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Trending Sources

Revenue Performance Management: An interview with Jon Miller, VP Marketing and Co-founder of Marketo

Sales Lead Insights

This is one of a series of occasional interviews with top practitioners on topics of interest to B2B lead generation, marketing and new business development professionals. 94% of Marketing qualified leads will never close ( SiriusDecisions 2009).

Lead Generation - Marketo's Definitive Guide To Lead Nurturing

Smashmouth Marketing

I just reviewed Marketo 's recently released Definitive Guide to Lead Nurturing. Excerpt: "the process of building relationships with qualified prospects regardless of their timing to buy, with the goal of arning their business when they are ready.

New Infographic: B2B Lead Generation & Content Marketing Trends

NuSpark

The infographic summarizes key data from a variety of research reports covering B2B and technology lead generation, media strategy, and content marketing trends, from initial solution research to lead nurturing. Presenting my first infographic.

Lead Generation - Marketo's Definitive Guide To Lead Nurturing

Smashmouth Marketing

I just reviewed Marketo 's recently released Definitive Guide to Lead Nurturing. Excerpt: " the process of building relationships with qualified prospects regardless of their timing to buy, with the goal of arming their business when they are ready.

Sales 2.0 and Social Media: Thought Leadership with Anneke Seley

Modern B2B Marketing

We can now point to many examples of social media contributing to a sales manager's monthly quota or filling the pipeline with qualified leads. What are your thoughts on lead nurturing to help sales move leads through the sales funnel? Lead nurturing is an important piece of the Sales 2.0 philosophy: sell in the way your customer wants to buy and develop strong, long-term relationships. What can Sales 2.0 do to improve your sales success?

A Primer on Lead Nurturing

grow - Practical Marketing Solutions

There are many ways to be prospect-centric, but nurturing leads is one of my favorites. In general, I think too many marketers are focused on getting proficient at generating leads. Leads sit in a database in case you want to reach out to them at some point.

ClickInsights: How can B2B marketers use content effectively for demand generation?

Ambal's Amusings

Brian Carroll's blog B2B Lead Generation Blog. Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. Marketo's Modern B2B Marketing. B2B Lead Generation Benchmark Study 2009. Sales Lead Expert’s Learning Center.

ClickInsights: What ROI metric should B2B marketers use in this digital marketing era?

Ambal's Amusings

Read these interesting blog posts on B2B marketing ROI: Kevin Joyce's Untangling B2B Marketing Campaigns ROI , Jon Miller's Improving B2B Marketing ROI: Thought Leadership With Merry Elrick , Tom Scearce's Three metrics that are more useful than Cost per Lead. Marketo's Modern B2B Marketing.

ClickInsights: How to make marketing messages memorable?

Ambal's Amusings

Brian Carroll's blog B2B Lead Generation Blog. Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. Marketo's Modern B2B Marketing. Brian Carroll's book Lead Generation for the Complex Sale. B2B Lead Generation Benchmark Study 2009. Think quickly.

ClickInsights: How B2B marketers should forge customer relationships by providing compelling content?

Ambal's Amusings

Brian Carroll's blog B2B Lead Generation Blog. Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. Marketo's Modern B2B Marketing. Brian Carroll's book Lead Generation for the Complex Sale. B2B Lead Generation Benchmark Study 2009.

Marketing Automation ROI: Efficiency or Revenue?

LeadSloth

Maybe spending on lead generation can be better directed, so unprofitable programs can be cut. I suggest three areas: More cost-effective lead generation. Better conversion rates with lead nurturing. Lead Generation: with close loop measurements, you can easily see the effectiveness of each lead generation campaign. One of the best examples is in Marketo’s “Secret Sauce&# webinar. Lead Nurturing fixes funnel leakage.

Creating a New Customer Every Few Days – Marketo’s Secret Sauce to Sales Success

Modern B2B Marketing

Last week I helped moderate the webinar, Marketo’s Secret Sauce for Sales Success. It is a sequel to one of Marketo’s most popular webinars. The Secret Sauce to Demand Generation , given by Jon Miller, VP of Marketing at Marketo about how we generate leads and nurture them through the buying process. This webinar has had hundreds of views and shares the exact reports, plans, and scoring that Marketo uses to prepare leads for our sales team.

Low Cost Systems for Demand Generation

Customer Experience Matrix

My new obsession with Twitter (follow me as @draab) has led to several messages from people who seemed to have trouble choosing between Eloqua and Marketo. This is a bit perplexing, since those products are at the opposite ends of the spectrum: Marketo being relatively low cost / limited functionality / easier to learn, and Eloqua being higher cost / richer functionality / takes more training. I did publish a real review in July 2009.]

How Demand Generation Systems Handle Company Data: Diving into the Details

Customer Experience Matrix

In theory, this would imply that company data is stored once and applied to all the associated individuals, and that the demand generation system could aggregate data by company, use that data to calculate company-level lead scores, and change which company an individual is linked to. Question Eloqua Manticore Technology Market2 Lead Marketo Vtrenz Market bright Neolane Is there a distinct company table linked in a one-to-many relationship with individual records?

