Digital B2B Marketing

APRIL 2, 2013

No one makes a million dollar decision based on one white paper, one email or one Google search. The buying process may take 12 to 18 months. It is called a complex sale for a reason, but B2B marketers keep trying to fit it into a simplistic measurement framework: where did we get that lead?

Top of Funnel 100

Top of Funnel Peer-to-peer B2B Work Management 100

ViewPoint

AUGUST 14, 2013

Leveraging social media is a familiar tactic for individuals. That’s quickly changing, says my latest guest on PowerViews, Koka Sexton, LinkedIn’s senior manager of social marketing. Sales Managers Didn’t Want Their People on Social Media All Day. The more people you’re connected to, the bigger your sales pipeline.

Social Media 120

Social Media Media Cross-Selling Salesforce.com 120

markempa

DECEMBER 19, 2016

We went from zero to 20% to 30% of our opportunities in Salesforce.com resulting from video in the first six months.”. With eBooks and white papers, you can see that someone downloads the asset, but you lose visibility on how engaged they really are. “ Rethink Marketing Automation ” is an example of a mid-funnel video.

Top of Funnel 120

Top of Funnel Marketing Automation Services Video Marketing B2B Marketing 120

B2B Marketing Analytics

AUGUST 2, 2020

These 2 KPIs are very influential when it comes to evaluating the market mix across marketing tactics and channels in different phases of the buying cycle. It is based on the timelines of the first marketing engagement in comparison with the sales engagements within an account.

Marketing Attribution 91

Marketing Attribution Resource Management Multi-Touch Attribution Analytics 91

B2B Marketing Analytics

APRIL 3, 2022

Every marketing leader takes immense pride in talking about the marketing analytics teams at their organizations when they have implemented attribution tools/frameworks and can provide attribution data either via salesforce.com or via in case of more mature analytics teams in platforms like Tableau, Looker, DOMO, etc.

Marketing Attribution 52

Marketing Attribution Multi-Touch Attribution Marketing Analytics Tools Allocation 52

NuSpark Consulting

MAY 28, 2011

You’re busy training all those sales guys and going to conferences. I’ve been speaking to some of the folks in sales recently, and they seem to be in better spirits lately since we implemented our new initiatives. We weren’t on the same page when it came to target marketing and reaching your desired sales-ready leads.

Email Marketing 100

Email Marketing Work Management Marketing Automation Services Lead Scoring 100

NuSpark Consulting

MAY 28, 2011

You’re busy training all those sales guys and going to conferences. I’ve been speaking to some of the folks in sales recently, and they seem to be in better spirits lately since we implemented our new initiatives. We weren’t on the same page when it came to target marketing and reaching your desired sales-ready leads.

Email Marketing 100

Email Marketing Work Management Lead Scoring Lead Ranking 100

ViewPoint

MAY 30, 2012

Working with a wide variety of clients from tech firms to sports properties and lifestyle brands, Andrew has crafted successful campaigns built around white papers, event-based advertising and sales training materials for clients such as Major League Baseball, Canon, DuPont, SAP, Business Objects, Oracle and many others.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

NuSpark Consulting

JULY 17, 2010

In this space, there has recently been a multitude of white papers, ebooks, case studies, and webinars pushing the technology, hoping a key executive finally says to the boss- “I suppose we should look into this.&# As he/she should. For Sales People : You have goals and quotas to meet.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation Email Marketing 100

The Point

NOVEMBER 16, 2011

The blog generated more than 500 leads in its first 9 months alone, and this from a target audience (billing managers at small- to mid-sized medical practices) that can hardly be described as the Facebook crowd. Navicure uses Marketo and Salesforce.com to track marketing ROI.).

Social Media 100

Social Media Demand Generation Agencies Media Leads 100

markempa

MAY 22, 2017

Have you recently looked at your lead routing and assignment process? LeadData’s new report, The State of Lead Management , based on a survey of 527 B2B sellers and marketers found an average 25.5 % of marketing-generated leads get assigned to the wrong account owner. Management support to help keep sales team accountable?

Lead Ranking 291

Lead Ranking Lead Scoring Marketing Qualified Leads Sales Qualified Leads 291

Online Marketing Institute

NOVEMBER 4, 2010

People said they couldn’t remember downloading the white paper.” The common thread amongst these complaints is lack of 1) sales satisfaction and 2) lead quality. So what is it about some content syndication programs that create leads that sales reps don’t want? “We couldn’t reach half the contacts.”

