The Point

JUNE 18, 2013

Recently I had the opportunity to sit down with Daniel Chalef, CEO of KnowledgeTree , developers of an intriguing new solution, built for both Salesforce.com and mobile (iOS), that enables sales teams to instantly find, surface, and present the ideal content in any selling situation. Secondly: measurement.

Salesforce.com 100

Salesforce.com Work Management Marketing Management Content 100

Customer Experience Matrix

JUNE 11, 2015

This is currently measured by tracking how often each item is used by sales people and read by recipients. The July release will supplement this with opportunity information from Salesforce.com CRM, allowing correlation of content usage with funnel stage conversions and revenue. A dashboard can highlight new and featured content.

Top of Funnel 120

Top of Funnel Salesforce.com Advertising Funnels Advertising Agencies 120

Customer Experience Matrix

DECEMBER 20, 2012

So that’s all fine, but what industry observers really want to know is how Salesforce.com will react. Okay, now we can talk about Salesforce.com. So now Salesforce finds itself forced to give Oracle access to prime customers, which cannot be a pleasant prospect. Wouldn’t that be nice? We’ll see how they handle it.

Eloqua 120

Eloqua Marketing Automation Services Enterprise Management Marketing Automation 120

markempa

MARCH 27, 2005

« Give Lead Generation Some Respect | Main | Podcast: How Trigger Events improve Lead Generation » Sales Leads Via RSS via Salesforce.com Otter Group CEO, Kathleen Gilroy , pointed me Charlie Woods, Moonwatcher Blog , and his intriguing post on the subject of distributing sales leads via RSS. " Here is his original concept.

RSS 120

RSS Salesforce.com Lead Generation Sales Leads 120

Customer Experience Matrix

APRIL 3, 2013

Reachforce’s core business is assembling data on marketing prospects, which it then sells for as many uses as possible: appending to Web leads, enhancing existing databases, and buying as lists. (See my post from last October for more on SetLogik.) There’s an obvious peanut butter-meets-jelly type of logic to this match.

Reachforce 120

Reachforce Buy Marketing Management B2B Marketing 120

Seismic

FEBRUARY 10, 2020

Prior to Roderick Jefferson & Associates, he held a variety of executive leadership, sales, sales enablement, operations, and customer experience roles for Marketo, Oracle Marketing Cloud, Salesforce.com, 3PAR, Business Objects, NetApp, PayPal, Siebel Systems, & AT&T. How do you define sales enablement at your organization?

Marketing Analytics Tools 97

Marketing Analytics Tools Salesforce.com Cross-Selling Thought Leadership 97

Customer Experience Matrix

JULY 21, 2009

Summary: Jesubi is designed to make sales prospecting as efficient as possible. You may not want to replace your CRM system with Jesubi, but dedicated prospecting teams should take a close look. Indeed, what impressed me about Jesubi was its very tight focus on prospecting productivity.

Efficiency 120

Efficiency Marketing Automation Services Work Management Marketing Management 120

LeadSloth

OCTOBER 20, 2010

Eloqua’s definition is a mouthful: “RPM is a systematic approach to identifying the drivers and impediments to revenue, rigorously measuring them, and then pulling the economic levers that will optimize top line growth&#. Jeremy Victor has a nice write-up of the 16 sales and marketing reports that measure revenue performance.

Eloqua 100

Eloqua Jigsaw Salesforce.com Work Management 100

Leadspace

JANUARY 4, 2017

This has included a lot of forward-looking trends and thought leadership specific to Earned Media and Communications going through this data, technology, and measurement transformation specifically. Once they do, they’ll be able to measure the impact, optimize it, and shift spend to the content, channels, and influencers they must figure out.

Enterprise Management 116

Enterprise Management Paid Content Marketing Management Marketing Automation Services 116

Customer Experience Matrix

JUNE 9, 2009

Summary: Marketo's new Sales Insight ranks prospects for sales people, based on recent Web and email activities. Marketo today officially launched “Sales Insight”, an application that makes prospect activity history directly available to sales people from within Salesforce.com. There are some subtle differences.

Marketo 120

Marketo Work Management Marketing Automation Services Eloqua 120

ViewPoint

JULY 11, 2011

Curious about how long each has been a public company, I checked on the years in which their stocks were offered: Salesforce.com – 2004; SuccessFactors – 2007; and NetSuite – 2007. One answer includes applying, tracking and measuring best-practice sales lead management processes.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

Lead Liaison

SEPTEMBER 27, 2016

It can also help: Qualify prospects based on their participation in the event. Automatically create a Prospect in your database. Nurture Prospects that attend or do not show up for the event. Automatically sync leads into your CRM system , such as Salesforce.com. Measure ROI of the webinar, including cost per lead.

