increase conversion rates. To learn more about this process, read our Seven Steps to Generating ROI with B2B Content white paper.

Account Based Marketing 40

Account Based Marketing ABM Ideal Customer Profiles Sales Qualified Leads 40

The Point

JANUARY 13, 2015

That likely means one of two options: • a marketing automation system like Eloqua , Marketo or Pardot that in turn integrates with a CRM database like Salesforce. Most would argue 100 Webinar leads are worth more than 100 White Paper leads. Leads are at least a measure of genuine interest. MQLs/Cost Per MQL. SQLs/Cost Per SQL.

Lead Ranking 100

Lead Ranking Marketing Qualified Leads ROI Sales Qualified Leads 100

Ambal's Amusings

AUGUST 27, 2010

Pick two pieces of content(ebook, white paper, flash video, total cost of ownership calculator) that you consider outstanding - 1 example of a B2B Marketing content addressed to a Technical Decision Maker and 1 B2B Marketing content addressed to a Business Decision Maker" Read on to get their insights. Tom Pick's Tip.

Work Management 100

Work Management Marketing Management B2B Business 100

Ambal's Amusings

MAY 12, 2010

" Stephanie Tilton is a seasoned white paper and case study writer who helps B2B companies advance the sales cycle by engaging prospects and customers. Click and download FREE eBook from Marketo and ClickDocuments. We asked Stephanie Tilton "What are key marketing trends and predictions for 2010?

Microsite 100

Microsite Buyer Personas Buying Cycle Emarketing 100

Adobe Experience Cloud Blog

OCTOBER 28, 2010

A great addition to Marketo’s Resources has been the Spear Marketing Group white paper, Top 10 Tips for Lead Nurturing Success , written by Howard Sewell. Not only is it a helpful resource when starting your lead nurturing , it also embodies and reinforces so many Marketo best practices.

Lead Nurturing 48

Lead Nurturing Lead Scoring Lead Ranking Sales Qualified Leads 48

Webbiquity

FEBRUARY 13, 2010

Marketing automation systems—from vendors like Eloqua , Marketo , Genoo , Manticore and others—are great tools for moving prospective buyers along the path from interest to desire to action. Without a solid content strategy to support that movement through the marketing and sales cycle, all you’ve got is a nice email system.

Emarketing 100

Emarketing Marketing Automation Services Manticore Marketing Management 100

Ambal's Amusings

JANUARY 21, 2010

If your company’s sales cycle is 9 months and you run 3-month campaigns—switching focus along with a change in quarter—you’re leaving most of your prospects hanging. Marketing cannot help sales if they don't understand the specific criteria for sales' success and the obstacles faced across the sales cycle.

Sales Qualified Leads 100

Sales Qualified Leads Lead Scoring Lead Ranking Marketing Leads 100

Adobe Experience Cloud Blog

FEBRUARY 28, 2012

.” In an age where customers prefer to avoid salespeople and do their own research early in the sales cycle, inbound marketing is a vital part of a successful marketing strategy. Marketo and Acquisio employ what they call the Inbound Marketing Multiplier : 1. An outbound marketing strategy. Post them in the comments.

Inbound Marketing 48

Inbound Marketing Webinar Metrics Effectiveness Marketo 48

Adobe Experience Cloud Blog

JULY 28, 2015

Do they download a white paper? Sales organizations—especially in businesses that have long sales cycles—break the sales cycle into discrete stages. For example, someone first connects with your company through a webinar and then visits you at a conference. Do they return to your website?

Analytics 48

Analytics Sales Qualified Leads Allocation Multi-Channel 48

Adobe Experience Cloud Blog

JANUARY 12, 2011

by Katie Byrnes The most recent Marketo white paper, Using Marketing Automation to Increase Your ROI on CRM , describes the key features offered by marketing automation systems as well as the various benefits of CRM systems and Marketing Automation systems can provide to your organization.

Marketing Automation Services 48

Marketing Automation Services Marketing Automation CRM ROI 48

Adobe Experience Cloud Blog

JANUARY 12, 2011

by Katie Byrnes The most recent Marketo white paper, Using Marketing Automation to Increase Your ROI on CRM , describes the key features offered by marketing automation systems as well as the various benefits of CRM systems and Marketing Automation systems can provide your organization.

Marketing Automation Services 48

Marketing Automation Services Marketing Automation CRM ROI 48

Ambal's Amusings

OCTOBER 15, 2009

Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. Marketo's Modern B2B Marketing. Marketing and Sales Alignment – Marketo eBook (New!). Creating Sales Opportunities with Lead Scoring – Genius.com white paper by Ardath Albee. You’ll see shorter buying cycle times.