First Look: Genius.com Adds Nurturing Campaigns to MarketingGenius

Customer Experience Matrix

Yesterday’s chance to write the first review (I think) of Marketo’s 3.0 Genius Enterprise expands the company’s beachhead in marketing by adding automated lead nurturing and lead scoring. Genius.com plans to add those fairly soon, but in the meantime feels its easy deployment and real-time sales alerts are already reason enough for marketing and sales users to buy its product. Genius Enterprise does not send leads directly from one campaign to another.

Demand Generation Usability Scores - Part 4

Customer Experience Matrix

The main result of the conversations so far has been to clarify the items related to lead routing. Eloqua Manticore Technology Market2Lead Marketbright Marketo Neolane Silverpop Engage B2B complex 11 8.5 Those are easy to create because the Raab Guide (buy now! Of course, I do realize that publishing this matrix lead to many more phone calls from vendors who want to know why they weren't listed in a given category.

The Definitive Guide to Lead Nurturing: Free On-Demand Webinar

Modern B2B Marketing

More than 4,000 people have downloaded the Definitive Guide to Lead Nurturing , our 40+ page eBook sharing practical tips for getting started with lead nurturing, optimizing your program, and measuring the results. Now you can get it, with no registration required : download The Definitive Guide to Lead Nurturing. Also, on August 19, more than 1,000 people attended the Definitive Guide to Lead Nurturing webinar that I presented along with Sergio Balegno, Sr.

Unleash Your House Database with Lead Nurturing

Modern B2B Marketing

Five Tips for Effective Lead Nurturing. Finding out that most of what marketing calls “leads” are not really sales leads reinforces the sales team’s impression that marketing-generated prospects are not worth their time. The 50% of qualified leads that aren’t sales ready get put into the house database for “lead nurturing”, which often means a semi-regular newsletter and “random acts of marketing” — not true lead nurturing.

How (and Why) to Do Lead Nurturing Right

WebMarketCentral

Marketing automation provider Marketo has just published The Definitive Guide to Lead Nurturing , a white paper that provides real value, covering the lead nurturing process from the basic how and why through ROI measurement.

IDC Workbook: Optimizing Marketing and Sales Lead Management with Marketing Automation

Modern B2B Marketing

If you’re grappling with how to make the right choice, or just looking to make a business case for marketing automation at your company, here’s a new resource from the smart analysts at IDC’s CMO Advisory Practice : a new workbook titled “ Optimizing Marketing and Sales Lead Management with Marketing Automation.”. Improving lead management through process-driven technology. Leveraging marketing automation for lead management, (e.g. “Is

Demand Generation Tips: Thought Leadership With Sean Donahue of MarketingSherpa

Modern B2B Marketing

Lead nurturing and lead scoring seem to be coming into the mainstream. What do you think are the biggest opportunities marketers have in terms of more effective lead management? Second, make sure your lead nurturing program includes more than just email touches.

The Difference between Lead Nurturing Accelerator Campaigns and Lead Lifecycle Campaigns

Modern B2B Marketing

Today Marketo released chapter 3 to The Definitive Guide to Lead Nurturing , and we are so excited to see so many people returning to check out this week’s chapter on Advanced Lead Nurturing. In this chapter, Marketo shares best practices on Accelerator Campaigns and Lead Lifecycle Campaigns. Accelerator Campaigns are used to move prospects along the buying cycle faster by sending content at the right time.

How to do Lead Nurturing Right

Webbiquity

Marketing automation provider Marketo has just published The Definitive Guide to Lead Nurturing , a white paper that provides real value, covering the lead nurturing process from the basic how and why through ROI measurement.

ROI 2

B2B Lead Management Market Heats Up

delicious b2bmarketing

Home Forrester Research « Getting Up Close and Personal | Main | Social Technographics Data Now Available » March 20, 2008 B2B Lead Management Market Heats Up [Posted by Laura Ramos ] Since the start of this year, I’ve been receiving a boatload of briefing requests from companies wanting to show me their lead generation and management solutions. Most recently, Marketo just announced their lead management solution. Lead farming? It is not something it buys.

Demandbase: A New Twist In The Lead Management Automation Market

delicious b2bmarketing

Home Forrester Research « I was recently briefed by | Main | Going Corporate » August 26, 2008 Demandbase: A New Twist In The Lead Management Automation Market [Posted by Laura Ramos ] In a recent survey of over 2100 IT professionals who buy or recommend telecom and networking solutions, we found buyers turn to peers and colleagues first, followed by vendor, industry trade, or professional Web sites, to inform their purchase decisions.

7 Tips on how B2B marketers can leverage social media

B2B Lead Generation Blog

In B2B sometimes we need to remind ourselves that people don’t buy from companies, they buy from people. Tip 4: Mac McIntosh conducts marketing workshops and seminars, writes for marketing and business publications and is the publisher of Sales Lead Report and Sales Lead Insights. According to Mac, if you want to use social media to generate leads your business will fall into one of three distinct categories.