Demand Generation Agencies 40

Demand Generation Agencies Paid Search Agency RSS Paper 40

Adobe Experience Cloud Blog

NOVEMBER 27, 2009

The panel of experts included: Brian Vass, Sant Corporation; Robin Daniels, salesforce.com; Rasmus Mencke, salesforce.com; Wouter Hoeberechts, WorldMedAssist LLC; Paul Uppal, ActiveConversion. Make it easy for sales to add someone to a nurturing campaigns. Alert sales of email and website activity so they can follow-up.

Email Marketing 48

Email Marketing ActiveConversion Salesforce.com Work Management 48

Marketing Insider Group

JANUARY 24, 2013

Marketing automation, social campaigns, inbound marketing, sales apps, ROI reporting – all in one place. Marketingcloud – Marketing Cloud – An extension of SalesForce.com, an integrated way of utilizing SalesForce in the Cloud. Cambridge, MA – [link]. Marketo – Marketo.com – Marketing software.

Twitter 100

Twitter Demand Generation Agencies Paid Search Agency B2B Marketing 100

Customer Experience Matrix

APRIL 5, 2009

CEO and co-founder Brian Giese had extensive experience in business sales and marketing and with existing demand generation systems when he began developing True Influence two years ago. and downloadable collateral such as white papers and brochures. Campaign management reflects a particularly interesting set of design choices.

Demand Generation 120

Demand Generation Digital Asset Management Demand Marketing Management 120

Anything Goes Marketing

OCTOBER 8, 2007

StubHub can then evaluate which search engines and keywords resulted in the most sales and invest appropriately. This will allow you to track the source if web visitors downloaded a white paper or purchased a product. In addition, your sales are not transactional - i.e. responding to an email and buying some Leaf tickets.

Salesforce.com 100

Salesforce.com Webcast Work Management Bandwidth 100

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

Rev

NOVEMBER 20, 2018

To transform this data into actions, those companies are using machine learning, predictive analytics, natural language processing, and other programming techniques under the banner of artificial intelligence. Get the AI white paper: “How to Win the Love of Your CEO”. The Mystery of B2B Sales and Marketing Innovation.

Marketing AI 119

Marketing AI Paid Content Paid Search Agency Allocation 119

Markempa

MAY 13, 2019

In this post, I’m going to share seven tips to help you improve lead routing for more sales. Have you intentionally managed and optimized your marketing qualified lead routing and assignment process? If not, you could be losing sales, and marketing ROI not know it. Routed leads via automated rules in Salesforce.com.

Marketing Qualified Leads 84

Marketing Qualified Leads Lead Ranking Sales Qualified Leads High Quality Lead 84

Webbiquity

JULY 10, 2018

Beyond that, your information architecture should be determined by the needs of your various online audiences: sales prospects (usually most importantly) as well as existing customers, the media, partners, potential employees, industry analysts, and possibly investors. You may use content planning and development tools to help create those.

Paid Content 212

Paid Content CMS Development Design Optimization 212

Rev

NOVEMBER 20, 2018

To transform this data into actions, those companies are using machine learning, predictive analytics, natural language processing, and other programming techniques under the banner of artificial intelligence. CTA: Get the AI white paper: “How to Win the Love of Your CEO”]. The Mystery of B2B Sales and Marketing Innovation.

Marketing AI 68

Marketing AI Paid Content Paid Search Agency Allocation 68

Lead Liaison

MARCH 7, 2018

We’re talking about how to scale marketing, pass qualified leads to sales, and how to progress those leads through the sales funnel to revenue. So there are a lot of steps to manage when coordinating a webinar. Administrate will then present how to progress qualified leads through the sales funnel to revenue.

Training 48

Training Webinar Metrics Lead Liaison Paid Search Agency 48

The Mx Group

AUGUST 1, 2018

The marketing industry is constantly evolving, which means there are many dynamic processes and trends you have to stay on top of in order to remain a savvy marketer. Additionally, built-in management tools help you organize and track these marketing campaigns to maximize their impact. Salesforce.com. SiriusDecisions.

Resources 79

Resources B2B Marketing Marketing Automation Services Salesforce.com 79

The Point

JANUARY 30, 2018

When you’re an established company, say: Salesforce.com or Microsoft, how people feel about your company on an emotional level – based on the sum total of their interactions with that company — can have a significant impact on how and why they invest in your product. Branding Doesn’t Matter. Use Outbound and Inbound Channels.

Demand Generation Agencies 168

Demand Generation Agencies Demand Generation Demand Generation 168

Webbiquity

MARCH 9, 2017

Subscribe to your newsletter or blog, download a white paper or report, complete a brief survey, register for a webinar. engage in an online chat, or complete some other task enabling you to start or move forward a potential sale. Integrates with popular services like PayPal and Salesforce.com. Google Review Count: 217.