ROI 100

ROI B2B Marketing Paid Search Agency Planning 100

Adobe Experience Cloud Blog

DECEMBER 7, 2011

by Jason Miller Part two of the follow up from our Reaching the Social Customer webinar features our very own Jon Miller, VP of Marketing and co-founder of Marketo. A recent survey from the Marketing Sherpa found that marketing to a lengthening sales cycle is a growing concern and the third-most-pressing challenge for B2B marketers today.

Top of Funnel 48

Top of Funnel Marketing Qualified Leads Lead Nurturing Buying Cycle 48

Vidyard

JULY 7, 2016

When I first started working with marketing automation in particular, Eloqua was the 800-pound gorilla, there were a few other platforms out there like Apprimo, this little company called Marketo, and HubSpot was certainly doing some great things. Don’t just focus on white papers and webinars — use video to engage your customers.

Sales Management 60

Sales Management Marketing Automation Services Demand Generation Agencies Ad Building 60

Adobe Experience Cloud Blog

JUNE 13, 2011

At Marketo, our prospect-to-lead conversion rate triples with lead nurturing. At Marketo, our sales development reps (SDRs) are typically the people who begin navigating a prospect’s organization to determine what tools that person needs to build an internal case for our products. from those we do not. Mid-stage content.

Lead Nurturing 48

Lead Nurturing Sales Management Top of Funnel B2B Sales 48

Adobe Experience Cloud Blog

SEPTEMBER 27, 2010

This said, with this information you should also be able to recognize who is not a potential customer for your company – regardless of whether or not they downloaded your white paper or attended your latest webinar.

B2B Marketing 48

B2B Marketing B2B Paid Search Agency Word of Mouth 48

Adobe Experience Cloud Blog

JULY 20, 2009

The next interview in the B2B Marketing thought leader interview series is with John Watton, VP Marketing at ShipServ , the leading e-marketplace for maritime shipping (and also a Marketo customer). It's a relatively high-ticket value offering, with all the attributes of an enterprise sale (complex sales process, long decision cycles etc.).

B2B Thought Leadership 48

B2B Thought Leadership Thought Leadership B2B Marketing Enterprise Management 48

ClearVoice

OCTOBER 27, 2023

Sales Cycle B2B SEO: In the B2B space, the sales cycle tends to be longer and more complex. It may involve creating informative white papers, webinars, and case studies catering to security-conscious businesses’ needs. B2C SEO: In B2C, the sales cycle is typically shorter.

Enterprise Management 97

Enterprise Management Work Management Marketing Management SEO 97

Adobe Experience Cloud Blog

MAY 13, 2009

The next interview in the B2B Marketing thought leader interview series is with Jill Konrath, Chief Sales Officer and Author of Selling to Big Companies. This interview with Jill provides great insight and best practices to improve sales and marketing alignment and shorten the sales cycle for B2B companies.

Thought Leadership 48

Thought Leadership B2B Thought Leadership Work Management Marketing Management 48

Only B2B

MARCH 13, 2020

Must Read: Steps to Reintroduce BANT in Modern B2B Sales Cycle. Every action taken on the website (for example, visiting, downloading a white paper etc) should be given a score. A lot of it also depends upon the type of business, the length of sales cycle, personas etc. Do they need your solution right now.

Sales Qualified Leads 111

Sales Qualified Leads Marketing Qualified Leads Lead Ranking Top of Funnel 111

Sales Engine

DECEMBER 16, 2015

Most B2B companies need help from an outsourced content development partner at different stages in the sales cycle, but many companies will fail to produce qualified leads for their sales teams, making it harder to justify increasing expenditures.

Advertising Agencies 120

Advertising Agencies Budget Programs High Quality Lead Content 120

The Point

APRIL 16, 2014

Marketo announced an open ecosystem platform strategy. • Conversely (and counter-intuitively), content that overtly “sells” a product or service, particularly early in the sales cycle, has a greater chance of alienating the reader. Not every piece of content has to be a new, 12-page white paper, however.

Marketing Automation Services 100

Marketing Automation Services Enterprise Management Work Management Marketing Management 100

SmartBug Media

JULY 25, 2019

White papers. Many of today’s successful sales leaders know that buyers do business with people they know, like, and trust. It allows your marketing team to leverage user data and helps you better understand when a customer is ready to demo your service or ready for a sales conversation. Blog articles. Infographics.

Buyer Personas 88

Buyer Personas Marketing Automation Services Thought Leadership Marketing & Strategy 88

KoMarketing Associates

AUGUST 3, 2017

As they move into interest and evaluation, they will often download a white paper or study from the company’s website. Finally, these actions take them into the commitment and sale phase, as they often talk to a customer support member or salesperson that can answer their questions and outline their contract or purchase.

