The Point

FEBRUARY 18, 2020

The conclusion: most B2B companies were failing to follow even the most basic lead management best practices, even in areas that one would assume were a primary business case for purchasing marketing automation in the first place. Vendors focused on new licenses vs. customer retention. Click To Tweet.

Marketing Automation Services 147

Marketing Automation Services Marketing Management Marketing Automation Automation 147

Customer Experience Matrix

JULY 28, 2010

Manticore launched its B2B marketing automation system in 2003, making it one of the older vendors in the industry. This fills a key gap between buying the software and hiring an actual marketing consultant. Manticore relies on business partners for such consulting services. First some background.

Manticore 120

Manticore Marketing Automation Services Demand Generation Agencies Marketing Management 120

ANNUITAS

JANUARY 19, 2022

Buyers spend nearly half their time researching independently ; another 22% is spent talking to other decision makers, and only 17% of their ‘buying’ time is spent meeting with potential vendors. Understanding and actioning on the moment that a buyer is ready to talk is only possible with a Lead Management Framework.

Sales Management 130

Sales Management Lead Ranking Work Management Marketing Management 130

LeadSloth

APRIL 29, 2009

In my previous post I listed the Top-10 Demand Generation blog by marketers and consultants. Today I’ve put together a list of vendor blogs. Most of these vendors blogs really get ‘online marketing’, so they talk about best practices rather then just touting their products, and they post regularly.

Demand Generation 100

Demand Generation Marketing Management ReadyContacts Marketing Automation Services 100

Customer Experience Matrix

NOVEMBER 19, 2008

My original plan had been to add several marketing automation vendors with significant presence in this market. My original set of products was based on a general knowledge of which companies are most established, plus some consultation with vendors to learn who they felt were their main competitors. How to choose?

Marketing Automation Services 120

Marketing Automation Services Marketing Management Vtrenz Demand Generation Agencies 120

Only B2B

MAY 19, 2022

A reference from a customer or vendor partner may be priceless when it comes to securing an appointment with a desired client. Townsend Wardlow, a sales consultant, advises appointment setters to aim high and broad in order to obtain more appointments. So, what is a lead management system based on a queue?

Work Management 118

Work Management Marketing Management Cold Calling Trigger Marketing 118

DealSignal

MARCH 11, 2019

A few years back, I attended a three-hour “vendor shoot out” between two CRM vendors hosted by an IT services firm. The consultants ran through a series of standard CRM processes including lead management, dashboards, record customization by the site admin, and Outlook integration.

Enterprise Management 78

Enterprise Management Marketing Automation Services Data Hygiene De-duplication 78

LeadSloth

DECEMBER 14, 2010

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. However, I found that being an independent consultant has its challenges.

Marketo 100

Marketo Marketing Automation Services Work Management Marketing Management 100

Customer Experience Matrix

APRIL 8, 2009

The Pedowitz Group announced this morning that it was offering $15,000 in free consulting services and guaranteeing a five-day implementation to new clients who purchase Eloqua demand generation software. On the surface, this is a strength of vendors who promise free implementation and deployment within a few days.

Eloqua 120

Eloqua Work Management Marketing Automation Services Marketing Management 120

Martech

JANUARY 25, 2022

Enterprises and small businesses alike have found CRM software helpful in their lead management processes. Consulting. Consulting practices rely heavily on operations, which can experience functionality issues over time. billion by 2028, according to Grand View Research, Inc. Businesses with dedicated marketing teams.

Enterprise Management 98

Enterprise Management Work Management Marketing Management Paid Search Agency 98

Customer Experience Matrix

OCTOBER 19, 2010

Of the three classic competitive strategies – low price, great service and innovative products – there are plenty of low price options and leading vendors work aggressively to help their clients succeed. The vendor argues that this removes a critical roadblock for many marketers, who have trouble building such workflows on their own.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Automation Marketing Management 120

ViewPoint

MARCH 22, 2018

I spend a lot of time on the phone talking to prospects about the value of informed conversation; the value of an automated cadence with built-in analytics capabilities; and the value of agile lead management processes that let marketing apply learnings to do an even better job of providing the leads sales needs. Mike Weinberg.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

LeadSloth

OCTOBER 4, 2009

In this post some thoughts about the program… First of all, the best thing about this event is that the speakers are marketing practitioners, not vendors. Having seen many of the presentations in San Francisco, I found it useful to classify them in three main categories: Lead Generation. Lead Management.

