Adobe Experience Cloud Blog

NOVEMBER 13, 2017

Yet, the sales metric that reveals the most about both time and money—sales velocity—is commonly overlooked. What is Sales Velocity? Sales velocity is a measurement of how fast you’re making money. Why is it so Important to Track Sales Velocity? The 4 Key Variables That Impact Sales Velocity.

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Sales Cycle Sales Qualified Leads Conversion Rate Eye-Tracking 134

Adobe Experience Cloud Blog

SEPTEMBER 13, 2011

by Carol Fox As Dylan wrote, “The times, they are a-changing,&# and B2B sales cycles are no exception. But regardless of the factors at play, it stands to reason that learning more about what’s happening to sales cycles can help sales and marketing departments figure out how to shorten them.

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Sales Cycle B2B Sales B2B Marketo 48

Only B2B

JUNE 19, 2023

In the current highly competitive business environment, generating high-quality leads and expediting the sales journey is of utmost importance. BANT qualification, a well-established approach in lead assessment, has revolutionized the game by offering a framework to evaluate prospects and identify sales-ready leads.

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Sales Qualified Leads High Quality Lead Lead Ranking Marketing Qualified Leads 62

Oktopost

OCTOBER 5, 2022

Getting social right so your sales teams can use social engagement data to personalize their conversations with their prospects. Resources mentioned: In any B2B sales cycle, knowledge equals power. Use these guides to incorporate social engagement data into your lead nurturing: Marketo.

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Eloqua Work Management Transparency Leads 118

Adobe Experience Cloud Blog

FEBRUARY 22, 2018

After my hospitality career, I’ve succeeded in multiple roles in sales development within the highly competitive SaaS space. Sure, the numerous sales methodology classes I’ve taken, countless sales enablement meetings and constant testing of “best-practices” have all aided to my success. There is a similar correlation in sales.

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Work Management Marketing Management Sales Cycle Cold Calling 133

Adobe Experience Cloud Blog

OCTOBER 4, 2019

And while it is important for the company as a whole to be unified, there is no more important task than sales and marketing alignment , particularly when it comes to nurturing leads and increasing conversions. In general, most businesses would agree that their top goals are to boost sales and become more profitable.

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Lead Nurturing Sales Qualified Leads Top of Funnel Lead Scoring 133

Adobe Experience Cloud Blog

APRIL 3, 2019

From small startups to national corporations, what has shocked me the most is the lack of unity and communication between the sales and marketing departments. To get to the bottom of the issue, I check in with the sales team. 4 Ways to Reunite Sales and Marketing for Good.

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Sales Qualified Leads High Quality Lead Lead Scoring Lead Ranking 134

Adobe Experience Cloud Blog

OCTOBER 8, 2020

Most companies in the technology sector evolve in a very competitive environment, and leads generated by Marketing represent more than 50% of the opportunities signed by sales representatives. Marketo Engage, and especially Bizible , offer solutions to trace the origin of a prospect thanks to its multi-touch attribution model. .

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Marketing Automation Services Multi-Touch Attribution Marketing Automation Relevance 129

Customer Experience Matrix

FEBRUARY 24, 2009

I’m going to diverge just slightly from my current obsession with usability to talk about a conversation I had today with Marketo President and CEO Phil Fernandez, who previewed the 3.0 Although I actually think that quite a few demand generation vendors share the Marketo philosophy, it’s still helpful to hear the distinction made clearly.

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Marketo Marketing Automation Services Marketing Management Vtrenz 120

Adobe Experience Cloud Blog

JUNE 7, 2017

So, how can you tap into different aspects of marketing automation to increase sales? Pass Over Sales-Ready Leads Using Lead Scoring. Tired of hearing sales complain about marketing’s unqualified leads? When a lead reaches a threshold that you set, it is deemed “sales-ready” and is passed onto the sales team.

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Marketing Automation Services Marketing Automation Automation Lead Scoring 134

Adobe Experience Cloud Blog

AUGUST 17, 2016

The tight coordination and importance of timing reminds me of sales and marketing, but instead of a baton, marketing hands off the right lead at the perfect time, and sales wins the gold (literally). At Marketo, we spend a lot of time thinking about how to help sales and marketing perform together with the finesse of Olympians.

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Marketo Marketing Automation Services Enterprise Management CRM 48

Top Rank Marketing

FEBRUARY 1, 2017

This year, there’s a new player in the benchmark reporting game: The brilliant minds at Marketo. Marketo surveyed over 1,300 marketers, B2B and B2C, to track progress across five different categories. Overall, Marketo reports that 34% of marketers surveyed currently practice ABM. Here are just a few key takeaways.

Advertising Benchmark 52

Advertising Benchmark Marketo Account Based Marketing Organization 52

ANNUITAS

MAY 24, 2011

We recently had the opportunity to connect with Jon Miller, Vice President of Marketing and Co-Founder of Marketo. Jon leads strategy and execution for all aspects of Marketo’s hyper-efficient demand center (powered by Marketo’s solution, of course). Also, until recently, solutions were expensive and hard to use.