B2B Marketing 120

B2B Marketing Planning Paid Search Agency Allocation 120

SmartBug Media

NOVEMBER 15, 2019

Identify those in your industry that share a similar market position, without being competitors, and consider co-publishing industry research, a white paper, or an ebook. Co-host a happy hour at an upcoming industry event or include one another’s logos on a partner page. Segment and Automate. Engage in Nontraditional Social Media.

Inbound Marketing 69

Inbound Marketing Paid Search Agency Marketing Automation Services Companies 69

Kapost

MARCH 27, 2017

The latest report by Marketo reveals that 65% of marketers publish content at least once a month. Marketo’s March 2017 report reveals that 34% of organizations are now using ABM. New research by Marketo reveals that 76% of marketers currently score their content journey. ” Where’s the disconnect?

Top of Funnel 48

Top of Funnel Lead Ranking B2B Marketing Planning 48

Convince & Convert

JANUARY 11, 2017

Now, whatever tracking method I’m using—if this is Google Analytics, a marketing automation platform, like Act-On, SalesFusion, Marketo, Eloqua, all those technologies—it is going to tell me as the marketer that this lead came from a Google search. This could be in your market automation, like with Marketo, or in maybe sales for CRM.

Social Media 133

Social Media Sales Management Top of Funnel Media 133

Ambal's Amusings

AUGUST 27, 2009

Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. Marketo's Modern B2B Marketing. In the "middle date" stage, consider offering in-depth white papers, self-assessment worksheets and webinars. Who, other than a qualified prospect, would really be interested in a white paper about your company's solutions?

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand B2B Marketing 100

Engagio

OCTOBER 1, 2019

In the 13 years since I co-founded Marketo, the way companies buy B2B products has changed a lot. Larger buying committees ( 12 – 16 people) mean that sales reps can’t possibly be talking to every stakeholder 1:1 during a sales cycle — yet talking with multiple personas is exactly what Marketing is good at. (In

Sales Management 85

Sales Management Marketing Automation Services Marketing Automation Account Based Marketing 85

Full Circle Insights

FEBRUARY 28, 2021

White Papers. Velocity & Shortening Your Sales Cycle. “What’s on My Mind” – Reflections from Marketo’s Marketing Nation Summit. In the B2B marketing and martech sector, there are clear trends playing out now that suggest ways the industry will evolve in 2021. Additional Resources.

Lead Ranking 89

Lead Ranking Sales Management Marketing Attribution Full Circle Insights 89

Adobe Experience Cloud Blog

NOVEMBER 11, 2008

Many of these are authored by the team at Marketo, but certainly not all of them. Over 50% of leads are not yet sales ready, so nurturing those leads rather than throwing them away can help you maximize results. Best Practices for Lead Nurturing — Blind Date to White Wedding (white paper). white paper).

Budget Programs 48

Budget Programs Marketing Automation Services Resources Marketing Budget 48

Leadspace

MAY 16, 2017

Advanced machine learning offers new and exciting ways of processing and refining intelligence on your audiences, by monitoring and learning from your sales cycles — both those that close, and those that don’t. But the applications of AI extend beyond basic lead/account scoring. Comprehensive Coverage.

Marketing AI 63

Marketing AI Marketing Automation Services Demand Generation Lead Scoring 63

Hinge Marketing

DECEMBER 29, 2015

Well known marketing automation platforms (MAPs) you’ve probably heard of include: Pardot, InfusionSoft, HubSpot, and Marketo. While some enterprise-level tools like Marketo and Pardot may cost over $1,000 a month, the industry has evolved with numerous entry level options like Drip and Automizy that start at just $50 a month.

Marketing Automation Services 48

Marketing Automation Services Marketing Automation Automation Tools 48

NetLine

AUGUST 2, 2023

However, buyers are still educating themselves with white papers, case studies, and webinars. For example, here’s how to integrate your NetLine portal with Marketo. Additionally, B2B sales cycles tend to be longer and more complex compared to consumer purchase journeys, which can make it difficult to attract and convert leads.

Lead Generation 52

Lead Generation Lead Ranking Sales Management Lead Scoring 52

LeanData

OCTOBER 13, 2015

Coveney and New-Waterson, who both are Marketo champions, described how the best lead nurturing is a combination of technology and authentic human interaction. Also, studies that have shown customers can be about 70 percent through the sales process before ever engaging a sales rep, New-Waterson added.

Lead Nurturing 45

Lead Nurturing Marketing Qualified Leads Lead Ranking Sales Qualified Leads 45

Albacross

APRIL 24, 2019

With these tools, you can generate more qualified leads and increase your sales. By tracking your time to conversion, you’ll be able to predict your sales cycle length more accurately. If you’re facing this problem, the solution is simple: Stop generating leads manually, and start automating the process instead. Hoot Suite.

Lead Generation 101

Lead Generation Lead Ranking Sales Management Sales Qualified Leads 101