Oracle Eloqua Named a Leader in the Gartner Magic Quadrant for CRM Lead Management

Modern Marketing

by Eloqua | Tweet this The 2013 Gartner Magic Quadrant for CRM Lead Management has been published and Oracle Eloqua is in the Leaders quadrant for the second consecutive year. Click here to download the Gartner Magic Quadrant for CRM Lead Management.

Boost Demand Generation Using Target Ready Buyer Models

Tony Zambito

Recently, I published two articles related to 5 ways buyer behaviors are affecting B2B sales , and 5 ways they are affecting B2B marketing. What needs to change you might ask? An easy answer is to say plenty. It is easy to go on doing the same thing and call it something new.

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The crisis of buyer information in B2B and how to fix it

Chris Koch

Could it really be that someone I knew was trying to get hold of me? So, like a fool, I finally called back (the iPhone makes it so easy to do!). If you would like us to stop calling you press…”. Yet even in B2B, we have a growing concern over privacy in lead management.

4 Steps for Making Demand Generation More Social

Modern Marketing

by Rob Bois | Tweet this Pick up any sales or marketing trade pub, and you’re likely to see that 2011 was the year of social. While B2B companies have jumped on the bandwagon, demand generation marketers often struggle to find its value. And you don’t need to be an HTML jockey.

Is Your Organization Likeable? Are You Attracting the Right Buyers?

Tony Zambito

Since, this phrase has been used to help explain attraction-based theories and concepts in many areas of the social sciences throughout the 20th century and now into the 21st century. Does your organization have so called “laws of attraction” attributes that buyers are attracted to?

The crisis of buyer information in B2B and how to fix it

Chris Koch

Could it really be that someone I knew was trying to get hold of me? So, like a fool, I finally called back (the iPhone makes it so easy to do!). With the kind of maddening irony that makes me flash on doing capital punishment-inducing physical harm to a fellow human, I heard a recorded voice say, “Thanks for calling back. If you would like us to stop calling you press…”. You should have seen what they did to doddering seniors’ life savings via the telephone.

Election Day: SLMA's 50 Most Influential People in Sales Lead Management

Smashmouth Marketing

The Sales Lead Management Association has opened up voting for the 50 Most Influential People in Sales Lead Management. I'm on the list, so if I've earned your respect in the world of demand gen and lead generation, I'd love your vote. Members of SLMA and non-members are allowed to vote. If you find someone you want to vote for, click through and place your vote. If you don't see the name of your favorite Lead Gen Experts, drop us a commen

Blog: Matching AI to the Demand Unit Waterfall


When interacting with someone for the first time, conversations tend to hover around general topics like the weather or where you are from. But when you are talking to a long-time friend, conversations flow easily, even if you haven’t seen each other in years. Want to learn more?

An Act-On Conversation: Jay Hidalgo and Atri Chatterjee Talk Demand Generation, Part 1

Marketing Action

Recently I had the opportunity to moderate an Act-On Conversation on demand generation. I’d like to welcome you to an Act-On Conversation. Today’s Conversation brings together two experts on marketing and demand gen. What is demand generation?

Marketing Automation Simplified: The Small Guide to Big Ideas [eBook]

Modern Marketing

by Amanda Batista | Tweet this The influx of content, information, and education available to consumers is an astounding, evolving issue for marketers. Marketing manages awareness, communication, and is tasked with implementing repeatable processes for sales success.

Should Demand Generation and Sales Automation Be Separate Systems?

Customer Experience Matrix

recently on the idea that the boundaries between marketing and sales are breaking down because leads now interact with both departments throughout the purchase cycle. This is clearly inevitable: if nothing else, leads still visit your Web site (controlled by marketing) even after they are “turned over” to sales. But buyers would still sometimes enter through marketing-run channels, so marketing and sales would still need to coordinate. I’ve been focusing (obsessing?)

Video: Happy Holidays from Eloqua

Modern Marketing

by Amy Bills | Tweet this If you looked back at holiday greetings sent from family to family over the decades, you’d probably recognize a pattern: a staged photo, plenty of smiles and those awkward sweaters! Just click the image below to watch!

