| | | Funnel Focus | |  Sales | 102 articles |
| Page 1 of 2 | Previous | Next | FUNNEL FOCUS AUGUST 1, 2011 Content Marketing Strategy – Step 1: How to Perform a Content Audit Analyze their online activity, interests and interactions with your sales team throughout the process to determine how your existing content corresponds to each phase. With the increased attention on content strategy and how it drives the buying process, the content audit is becoming a routine exercise for many b2b marketers. If your organization has not performed one, I would highly recommend it. Tedious and time-consuming as it may be, it’s well worth it and will pay off when you’re developing lead nurtures and building your content strategy. The Preparation. The Audit. Yes or No. | FUNNEL FOCUS FEBRUARY 22, 2012 3 Steps to Aligning Marketing and Sales and social media to streamline their purchasing processes, the line between marketing and sales as it relates to prospect interaction becomes blurred. Marketing must take on the early-stage lead/prospect communication that was once the sole responsibility of sales, and frequently the two groups must work together to nurture a buyer from lead to prospect to customer. While challenging, it is possible to get marketing and sales on the same page. Below I have outlined three steps that can move your organization towards marketing and sales alignment. Don’t do that! | | | | | |
| FUNNEL FOCUS MAY 11, 2011  Interview: Brian Hansford Shares 5 Tips on Lead Nurturing for the Complex Sale In the B2B market, long, complex sales cycles come with the territory and can last anywhere from 6 months to 3 years. Therefore, lead nurturing is a critical part of many organizations' sales processes. This takes into account the workflow, contact cadence, campaign themes, and definitions that move leads through the buying process and a qualified handoff to Sales. | | FUNNEL FOCUS JULY 12, 2010 Manticore Technology is Pleased to Release The Quintessential Marketing Automation Guidebook In The Quintessential Marketing Automation Guidebook , 10 of today’s most respected marketing and sales thought leaders, including Ardath Albee, Craig Rosenberg, Jonathan Block, Jill Konrath, Andrew Gaffney and many more , draw from years of experience to deliver a wealth of insight on how to harness the power of marketing automation to effectively manage your marketing funnel and drive more qualified leads. Download the Guidebook to learn: What sales might really like to say to marketing, given the chance. There just isn’t.”. Download your complimentary copy today! | FUNNEL FOCUS JANUARY 21, 2013 Breaking News: Eloqua Acquisition Irrelevant to Mid-market Why consolidation isn't a cure for the big picture challenges organizations face with sales and marketing technology. Marketing automation requires resources to support database development, content creation, integrated campaign execution to support demand generation, sales enablement tools to support the opportunity stage and reporting to support effective decision-making. Eloqua customers in this space need to steel themselves against the sales pitch to come. Marketing automation software has arrived at this destination. Why is that? | | | | | | | |
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FUNNEL FOCUS | WEDNESDAY, OCTOBER 20, 2010 Decrementing a Lead Score: They’re just not that into you
Similarly, in the sales process, there are often telltale digital signs that a seemingly viable lead is just not that into you. Lead Scoring models help your sales team prioritize leads that are ready for action. The total lead score is comprised of both a fit and interest score , and leads are automatically passed to sales once they reach a certain score. After it drops past a certain point, the lead should be removed from the sales pipeline and passed back over to marketing for lead nurturing. Many of you have seen the 2009 film He’s just not that into you. MORE >> -
FUNNEL FOCUS | TUESDAY, JUNE 5, 2012 5 Ways to Use Marketing Automation to Its Full Potential