Marketing Automation Services 48

Marketing Automation Services Webinar Metrics Marketing Automation Lead Liaison 48

ANNUITAS

MARCH 1, 2016

Connect account-level outcomes to contact-level activity : CRM platforms such as Salesforce.com are largely organized around account and opportunity objects. This means avoiding free-text fields and structuring your persona options versus capturing open-ended titles for prospects. pick lists and hidden fields).

Demand Generation 100

Demand Generation Demand Elasticity Analytics 100

ViewPoint

FEBRUARY 23, 2018

Quality conversations and personal engagement with prospects. We measure everything, then look at the data (in minutes, not days or weeks) to see what’s resonating. All the time we’re having unscripted conversation with our clients’ prospects. Does it automatically tee up the next touch with the best prospect at the right time?

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

Customer Experience Matrix

JUNE 30, 2010

The critical constraint is that volume is limited to 2,500 prospect names, 5,000 emails and 100,000 page views per month. The entry point of $350 per month (for up to 10,000 prospects with unlimited emails and page views) is much lower than the $1,000 to $2,000 starting price of most full-function marketing automation systems.

Loopfuse 120

Loopfuse Marketing Automation Services Enterprise Management Marketing Management 120

Lead Liaison

OCTOBER 12, 2017

As a user myself, I first started using Salesforce.com. Whether you’re using enterprise-level CRMs such as Salesforce.com or Microsoft Dynamics, or something with the essentials such as OneFocus™ or Pipedrive, having a marketing automation system coupled with your CRM is vital these days. Scoring is a way to measure engagement.

Marketing Automation Services 48

Marketing Automation Services Marketing Automation Lead Liaison CRM 48

Customer Experience Matrix

JULY 20, 2009

These functions, plus supporting features for database management, content management, sales system synchronization, and reporting, form a basic template for measuring demand generation software. Sales reps can also receive regular reports via email on activities by prospects, qualified leads, and targeted companies.

Active Conversion 120

Active Conversion Lead Scoring Lead Ranking Lead Management 120

LeadSloth

NOVEMBER 16, 2010

Some companies were actively capturing more information on prospects (e.g. A recurring theme is that you need to really understand the prospect. One company measured how long it took from initial lead creation until an opportunity was created: Organic search: 30 days. Measuring Replies to Nurturing Emails.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Automation Marketing Management 100

The ROI Guy

MARCH 28, 2018

Here are three successive steps you can take to measure and prove your program’s success: Step #1: Validating Awareness First, you have to measure if you’ve successfully gotten the word out about the Tool, and your getting the sign-ups you anticipated. Total proposed value of opportunities 2.

ROI 45

ROI Tools Sales Qualified Leads Validation 45

Vidyard

DECEMBER 18, 2014

Michael Gerard, CMO of Curata and Joe Gelata, our own Director of Demand Gen discussed the measurement of content initiatives in last week’s webinar: “Measuring the Impact of Content Marketing on Your Pipeline” (full version at the end of this post).

Top of Funnel 52

Top of Funnel Multi-Touch Attribution Lead Ranking Lead Scoring 52

Vidyard

JUNE 17, 2015

Prospects and customers are coming to the table with a great deal of understanding about products and services. Reps can now equip themselves with information about a prospect’s business, needs, and wants, and create personalized messaging regarding current pains and solutions. It is an amazing time to be in sales.

Video Marketing 51

Video Marketing Conversion Sales Qualified Leads Salesforce.com 51

NuSpark Consulting

MAY 28, 2011

You guys only knew the basics of Salesforce.com. Because of all those white papers, podcasts, and webinars that we’ve been promoting over the last few months, we’re been training those “tire-kickers” and I know that some of those early prospects are now engaging with you guys; some have purchased! We’re sharing and updating together.

Email Marketing 100

Email Marketing Work Management Marketing Automation Services Lead Scoring 100

NuSpark Consulting

MAY 28, 2011

You guys only knew the basics of Salesforce.com. Because of all those white papers, podcasts, and webinars that we’ve been promoting over the last few months, we’re been training those “tire-kickers” and I know that some of those early prospects are now engaging with you guys; some have purchased! We’re sharing and updating together.

Email Marketing 100

Email Marketing Work Management Lead Scoring Lead Ranking 100

Customer Experience Matrix

MAY 18, 2007

The paper, from Manticore Technology , recommends five best practices for business marketing: (1) define a unified marketing and sales pipeline; (2) deploy an integrated marketing and sales platform; (3) measure pipeline activity; (4) automate lead nurturing; and (5) focus on the top of the funnel.

Manticore 120

Manticore Online Lead Generation Lead Generation Vtrenz 120

markempa

SEPTEMBER 12, 2016

I first met Fowler when he was co-founder of the cloud-based contact management platform Jigsaw which he sold to Salesforce.com for $175 million (now Data.com). That means, their competitors, their customers, their prospects, their partners, etc. Sales are the most measurable department in your organization after finance.

