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Eloqua Experience 2010

LeadSloth

This week I attended the Eloqua Experience, Eloqua’s user conference in San Francisco. The big news of this event is the launch of Eloqua 10. It’s the result of 2 years of hard work, and it looks very good. The revamped user interface makes working with Eloqua a lot of fun.

25 Great B2B Content Marketing Articles

LeadSloth

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. 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.

Will Marketing Automation Be Free?

LeadSloth

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. Emails / month. 5,000. 2,500. Contacts. 2,500. 3,000. Pageviews / month. 100,000. unlimited. Support.

Guest Post: Best Practices in Marketing Automation

LeadSloth

By: Lisa J. Cramer, President & Co-Founder, LeadLife Solutions. There are certainly a lot of capabilities within marketing automation. As such there are a variety of best practices to be followed in order to maximize the use of these systems.

7 Reasons Why Oracle's Market2Lead Acquisition Makes a Lot of Sense

LeadSloth

Oracle has just acquired Market2Lead , one of the early Marketing Automation vendors. There has been a lot of talk in the industry about possible consolidation, such as vendors going out of business, becoming irrelevant or being acquired. This is the first transaction involving a major software vendor, so it deserves some notice. Everybody expected Salesforce.com to make a first move, but Oracle surprised us here :- ). People asked my opinion on this acquisition.

5 Questions That Will Double Your Email Response Rates

LeadSloth

Great lead nurturing content starts with great email copy. So I’ve created 5 questions to ask yourself when writing email copy. If you use these questions to optimize your emails, you’ll see a spectacular increase in response rates. Want to see more?

Drip Campaigns: Tips From Marketing Automation Monday

LeadSloth

Almost 30 people showed up for the first two Marketing Automation Monday meetups in San Francisco and Palo Alto. The topics for these meetings was drip campaigns and lead nurturing. Lots of good ideas and best practices were exchanged, and I wanted to give you a quick summary in this blog post. Database Segmentation. Segmentation came up several times. You need to tailor your drip campaigns to different audiences.

B2B Marketing Events 2010

LeadSloth

I’ve compiled a list of the events that matter: B2B Marketing Events for 2010. What are the key events to attend when you’d like to learn more about B2B Marketing, Marketing Automation, Lead Management?

Plugging the Leak in the Middle of the Sales & Marketing Funnel

LeadSloth

Time & Date: Tue, Jun 22, 2010 11:00 AM PDT. I’ve recorded an introductory video on lead nurturing and how it can turn more raw leads into qualified leads. Effective lead nurturing will prevent prospects from falling out of the funnel before they are ready to talk to a sales person.

Process Turns Marketing Automation Into Revenue

LeadSloth

Today I read a blog post about 7 trends that speed up the adoption of marketing automation. It mentions the importance of valuable content, the increasingly longer sales cycles and the “consumerized&# B2B sales processes.

Best CRM for Marketing Automation: Salesforce.com, Microsoft or Oracle?

LeadSloth

Forrester recently released a vendor evaluation for midmarket CRM vendors. If you look at Marketing Automation systems, the best supported CRM system is Salesforce.com. However, Forrester states that Microsoft Dynamics CRM may actually be a better CRM product.

Social Media & Marketing Automation

LeadSloth

This week there was a discussion about Social Media and Marketing Automation in the LinkedIn Group of the Marketing Automation Association.

Finding Untapped Revenue in Your Marketing Database

LeadSloth

It’s sort-of like living on top of a goldmine, but you have to dig to get to the gold. Lead Nurturing takes a lot of effort, but it’ll pay itself back ten times over. With a solid nurturing strategy you’ll find new sales opportunities from leads who you thought were not interested.

Assessing The Value of Your Lead Database

LeadSloth

This Wednesday I’m presenting a webinar called “Search and Rescue&# for your lead database , hosted by Loopfuse. It presents a 7-step process to generate revenue from existing leads, who were previously assumed “lost&#.

Hubspot Review

LeadSloth

UPDATED REVIEW: My earlier review of HubSpot’s Inbound Marketing software was more than 1 year old and the software has evolved a lot: time for an update! I see two clearly distinct target groups for HubSpot: Small business owners. Marketing departments at mid-size companies.

