| | | Funnel Focus | |  Work | 62 articles |
| Page 1 of 1 | Previous | Next | FUNNEL FOCUS AUGUST 1, 2011 Content Marketing Strategy – Step 1: How to Perform a Content Audit Your buyer personas might cover job titles, pain points, and work responsibilities for the key people participating in the buying process. 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. Most experts site between 3 and 8 stages. The Audit. | FUNNEL FOCUS JULY 12, 2010 Manticore Technology is Pleased to Release The Quintessential Marketing Automation Guidebook What we learned last year when we worked with DemandGen Report to interview marketing executives who had implemented marketing automation is, in part, the impetus for the creation of this guidebook. We all know that the Internet has given buyers the ability to hold vendors at arm’s length until they’re ready to engage. This change has necessitated that marketing’s responsibility must reach farther than the top of the marketing funnel. As Craig Rosenberg points out in his section of the guidebook, “There is no such thing as ‘plug-and-play.’ There just isn’t.”. | | | | | |
| FUNNEL FOCUS MAY 11, 2011  Interview: Brian Hansford Shares 5 Tips on Lead Nurturing for the Complex Sale The spray and pray scattergun approach just doesn’t work anymore. technique that we’ve used successfully is actually working with partners to develop content, and jointly publishing offerings. In the B2B market, long, complex sales cycles come with the territory and can last anywhere from 6 months to 3 years. like Rules of 3 when tackling an opportunity. | FUNNEL FOCUS MARCH 31, 2011  Interview: Tibor Shanto Reveals How to Use Lead Nurturing to Prevent Sales Funnel Leakage Once engaged, Sales can also help determine the appropriate approach by working with Marketing and comparing online behavior and real-world actions observed by the salespeople. In today’s b2b environment, connecting with buyers over the phone and in one-on-one meetings is becoming increasingly difficult. Tibor Shanto, Principal at Renbor Sales Solutions Inc. Engage Zone. Discovery Zone. | | | | | | | | | |
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FUNNEL FOCUS | WEDNESDAY, FEBRUARY 22, 2012 3 Steps to Aligning Marketing and Sales
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. There are cases where forward thinking marketing and sales executives “get it”, and start working together for their mutual benefit. Rather than continuing a culture of bickering and finger pointing, they commit to changing ingrained behaviors and working together for the common good. As B2B buyers leverage Web 2.0 Don’t do that! MORE >> -
FUNNEL FOCUS | FRIDAY, APRIL 8, 2011  Interview: Craig Rosenberg Dishes on the Details of Successful Demand Generation
Marketing automation helps you actually see what’s working and what's not working. In the past, we did one of two things during campaigns: We either showed everyone our “cool” design, or we blamed sales for not following up, but we NEVER could figure out if what we were doing was working. This could set off debate, but everyone asks me for what I see that works, and that’s it. Statistics show that the average number of touch points it takes to propel a prospect into action is between 3 and 7. CR: Before I answer that, I must first jump on my soapbox. You know why? MORE >> -
FUNNEL FOCUS | TUESDAY, JUNE 5, 2012 5 Ways to Use Marketing Automation to Its Full Potential
Marketing isn’t working alone. I was recently sent this article written by Howard J. Sewell ( @HJSewell ), President of Spear Marketing Group, on the “Immaturity of Most Marketing Automation Deployments”. Sewell makes the case that many marketing automation users are not leveraging the technology to its full potential. Rather, these users are simply using marketing automation as a glorified email service provider (ESP) or for basic level reporting. Sewell wraps up his article with 5 keys to marketing automation success: Planning, Processes, Campaigns, Metrics, and Collaboration. MORE >> -
FUNNEL FOCUS | THURSDAY, NOVEMBER 4, 2010  Interview: Mac McIntosh Shares How Marketing Automation Can Impact Your Bottom Line
This works out to be approximately one day of every business week. When you consider vacations and other time off, that works out to less than 50 days of new business development a year! In the new era of marketing accountability, it is critical for marketers to adjust their marketing processes to reach farther across the funnel and help drive revenues. Marketing automation plays a critical role in helping marketers accomplish this. How can marketing automation help marketers stay in tune with the multiple channels buyers use to make buying decisions? Good question. The result? MORE >> -
FUNNEL FOCUS | FRIDAY, MAY 20, 2011 Interview: Ardath Albee Shares 5 Tips for Customer Nurturing