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What to Expect at Eloqua Experience

Modern Marketing

But we also want to add that those heading to Eloqua Experience can expect to learn about a wide variety of B2B marketing topics, from marketing automation to lead management to Revenue Performance Management.

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6 Signs You Need Marketing Automation

Modern Marketing

by Michael Martin | Tweet this You’ll feel it when it happens: When you’re spending all your time managing lists and unsubscribes; when the sales team won’t return your calls; when all the good leads seem to land with your competitor. You’re Losing Good Leads to Your Competitors.

How to Get Away Without Leaving Your Demand Gen Behind

Modern Marketing

Trouble is, for even the most modern of marketers, getting away from the office doesn’t always mean getting away from your demand generation, nurturing, and lead management duties. Ready to get the full itinerary?

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How Many Fields Belong On Your Landing Pages? [Chart]

Modern Marketing

by Egan Cheung | Tweet this One of the most popular requests we get is to look at how the number of questions asked in a form affects whether or not people fill it in. But most of the forms seem to settle between 5 and 10 questions in exchange for an average 40% conversion rate.

Earthquakes & Marketers on the Twittersphere [Chart]

Modern Marketing

We used the Eloqua tweet feeder cloud connector to look at the #EE11SF hashtag on Twitter to see when people were tweeting and how the audience for that hashtag grew with each major event. most prescient: “More earthquakes to come at the Markie dinner tonight – make sure.

6 Steps to Defining Your Value Proposition from MarketingSherpa

Modern Marketing

That’s how Dr. Flint McGlaughlin, Managing Director and CEO of MECLabs , kicked off the MarketingSherpa B2B Summit 2011 today – and appropriately so. To define your value proposition, you need to understand the environment your ideal buyers live in and their motivations.

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4 Key Marketing Technology Takeaways From A Forrester Wave

Modern Marketing

by Amanda Batista | Tweet this 2014 is poised to be an exciting year for marketing technology. The surge of connection points that marketers are managing — while challenging to navigate — present additional data sources and offer ways to extend engagement and learn more about customers.

3 Lead Scoring Problems – And How to Solve Them

Modern Marketing

Randy is experienced in developing insight-driven demand generation programs for the b2b technology sector. Few marketers would argue with the premise that “less is more” when it comes to delivering the right leads to sales. Gone are the days of inundating sellers with poorly qualified leads or “prospects” with little or no interest in buying. Challenge #1: Inability to score or prioritize all leads.

Define and Conquer: Tips to Improve Sales and Marketing Alignment

Modern Marketing

The following is the first of a two-part series on strategies to bridge the gap between sales and marketing. So, to help your organization move towards blissful compatibility, we recommend a process-driven, metrics-oriented approach. 1 – Define a Sales-Ready Lead.

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How to Start Your Company’s Discussion About Marketing Automation

Modern Marketing

by Amanda Batista | Tweet this Over the weekend you may have received one or more marketing emails that weren’t of interest to you, perhaps even after you opted in to receive communication from that particular company. Measure and manage effectiveness across stages of the buying cycle.

Book Review: “Successful Selling” by Matt Heinz

Modern Marketing

by Chad Horenfeldt | Tweet this As someone who engages daily with b2b marketers looking to drive alignment between sales and marketing , there are plenty of books, podcasts and blogs out there full of platitudes but short on practical advice. It reads like a guidebook to daily tasks.

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7 Resolutions B2B Marketers Shouldn’t Make

Modern Marketing

by Jesse Noyes | Tweet this Every New Years many of us choose to draw up a number of resolutions: areas of our life and work where will improve or kick old habits. But while improving your marketing efforts is a laudable and necessary goal, some resolutions can lead you down a bad road when not completely thought out. We’re Going to Pass More Leads to Sales! For more tips check out our free Grande Guide to Sales Enablement.). We’re Going to Start a Blog!

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3 Cool Lead Nurturing Programs You’re Not Running

Modern Marketing

In that time, I’ve seen lead nurturing go from “nice to have” to a hard-set business requirement for major, fast-growing businesses. While there’s something to be said for the standard use case meant to educate prospects, lead nurturing can do so much more. The “Introduction to Sales” Nurturing. Not only does it automate marketing processes , but it also alleviates some of the pain sales feels when trying to build relationships.

