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Marketing Automation Trends for 2010


In this post I want to focus on the trends in Marketing Automation for 2010. Manager, Inbound Marketing, Marketo. The vast majority of leads generated on a website never have a meaningful conversation with a sales rep. If there is no mechanism to pass the lead back to the marketing team (in an automated or semi-automated fashion), the lead is gone forever. In 2010 you’ll start to hear about marketing methods.

B2B Search Engine Marketing & Marketing Automation: An Interview with Marketo’s Jon Miller

KoMarketing Associates

Lead generation is at the top of almost every B2B marketer’s responsibility list. Generate more leads, generate better leads, and improve the rate to which lead opportunities turn into closed wins for the sales teams.

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Top 10 Tips for Lead Nurturing Success

Modern B2B Marketing

A great addition to Marketo’s Resources has been the Spear Marketing Group white paper, Top 10 Tips for Lead Nurturing Success , written by Howard Sewell. Not only is it a helpful resource when starting your lead nurturing , it also embodies and reinforces so many Marketo best practices. Start with a goal : Setting up a lead nurturing program is not a goal. Lead nurturing is possible without lots of content.

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My Secret Methods for Turning Marketing Leads into Qualified Sales Leads

Modern B2B Marketing

by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. Whatever their exact name, these Sales Development Representatives (SDRs) have one exclusive focus: to review, contact and qualify marketing-generated leads and deliver them to Sales Account Execs.

3 Ways to Improve the Quality of Your Sales Leads

Modern B2B Marketing

by Carol Fox If your sales leads aren’t receiving lead nurturing efforts from marketing to convert them quickly into business, they ultimately aren’t going to benefit your bottom line. Fine-tune your lead scoring system. Commit to lead nurturing.

2010 Blueprint for B2B Demand Generation Success: Free Webinar with SiriusDecisions and the American Marketing Association

Modern B2B Marketing

Over a thousand B2B marketers registered to attend an October 13th webinar created to help marketers plan for 2010. This webinar, hosted by the American Marketing Association, featured Tony Jaros, VP of Research at SiriusDecisions, and Jon Miller, VP of Marketing at Marketo who together discussed five key planning assumptions in two key areas- reputation and demand generation. Specific steps you can take to turn your leads into revenue faster than ever before.

Optimizing the Entire Sales Funnel

Modern B2B Marketing

The ultimate objective of marketing is to increase revenue performance , and one key way to achieve this is to optimize the entire sales funnel. Brian Carroll, CEO of InTouch and author of Lead Generation for the Complex Sale , addressed the critical hand-off between marketing and sales as he spoke to a group of marketing professionals at MarketingSherpa’s 2010 B2B Summit. Step 1: Refine universal lead definition of “sales-ready”. Clear hand-off on every lead.

The Methodology behind Revenue Analytics

Modern B2B Marketing

It serves as the foundation of revenue cycle analytics and allows marketers to discuss results in a way that shows the effectiveness of lead generation and lead nurturing activities, activities that affect every stage of revenue.

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 Companies should be measuring quantity and quality of sales leads generated by medium - both traditional and social - and comparing results.

The New Secret Sauce to Demand Generation

Modern B2B Marketing

Back in January 2009, Marketo came out with a webinar entitled, The Secret Sauce to Demand Generation: How Marketo Nurtures, Scores and Accelerates Leads through the Revenue Cycle. It discusses how Marketo leverages its own Sales 2.0

Customer-Centric Marketing with Ronald Ladouceur, Media Logic VP

Modern B2B Marketing

Find out how the marketing landscape has changed and the ways it affects how we generate leads, move prospects through the funnel and manage our day to day duties as marketers. What’s emerging looks, at first, like an alien landscape; some kind of Twilight Zone alternate reality where the tried and true rules of lead generation and lead nurturing no longer apply. How does this new landscape affect lead generation and lead nurturing ?

‘More Intelligent’ Marketing Drives Greater Revenue Performance and ROI

Modern B2B Marketing

This is from Marketo’s newly published “Definitive Guide to Marketing Metrics and Analytics” : Do you know what profits a 10% increase in your marketing budget would generate? by Phil Fernandez.


5 Ways Sales Will Continue To Evolve

Modern B2B Marketing

Cutting edge technology combined with expanding online channels will offer sales teams countless strategic and operational choices to connect and convert leads. This allows sales teams more visibility into real-time actions of prospects being tracked in the revenue cycle funnel.

B2B Lead Generation Blog: 7 Tips to Improve Sales Follow-up & Close More Leads

B2B Lead Generation Blog

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Does the sales team either ignore your hard-won leads or complain about their quality?