Lead Nurturing - Achieve better marketing results in only 20 minutes a week

Modern B2B Marketing

Today Marketo released chapter one on a four part series on lead nurturing. This chapter is taken from a new workbook, The Definitive Guide to Lead Nurturing , which is a result of years of Marketo experience and lessons we’ve learned from our 200+ customers. Each chapter can be read in about 20 minutes with the first one focusing on really understanding the benefits of lead nurturing. Randomly calling leads every six weeks to see if they are ready to buy.

16 Must-Read B2B Marketing Strategy Ebooks

Modern B2B Marketing

This B2B email marketing strategy ebook from Marketo offers insight on how to nurture leads successfully through email marketing. Author Jeff Ernst discusses how ensuring salespeople are able to have valuable conversations helps buyers advance through the buying process.

BtoB Leading Edge: 10 Sharp Tips taken from the Cutting Edge Demand Generation Virtual Conference

Modern B2B Marketing

Yesterday’s BtoB Leading Edge, Demand Generation in the Digital Age was a great way to make sure your organization’s demand generation programs are best-in-class.   With almost 5,000 registrants, it is clear that B2B marketers are concerned about getting the most out of their demand generation and lead management programs. The Kern Organization did an impressive presentation about B-to-B offer strategies that keep your pipeline filled with the best leads.

Sales and Marketing Alignment: Thought Leadership with Jill Konrath

Modern B2B Marketing

Using that information, they should determine how to best interact with customers throughout their entire buying cycle. This messaging should then be incorporated into lead generation efforts, white papers, success stories, sales collateral and sales tools. Both Marketing & Sales need to focus on creating sales enablement tools that sellers can easily customize depending on industry, decision maker and stage in the buying process.I'm sales leads for their team?

How B2B Social Media Marketing Drives Inbound Leads (Hint It’s All About Risk and Brand)

Modern B2B Marketing

The B2B buying process is far from rational or simple. Enquiro's groundbreaking research into the B2B buying process. found that managing risk plays a much bigger role in buying decisions than previously thought, and that companies that can manage the "risk gap" will be at a significant advantage for driving new business. In today's buying climate, prospective customers take control of their buying process and decide when they want to engage with a vendor.

Genoo Aims to Shake Up Marketing Automation Market

Webbiquity

Marketing automation / demand generation software enables marketers to build microsites and use content marketing to capture leads and nurture them through the buying process. Companies evaluating established providers such as Marketo , Eloqua , Silverpop’s B2B Engage and HubSpot would be well-advised to check out a relatively new contender as well— Genoo Marketing Automation. Note: this post was originally published on the WebMarketCentral blog in September 2009.

Drop the “Social” Prefix Already…It’s Just “Selling”

Modern B2B Marketing

Let’s explore… As a sales rep, I have to admit that Twitter rubbed me the wrong way once it started to go mainstream circa 2009. Fast forward a few years and these gray hairs from Marketo’s IPO run have made me just a little wiser. Author: Ray Carroll “Social selling”.

B2B Marketing On a Budget: Thought Leadership with John Watton of ShipServ

Modern B2B Marketing

The next interview in the B2B Marketing thought leader interview series is with John Watton, VP Marketing at ShipServ , the leading e-marketplace for maritime shipping (and also a Marketo customer). When I joined ShipServ, it was clear that we needed to better align our selling cycle to the buyers' buying cycle. We needed to focus our sales resources on the sales-ready leads, whilst not neglecting the longer-term opportunities.

Demand Generation Best Practices: Thought Leadership with The LeadSloth

Modern B2B Marketing

What I like most about Demand Generation is that it makes the customer's buying process so much more efficient. The seller that best understands this buying process and adjusts its demand generation process accordingly has the biggest chance of commercial success. I enjoy it so much that I will start my own demand generation practice this summer, working together with companies like Marketo. What can marketers do to improve their lead management most significantly?

Rivers of Revenue: Thought Leadership with Kristin Zhivago

Modern B2B Marketing

I focus on bringing the company's selling process into alignment with the customer's buying process. Your recent post, Marketing VP: Role and responsibilities , recommends companies combine the roles of sales and marketing VP, thereby, putting the same person in charge of lead acquisition and lead conversion. Leads don't "fall through the cracks" when an operations type is in charge of lead acquisition and conversion. sales leads ?

8 Important Takeaways from the B2B Virtual Edge Event for B2B Marketers

Modern B2B Marketing

Check out our Definitive Guide to Lead Nurturing which provides you a worksheet to map this out). Lead nurturing and lead scoring are key to B2B marketing success. Integrate social media into your marketing automation to make social marketing automation (I like this one because Marketo kicks butt with B2B social media marketing.). Buying behavior has changed- make sure your marketing changes with it. marketo : Implementing lead nurturing & lead scoring?