OneSource Survey: Salespeople Accept Value of Leads from Marketing

Customer Experience Matrix

Summary: A survey of business-to-business salespeople finds they (still) consider themselves their best source of qualified leads. But marketing-generated leads are gaining increasing respect and salespeople are increasingly looking for help from outside data vendors.

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The Two-Step for Sales Enablement

Modern Marketing

by Melissa Madian | Tweet this There was a time I would experience a what-if-no-one-reads-my-stuff panic before sending information out to the sales team. Sales Enablement is kind of like a dance where delivering the right content requires ryhthm, just about posting another piece of collateral to the internal sales portal then wondering why no one was reading or using it. Fact: We use Sharepoint as our internal document management portal.

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The Marketing Skills Gap is Very Real

Modern Marketing

But fast-forward 10, 15 years and those same marketers we’re now trying to figure out SEO strategy, adopting marketing automation to track buyer behavior and deliver timely content, and parsing social media for lead generation opportunities. While I tried to convince my father to start a blog, he tried to convince me glossy magazine ads were better. We need to master the new rules. And it’s not enough to just be a smart marketer.

Alsa Marketing Adds Multi-Language Capabilities to Low-Cost Marketing Automation

Customer Experience Matrix

Summary: Alsa Marketing is a late entry to small business marketing automation. They support multiple languages, which should gain them some business. Otherwise, though, it will be tough for them to compete with better-established players. It’s harder every day for a new company to enter the business-to-business marketing automation industry. These can all be hard to find, although they’re certainly not unique. (As

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Demand Generation Tips: Thought Leadership With Sean Donahue of MarketingSherpa


Sean is exposed on a daily basis to the latest best practices in B2B marketing and is chock full of practical demand generation advice. I began covering B2B marketing after 10 years as a business and technology reporter.

Who Owns Social Media in the Marketing Team? [CHART]

Modern Marketing

However, many folks in demand generation roles still face an uphill battle when tasked with bringing Social into their marketing campaigns. Demand Generation Gets Snubbed Again. Respondents were not limited to one choice, so many gave “co-ownership” credit to multiple departments.

Content2Conversion Keynote Recap: 5 Tips For The Challenger Marketer

Modern Marketing

Because we’ve come to realize that our traditional tactics and communication methods aren’t going to be effective in the same ways they historically enabled the discussion with buyers. That’s what we’re competing against: The customer and her ability to learn.”

5 Surprising Uses for Marketing Automation

Modern Marketing

by Christina Pappas | Tweet this What’s the first thing that springs to mind when you hear the words ‘ marketing automation ’? For me, it’s email campaigns, lead nurturing, lead scoring, lead generation and lead management. But there are so many other ways to get more out of your marketing automation investment, from smoothing out the recruiting process to pushing real-time info to sales. Event Management.

Top Content Marketing Challenges, Benchmarks, and KPIs

Modern Marketing

To cultivate a greater role in decision-making process, companies are employing content marketing as part of an aligned, integrated communication strategy. The survey uncovered many valuable findings to help marketers assess their strategy and performance metrics.

Props to the Channel: Partners of the Year 2013

Modern Marketing

by Amy Bills | Tweet this We’re thrilled to announce Oracle | Eloqua’s Agency Partners of the Year , and Rookie Partners of the Year for 2013! While we continue to add referral partners, the latter part of that statement is really what this honor is all about.

What is a content marketing strategy? Your checklist to secure content success

Tomorrow People

Start with the basics and work your way to content superstardom. It can be anything from the conversation you have with a friend, to important news you receive by email, to a blog post that helps you decide where to go on holiday. Content also has a big part to play in business. This can be business-to-consumer (connecting with people through positives like pleasure) or business-to-business (helping people to resolve their problems).

4 B2B Marketing Trends Everyone will be Talking about at the SiriusDecisions Summit

Modern Marketing

by Jesse Noyes | Tweet this It’s impossible to escape the seismic shifts that have rocked the B2B marketing world in recent years. They want to discuss the emerging trends and strategies that can drive demand. Last year, we spoke to Jonathan Block , Sirius’s VP and Practice Director, about how marketing operations had arrived as a lasting discipline within growing organizations. Now big data is here to stay, and social media is only making it important.

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