7 Steps to Finding Untapped Revenue in Your Marketing Database

LeadSloth

This Tuesday (June 22nd) I’m presenting a webinar on the 7 steps to finding untapped revenue in your marketing database. Do you have many leads in your database who have never been followed up on? If yes, you have a lot of untapped revenue in your database.

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Upcoming Lead Management Events

LeadSloth

This week there are a couple of interesting Lead Management events, so I thought I’d share them with you in a short blog post: Hubspot Show & Tell , new features including lead management, June 8th (tomorrow). Genius Demand Gen Academy , series of 12 webinars, starting June 9th.

Social CRM, Inbound Marketing and Marketing Automation

LeadSloth

Today I’m a panelist at the Silverpop Client Summit and we’re talking about Social CRM, Inbound Marketing and Marketing Automation, moderated by Adam Needles.

Lead Nurturing Checklist for Marketing Automation

LeadSloth

If you want to make a start with Lead Nurturing, what are the right questions to ask? And what are the decisions that you need to make? In this post I present a short checklist of questions to ask before you get started with lead nurturing: Do you want to nurture new leads, existing leads or both?

Sales 2.0: Marketing Automation & Salesforce Chatter

LeadSloth

Today I’m at the Sales 2.0 Conference in San Francisco. I 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.

5 Ways to Use Social Media in Marketing Automation

LeadSloth

This is the first of three posts for the Silverpop B2B Marketing University , March 3rd in Washington DC. I will be speaking about Marketing Automation features, the marketing technology ecosystem, and the impact of Social Media.

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B2B Marketing Analytics

LeadSloth

On Saturday I presented a session about B2B Marketing Analytics at AnalyticsCamp in Chapel Hill ( slides here ). My specialty is Marketing Automation, but Analytics and Reporting come up in pretty much any project I do.

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Why I’ve Joined Marketo

LeadSloth

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.

Marketing Automation Monday – NYC & SF – Dec 6th

LeadSloth

The last two Marketing Automation meetups were well received by the attendees, so we’ve been working on an encore. This time not just in the Bay Area, but also in New York City (Austin, TX coming in January): Info & Registration for New York City. Info & Registration for San Francisco. The event in San Francisco is during Dreamforce, so we’re hoping some out-of-town attendees can also make it. Both events are at Monday December 6th at 6pm (local time).

Marketing Automation Monday

LeadSloth

Would you like to meet up with fellow Marketing Automation professionals to exchange tips and best practices? Join us at Marketing Automation Monday for an informal panel discussion on using drip marketing to find more qualified leads and for networking with other like-minded marketers. These are the dates & locations: San Francisco , November 8th: info & registration ». Palo Alto , November 15th: info & registration ».

Impressive Marketo User Summit

LeadSloth

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. The Marketo User Summit was BIG: 600 customers and partners were attending.

Pardot User Conference Proves They’re a Top Marketing Automation Vendor

LeadSloth

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. The sessions were about lead management, lead nurturing, content marketing, social media and Pardot product sessions. The Pardot team also showed how they are using Pardot within their own organization.

Webinar Recording: 7 Steps to Finding Untapped Revenue

LeadSloth

This is the recording of the webinar about the 7 Steps to Finding Untapped Revenue in Your Marketing Database , which took place on June 22nd, 2010. Please click the ‘play’ button to start. The total length is 28 minutes. To see the slides, please visit SlideShare. Table of Contents. Introduction by Jep Castelein. 1848 James Marshall Discovers Gold. How Much REVENUE Are You Missing Out On? NURTURE Leads to Assure More Revenue. 50% of Leads are NOTReady to Make the Jump.

What Lead Nurturing Content to Send When?

LeadSloth

On Thursday I’m presenting a webinar with Treehouse Interactive , called “Lead Nurturing 101″ One of the registrants sent me the following question: How much of this webinar will be about content, i.e. exactly what to say in each subsequent email in a series designed to move someone from prospect stage to buying stage? 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.

