Eloqua Experience 2010
OCTOBER 20, 2010
In short, it is about understanding how marketing and sales drive revenue. It highlights the transition to a more metrics-driven way to optimize sales & marketing for revenue growth. Jeremy Victor has a nice write-up of the 16 sales and marketing reports that measure revenue performance. Sales Enablement. The big news of this event is the launch of Eloqua 10.
Why Are Marketing Automation Managers So Hard to Find?
OCTOBER 16, 2009
Sales Force Automation software (primarily Salesforce.com). sales & marketing processes). Challenge 2: Marketing & Sales Skills Required. thorough understanding of sales & marketing processes is required. This is especially important because sales & marketing collaboration is often a bottleneck when implementing Marketing Automation. The marketing automation manager should just as easily talk to a sales person as to a web developer. According to Forrester, only 2-5% of B2B firms have invested in full-featured Marketing Automation.
25 Great B2B Content Marketing Articles
AUGUST 11, 2010
For example, the complex sale is usually unique to B2B selling, and that’s when you would map content to stages in the buying cycle. While doing research for my upcoming webinar on creating content that converts , I found many great articles on B2B Content Marketing. Here are the 25 articles that I liked best. Most are blog posts, but I’ve also included some eBooks. My focus is on B2B, rather than B2C. Often, some of the basics are the same, but not always. So here are the articles: Overview Articles. Joe Pulizzi, What is Content Marketing? Personas. Content Planning.
Will Marketing Automation Be Free?
AUGUST 10, 2010
expensive sales teams). Loopfuse has published pricing for their paid products, and they have a low-overhead sales model. Today Genius.com announced a free version of their Marketing Automation system. Only about a month ago, Loopfuse also started offering a free version of their Marketing Automation system. What does this mean for companies interested in adopting Marketing Automation? How Much Is Free? Let’s first look at the features of the free versions: Loopfuse. Genius.com. Users. unlimited. 5. Emails / month. 5,000. 2,500. Contacts. 2,500. 3,000. Pageviews / month.
5 New B2B Sales and Marketing Strategies
5 New B2B Sales and Marketing. The traditional B2B sales and marketing model is typically depicted in the shape. of a funnel; flow starts with marketing and then transitions to sales. New B2B sales and marketing strategies. are required. 5 New B2B Sales & Marketing Strategies. B2B Sales and Marketing leaders should evaluate adopting these 5 new B2B. Pretty.
Sales 2.0: Marketing Automation & Salesforce Chatter
MARCH 8, 2010
Today I’m at the Sales 2.0 write about Marketing Automation, so why am I at a sales conference? I’m here because I believe Sales & Marketing should be on the same team. Marketing Automation can help both Marketing and Sales, but it requires intense collaboration: that’s what Sales 2.0 is all about. Sales People Choose Their Alerts.
Marketing Automation Trends for 2010
JANUARY 12, 2010
Sales & marketing alignment. The vast majority of leads generated on a website never have a meaningful conversation with a sales rep. An attached CRM system can kick the records back into a marketing automation system’s lead nurturing program and alert the assigned sales rep if the leads become active. Methods to the madness: Everybody has methodologies, Sales has SPIN, Customer Centric, etc. In 2010 CEOs will start to loosen the purse strings and invest again in marketing and sales. 2009 was the year in which Marketing Automation really took off.
Guest Post: Best Practices in Marketing Automation
OCTOBER 26, 2010
Automatic Scoring Prioritizes Leads That are “Sales Ready”. Nurturing leads is one thing, but the end result marketers want is to move more qualified leads to sales. and met the specified criteria will move to sales at the right time. What do your sales reps do when they speak to a lead and they don’t move it into an opportunity or further down the funnel? By: Lisa J.
Plugging the Leak in the Middle of the Sales & Marketing Funnel
JUNE 18, 2010
Effective lead nurturing will prevent prospects from falling out of the funnel before they are ready to talk to a sales person. Tags: lead management lead nurturing marketing funnel sales funnel I’ve recorded an introductory video on lead nurturing and how it can turn more raw leads into qualified leads. Time & Date: Tue, Jun 22, 2010 11:00 AM PDT.
Evangelizing a Content Marketing Program
50% more sales-ready leads at a 33% lower cost 15 1,200 Blog posts per month Avg new monthly leads ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY11 Content marketing's impact also extends to social me- dia, where brands that don't have compelling content to. as sales, employee advocacy, customer service, audi- ence engagement, thought leadership, and hiring. All rights reserved.
Learn Holistic Lead Nurturing
SEPTEMBER 1, 2010
There is more information available online and in social networks, and sales people get involved at a much later stage. That also means that Marketing will be involved much longer: not just to generate leads, but also to nurturing the leads until they are ready to talk to a sales person. And by integrating with the CRM system, sales can also be kept in the loop.
