Take the Poll: Which aspect of the B2B lead generation process frustrates you the most?

B2B Lead Generation Blog

Which aspect of the B2B lead generation process frustrates you the most? Getting a volume of names. Figuring out which names are valuable. Passing leads to sales. Converting leads to pipeline revenue. Closing the loop on every lead. Take the poll here

Why Are Marketing Automation Managers So Hard to Find?


sales & marketing processes). A thorough understanding of sales & marketing processes is required. Even though some vendors have been around for almost 10 years, Marketing Automation is still relatively new. According to Forrester, only 2-5% of B2B firms have invested in full-featured Marketing Automation. But that percentage is rapidly growing. Increasingly, B2B companies realize that Marketing Automation software requires skilled operators.

Trending Sources

13 Top Books for CMOs - Recommended by The CMO Club

Smashmouth Marketing

Market Driven Strategy: Processes for Creating Value. Pete Krainik of the CMO Club posted thirteen books that members of the CMO club have recommended. Great list : Breakthrough Marketing Plans: How to Stop Wasting Time and Start Driving Growth. Blue Ocean Strategy: How to Create Uncontested Market Space and Make Competition Irrelevant. Business Stripped Bare: Adventures of a Global Entrepreneur. Clued In: How to Keep Customers Coming Back Again and Again.

CMO 49

7 Reasons Why Marketing Automation Projects Fail


Part of a good lead management process is knowing exactly who are involved in the sale. If possible, create personas for all people involved in the buying process. Even more: the content should match the phase in the buying process, from awareness to validation.

Is social media effective for B2B lead generation?

Sales Lead Insights

Other B2B companies try to skip the leads-to-salespeople-to-sales process, instead encouraging prospective customers to initiate purchases themselves from print or online catalogs and/or via order forms, e-commerce sites, phone calls or purchase orders. I’m probably biased, but I believe the primary objective of business-to-business marketing is driving sales of the company’s products and services.

Top Automated Marketing Personalization Tactics

Anything Goes Marketing

This is important : Besides all of the technology out there that can make this process easier, it’s important to keep in mind that the goal is to create engaging experiences for your customers and potential customers so that they will respond and ultimately purchase your products and services. A personalized approach facilitates this process. They key is to have this process automated so you don’t have to create different lists and coordinate the execution.

Email 26

Cold calling and the Complex Sale: observations you can learn from (thanks to my daughter)

B2B Lead Generation Blog

It was produced by ASG Group , an European company that helps their clients improve their sales processes. I was somewhat shocked to find out that my 14-year-old daughter had searched YouTube recently for any mention of her dear old dad.

Webinar on Effective Lead Management: How to Convert Marketing Leads into Sales Pipeline

B2B Lead Generation Blog

So, instead of continually struggling to find new leads for Sales, marketers should begin focusing on developing effective lead management processes for converting more leads into sales pipeline. Although I don’t usually highlight what my company does in my blog; however, I’d like to share a great example of how an organization can improve their lead gen process by tweaking the process. defined hand-off process from Marketing to Sales.

On Lead Nurturing - thinking beyond the send

B2B Lead Generation Blog

Here's a summary of the process that Ardath uses that can help you start planning a progressive nurturing approach: Think about one problem your products solve that's key to your prospects. Also, for those who own a copy of my book be sure to check out the " buying process map " (table 5-1) in Chapter or you can search my book for free via Google Books. The challenge today is not in generating leads, but truly connecting with them.

Lead Generation Checklist - Part 2: Sales and Marketing – One Team

B2B Lead Generation Blog

It can be tough to meld inherently diverse viewpoints, but it is a critical and often overlooked step in the lead generation process. Here are a few guidelines that in my experience really help to ensure that connect so necessary between sales and marketing:  The departments should document the sales process as a team from first contact to close. Keep in mind that each customer will have a slightly different buying process.

Podcast: Why sellers don’t have the right tools to help buyers buy

B2B Lead Generation Blog

Once sellers learn how to help the buyer manage and solve these issues they can help speed along the buying process. Morgen’s change management model leads buyers through all of their change issues, and helps sellers learn how to listen to their buyers’ system and develop a set of questions that guide them through the buying process A recent lead generation poll showed that converting leads to pipeline revenue (accelerating sales) was the biggest challenge for marketers.

5 tips to build more relevant and engaging lead nurturing emails

B2B Lead Generation Blog

Stage in the buying process : Be sure to provide different kinds of information to your prospect based on what point they are in the buying process. What part to they play in the buying process (influencer, decision maker, information gather). For example, our experience shows that a decision maker is heavily involved at the very start and the very end of the B2B buying process, but leaves the middle of the process up to the influencers.