MarketingSherpa B2B Marketing Summit

LeadSloth

San Francisco: October 4-5 / Boston: October 25-26. Just like last year, I will be a blogging partner for MarketingSherpa's B2B Marketing Summit. Again, they have created a great program for B2B Marketers, covering both lead generation and lead nurturing strategies. What is nice about this summit is that most speakers are marketing practitioners, not vendors. Also, MarketingSherpa team members like Brian Carroll and Sergio Balegno are known for their excellent presentations.

Email Newsletters: a Best Practice That Needs to Die

LeadSloth

DemandBase has just announced a webinar series called B2B Marketing Best Practices that Need to Die (I will present one of the sessions). Today, I’m working on my presentation for Monday’s lead nurturing webinar 7 steps to finding untapped revenue in your marketing database , where I’m presenting real best practices. That made me think: in lead nurturing, are there any common “best practices&# that are actually ineffective? For example, the monthly newsletter.

Webinar: Using Segmentation & Personas to Increase Conversion by 50-400%

LeadSloth

Segmentation of your database and development of personas allow you to develop the right messages, content and offers. This will dramatically increase the effectiveness of your lead nurturing campaigns. This 30-minute webinar presents a step-by-step approach to segmenting your database and developing personas for your most important target groups. The following questions will be addressed: Do segmentation and personas really increase conversion? How many segments should I create?

Measuring Marketing ROI: Campaign Attribution and Campaign Influence

LeadSloth

GUEST POST: this is a guest post by Saad Hameed ( @KaizenSaad ), an experienced marketing operations manager and founder of the Marketing Automation Association LinkedIn Group. The CEO/CFO of your organization may be asking you to measure Marketing Campaign ROI to determine marketing’s contribution to revenue. The question is straight forward, yet what you may have already discovered is that the answer on what to measure and how to measure is not simple.

B2B Marketing Automation Twitter Contest

LeadSloth

Genius.com has launched the Marketing Automation Tweeter contest to identify the most popular Tweep who tweets about Marketing Automation. 25 people are nominated, including myself. I thought it would be fun to try to find additional criteria for finding the top Marketing Automation Tweeters. I used two: Twitter Grader and the number of Tweets containing “Marketing Automation&#. It is clear most of the nominees belong to the Twitter elite, with Twitter Grades in the upper nineties.

Genius Marketing Automation Blog Posts

LeadSloth

Some of you may know that I’ve been a guest blogger at Genius.com since last summer. The main topic has been Marketing Automation , with several other online marketing topics blended in. On the Genius blog I have some nice introductory articles, so I wanted to provide some links to those post here on the LeadSloth blog. Marketing Automation. These posts are about Marketing Automation and Lead Management: Lead Management Introduction. Lead Management Features.

Top-10 B2B Marketing Topics of 2010

Everything Technology Marketing

With 2010 coming to an end, it is time for a quick review of the most popular B2B marketing posts on the Everything Technology Marketing blog. 36) I hope you had a successful and productive 2010.

Best Social PR Guides and Tips of 2010 (So Far)

Webbiquity

Read on to learn how social media is changing PR, how pitching bloggers is different from traditional media outreach, how to optimize press releases for search and online distribution, which tools should be in your social PR toolbox and more here in some of the best articles and blog posts on social PR of 2010 so far. Social media has fundamentally altered the practice of public relations.

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The State of the Blogosphere 2010

delicious b2bmarketing

The State of the Blogosphere 2010 Since 2004, Technorati has published its annual State of the Blogosphere report. In 2009 and 2010, we saw microblogs and tumblelogs such as Posterous and Tumblr gain in prominence and universality.

The Best B2B Marketing Ideas of 2010

delicious b2bmarketing

The Best B2B Marketing Ideas of 2010 A guest post by Jeff Ogden , president of Find New Customers Although companies like Marketo, Eloqua and Kinaxis have produced terrific written content in blogs, e-books, etc., 19 , 2010, the marketing take-away I shared was “Think Different.&# 19, 2010. Those are a few of the favorites we found in 2010.

Best Email Marketing Tips, Tactics and Metrics of 2010

Webbiquity

3 items that should be in your 2010 email budget by BtoB Magazine. While social media is the flashy show horse of online marketing, email remains the solid workhorse.