Drip Campaigns: Tips From Marketing Automation Monday
NOVEMBER 16, 2010
Often, this is based on product, company size, industry or sales channel (direct, partner, affiliate). Several people had worked with the sales team to better understand the buying process, and one company even started a user experience group to better understand the customers. One company found that qualified leads were falling off the sales person's radar when they were not buying within one or two weeks. Therefore, they started a nurturing campaign 3 weeks after the last contact by a sales rep. Email Sent on Behalf of Sales Reps. Database Segmentation.
Social CRM, Inbound Marketing and Marketing Automation
MAY 5, 2010
CRM is very broad, it’s not just about sales, but about pretty much anything that involves communicating with your customers. For now I’ll focus on the “sales” part of CRM (Sales Force Automation). Marketing Automation used to be focused on capturing leads, adding them to an email nurturing track, and giving them a score that indicates when they are sales-ready.
Lead Nurturing Checklist for Marketing Automation
APRIL 15, 2010
When do you send leads to sales? If you’ve never nurtured your leads, you may find sales opportunities in your existing database. This depends on many factors, including the size of your database, the average age of the leads, the lead source, and the length of your sales cycle. The longer the sales cycle, the longer you want to run a particular campaign. Content.
Content Methodology: A Best Practices Report
Content serves as a powerful tool for sales. Sales staff are. industry metrics such as sales and leads, or. lead score • Sales-qualified leads (SQLs) • Opportunities • Search traffic • Return visitor rate Lead nurturing: Move leads. personas at each stage of their journey through the sales funnel. Content. Methodology: A Best. All rights reserved. Definition II.
What is the ROI of Lead Management?
AUGUST 17, 2009
Both books show how you can increase sales by nurturing all leads, from inquiry to opportunity. proper follow-up ensures that leads are nurtured until they are ready to talk to a sales person. And - because of the nurturing - they are much better educated, making the sales person’s job a lot easier. By that time the average lead should be sales ready. Lead Scoring.
What Lead Nurturing Content to Send When?
AUGUST 24, 2010
The content can be on the vendor’s website, it can be sent out via email, or sent out by sales people. If you don’t know, ask your sales people, or simply call a couple of prospects and ask them. The tone-of-voice of these emails should also be helpful (as opposed to being sales-oriented). The webinar will only cover this briefly, so therefore I’m giving some more details this blog post. By the way, you can still register for the webinar. What Is Lead Nurturing Content? Mapping Content to Buying Stages. So how do know what content they need at what time?
Process Turns Marketing Automation Into Revenue
OCTOBER 18, 2010
It mentions the importance of valuable content, the increasingly longer sales cycles and the “consumerized B2B sales processes. They think strategically about their sales & marketing processes. This is usually a collaborative effort between marketing and sales. Today I read a blog post about 7 trends that speed up the adoption of marketing automation.
Finding Untapped Revenue in Your Marketing Database
AUGUST 25, 2010
With a solid nurturing strategy you’ll find new sales opportunities from leads who you thought were not interested. Collaborate With Your Sales Team. Robert Walmsley : Why Marketing Automation is a Must-Have For Every B2B VP of Sales. It’s sort-of like living on top of a goldmine, but you have to dig to get to the gold. Know All About Your Audience.
Content Marketing 2016: Staffing, Measurement, and Effectiveness
percent, was lead conversions and sales. SALES 20 Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry Results and Analysis It’s reassuring that leads and sales, two elements. While leads and sales were deemed the most. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. Introduction II.
Best CRM for Marketing Automation: Salesforce.com, Microsoft or Oracle?
SEPTEMBER 8, 2010
Also, it’s useful if sales people can see information from the marketing automation system within the CRM system. It seems that a lot of early adopters of new marketing and sales technology are using Salesforce.com, so – when selling innovative Marketing Automation technology – that’s obviously a good audience to sell to. What does CRM integration mean?
Social Media & Marketing Automation
AUGUST 26, 2010
Around the same time I got an email announcing Marketo’s Chatter for Sales Insight , integrating sales notifications in the Facebook-like interface of Salesforce.com Chatter. And because it’s synced with the CRM, all this info is also available to the sales people. It provides Sales People with background information on leads before they make the first call.
Upcoming Lead Management Events
JUNE 7, 2010
During the webinar, they will cover practical strategies that highlight the best way to attract new leads, how to find the right approach for the type and timing of messages, and when to complete the transition to sales. Genius Demand Gen Academy , series of 12 webinars, starting June 9th. MarketingSherpa Lead Management webinar , June 10th (sponsored by Eloqua). Hubspot Show & Tell.
B2B Marketing Events 2010
FEBRUARY 15, 2010
Sales & Marketing 2.0 Even though the name makes you think otherwise, the Sales 2.0 Forward-thinking sales people realize that Sales & Marketing alignment is essential to increase sales (just like forward-thinking marketing people). Because of this, there will also be a Sales & Marketing 2.0 Conference. Conference also covers Lead Management.