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Marketo Marketing Automation Services Work Management Marketing Management 100

PathFactory

MAY 3, 2022

Everyone has a hot take on how the traditional B2B sales model has died, changed, morphed, or remains relevant – alive and kicking. The first is “ Traditional B2B Sales and Marketing Are Becoming Obsolete ” posted on The Harvard Business Review by Brent Adamson, Vice President at Gartner.

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Ideal Customer Profiles B2B Sales Top of Funnel Account Based Marketing 59

Adobe Experience Cloud Blog

MARCH 13, 2012

However the technology alone will not bring these leads through to Sales Qualified Leads (SQL) and into pipeline. Many companies try to short cycle this by having the sales teams do this job. A dedicated team, which has the key philosophy of ‘Love Every Lead’, will maximize the sales pipeline from your leads.

Lead Ranking 48

Lead Ranking Marketing Qualified Leads Sales Cycle Sales Qualified Leads 48

The Point

DECEMBER 16, 2013

Sirius Decisions wrote an insightful article last week about the acquisition by Marketo of Insightera (a Web personalization platform), and included was the following projection: “By 2015, we expect to see 71 percent of b-to-b organizations’ new inquiries coming via the corporate Web site.”. Virtually none. I doubt it. What do you think?

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Demand Generation Agencies B2B Sales Sales Leads Microsite 100

Adobe Experience Cloud Blog

JULY 21, 2017

Many B2B organizations deal with a smaller lead pool and longer sales cycle, which means you’ve probably had to adjust your marketing campaigns accordingly. And, that’s where account-based marketing and sales come in. B2B sales requires a comprehensive, multi-channel approach to nurturing leads at different levels.

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A/B testing Work Management Marketing Management B2B Thought Leadership 134

Kaon

JULY 31, 2015

According to Marketo, 71% of CEOs at large companies say that they don’t see the payoff from CMOs’ technology investments. Now, more than ever, marketers must deliver solutions that sales teams (and customers) can use directly, enabling them to shorten sales cycles, better articulate competitive differentiation, and improve their win rates.

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Marketing Management Paid Search Agency Sales Cycle Differentiation 100

Oktopost

DECEMBER 13, 2020

A VP Sales is a true sales leader who knows how to ignite a fire to invigorate sales managers to drive results. It’s no secret that VP Sales is responsible for: Leading their sales team to meet and exceed sales goals. Creating and executing sales strategies. Establishes Internal Communication.

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Social Media Ideal Customer Profiles Top of Funnel High Quality Lead 87

Vidyard

OCTOBER 11, 2018

When it comes to marketing and sales tactics “Good Enough” is no longer going to cut it. In her talk Selling with Video: The 3 Mistakes Your Sales Team’s Making , Benfer is looking at all things video. Jamie Shanks, CEO of Sales for Life, also has a few things to say about video. People LOVE video.

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Video Marketing Planning B2B Thought Leadership Cross-Selling 74

Seismic

MARCH 16, 2022

If you’re reading this, it’s safe to assume that your sales reps aren’t as productive as you’d like them to be. You’re not alone: sales productivity is a challenge in every organization. In fact, sales productivity is a top business challenge for 65% of B2B organizations. What is sales productivity? Check them out below!

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Marketing AI Product Marketing & Strategy Work Management 52

SnapApp

MAY 28, 2019

Both our sales and marketing teams live and breathe this ideology. Why Generating Sales-Ready Leads Is a Challenge. You want to assume that those 60 people have raised their hand, and therefore, are ready to speak to sales and explore a purchase. Or, maybe a sales rep who wants to sell your company on their product.

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Lead Ranking Top of Funnel Lead Generation Marketing Qualified Leads 75

The Point

DECEMBER 11, 2018

In the giddy, early days when solutions like Marketo first arrived on the scene, the reigning view was that the technology was all a company needed to solve their lead management and email marketing woes. In later stages, the measuring stick is more likely to be Sales Qualified Accounts, Meetings, or Pipeline.

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Account Based Marketing ABM Ideal Customer Profiles Enterprise Management 157

Adobe Experience Cloud Blog

MAY 4, 2010

One of the great things about working at Marketo is the amount of marketing and sales professionals we speak to each week. We’re hearing, sharing, and creating exciting new ideas of how to make the revenue cycle be better. reduced their sales cycles by as much as 35%. So welcome to the Marketo Sales Blog.

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Marketo B2B Sales Top of Funnel SMB 48

PathFactory

MAY 2, 2022

Toronto, ON – May 2, 2022 – PathFactory announces its next-generation PathFactory for Revenue Enablement, further closing the gap between marketing and sales by empowering sellers to deliver bespoke buying experiences at scale, built from marketing-curated content.

