Top 10 Marketing Automation Mistakes

The Point

Launching lead scoring too soon. Lead scoring is a core marketing automation functionality, and a key driver for one of the primary benefits of the technology, namely sales productivity. Not investing in first-class, professional templates.

How To Build a Lead Nurturing Culture Part I

Anything Goes Marketing

I remember reading it years ago and recalling how it guided some of my career choices as well my management style. There are many similarities between the concepts that Jim Collins discussed in his book and lead nurturing. Content is at the core of your lead nurturing efforts.

Trending Sources

The B2B Online Marketing Playbook: A CEO’S Guide to Risks and Rewards

Marketing Action

Here are the 10 key online marketing concepts you’ll find inside, along with a preview of the information you need to make smart investments, generate higher quality leads, and increase revenue. PLAY #1: Lead Generation. If hooking new leads is the goal, content is the bait.

How to Reduce Unsubscribes Using Subscription Management

The Point

A further strategy for minimizing unsubscribes is to employ subscription management, a technique in which you, as the publisher, give the wannabe unsubscriber the option to choose which types of messages he/she wants to receive (or not receive, as the case may be.)

Best Practice B2B Resource Center as a Hub for Relevant Content Delivery & Lead Nurturing

Avitage

This can be an important vehicle for delivering relevant content, and through this capturing useful information about prospects that is used to manage the ongoing nurturing of these prospects in order to accelerate their buying process. Content Publishing Lead Management B2B Resource Center Best Practices Content publishing Lead nurturing

Define and Conquer: Tips to Improve Sales and Marketing Alignment

Modern Marketing

1 – Define a Sales-Ready Lead. The sales team is on the front line, working to convert prospects to customers on a daily basis — so they usually have the best insight into what factors and qualities contribute to making a lead more or less likely to buy. Account Manager at Lead Lizard.

Sales 74

Email Autoresponders 2.0 in B2B Marketing

Anything Goes Marketing

Regards, CompanyX Manage your profile or click here to unsubscribe. The best in class marketers have their CRM synced up to their marketing automation platform which means that known contacts from their CRM should already have an associated sales rep.

Email 21

Embarking on a sales lead generation project: What could go wrong?

ViewPoint

a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. We had just finished talking about the importance of marketing and sales coming together to mutually define a lead prior to starting a lead generation program. This outbound teleprospecting project won’t succeed if management of the project is pushed down.” And to drive the leads needed to meet revenue goals.).

B2B Lead Generation Blog: On B2B Demand Generation tools and Lead Generation Dashboards

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 recent exchange he had with Brian Carroll on his B2B Lead Gene.

The 14 Best Marketing Automation Tools

Webbiquity

Marketing automation software tools can be very helpful in making lead nurturing and sales acceleration efforts more effective—even if the category is badly misnamed. Marketing automation tool combining email marketing, lead management, and reporting with sales alignment.

Tools 48

Which B2B Marketing Automation Features Actually Get Used? Here's Some Data.

Customer Experience Matrix

Of course they differed in the precise categories used and their audiences, but they generally covered the major B2B marketing automation features: email, Web behavior tracking, landing pages, nurture campaigns, lead scoring, analytics, and social media marketing.

If It’s Too Good To Be True…

ANNUITAS

Just this past month, we’ve seen offers such as “guarantee of significant business impact in less than 60-days”; or “a detailed understanding of where you’re deficient in your automation strategy in less than 10-days”; or even “100% increase in qualified leads to sales”. But expecting to arrive at best-in-class status or having a comprehensive understanding of ALL your business issues in a matter of days is not realistic. There is more to B2B Marketing Than Lead Nurturing .

Seeking a World-Class CMO for Marketo

Modern B2B Marketing

It’s been a bit over three and a half years since Marketo started formal operations, and two and a half since we launched Marketo Lead Management. We’ve been pioneers in the use of B2B social media and content marketing to generate awareness, organic traffic, and lead generation. Personally, I look forward to learning new skills and best practices from the new CMO, which in turn will make me a better manager and marketing leader. Lead Management.

Latest B2B Marketing Trends From SiriusDecisions Summit 09

Anything Goes Marketing

Lead Nurturing jblock : @tjaros : If you get one deal out of a reconstituted leads program, it's worth the effort. sds09 jblock : 5%-10% of leads that are sitting in your CRM system as "dead" can become real opportunities if put into a nurturing program.

Sharing Space: Marketing and Sales

Anything Goes Marketing

How are the best in class companies still reaching their 2009 targets? These marketers are not focusing on programs that are strictly lead generation campaigns but rather geared to existing clients and deals in the pipeline.

Marketing & Sales Alignment; We’ve Aligned to Optimize Your Lead Funnel & Pipeline

NuSpark

Content drives leads into the funnel; content nurtures leads into sales opportunities. Marketing and Sales alignment is essential to a well-oiled lead funnel. P.S. We’ll give you a free consultation on your lead generation/conversion strategy if you call us!