What to Read: " Candid Letter from Sales to Marketing ", by Jill Konrath ( @jillkonrath ). To use marketing automation to its full potential, marketers must collaborate with their sales team. For additional marketing- sales alignment advice, check out this post “ 3 Steps to Aligning Marketing and Sales.". Marketing Automation Lead Nurturing Lead Scoring marketing marketing automation strategy marketing strategy marketing vs salesI was recently sent this article written by Howard J. Planning. Processes. Campaigns. Metrics. Collaboration. MORE >> -
FUNNEL FOCUS | THURSDAY, JANUARY 6, 2011 5 Ways to Prevent Sales Funnel Leakage with Marketing Automation
In the b2b world of long sales cycles involving multiple decision-makers and influencers, sales funnel leakage is one of the most challenging issues Sales and Marketing face. It occurs when Marketing Qualified Leads are passed to Sales but do not actively enter the sales cycle, and as a result, fall out of the funnel. According to DemandGen Report, 80% of un-worked leads – those not worked by your sales team for various reasons - will buy from someone over the next two years. This is probably because of a disconnect between Marketing and Sales. MORE >> -
FUNNEL FOCUS | THURSDAY, NOVEMBER 4, 2010  Interview: Mac McIntosh Shares How Marketing Automation Can Impact Your Bottom Line
To help you gain some insight on what it enables you to do and how to use it effectively, I've invited BtoB Sales Lead Expert Mac McIntosh to answer a few questions about the value marketing automation can bring to your business. What does sales struggle with that marketing automation can simplify? If you consider the steps in the B2B buying process as described in Robert Jollies’ book, Customer Centered Selling (illustration below), you’ll see that sales spends almost all their time where buyers are spending only a small percentage of their time. Good question. MORE >> -
FUNNEL FOCUS | TUESDAY, JULY 20, 2010  Thought Leadership Interview: Jill Konrath on Closing the Gap between Marketing and Sales
Jill Konrath wrote the first section of The Quintessential Marketing Automation Guidebook where she wrote a letter from Sales telling Marketing exactly what was needed to help drive revenue. Her letter stirred up reactions from our readers, so I caught up with Jill to ask her to share a few more insights about how to bring marketing and sales closer together. Jill has also offered up some free resources for you that complement her new book, SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers. Educate the sales force. Make it simple. MORE >>
- Interview: Mike Damphousse Answers 5 Questions on Integrating Human Touch Points into Lead Nurturing FUNNEL FOCUS | THURSDAY, APRIL 14, 2011
- Spotlight: Craig Rosenberg Reminds Us Marketing Automation is Not Plug and Play FUNNEL FOCUS | MONDAY, AUGUST 9, 2010
- Interview: Craig Rosenberg Dishes on the Details of Successful Demand Generation FUNNEL FOCUS | FRIDAY, APRIL 8, 2011
- New DemandGen Report Survey Reveals Tips for Using Content to Connect with Buyers FUNNEL FOCUS | MONDAY, AUGUST 29, 2011
- Interview: Carlos Hidalgo Shares Tips on Turning Recycled Leads into Revenue FUNNEL FOCUS | THURSDAY, APRIL 21, 2011
- Interview: Current Marketing Automation Pricing Trends and the Market Impact FUNNEL FOCUS | FRIDAY, FEBRUARY 10, 2012
- Interview: Ardath Albee Shares 5 Tips for Customer Nurturing FUNNEL FOCUS | FRIDAY, MAY 20, 2011
- Sales-driven Lead Nurturing: Moving Leads through the 3 Buying Phases FUNNEL FOCUS | FRIDAY, DECEMBER 17, 2010
- Spotlight: Chief Sales Officer Jill Konrath Writes a Letter to Marketing FUNNEL FOCUS | WEDNESDAY, AUGUST 11, 2010
- The Business Case for Marketing Automation FUNNEL FOCUS | TUESDAY, SEPTEMBER 7, 2010
- The Quintessential Marketing Automation Guidebook Spotlight: Ardath Albee Suggests Marketers Put Content to Work FUNNEL FOCUS | THURSDAY, JULY 15, 2010
- Why B2B Buyers are Like ‘The Bachelor’ FUNNEL FOCUS | FRIDAY, FEBRUARY 24, 2012