Manticore 100

Manticore B2B Marketing Marketing Management Marketing Automation Services 100

Customer Experience Matrix

MAY 12, 2009

Clients fill out a workbook during the sessions and are the consultant leaves behind a 90 day plan for future action. SmartStart involves on-site consulting and costs $3,000 to $8,000. Eloqua also has its professional services group and consulting partners to provide more hands-on assistance.

Eloqua 120

Eloqua Marketing Automation Services Marketing Management Demand Generation Agencies 120

BOP Design

DECEMBER 2, 2020

As leads enter your sales funnel, nurturing them with an automated drip campaign keeps your business top of mind when the time comes to contact potential vendors or make a purchase decision. Read more: Easy tips to close B2B website leads. Read more: What happens to your B2B leads after they are qualified?

B2B Sales 74

B2B Sales Top of Funnel Automation Personalization 74

LeadSloth

OCTOBER 18, 2010

It’s as if you would just sign up with one of the vendors, take a day to set everything up, and you’re done. An example: they determine what their most important customer segments are, what content they need in the different phases of the buying process, and how leads will be routed throughout the organization.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Marketing Automation 100

Heinz Marketing

MARCH 21, 2022

This week’s show is called “ The (Surprising) State of B2B Lead Engagement “ My guest is Doug Bell , CMO at LeanData. Changing the dynamic of prospecting and lead management strategies. The ability to capture a lead and create a new compelling experience. Like who’s going to get this lead.

Work Management 82

Work Management Marketing Management Budget Programs Marketing Budget 82

The Point

DECEMBER 11, 2018

When so many technology vendors claim to be an “ABM solution,” what are the smartest investments? In the giddy, early days when solutions like Marketo first arrived on the scene, the reigning view was that the technology was all a company needed to solve their lead management and email marketing woes.

Account Based Marketing 157

Account Based Marketing ABM Ideal Customer Profiles Enterprise Management 157

Customer Experience Matrix

FEBRUARY 4, 2009

I do recognize that they are the best known vendors in the space (with apologies to Vtrenz , whose identity is somewhat blurred since its purchase by Silverpop ). To be fair, many of the vendors below charge an installation of that can be several thousand dollars or more, while Marketo doesn't. I reviewed it here in March.

Demand Generation 120

Demand Generation Cost Marketing Management Demand 120

Customer Experience Matrix

JUNE 16, 2010

On June 29, I'll be giving a Webinar on “Matching a Marketing Automation System to Your Needs”, part of a day-long set of all-star lead management presentations organized by the Focus online business community. The point is to focus on your actual requirements and not a generic list of capabilities or vendor rankings.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Work Management Marketing Management 120

LeadSloth

OCTOBER 28, 2010

We’ll cover topics around Marketing Automation, including: Lead Management. Lead Nurturing. Revenue Performance Management. It is not specific to any Marketing Automation vendor, nor is this event sponsored by any vendors. However, vendors and consultants are welcome to attend, but no selling please.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation Marketing Management 100

Customer Experience Matrix

JULY 30, 2009

Summary: Hubspot offers a bundle of Web traffic generation and lead management features in one low-cost package. Marketing automation vendors entering this market are essentially betting that they can make their systems powerful enough to be useful and easy enough for a small business to run. Hubspot has accepted this challenge.

Small Business Marketing 120

Small Business Marketing Bundling Work Management Paid Search Agency 120

The Point

DECEMBER 17, 2010

Most B2B companies will readily acknowledge how much the Web has transformed the way they market their product or service, most visibly in the form of vehicles like search, content marketing, social media, and lead management. Vendors leveraged that knowledge gap. Fast forward to today.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management B2B 100

BOP Design

MAY 15, 2018

Marketing departments, consultants, and part-time marketing employees benefit by specifying criteria and outcomes for tasks and processes which are then interpreted, stored and executed by software, which increases efficiency and reduces human error. Contact us today for a personalized consultation. and automate repetitive tasks. [1].

Marketing Automation Services 55

Marketing Automation Services Work Management Marketing Management Marketing Automation 55

Customer Experience Matrix

APRIL 21, 2009

Yet my impression from industry vendors and consultants is that most deployments start with a fairly extended planning stage where companies either document their existing campaigns and processes or, more likely, define a large number of new ones. You actually need a pretty good idea of the answers to select the right system.