Enterprise Management 52

Enterprise Management Marketing Management Marketing Qualified Leads Buy 52

Adobe Experience Cloud Blog

JANUARY 22, 2020

At the bottom of the funnel, marketing helps close the sale by creating urgency and helping prospects make the business case for purchasing the product or service. But in between, marketing needs to nurture and qualify leads by encouraging them to engage with content until they’re sales-ready. Why focus on the middle of the funnel?

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Top of Funnel Lead Ranking Sales Qualified Leads Marketing Qualified Leads 160

Golden Spiral

APRIL 1, 2022

The tenure for a sales VP is much shorter, at around 19 months. Since the beginning of COVID, sales within tech companies has experienced massive attrition with an average tenure for all sales professionals at 21 months. Fill the funnel with a lot of sales leads, then move on to ultimately reach a narrow, well-defined goal.

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Top of Funnel Paid Search Agency Work Management Paid Content 62

Only B2B

OCTOBER 3, 2023

MQLs represent more than just prospects; they embody potential customers who have ventured deeper into your sales funnel, demonstrating a keen interest in your products or services. Marketing Qualified Leads (MQLs) are the essential bridge connecting marketing efforts with sales endeavors.

Lead Ranking 62

Lead Ranking Sales Qualified Leads Marketing Qualified Leads High Quality Lead 62

Seismic

AUGUST 2, 2019

Last month we touched upon some of the current challenges facing sales and marketing teams in the telecom industry, and detailed how some legacy providers have begun to shift their focus from consumer to B2B markets, developing their revenue streams to retain a foothold in the market. The customer comes first.

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Digital Transformation Sales Cycle Touchpoints B2B Sales 49

Martech

DECEMBER 6, 2021

Documentation serves as the base work that anchors the architecture of what you’re building in Marketo (or any marketing automation or CRM platform for that matter), and it will also help your team improve efficiency. . Take a look at this chart from AIHR Academy : Conduct a mini-audit of your Marketo instance. Credit: Perkuto.

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Resources Lead Scoring Lead Ranking Advertising Agencies 93

Engagio

NOVEMBER 16, 2023

In fact, according to a 2022 Forrester TEI Study, “Demandbase account-based marketing and sales platform delivers a 367% three year return on investment (ROI).” Sales has better, more informed conversations, and marketing delivers the right message to the right accounts at the right time.

Account Based Marketing 71

Account Based Marketing Budget Programs ABM Marketing Analytics Tools 71

Only B2B

SEPTEMBER 18, 2023

Must Read: Sales Success Secrets: The Critical Role of Lead Generation and Appointment Setting Revolutionizing Lead Generation with Automated Lead Qualification: A Data-Driven Guide Lead qualification is the process of evaluating potential customers and determining their readiness to make a purchase. The result?

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Lead Qualification Lead Ranking Marketing Qualified Leads Lead Scoring 62

Velocity Partners

FEBRUARY 27, 2024

You know, Marketo and Engagio founder and CMO at Demandbase (and, it just so happens, serial Velocity client). In the last decade, sales activation became the new religion. But an obsession with sales activation strategies frequently bites B2B marketing teams on the backside. That Jon Miller. Few are paying attention.

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Sales Management Top of Funnel Work Management Brand Identity 76

Adobe Experience Cloud Blog

JUNE 15, 2015

Author: Ben Daters The best sales reps are the ones that clearly know the stages and complexity of their sales cycle and the dynamic elements that can be different based on the size of the opportunity. I challenge each salesperson to define the stages in their sales cycle and identify their strengths and weaknesses.

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Urgency Marketing Sales Cycle Thought Leadership Marketo 48

Vidyard

MARCH 5, 2021

Video for Sales 1.3 Are you searching for a platform that allows your sales team to create personalized videos or network at virtual events ? Marketers can use interactive video elements (or CTAs) and video personalization to boost viewer engagement, accelerate the buyer journey, and convert viewers into the sales pipeline.

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Enterprise Management Work Management Video Marketing Marketing Management 155

Adobe Experience Cloud Blog

SEPTEMBER 17, 2015

While ROI depends on multiple factors, some of which are out of marketing’s hands, such as sales performance and capacity, the Golden Ratio is measured primarily on marketing aptitude—the ability to deliver pipeline across certain channels. Think of those deals that have two-year sales cycles—why would you not nurture them?

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Multi-Touch Attribution Marketo Multi-Channel Thought Leadership 48

The Point

FEBRUARY 18, 2020

In the last decade, three of the top four B2B solutions: Eloqua, Marketo, and Pardot, have all been acquired by larger companies. Reduced sales cycle? Lead to sale conversion rates? The major software players in the marketing automation space have also seen a lot of changes in the last 5 years. Pipeline acceleration?

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Marketing Automation Services Marketing Management Marketing Automation Automation 147