Adobe Experience Cloud Blog

MAY 30, 2017

To succeed in this new climate, you must adapt your tactics and shift your brand to become more human and digital native-friendly. At the very least, it should include the following: 70% original content: The bulk of your content should be original—articles, white papers, videos, case studies, webinars, etc.

Webinar Metrics 133

Webinar Metrics Ad Building B2B Thought Leadership Peer-to-peer 133

The Point

SEPTEMBER 29, 2011

When sales teams need marketing to help them make their numbers, the natural response is to go fishing for hot leads. This requires a constant re-loading of the sales funnel with new, expensive leads. In contrast, for Marketo, the proportion of sales derived from slow leads is an astounding 50 percent.

Sales Qualified Leads 100

Sales Qualified Leads Lead Scoring Lead Ranking Leads 100

Webbiquity

FEBRUARY 14, 2010

Marketing automation provider Marketo has just published The Definitive Guide to Lead Nurturing , a white paper that provides real value, covering the lead nurturing process from the basic how and why through ROI measurement. Note: this post was originally published on the WebMarketCentral blog in August 2009.

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Ranking Sales Qualified Leads 100

Ambal's Amusings

JULY 22, 2010

Her company Marketing Interactions helps companies with complex sales and quantify marketing effectiveness by using interactive e-marketing strategies driven by compelling content. She empowers her clients to create customer-centric nurturing programs that leverage strategic story development to engage prospects until they are sales ready.

B2B Marketing 100

B2B Marketing Planning B2B Trade Show 100

Schubert B2B

FEBRUARY 5, 2019

The best way to gauge a lead’s level of interest is to set up a lead scoring system using a marketing automation platform like HubSpot or Marketo. For example, you could assign 5 points for an email click and 10 points for a white paper download. Sales qualified leads. Landing pages.

Lead Ranking 81

Lead Ranking Marketing Qualified Leads Sales Qualified Leads B2B Marketing 81

Ambal's Amusings

MAY 27, 2010

" Match Content to the Buying Process " Ardath Albee's Bio. Her company Marketing Interactions helps companies with complex sales and quantify marketing effectiveness by using interactive e-marketing strategies driven by compelling content. Ardath’s book, eMarketing Strategies for the Complex Sale is now shipping!

B2B Marketing 100

B2B Marketing Content Marketing B2B Planning 100

TrustRadius Marketing

NOVEMBER 14, 2019

Ideally, your team would define this process once, perform maintenance checkups, track the provided analytics, and take action on those insights. Common automation themes include outbound and inbound lead generation, campaign management, workflows, email sequences, reporting, and analytics. Lead Management Features.

Marketing Automation Services 40

Marketing Automation Services Enterprise Management Work Management Marketing Management 40

SnapApp

MAY 12, 2015

You may not be The Gray Lady, or even the viral media powerhouse of the day, but you can borrow their tactics to get unprecedented results in your B2B marketing. The modern B2B buyer does a huge amount of research during their purchase process. is perfect top-of-funnel content. Unconvinced? Stay with me.

Top of Funnel 59

Top of Funnel Work Management Marketing Automation Services Marketing Management 59

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!) This was a really fantastic way to document the event! Share with us in the comments below.

Peer-to-peer 109

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

Webbiquity

MAY 23, 2011

Recently, that’s begun to change a bit as blogs like TopRank and Marketo have highlighted b2b social media success stories. First, social media activities more often influence a sale (by helping with awareness and branding objectives, for example) than lead directly to one in the B2B world. Tactics (Primary).

Social Media 100

Social Media Media Case Study Case Studies 100

Schubert B2B

FEBRUARY 5, 2019

The best way to gauge a lead’s level of interest is to set up a lead scoring system using a marketing automation platform like HubSpot or Marketo. For example, you could assign 5 points for an email click and 10 points for a white paper download. Sales qualified leads. Landing pages.

Lead Ranking 59

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 59

Ambal's Amusings

FEBRUARY 3, 2010

" Gordon Graham is That White Paper Guy , an award-winning writer who helps B2B technology firms tell their stories with crisp, compelling white papers. Many will use B2C tactics like branding for B2B marketing. and not a sales pitch. Hint: Tips, webinars, and white papers.). Over to you.

Paper 100

Paper Content Marketo Consulting 100

NuSpark Consulting

OCTOBER 28, 2018

. Demand generation is the process marketers employ to make clients want to buy their product or service. It’s used mostly in B2B environments or long-term B2C sales, and requires a number of steps and components to make it successful, depending on the size and complexity of your average sale.

Demand Generation Agencies 147

Demand Generation Agencies Demand Generation Work Management Marketing Management 147

Vidyard

JULY 7, 2016

So I actually started my career as an inside sales rep at a startup in the early 90s when Windows 3.1 We don’t have to worry about having the Heinz Marketing sales kickoff and sales training events every year, and a big strategy planning initiative that puts everyone in a standstill and neutral for a quarter.”.