Definitive Guide to Planning a New Content Initiative
just seeding a piece of fluff to appease our sales team? Engage your sales and/or support teams to get a pulse on. The overall marketing goal is clearly to drive online video sales. increased leads and sales in the long run. sales/support discussions, and regular conversations with customers, your content focus. Why not get your sales and support. target.
5 Ways to Use Social Media in Marketing Automation
FEBRUARY 17, 2010
Use your Marketing Automation and CRM systems to see if this traffic converts to qualified leads and sales opportunities. 2. It may take a while before potential clients are ready to buy or even want to talk to a sales person. Sales & marketing alignment is finally getting the attention it deserves. Social Media. Lead Generation. Lead Nurturing. Lead Intelligence.
B2B Marketing Analytics
FEBRUARY 10, 2010
You need to link marketing automation to CRM so you can link campaigns to sales opportunities. SiriusDecisions did a lot of work here by defining the demand generation waterfall model: Inquiries > Marketing Qualified Leads > Sales Accepted Leads > Sales Qualified Leads > Won Business. Keep track of how much of the sales pipeline is generated by marketing.
9 Marketing Automation Metrics
SEPTEMBER 3, 2009
The first two focus on the influence of marketing on the sales pipeline, and the last two give an indication of the ROI. Obviously, #4 (investment to revenue) is also dependent on the performance of the sales team (whether they are effective in closing deals). Marketing-qualified leads (MQL), definition should be established together with sales. Key Performance Indicators.
Are You Old Enough for Inbound Marketing?
JULY 22, 2009
Great for them, but bad for customers: there’s always so much confusion about these new terms (earlier I wrote about the confusion around Demand Generation and Sales 2.0 ). The tech industry is known for inventing new names for existing things, mainly to promote their own company. LinkedIn showed this poll to randomly selected marketing professionals who work in the Tech Industry.
Study: How Much of Your Content Marketing Is Effective?
for 2015 our goal is to make content for the whole sales funnel, including white papers, e-books, webinars, case studies, and. In 2014, many brands learned that a sales pitch doesn’t. Copyright © 2015 Contently. All rights reserved. contently.com By Jordan Teicher Study: How Much of Your Content. Marketing is Effective? What’s working—and what’s not—for over. 700 content marketers.
Inbound Marketing Automation
JUNE 30, 2009
In my opinion any B2B company needs both Inbound Marketing and Marketing Automation: the first to get in touch with new prospects, the second to move those leads through the funnel from suspects to sales-ready leads. calculating a lead score until the prospect is sales-ready. Should Marketing Automation systems add Inbound Marketing tools as standard features? Why Automate Marketing?
ActiveConversion Review - SMB Lead Management
MARCH 16, 2009
ActiveConversion first became known for its sales-focused Web Analytics, such as identifying companies that visit your website (similar to Leadlander ). Typically, new leads are assigned to sales person before they are copied to Salesforce.com: the assignment rules are flexible. From Web Analytics to Demand Generation. Anonymous Visitor Identification. An anonymous prospect record.
Why I’ve Joined Marketo
DECEMBER 14, 2010
When you’re doing projects, you’re busy and you don’t spend enough time doing sales. And when you’re doing sales, it takes a while to get new projects lined up. Most readers of this blog will know that I’m passionate about Marketing Automation and Lead Management. As a consultant, I really enjoy helping organizations optimize their Marketing Automation efforts using the latest techniques and best practices. On this blog I write about this, trying to generate discussion, share ideas, and – in the process – learn a lot myself.
Impressive Marketo User Summit
OCTOBER 15, 2010
One of he things Bill illustrated was how Sales Development Reps have to follow up with leads within a certain of days, otherwise their boss or even the executive team will be notified (using Marketo). At this week’s Marketo Summit , I realized we’re right in the middle of B2B Marketing Event Season. MarketingSherpa’s B2B Marketing Summit was last week, Pardot’s user conference was 2 weeks ago, and the Eloqua Experience is coming up next week. In this post I’m giving a short impression of the Marketo Summit. Marketo University. Global Marketo Roll-Out.
Staffing and Launching Your Content Marketing Program
before they went on sale? ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY12 While the business goals of your content marketing efforts are import- ant—be it generating leads, sales, brand awareness, industry education, or, more likely, some combination of initiatives—we find it extremely. from coaches, entrepreneurs, sales heads, or, heck, even. All rights reserved. So was I.
Pardot User Conference Proves They’re a Top Marketing Automation Vendor
SEPTEMBER 30, 2010
One of the most interesting things Pardot does for their own lead management is to give a 60 second look to each and every lead that is sent to sales. They add these insights to a notes field, which is typically the first thing a sales rep looks at when they receive a new lead. The past two days I attended the Pardot User Conference , and also presented a session on Lead Nurturing. Over 100 Pardot customers from all over North America attended this event. And that’s impressive. Learnings From The Conference. The conference had a nice balance of sessions.