Jigsaw 120

Jigsaw Growth Marketing Enterprise Management Work Management 120

The Point

NOVEMBER 16, 2011

Navicure uses Marketo and Salesforce.com to track marketing ROI.). Why then are so many companies failing miserably to generate measurable leads from social media? Remember: lead generation, in all its forms, relies on making it quick and easy for potential prospects to respond. Here they are, in a nutshell: 1. promotional).

Social Media 100

Social Media Demand Generation Agencies Media Leads 100

Engagio

DECEMBER 28, 2020

Investment in B2B measurement solutions will increase. However, as ABM leans into a customer-centric approach, there is a real absence of measurement capabilities to determine impact and engagement. And they’ll adapt measurement to reflect that new charter. Randy Frisch. CMO at Uberflip | LinkedIn. That’s the new game.

Account Based Marketing 139

Account Based Marketing ABM Sales Management Enterprise Management 139

Customer Experience Matrix

JULY 8, 2009

Last November, after much consideration of alternatives , I settled on Alexa three-month Web traffic rankings as a reasonable way to measure the relative market presence of demand generation vendors. Judging from the press releases on their Web site, this may be due to a new release last October that added Salesforce.com integration.

Marketing Automation Services 120

Marketing Automation Services Marketing Management Demand Generation Vendors 120

The Point

APRIL 18, 2011

Good video content engages customers and prospects like no white paper or webinar can. At a recent marketing conference I attended, an exec from CRM giant Salesforce.com tagged video as far and away their heaviest focus for new marketing investment, but not all of us have the same kind of marketing spend at our disposal.

Cost 100

Cost Video Marketing Effectiveness Microsite 100

ViewPoint

MAY 30, 2012

Asked about whether Salesforce.com may make an acquisition, he notes they do play nicely with several marketing automation providers, and an argument could be made that they are purposely staying out. 2012 Actions: Understand Buyers, Tighten Targeting & Measure Correctly.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

Customer Experience Matrix

JANUARY 7, 2010

But the real excitement will be features that expand the scope of demand generation products to support inbound marketing, better measurement, and more efficient content creation. This is expensive and it's exactly what prospects don't want. 2009 was a year of tremendous growth for demand generation systems (a.k.a. me-too products.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Marketing Automation Services Work Management 120

LeanData

AUGUST 18, 2014

In Salesforce.com, leads come in as individuals, not accounts. How come no one told me that my prospect showed up at our trade show booth 3 months ago? There’s a fundamental challenge within Salesforce.com whereby the inbound leads are not associated to accounts until a sales rep manually attaches the lead to the account.

Salesforce.com 40

Salesforce.com Marketing Qualified Leads Lead Ranking Top of Funnel 40

LeanData

AUGUST 18, 2014

In Salesforce.com, leads come in as individuals, not accounts. How come no one told me that my prospect showed up at our trade show booth 3 months ago? There’s a fundamental challenge within Salesforce.com whereby the inbound leads are not associated to accounts until a sales rep manually attaches the lead to the account.

Salesforce.com 40

Salesforce.com Marketing Qualified Leads Lead Ranking Top of Funnel 40

Customer Experience Matrix

JANUARY 5, 2010

Could marketers finally be ready to spend on measurement? This contrasts with traditional demand generation pricing on database size and/or activity volume, but is the way sales automation systems like Salesforce.com are usually sold. But enhanced reporting was the most common improvement of all. So much for 2009.

Marketing Automation Services 120

Marketing Automation Services Manticore Market2Lead Marketing Automation 120

Customer Experience Matrix

JULY 28, 2010

Changes include a drag-and-drop design tool (similar to Microsoft Powerpoint); integration of opportunities and custom objects from Salesforce.com; better reporting on Web site visitors; and, real time sales alerts on Web activity. Manticore Technology today released the latest version of its marketing automation system.

Manticore 120

Manticore Marketing Automation Services Demand Generation Agencies Marketing Management 120

Customer Experience Matrix

FEBRUARY 13, 2014

Mintigo’s conclusion across 186,500 B2B companies was that just three percent were using the most common marketing automation systems: Oracle Eloqua , Marketo, HubSpot, and Salesforce.com Pardot. Software Advice does show the number of prospective buyers by industry: not surprisingly, tech is still the most common industry among new buyers.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

Smashmouth Marketing

JANUARY 28, 2010

Measure it. Prospects pick up their phones less. Most of the prospects I talk with are actually in rebound mode and researching new ideas for when the budgets free up again." Without constant attention to this challenge, marketers will continue to struggle. Tie incentives to it. They use email more. Overcome it. "We

Demand 100

Demand Jigsaw Budget Programs Lead Gen 100