Sales Management 60

Sales Management Marketing Automation Services Demand Generation Agencies Ad Building 60

Schubert B2B

FEBRUARY 5, 2019

The best way to gauge a lead’s level of interest is to set up a lead scoring system using a marketing automation platform like HubSpot or Marketo. For example, you could assign 5 points for an email click and 10 points for a white paper download. Sales qualified leads. Landing pages.

Lead Ranking 48

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 48

Adobe Experience Cloud Blog

OCTOBER 25, 2012

by Dayna Rothman We had a great webinar last week on content marketing with Toby Murdock, CEO and Co-Founder of Kapost , and Jason Miller, Social Media Strategist at Marketo. Shouldn’t white papers be gated? At Marketo we typically only put industry and analyst reports in front of a gate and sometimes mid-stage content.

Top of Funnel 48

Top of Funnel Content Marketing Lead Scoring Lead Ranking 48

Everything Technology Marketing

FEBRUARY 19, 2011

The number one marketing trend for 2011, according to the 17,000 member B2B technology marketing group on LinkedIn, is the increasing integration of social media with traditional marketing tactics to drive qualified leads. Until the marketing automation system indicates that your lead is qualified and ready for direct sales engagement.

Social Media 100

Social Media Sales Qualified Leads Lead Scoring Lead Ranking 100

Adobe Experience Cloud Blog

JUNE 13, 2011

by Jon Miller Last month I participated in a webinar on Adding the Human Touch into Your Lead Nurturing with Brian Carroll, author of Lead Generation for the Complex Sale and the “godfather” of lead nurturing. At Marketo, our prospect-to-lead conversion rate triples with lead nurturing.

Lead Nurturing 48

Lead Nurturing Sales Management Top of Funnel B2B Sales 48

Adobe Experience Cloud Blog

SEPTEMBER 19, 2010

Management could understand these metrics. It was easy for the VP of Sales to see my results via a dashboard in the CRM system. Well, that is unless you were a sales rep. Your sales reps know this. Here at Marketo, we use lead nurturing and scoring to help us identify when someone is ready to buy.

Sales Management 48

Sales Management Paid Content Inbound Marketing Work Management 48

Ambal's Amusings

FEBRUARY 18, 2010

Her company Marketing Interactions helps companies with complex sales and quantify marketing effectiveness by using interactive e-marketing strategies driven by compelling content. She empowers her clients to create customer-centric nurturing programs that leverage strategic story development to engage prospects until they are sales ready.

Demand Generation Agencies 100

Demand Generation Agencies Paid Search Agency Emarketing Inbound Marketing 100

Ambal's Amusings

OCTOBER 15, 2009

Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. Marketo's Modern B2B Marketing. Brian Carroll's book Lead Generation for the Complex Sale. Sales Lead Expert’s Learning Center. Marketing and Sales Alignment – Marketo eBook (New!). Tune and refine the buying process. Ardath Albee.

ROI 100

ROI B2B Marketing Paid Search Agency Planning 100

Adobe Experience Cloud Blog

MAY 30, 2010

In fact, a recent eMarketer report found that 40% of executives surveyed said integrating the two tactics is their No. To combine the two tactics, email subscribers can be encouraged to not only forward content via email, but also share it via Facebook, Twitter, StumbleUpon and other sites. Take lead management to the next level.

B2B Marketing 48

B2B Marketing Marketing Strategy Marketing & Strategy Marketing Management 48

B2B Marketing Directions

AUGUST 27, 2017

SiriusDecisions calls the new version the Demand Unit Waterfall , and it's depicted in the following diagram: Source: SiriusDecisions The first version of the Demand Waterfall was introduced in 2006, and over the past decade, thousands of B2B companies have used the waterfall model to track and manage their demand generation efforts.

Demand 40

Demand Work Management Intent Data Features 40

Adobe Experience Cloud Blog

JANUARY 9, 2012

Before the arrival of digital marketing tools, direct marketers measured response through unique phone numbers, coupon redemption, sales from a specific promotion, and other means. The latter will help you determine return on investment for your lead generation and lead management experiments. Test the offer. Ready for more ideas?

Lead Generation 48

Lead Generation Lead Scoring Lead Ranking Generation 48

Vidyard

JANUARY 5, 2017

Experience-backed account based marketing tactics are hard to come by, as everyone seems to be happy to tout results, but not dive any deeper into the real mechanics of how their strategy works. And as Marketo’s Senior Director of Marketing, she knows these tactics better than anyone. The AMB Funnel.