Landing Pages 187

Landing Pages Conversion Rate Optimization Conversion 187

Customer Experience Matrix

JANUARY 24, 2015

The media library supports images, files, articles, and videos (through Vimeo integration); the calendar provides full event management; surveys can change questions based on previous answers and include automated follow-up actions. Workflows can manage both marketing campaigns and internal projects.

Marketing Automation Services 120

Marketing Automation Services Small Business Marketing Paid Search Agency Marketing Report 120

Biznology

NOVEMBER 15, 2018

If you’re like most companies, you’ve dedicated a significant chunk of time and money into developing content designed to attract attention and drive sales. Why isn’t your content converting customers and driving sales? A simple set of changes drove measurable improvement in conversion rate, leads, and sales.

Conversion Rate 106

Conversion Rate Clickthrough Content Lead Scoring 106

ANNUITAS

OCTOBER 9, 2014

Sales has always used an account-based approach while evaluating the leads they receive from marketing, as the first thing they look at is if the lead is from a company they believe could become a potential customer. I get calls from marketing technology vendors almost daily, based on the fact that I am a bit of a collector of white papers.

Account Based Marketing 100

Account Based Marketing Marketing Automation Services Demand Generation Agencies Demand Generation 100

Terminus

OCTOBER 16, 2018

The goal [of B2B marketing and sales] is to display the right message to the right person at the right stage of the buying process,” states Malachi. “No To accomplish this goal, Malachi and his team at Masergy launched a lead generation program that spanned sales and marketing. “On No two people buy the same way.”.

Account Based Marketing 22

Account Based Marketing Sales Management ABM Top of Funnel 22

ANNUITAS

JUNE 12, 2014

Sales has always used an account-based approach while evaluating the leads they receive from marketing, as the first thing they look at is if the lead is from a company they believe could become a potential customer. I get calls from marketing technology vendors almost daily, based on the fact that I am a bit of a collector of white papers.

Account Based Marketing 100

Account Based Marketing Marketing Automation Services Demand Generation Agencies Sales Qualified Leads 100

Convince & Convert

JUNE 10, 2012

But by blending together social media listening and engagement software with customer relationship management (CRM) platforms, the promise and premise of social CRM is finally becoming a reality, 2-3 years after we started to trumpet it (more optimistically than realistically at first). Sounds about right to me.

CRM 127

CRM Top of Funnel Enterprise Management Work Management 127

Lead Liaison

MARCH 7, 2018

And then of course there’s quality score and if anybody has managed a pay-per-click campaign, they understand that quality score is a big contributor. We approach all of our engagements, all of the campaigns, we optimize and manage on by starting on the simplistic level and then we kind of boil down to getting a little bit more complex.

Marketing Automation Services 48

Marketing Automation Services Paid Content PPC Marketing Automation 48

Adobe Experience Cloud Blog

NOVEMBER 6, 2012

by Stephanie Yung Every lead a Marketo Sales Development Representative calls into goes through an initial prospecting process, called “the sniff test”. This process happens before an initial call and helps our Sales Development Representatives prepare for a relevant conversation with a lead. Research the website.

Lead Qualification 48

Lead Qualification Sales Qualified Leads Lead Scoring Lead Ranking 48

Paul Gillin

JUNE 24, 2010

Most of these early adopters work for companies with adaptive, change-oriented management. Few people want to admit that they’re afraid, so they fall back on convenient stalling tactics, of which ROI is a primary one. A simple one is an ROI analysis of the impact of hiring a new sales representative. Revenue generated by rep.

ROI 50

ROI Paid Content Social Marketing Webcast 50

Customer Experience Matrix

NOVEMBER 30, 2006

contact management, and SalesLogix and Sage CRM for CRM. This broad product line poses a particular challenge in writing a white paper that does what white papers are supposed to do: give objective-sounding information that subtly pushes readers toward the sponsor’s products. Training can’t be ‘on the job’”, “16.

Enterprise Management 120

Enterprise Management Work Management Rules CRM 120

Full Circle Insights

JANUARY 24, 2023

Full Circle ABM is the first martech solution that gives B2B marketers the power to measure funnels in an account-based marketing context inside the CRM. This enables closer alignment between the sales and marketing teams and facilitates tighter collaboration on account targeting, which is critical for B2B success.

Full Circle Insights 52

Full Circle Insights Sales Management Bombora Top of Funnel 52

Convince & Convert

OCTOBER 22, 2013

Our process at Moz isn’t much different than most companies. Down the line, we also look at the number of assisted conversions the content contributed to our software Free Trial conversion funnel. How can you manage risk in your content marketing? I acted as the project manager. Find ways to help them craft a story.

Work Management 150

Work Management Webinar Metrics Top of Funnel Marketing & Strategy 150