- 5 Tips for Impactful Lead Nurturing Programs FUNNEL FOCUS | MONDAY, MARCH 26, 2012
- Tips for Getting from No to Yes for Marketing Automation FUNNEL FOCUS | FRIDAY, MARCH 2, 2012
- Decrementing a Lead Score: They’re just not that into you FUNNEL FOCUS | WEDNESDAY, OCTOBER 20, 2010
- The Quintessential Marketing Automation Guidebook Spotlight: Andrew Gaffney Scoops on Marketing Metrics FUNNEL FOCUS | MONDAY, JULY 12, 2010
- What You Can Learn About Prospects from the Content They Read – 4 Questions for Ardath Albee FUNNEL FOCUS | TUESDAY, JUNE 15, 2010
- Email Marketing – How Many Touches are Enough? FUNNEL FOCUS | MONDAY, NOVEMBER 22, 2010
- Use 3 Components to Create a Lead Scoring Model FUNNEL FOCUS | MONDAY, MARCH 22, 2010
- Thought Leadership Interview: Andrew Gaffney Explains How Marketers Use Metrics to Impact Business FUNNEL FOCUS | WEDNESDAY, SEPTEMBER 8, 2010
- Developing Content to Reveal more Details about our Prospects – 5 Tips from Ardath Albee FUNNEL FOCUS | WEDNESDAY, JANUARY 12, 2011
- Managing Unhappy Customers on Twitter FUNNEL FOCUS | TUESDAY, MAY 25, 2010
- Marketing Automation Puts an End to Wasting Leads FUNNEL FOCUS | TUESDAY, OCTOBER 5, 2010
- No More Losing Leads to Competitors without a Fight FUNNEL FOCUS | WEDNESDAY, OCTOBER 27, 2010
- Spotlight: Brian Massey Shares Insights to Optimizing Your Marketing Process FUNNEL FOCUS | MONDAY, SEPTEMBER 20, 2010
- In the B2B Funnel, Is There a Clean Sales Handoff? FUNNEL FOCUS | THURSDAY, FEBRUARY 17, 2011
- Four Reasons for Marketing and Sales to Collaborate FUNNEL FOCUS | WEDNESDAY, MAY 26, 2010
- New Webinar: Lead Nurturing After the Sales Handoff: Accelerate the Buying Process FUNNEL FOCUS | TUESDAY, FEBRUARY 1, 2011
- The Quintessential Marketing Automation Guidebook Spotlight: Bob Walmsley Reveals How Marketing Automation Helps Companies Adapt to Changing Buyer Behavior FUNNEL FOCUS | MONDAY, JULY 19, 2010
- Thought Leadership Interview: Ardath Albee Shares More Secrets to Content Marketing Effectiveness FUNNEL FOCUS | TUESDAY, SEPTEMBER 14, 2010
- Q&A Excerpt: Driving Leads with Social Media FUNNEL FOCUS | THURSDAY, NOVEMBER 18, 2010
- Thought Leadership Interview: Jeff Erramouspe Sheds Light on 3 Issues that Impact Marketing Automation Process Planning FUNNEL FOCUS | TUESDAY, AUGUST 17, 2010
- Best Practices in Video Content Marketing FUNNEL FOCUS | TUESDAY, JANUARY 8, 2013
- How the Human Touch Impacts Marketing Performance – 5 Questions for Brian Carroll FUNNEL FOCUS | WEDNESDAY, MAY 19, 2010
- Complimentary Webinar: Winning B2B Buyers with your Content Marketing Mix FUNNEL FOCUS | THURSDAY, MAY 12, 2011
- B2B Marketing Tips for Reaching the Web-influenced Buyer FUNNEL FOCUS | WEDNESDAY, DECEMBER 8, 2010
- Thought Leadership Interview: Brian Hansford Provides Insight on Using Marketing Automation Effectively FUNNEL FOCUS | TUESDAY, NOVEMBER 2, 2010
- Thought Leadership Interview: Jep Castelein Provides Tips on Improving Lead Nurturing Programs FUNNEL FOCUS | MONDAY, AUGUST 23, 2010
- Interview: Mac McConnell on How Marketing Automation Benefits Financial Service Companies FUNNEL FOCUS | SUNDAY, NOVEMBER 21, 2010
- Q&A: Finding & Implementing the Right Marketing Automation Platform FUNNEL FOCUS | TUESDAY, MAY 18, 2010
- Marketing Automation Challenges FUNNEL FOCUS | THURSDAY, JULY 1, 2010
- Brian Hession Shares the List Intelligence Approach with Marketing Automation Users FUNNEL FOCUS | TUESDAY, MARCH 8, 2011
- Interview: Jeff Erramouspe Discusses the Difference Between Drip Marketing and Lead Nurturing FUNNEL FOCUS | THURSDAY, MAY 26, 2011
- Interview with DemandGen Report: How Financial Service Companies can Benefit from Marketing Automation FUNNEL FOCUS | FRIDAY, FEBRUARY 25, 2011
- Brent Mellow Helps You Choose the Right Marketing Solution FUNNEL FOCUS | TUESDAY, NOVEMBER 9, 2010
- Spotlight: Jep Castelein Shows Marketers How to Avoid Follow-up Failure FUNNEL FOCUS | MONDAY, JULY 26, 2010