Sacramento marketing consulting company | B2B marketing consulting specialists | Business Communications Group

delicious b2bmarketing

In a competitive process, they stood out." Home News Contact Services Marketing ROI Case Studies Company B2B Resources Blog Business to business marketing to accelerate your sales Business Communications Group is the only Sacramento marketing consulting company specializing in business to business (B2B) marketing services.

Top 10 Triggered B2B Email Marketing Campaigns

Anything Goes Marketing

One of the themes for marketers in 2009 is “doing more with less”. One item often overlooked is automating the entire event registration and follow up process.

Email Autoresponders 2.0 in B2B Marketing

Anything Goes Marketing

This type of personalization leads to a much stronger and smoother hand-0ff process between the marketing and sales teams which I described in my last post " Lead Management and Football ". Measure the Results Measuring the results is very key in this process.

My List of Demand Generation Vendors, and Who They Sell To

Customer Experience Matrix

These vendors have geared their sales process to selling to large firms, with the in-person demonstrations, technical reviews, formal proposals and contract negotiations that implies. One of the audience members at the B2B Marketing University in Boston asked about demand generation systems for small businesses, and how to distinguish among the vendors in general. My brief answer was that the biggest difference was less functionality than the target markets the different vendors pursue.

Crunchy, salty, nutritious news & views on B2B marketing for technology companies | Velocity - the B2B marketing acceleration agency for technology companies

delicious b2bmarketing

So click here to find out whether they changed my mind… Read more… Stan Woods | June 16th, 2009 | one comment The Content Marketing Workbook It’s here. Read more… Doug Kessler | June 11th, 2009 | 3 comments Choose your patients carefully The most respected surgeons in the world have the best survival rates. We… Read more… Neil Stoneman | May 8th, 2009 | 4 comments Why we steal from our clients.

Why marketers must become the new publishers

Chris Koch

One of the great trends were seeing at ITSMA is increased automation of the lead process. But this trend has an unintended side effect: it exposes our content development processes (or lack thereof). That metric is going to be critically important as we automate the lead process because nurturing is marketing’s special sauce. How to adapt the publishing process to marketing. To fulfill an ever-increasing demand for content you need a process.

American Business Media - Research & Marketing

delicious b2bmarketing

focuses on the importance that readers, viewers, and attendees place on business info rmation to info rm and help the purchase/decision-making process.

How To Build a Lead Nurturing Culture Part I

Anything Goes Marketing

In my definition for this post, I’m referring to a process that automatically delivers highly targeted emails to prospects or customers in a specific time frame via a marketing automation platform. For more information on this topic, see The Buying Process; Auditing your Content Assets.

PowerViews with Carlos Hidalgo: A Holistic Approach to Driving the Demand Process


Carlos is a recognized thought leader in B2B marketing and known for his keen insights on the development and implementation of lead management processes, as well as marketing automation. The Core Issue: It’s Not Alignment – It’s Driving the Demand Process.

Is Social Media Wasted on PR Agencies?

The Point

Moreover, by adopting a more aggressive, response-oriented, lead generation view of social media, companies can expand their community of followers, increase their database of subscribers, generate more search traffic, and in the process, create more awareness, thought leadership, and all the things that make PR directors happy. First, let’s get this out of the way: I know some very smart people in the PR field. Yes, some of my best friends are PR people. But good grief.

ClickInsights: What was your "Aha" moment in 2009? - Part 2

Ambal's Amusings

I have invited our Panel of B2B Marketing Experts to reflect on 2009 and answer the following question: What was your aha moment in 2009 ? Mapping Content to the Buying Process - Slidecast. B2B Lead Generation Benchmark Study 2009.

MarketingSherpa’s Email Summit 2009


It is focused on advanced email strategies, which is an important part of the demand generation process. Today MarketingSherpa’s Email Summit started in Miami. Most of the case studies seem to be B2C rather than B2B. The focus is on list- and trigger-based emails and on landing pages, rather than on the full Lead Management Automation functionality. Nevertheless, there are lots of interesting advanced email topics that are just as relevant for B2B demand generation specialists.

Top 5 Lead Management Excuses (with Poll)

The Point

According to a recent industry survey by Demand Gen Report , fewer than 10 percent of marketing executives who responded have automated lead nurturing strategies and processes in place. Furthermore, only 15% of those same respondents planned to deploy or expand their lead management initiatives in 2009.

B2B Lead Generation Benchmark Study 2009

Sales Lead Insights

Do you need to know how your lead generation, follow up, nurturing and qualification processes compare to those of other B2B companies? B2B Lead Generation Benchmark Study 2009. Please participate in this important B2B Lead Generation Benchmarking Study by taking this fast and easy online survey. It will take you less than 10 minutes to complete, and you will automatically qualify to receive a free executive summary of the study results.