Marketo's Secret Sauce for Demand Generation

Modern B2B Marketing

Well, at Marketo , we’ve built a world-class demand generation machine that has helped us in just 10 months to sign up over 130 customers in more than eight countries, including companies such as Thomson Reuters, Reed Business, and CollabNet. Now, I'm not writing this to promote Marketo, but I think our results are proof that we’re doing something right with our own demand generation and lead management processes. Our 21 day lead follow-up process.

What’s Worth More?

ANNUITAS

I’ve recently been involved in an ongoing online discussion regarding marketing automation, lead generation, and lead management (including lead nurturing). Should it be on lead generation, or lead management? The Lead Management Framework TM.

87 New (Really) Marketing Automation Stats

Marketing Action

Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. Lead & Relationship Management. Forrester Research, The Forrester Wave™: Lead-To-Revenue Management Platform Vendors, Q1 2014 , Jan 2014 ).

Stats 54

Survey Says: 42% of CRM Users Plan to Invest in Marketing Automation

Marketing Action

Customer relationship management (CRM) systems are vital to businesses both large and small across multiple industries. Most users (74%) said their CRM system offered improved access to customer data, and 64% said that it delivered improved relationship management.

CRM 43

70 New (Really) Marketing Automation Stats

Marketing Action

Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. Lead & Relationship Management. Forrester Research, The Forrester Wave™: Lead-To-Revenue Management Platform Vendors, Q1 2014 , Jan 2014 ).

Inbound 101: Your One-Stop Shop for a Comprehensive Marketing Curriculum

Hubspot

Use SEO to generate more leads! This isn’t like that time your professor popped in a movie and you snoozed through class. SEO optimization is an important way to generate leads from your website visitors. Inbound Fundamentals: Converting Visitors to Leads.

Credit and Measure: More Tips to Improve Sales and Marketing Alignment

Modern Marketing

by contributor | Tweet this Editor’s Note: Today’s blog post comes courtesy of Sam Boush, the President of Lead Lizard , a marketing automation agency based in Portland, OR. As the leads come in, they’re immediately associated to our campaigns.

More Blathering About Demand Generation Software

Customer Experience Matrix

In fact, LucidEra is releasing a new module for lead conversion analysis today to address this very need. Yet another source, Aberdeen Group’s recent study on Lead Prioritization and Scoring: The Path to Higher Conversion (free with registration, for a limited time) also showed that linking marketing campaigns to closed deals to be the least commonly available among all the key capabilities required for effective lead management.

Hard Data to Justify Your Marketing Automation Investment

Customer Experience Matrix

The Heart of Growing Conversion Rates," 2008): Best in Class Average % higher Inquires to Marketing Qualified Leads (MQLs) nearly 10% 3.9% 150% MQLs to Sales Accepted Leads (SALs) nearly 75% 58% 29% SALs to Sales Qualified Leads (SQLs) nearly 61% 49% 24% SQLs to Closed Business 31% 23% 35% Incidentally, SiriusDecisions reported newer but very similar figures in the recent Neolane-sponsored Webinar 'Making the Business Case for Marketing Automation'.

B2B Lead Generation Blog: The Lead Generation Advantage for Small Businesses

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

70 New (Really) Marketing Automation Stats

Marketing Action

Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. Lead & Relationship Management. Forrester Research, The Forrester Wave™: Lead-To-Revenue Management Platform Vendors, Q1 2014 , Jan 2014 ).

Stats 20

Marketing Automation Trends for 2010

LeadSloth

1) We’re at a point where we have lot of data about marketing performance, but it’s a big challenge to turn it into actionable information (2) we’re actively tweeting, blogging and using LinkedIn, but how can that be effectively managed, and how can it be measured? (3) Manager, Inbound Marketing, Marketo. The vast majority of leads generated on a website never have a meaningful conversation with a sales rep.

PowerViews with Trip Kucera: Best Practices & Surprising Trends

ViewPoint

Social Media is Becoming a Lead Gen Vehicle. Their recent research showed 60% of best-in-class companies have actually closed business sourced through social media marketing, and this points to a significant shift to see social media as a lead generation vehicle.

IDC Analyst Connection: Coordinating Marketing and Sales across the Entire Revenue Cycle

Modern B2B Marketing

IDC research indicates that approximately 25% of sales' time is spent on unproductive prospecting, even as 60 to 70% of sales representatives ignore marketing leads. Marketing leads may not be qualified properly, prospects' information may not be communicated properly as the leads progress through the organization, and well-qualified leads may not receive the needed attention to optimize revenue opportunities. Lead scoring and lead nurturing: Deploying a lead scoring.