- Spotlight: Bob Walmsley Addresses How Sales Can Benefit from Marketing Automation FUNNEL FOCUS | WEDNESDAY, SEPTEMBER 22, 2010
- The Final Solution: Lead-to-Revenue Management FUNNEL FOCUS | MONDAY, FEBRUARY 18, 2013
- A Match Made in the Cloud! FUNNEL FOCUS | TUESDAY, JUNE 12, 2012
- Lead Nurturing Webinar Q&A FUNNEL FOCUS | THURSDAY, APRIL 1, 2010
- 2013: Prepare to Battle (for Market Share) FUNNEL FOCUS | MONDAY, DECEMBER 17, 2012
- Lead Generation is Not Lead Nurturing FUNNEL FOCUS | MONDAY, MARCH 15, 2010
- Spotlight: Sue Hay and Cari Baldwin Help You Supercharge Your Demand Generation Programs FUNNEL FOCUS | MONDAY, AUGUST 2, 2010
- Use Marketing Automation to Improve Lifecycle Management FUNNEL FOCUS | WEDNESDAY, MAY 5, 2010
- Demand Generation Unifies Sales and Marketing FUNNEL FOCUS | TUESDAY, APRIL 20, 2010
- Webinar: 3 Pillars of Marketing Automation Success: Find, Connect, Engage FUNNEL FOCUS | TUESDAY, APRIL 26, 2011
- Webinar: 3 Must-Have Lead Nurturing Processes to Grow Your Marketing Funnel FUNNEL FOCUS | WEDNESDAY, MARCH 24, 2010
- Inbound Marketing Can’t Carry the Load Alone FUNNEL FOCUS | TUESDAY, JUNE 8, 2010
- A Busy January FUNNEL FOCUS | TUESDAY, JANUARY 17, 2012
- Is the term Marketing Automation Mainstream? And Does It Really Matter? FUNNEL FOCUS | MONDAY, APRIL 18, 2011
- Marketing and Sales Alignment Award Winner SalesStaff Shares Their Success Story FUNNEL FOCUS | TUESDAY, JULY 5, 2011
- Big Data, the Next Big King? FUNNEL FOCUS | TUESDAY, FEBRUARY 5, 2013
- Marketing Automation is Much More than a Glorified Email System FUNNEL FOCUS | TUESDAY, APRIL 6, 2010
- Now Available: The Lead Nurturing Cookbook – 7 Must-Have Recipes for B2B Marketers FUNNEL FOCUS | FRIDAY, MARCH 18, 2011
- A Tactical Approach to Targeted Lead Nurturing Webinar Q & A FUNNEL FOCUS | FRIDAY, APRIL 16, 2010
- Improve Lead Nurturing Process Execution with Decision Trees FUNNEL FOCUS | WEDNESDAY, JUNE 23, 2010
- Marketing Automation Enables Tuning to Shorten Sales Cycles FUNNEL FOCUS | MONDAY, APRIL 26, 2010
- Accountability Through Marketing Automation FUNNEL FOCUS | MONDAY, JUNE 28, 2010
- Video Content for Asure Software FUNNEL FOCUS | WEDNESDAY, FEBRUARY 13, 2013
- Lengthening Funnel Syndrome FUNNEL FOCUS | MONDAY, MARCH 29, 2010
- Webinar: 5 Ways to Improve Marketing Performance with the Human Touch FUNNEL FOCUS | FRIDAY, JULY 8, 2011
- 6 Advantages of Progressive Forms for B2B Marketers FUNNEL FOCUS | TUESDAY, JUNE 1, 2010
- Q&A: Making the Case for Taking the Plunge with Marketing Automation FUNNEL FOCUS | WEDNESDAY, MAY 19, 2010
- How Marketing Can Help Sales After the Handoff FUNNEL FOCUS | TUESDAY, SEPTEMBER 28, 2010
- Turning Two Into One FUNNEL FOCUS | TUESDAY, OCTOBER 2, 2012
- SiriusDecisions Recap: The Must-Attend Event for Sales & Marketing Processes FUNNEL FOCUS | TUESDAY, MAY 31, 2011
- Marketing Automation + CRM = Higher Customer Acquisition FUNNEL FOCUS | WEDNESDAY, JULY 28, 2010
- Webinar: Lead Chemistry—the Formula to Fuel Your Funnel FUNNEL FOCUS | MONDAY, DECEMBER 10, 2012
- Thought Leadership Interview: Sue Hay and Cari Baldwin Expand on Their Demand Generation Trifecta FUNNEL FOCUS | MONDAY, AUGUST 30, 2010
- Use Benchmarks to Ground Marketing Progress FUNNEL FOCUS | MONDAY, MAY 10, 2010
- What Marketers See and Why it Matters FUNNEL FOCUS | WEDNESDAY, SEPTEMBER 15, 2010
- 3 Essential Email Marketing Lessons FUNNEL FOCUS | TUESDAY, JUNE 26, 2012
- Turning Two Into One FUNNEL FOCUS | TUESDAY, OCTOBER 2, 2012
- Build a “Mayan-Worthy” Editorial Calendar FUNNEL FOCUS | FRIDAY, JANUARY 4, 2013
- 3 Steps to Aligning Marketing and Sales FUNNEL FOCUS | WEDNESDAY, FEBRUARY 22, 2012
- Why B2B Buyers are Like ‘The Bachelor’ FUNNEL FOCUS | FRIDAY, FEBRUARY 24, 2012
- Tips for Getting from No to Yes for Marketing Automation FUNNEL FOCUS | FRIDAY, MARCH 2, 2012
- 5 Tips for Impactful Lead Nurturing Programs FUNNEL FOCUS | MONDAY, MARCH 26, 2012
- 5 Ways to Use Marketing Automation to Its Full Potential FUNNEL FOCUS | TUESDAY, JUNE 5, 2012
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