B2B Lead Generation Benchmark Study 2009

Sales Lead Insights

Do you need to know how your lead generation, follow up, nurturing and qualification processes compare to those of other B2B companies? B2B Lead Generation Benchmark Study 2009. Please participate in this important B2B Lead Generation Benchmarking Study by taking this fast and easy online survey. It will take you less than 10 minutes to complete, and you will automatically qualify to receive a free executive summary of the study results.

SQLStream Simplifies Event Stream Processing

Customer Experience Matrix

It turns out that stream processing is one type of “complex event processing,” a field which has attracted some very smart but contentious experts. To see what I mean, check out Event Processing Thinking (Opher Etzion) and Cyberstrategics Complex Event Processing Blog (Tim Bass). For a basic introduction to data stream processing, see this presentation from Truvisio. The notion of “windows” is common among stream processing systems.)

B2B Search Marketing: 5 Must-Read Tips - Online Marketing Blog

delicious b2bmarketing

Consider the amount of fashion-related blogs compared to food processing technology blogs. Online Marketing Blog TopRank's internet marketing blog on the intersection of social media, digital public relations and search engine marketing.

Bring marketing into the account planning process

Chris Koch

And in big, important customers, it’s worth integrating that ability into the account planning process. Salespeople have the opportunity to move customers through the buying process faster—and become a part of the planning process for those purchases. Marketers have the chance to eliminate much of the distance between the work they do and the outcome they desire—a clear, direct impact on the sales process.

Best of 2009: Social Media Marketing, Part 1


Another noteworthy post from this publication is Facebook is a Personal CRM for Baby Boomers , in which Daniel Flamberg reports on an Accenture study showing that in early 2009, “boomers posted a 59 percent increase in use of social networks; a rate of adoption 30 times faster than any other age group.&# 11 Reasons You Can’t Ignore Social Media in 2009 by Digital Labz. 7 Social Media Predictions for 2009 by Search Engine Watch.

The world's most broken marketing process

grow - Practical Marketing Solutions

The process of enlisting an agent, dealing with a lender and closing on a home is enveloped by mountains of paperwork and waste. Here’s my vote for the most clueless group of marketers in the world: real estate agents.

Influence the Buying Process with Automated Marketing


Engagement Systems is one of the newer players in the marketing automation space. We let them "speak for themselves" earlier this week, but I wanted to dive further to check out some of their content. So far they only have a few whitepapers and case studies, but I have to

How the Buying Process Has Changed, and How It Hasn't: Notes from the Field

Customer Experience Matrix

Summary: The Internet has given more power to buyers and changed the buying process. For the enjoyment of anyone who really cares about the details, here is a log of my contacts during the buying process. Tags: importance of sales execution sales process impact of internet on selling But product and responsive salesmanship still make the difference.

Dreamforce 2009: Search Engine Marketing Junkies

Modern B2B Marketing

This panel of B2B search engine marketers at Dreamforce 2009 talked about how to take your search marketing to the next level, including SEM tips and tricks, landing page strategies, Web site analytics, and more.

Put an End to Flying Blind: A Ten-Step Process for Creating a Go-to-Market Tactical Plan

Everything Technology Marketing

This article outlines a ten-step process any size company can use to successfully enter a new market. What are the characteristics of the ideal customer and their buying process? Understanding and documenting the customer buying process will be pivotal to knowing which influencers to approach, what thought leadership venues to secure, which tools are preferred and at what point in the buying process prospective customers want and use these tools.

Best of 2009 (So Far): SEO Guidance, Part 3


Julie Shumaker writes that "Setting realistic goals, measuring the right thing, and establishing a baseline" are all key parts of the process. How can you help SEO clients, whether internal or external, understand what SEO (and isn't) and set proper expectations for an SEO project?

Best of 2009 (So Far): Search Engine Marketing


Khalid Saleh provides helpful tips on how to improve conversion rates such as analyzing your analytics, viewing optimization as a long-term commitment, andstarting optimization during the initial site development process. What's the real the optimal cost per lead for your SEM program?

Best of 2009 (So Far): SEO Guidance, Part 2


title tags, and viewing SEO as a one-time process rather than an ongoing discipline. What two simple words answer almost every SEO question? What common SEO mistakes should you watch out for? How do you create a 301 redirect? Better yet, how can you avoid having to create one?


Best of 2009 (So Far): Cool Web Tools, Part 1


Find them all and others here in the first set of the best cool web tools for 2009. This free analysis tool from on-demand CRM consulting firm Demand Chain Systems short-circuits that process, helping to identify the most promising areas for improvement in just 40 minutes.