Demand Generation 120

Demand Generation Customer Surveys Demand Generation 120

ANNUITAS

JANUARY 10, 2011

I see more and more marketers adopting good lead management approaches, driven by the number of high quality consultants and educators out there to ensure that organizations chart their course efficiently. Many vendors and organizations are using the terms “marketing automation” and “lead management” interchangeably.

Enterprise Management 100

Enterprise Management Marketing Automation Services Work Management Marketing Management 100

Hubspot

MAY 28, 2012

Say you sell accounting software: economic buyers might be interested in ROI calculators, vendor comparison charts, and other content that addresses financial concerns. But the IT personnel who have to manage that software might want to receive product specifications or invitations to a webinar featuring implementation best practices.

Work Management 28

Work Management Marketing Management Lead Management Lead Scoring 28

Customer Experience Matrix

JANUARY 8, 2009

The conversation has sharpened my own thinking on the subject and prompted a couple of conversations with vendors. Typically this is the company they work for, although there might be another relationship such as consultant or services vendor. This leads us to the second issue, which is company-level reporting.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Work Management 120

The Point

JULY 21, 2016

A well-planned, well-designed lead scoring schema ensures that sales reps are spending time with the leads that most merit the investment. Unfortunately, when that basic schema fails to score leads appropriately, reps will very quickly lose confidence in the system, and start to ignore lead scores altogether.

Marketing Automation Services 80

Marketing Automation Services Marketing Automation Sales Management Automation 80

LeadSloth

AUGUST 24, 2010

Lead Nurturing content contains information that prospects need to make a purchase decision. The content can be on the vendor’s website, it can be sent out via email, or sent out by sales people. Or if they register for a demo of your product, a logical next step my be a product trial or a free consultation.

Lead Nurturing 100

Lead Nurturing Leads Lead Marketing Qualified Leads 100

ANNUITAS

JANUARY 4, 2012

Develop and implement a lead management process to ensure more value from their automation investment. No matter what any consultant or automation vendor will tell you, these are not short term initiatives. If you run across a vendor who tells you otherwise, ignore them.

Work Management 100

Work Management B2B Marketing Marketing Management Planning 100

TrustRadius Marketing

JANUARY 8, 2020

Oracle Eloqua seeks to unite marketing and sales pursuits with highly integrated lead management. This vendor places a large emphasis on lead generation and nurturing. . This powerful solution focuses on building highly personalized, yet simple to create campaigns across all channels.

Enterprise Management 52

Enterprise Management Hubspot Marketing Automation Services Marketing Management 52

NuSpark Consulting

JUNE 9, 2012

Banner ad message : Download alternate content covering related but different topic, or, offer a free consultation or trial. Company C: Lead Nurturing. Here’s a strategy that can retarget audiences AFTER they become leads; but before they become sales. Lead management process. Major Vendors. Retargeter.

Paid Content 100

Paid Content Conversion Rate Tactics Internet Marketing 100

NuSpark Consulting

JUNE 9, 2012

Banner ad message : Download alternate content covering related but different topic, or, offer a free consultation or trial. Company C: Lead Nurturing. Here’s a strategy that can retarget audiences AFTER they become leads; but before they become sales. Lead management process. Major Vendors. Retargeter.

Conversion Rate 100

Conversion Rate Paid Content Tactics Internet Marketing 100

ANNUITAS

DECEMBER 7, 2011

There is more to B2B Marketing Than Lead Nurturing . Lead nurturing is getting quite a bit of attention from multiple vendors. Many vendors and consultants are developing “quick hit” programs focused on helping organizations develop and launch lead nurturing campaigns. Anything else is just cutting corners.

Work Management 100

Work Management Marketing Automation Services Marketing Management Sales Qualified Leads 100

thePoint

MAY 25, 2018

The last external source I will name is market/marketing consultants, but I want to be specific here, because when you look at the B2B Marketing “Agency” landscape, very few of them fit into this category. Yes, most marketing consultants will understand “branding” as an exercise and “how” to go about marketing, creative, media, etc.,

Paid Search Agency 40

Paid Search Agency Work Management Sales Management Marketing Management 40

Customer Experience Matrix

MARCH 18, 2009

I was just discussing this recently with another vendor who also gives everybody their own IP address, and it seems the cost is quite minimal. So far as I’m concerned, it should be provided by every vendor as part of their base price. The only other demand generation vendor I’ve seen with serious partner management is Marketbright.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Enterprise Management 120