Sales Management 67

Sales Management Account Based Marketing Top of Funnel Marketing Funnels 67

Content Marketing Institute

JANUARY 14, 2019

The sales funnel is obsolete. The sales funnel doesn’t help predict anything about buyers: Not their mentality, not their movement through the buyer’s journey , and not when they might make a purchase. From sales funnel to lifecycle marketing: a (brief) history. The sales funnel aligns with that approach.

Top of Funnel 106

Top of Funnel Marketing Funnels Lead Ranking Digital Marketing Funnels 106

Directive Agency

JULY 5, 2018

Now, you might be one of those B2B marketers who is in the 1% who are weirdly drawn to and love reading white papers or data sheets. It’s simply, “ you have to have sales assets like white papers, data sheets, and case studies to support your team on the sales side and any of your drip campaigns.

Ad Building 40

Ad Building Branding Brand Identity Content Marketing 40

thePoint

MAY 25, 2018

Note: management might push you towards certain people – however, my experience is that you find those with the best insight in unusual places (e.g., a customer service rep, salesperson, or a savvy engineer that goes to a lot of conferences), so cast a wide net. You must have a least one strong advocate in sales leadership.

Paid Search Agency 40

Paid Search Agency Work Management Sales Management Marketing Management 40

LeanData

JUNE 1, 2015

When you’re hired to manage an existing team the first thing to do is understand who they are as people. I wanted Marketo Programs, Channels and Tags revamped to be simpler. Ideas became higher level and less tactical as smaller tasks fused to former broader goals. Here’s what I’ve done and learned. Get to know the team.

CMO 40

CMO Trade Show Budget Programs Work Management 40

Tomorrow People

MARCH 22, 2018

Process, not points. When thinking lead generation websites for content marketing, think process not points. Why processes? They get you into the mindset of strategy rather than tactics. Let’s look at some of those processes… and along the way, the characteristics of a great content marketing and lead generation website.

Lead Generation 393

Lead Generation Top of Funnel Lead Ranking Marketing Qualified Leads 393

Adobe Experience Cloud Blog

JULY 26, 2010

Guest post by Jeff Gordon, Senior Marketing Manager for BuyerZone. Experienced lead generation companies use a variety of methods to generate leads, including paid search, SEO, email, white papers, affiliates, and more. And yes, there are lead gen providers out there who use tactic like this to generate “leads”.

Sales Qualified Leads 48

Sales Qualified Leads Leads Lead Marketing Qualified Leads 48

WebMarketCentral

AUGUST 4, 2009

Marketing automation provider Marketo has just published The Definitive Guide to Lead Nurturing , a white paper that provides real value, covering the lead nurturing process from the basic how and why through ROI measurement.

Lead Nurturing 20

Lead Nurturing Lead Scoring Lead Ranking Sales Qualified Leads 20

DealSignal

MAY 31, 2023

Here’s how to manage sales pipeline full when you aren’t getting the support you need from marketing. Your outreach needs to be efficient, so everyone on the sales team should only be focused on the prospects with the most potential to actually convert. This doesn’t have to be a long, involved process.

Ideal Customer Profiles 52

Ideal Customer Profiles Sales Qualified Leads Work Management Marketing Management 52

Tomorrow People

JANUARY 7, 2021

Think of your website in terms of processes and customer journey, get obsessed with analytics, and keep things fresh. The overarching theme: think processes, not points. Why processes? They get you into the mindset of ‘strategy’ rather than tactics. A customer’s journey is also a sales funnel.

Lead Generation 156

Lead Generation Lead Ranking Marketing Qualified Leads Sales Qualified Leads 156

NetLine

AUGUST 2, 2023

High-quality, validated, opt-in leads are essential to driving sales and revenue growth, but generating them is no easy task. Before we do, let’s have a quick refresher on what B2B lead generation is and define the different types of sales leads that exist in the B2B world. What Are the Different Types of Sales Leads in B2B?

Lead Generation 52

Lead Generation Lead Ranking Sales Management Lead Scoring 52

Full Circle Insights

FEBRUARY 28, 2021

A Single Source of Truth for Marketing and Sales. Whatever the industry, marketing and sales departments that don’t share a single source of data truth tend to be misaligned because they aren’t operating from the same set of facts. We’ve seen what a difference it can make when sales and marketing share a single source of truth.

Lead Ranking 89

Lead Ranking Sales Management Marketing Attribution Full Circle Insights 89

Optinmonster

MARCH 13, 2024

Use Multiple Tactics to Get Leads Generating quality leads is the #1 priority for most small business owners. When we were preparing to launch our annual Black Friday marketing campaign in 2020, we wanted to get more people to participate in the sale and improve our revenue. Here’s a great video marketing hack from Marketo.

Paid Content 130

Paid Content Marketing Analytics Tools Lead Ranking Sales Qualified Leads 130