You’ve worked hard to turn prospects into customers. This way you can spread out the production across the month rather than working toward one big push. Do not make the mistake of treating them like they're less important once they sign on the dotted line. The same emphasis should be placed on customer nurturing as on lead nurturing. In the Lead Nurturing Cookbook , we offer a recipe for building customer nurturing programs marketers can implement using their marketing automation platform. Here’s what she had to say: EM: In the Cookbook, you offer tips on nurturing customers. MORE >>
- Thought Leadership Interview: Jill Konrath on Closing the Gap between Marketing and Sales FUNNEL FOCUS | TUESDAY, JULY 20, 2010
- 5 Ways to Prevent Sales Funnel Leakage with Marketing Automation FUNNEL FOCUS | THURSDAY, JANUARY 6, 2011
- What You Can Learn About Prospects from the Content They Read – 4 Questions for Ardath Albee FUNNEL FOCUS | TUESDAY, JUNE 15, 2010
- Marketing Operations 2.0 – 5 Questions for Gary Katz FUNNEL FOCUS | FRIDAY, JULY 9, 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
- Thought Leadership Interview: Andrew Gaffney Explains How Marketers Use Metrics to Impact Business FUNNEL FOCUS | WEDNESDAY, SEPTEMBER 8, 2010
- Use 3 Components to Create a Lead Scoring Model FUNNEL FOCUS | MONDAY, MARCH 22, 2010
- Spotlight: Brian Massey Shares Insights to Optimizing Your Marketing Process FUNNEL FOCUS | MONDAY, SEPTEMBER 20, 2010
- Thought Leadership Interview: Ardath Albee Shares More Secrets to Content Marketing Effectiveness FUNNEL FOCUS | TUESDAY, SEPTEMBER 14, 2010
- Marketing Automation Challenges FUNNEL FOCUS | THURSDAY, JULY 1, 2010
- Inspiration for Compelling Content Found in the Simplest of Places FUNNEL FOCUS | WEDNESDAY, FEBRUARY 1, 2012
- In the B2B Funnel, Is There a Clean Sales Handoff? FUNNEL FOCUS | THURSDAY, FEBRUARY 17, 2011
- Brian Hession Shares the List Intelligence Approach with Marketing Automation Users FUNNEL FOCUS | TUESDAY, MARCH 8, 2011
- Thought Leadership Interview: Jep Castelein Provides Tips on Improving Lead Nurturing Programs FUNNEL FOCUS | MONDAY, AUGUST 23, 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: Brian Hansford Provides Insight on Using Marketing Automation Effectively FUNNEL FOCUS | TUESDAY, NOVEMBER 2, 2010
- Interview: Jeff Erramouspe Discusses the Difference Between Drip Marketing and Lead Nurturing FUNNEL FOCUS | THURSDAY, MAY 26, 2011
- Interview: Mac McConnell on How Marketing Automation Benefits Financial Service Companies FUNNEL FOCUS | SUNDAY, NOVEMBER 21, 2010
- Interview with DemandGen Report: How Financial Service Companies can Benefit from Marketing Automation FUNNEL FOCUS | FRIDAY, FEBRUARY 25, 2011
- Four Reasons for Marketing and Sales to Collaborate FUNNEL FOCUS | WEDNESDAY, MAY 26, 2010
- How the Human Touch Impacts Marketing Performance – 5 Questions for Brian Carroll FUNNEL FOCUS | WEDNESDAY, MAY 19, 2010
- The Content Marketing Basics FUNNEL FOCUS | WEDNESDAY, MAY 23, 2012
- Winter 2012 Continues the Tradition of Usability and Power FUNNEL FOCUS | WEDNESDAY, FEBRUARY 8, 2012
- B2B Buyers Looking a Lot Like B2C Consumers FUNNEL FOCUS | MONDAY, MARCH 8, 2010
- Webinar: Social Media Integration into Marketing Campaigns – Does it Drive Leads? FUNNEL FOCUS | FRIDAY, OCTOBER 29, 2010
- Spotlight: Brian Massey Provides Pointers on Performance Marketing FUNNEL FOCUS | WEDNESDAY, JULY 21, 2010
- Lead Nurturing Webinar Q&A FUNNEL FOCUS | THURSDAY, APRIL 1, 2010
- 2013: Prepare to Battle (for Market Share) FUNNEL FOCUS | MONDAY, DECEMBER 17, 2012
- The Final Solution: Lead-to-Revenue Management FUNNEL FOCUS | MONDAY, FEBRUARY 18, 2013
- Spotlight: Bob Walmsley Addresses How Sales Can Benefit from Marketing Automation FUNNEL FOCUS | WEDNESDAY, SEPTEMBER 22, 2010
- The Marketing Automation Institute Addresses Marketing Skills Gap FUNNEL FOCUS | FRIDAY, JULY 22, 2011
- A Busy January FUNNEL FOCUS | TUESDAY, JANUARY 17, 2012
- Webinar: 3 Pillars of Marketing Automation Success: Find, Connect, Engage FUNNEL FOCUS | TUESDAY, APRIL 26, 2011
- A Tactical Approach to Targeted Lead Nurturing Webinar Q & A FUNNEL FOCUS | FRIDAY, APRIL 16, 2010
- Video Content for Asure Software FUNNEL FOCUS | WEDNESDAY, FEBRUARY 13, 2013
- Lengthening Funnel Syndrome FUNNEL FOCUS | MONDAY, MARCH 29, 2010
- Turning Two Into One FUNNEL FOCUS | TUESDAY, OCTOBER 2, 2012
- How to Tell Your Story—Explicit Steps FUNNEL FOCUS | MONDAY, JANUARY 28, 2013
- How Marketing Can Help Sales After the Handoff FUNNEL FOCUS | TUESDAY, SEPTEMBER 28, 2010
- Thought Leadership Interview: Sue Hay and Cari Baldwin Expand on Their Demand Generation Trifecta FUNNEL FOCUS | MONDAY, AUGUST 30, 2010
- 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
- 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
- The Content Marketing Basics FUNNEL FOCUS | WEDNESDAY, MAY 23, 2012
- 5 Ways to Use Marketing Automation to Its Full Potential FUNNEL FOCUS | TUESDAY, JUNE 5, 2012
- Turning Two Into One FUNNEL FOCUS | TUESDAY, OCTOBER 2, 2012
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