Marketing Insider Group

FEBRUARY 1, 2021

Buyer intent comes down to understanding what makes an excellent lead for your business. With a holistic perception of buyer intent in your business, your marketing and sales teams can improve the lead-qualification process and enhance sales conversions. Quick Takeaways: Customer experience is a leading priority for modern businesses.

Buyer Intent 359

Buyer Intent Intent Work Management Marketing Management 359

SalesIntel

DECEMBER 6, 2023

Some of them are free while others are paid – but all bring in enormous value to the sales process. Sales tools are software and technology solutions that help sales teams automate and streamline various tasks and processes, such as lead generation, customer relationship management, and sales forecasting.

Marketing Automation Services 97

Marketing Automation Services B2B Sales Enterprise Management Work Management 97

Zoominfo

JULY 2, 2020

Without getting too much into the nitty-gritty complexities of it, marketing automation campaigns send specific content (that you’ve programmed) to leads based on certain behaviors and data. Let’s look at an example: You send out an email to leads encouraging them to sign up for a webinar. For instance, is lead generation a priority?

Marketing Automation Services 246

Marketing Automation Services Marketing Automation Automation Work Management 246

SmarkLabs

JANUARY 12, 2023

CRM has become an essential tool for businesses of all sizes. Companies use customer relationship management for many reasons, but the overall goal is to improve the customer experience and increase sales. What is a CRM? CRM software is a system for managing customer relationships. Why HubSpot CRM?

Hubspot 52

Hubspot Marketing Automation Services Enterprise Management CRM 52

ANNUITAS

MAY 13, 2021

Too often MAPs are associated with tactical email nurturing and simple lead qualification — tactical use cases that dominate immature platform deployments. Does it offer a solid integration with Salesforce (or other, leading CRM), including a view into the lead, contact, account and opportunity objects?

Enterprise Management 130

Enterprise Management Marketing Automation Services Analysis Work Management 130

ViewPoint

OCTOBER 5, 2018

No matter what he did, no matter how he spent the company’s money, the CRO would complain about lead quality (and quantity). Marketing was convinced that sales never effectively followed-up on any leads. What is a Lead? This blog about lead cost summarizes a lot of research I have done on the subject.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

DealSignal

MARCH 8, 2021

CRM data quality is a critical variable in ensuring a strong ROI for your investment in a CRM system. Judging by this lack of out-of-the-box support, you would think that data is expected to be miraculously keyed into CRMs perfectly without the possibility of decay. Example of how CRM data quality decays over time.

Contact Marketing 52

Contact Marketing Contacts CRM Enterprise Management 52

Customer Experience Matrix

APRIL 20, 2010

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. Events and trade shows actually rank below all of these.

Lead Scoring 120

Lead Scoring Lead Ranking Customer Surveys Sales Qualified Leads 120

Martech

FEBRUARY 3, 2022

Marketing automation platforms are a critical part of the martech ecosystem for many businesses, offering many benefits by streamlining manual B2B marketing tasks, including lead management, email campaign development and landing page creation. Then native CRM integration is a must-have. Does management support this purchase?

Marketing Automation Services 95

Marketing Automation Services Work Management Marketing Management Marketing Automation 95

Adobe Experience Cloud Blog

MARCH 3, 2009

I think one mistake many marketers make is to think of their lead management requirements too narrowly — and to be honest, quite a few demand generation vendors make this mistake as well. Lead scoring to know when to pass leads to the sales team – and when to keep them in marketing for further nurturing.

Lead Ranking 48

Lead Ranking Lead Scoring Lead Nurturing Marketing Management 48

Customer Experience Matrix

FEBRUARY 13, 2014

The main basis for my prediction is high growth that vendors reported in 2013, and in particular a trend towards higher revenue per client among the vendors who share that information with me. Features Don''t Drive Decisions.or Create Success Pepper Global also asked some interesting questions about evaluation criteria and obstacles.

Marketing Automation Services 120

Marketing Automation Services Work Management Marketing Management Marketing Automation 120

SpotMe Blog

JULY 28, 2023

They say it’s mainly because of the value they get from being able to send targeted communications to HCPs fast and collect big amounts of data in their CRM – usually Veeva. So, they’re looking for a solution to make their lives easier, allow them to focus on high-value tasks, and help them hit their targets.

Marketing Automation Services 52

Marketing Automation Services Enterprise Management Work Management Marketing Management 52

markempa

SEPTEMBER 9, 2013

Tweet According to the MarketingSherpa 2012 Lead Generation Benchmark Report , 24% of marketers ask a timeline-to-purchase question on their lead capture forms. Q: Please select the most important fields that you need to collect from your leads on the lead generation form. Lead qualification in a post-BANT world.

Lead Gen 120

Lead Gen Lead Ranking Lead Scoring Sales Qualified Leads 120

Full Circle Insights

JANUARY 11, 2022

“We are thrilled to be honoring Full Circle Insights as they are one of the organizations leading this charge and helping humanity progress.” “We are thrilled to be honoring Full Circle Insights as they are one of the organizations leading this charge and helping humanity progress.”

Full Circle Insights 98

Full Circle Insights Multi-Touch Attribution Marketing Automation Services Lead Ranking 98

Lead Liaison

OCTOBER 11, 2018

Once your team has captured hot leads at an event, you should be prepared to follow up with those leads quickly and effectively. We are often asked for examples of how a business can (and should) nurture leads post-event. Below is an infographic that examines a tried-and-true post-event lead nurturing strategy. .

Lead Nurturing 48

Lead Nurturing Lead Scoring Lead Ranking Sales Qualified Leads 48

ANNUITAS

SEPTEMBER 21, 2018

Marketo COULD HAVE been acquired by one of several enterprise application vendors that simply don’t get marketing. Moreover, Adobe’s product quality is world class — something that cannot be said for every software vendor that has acquired marketing automation. Adobe GETS marketing. And that’s a good thing.

Marketo 193

Marketo Acquisitions Marketing Automation Services Enterprise Management 193

Only B2B

MAY 19, 2022

Managers should be monitoring calls and completing quality assurance checks so that training opportunities may be identified. Marketers should provide lead information such as who downloaded the most recent e-book or other assets, who attended the most recent webinar, and who visited the website lately.

Work Management 118

Work Management Marketing Management Cold Calling Trigger Marketing 118

Zoominfo

JULY 2, 2020

Without getting too much into the nitty-gritty complexities of it, marketing automation campaigns send specific content (that you’ve programmed) to leads based on certain behaviors and data. Let’s look at an example: You send out an email to leads encouraging them to sign up for a webinar. For instance, is lead generation a priority?

Marketing Automation Services 113

Marketing Automation Services Marketing Automation Automation Work Management 113

ANNUITAS

MARCH 17, 2015

You’ve vetted the vendors, selected your features, sized your database and scheduled your implementation; you are now ready to deploy your marketing automation platform, right? With multiple years of experience, this user has every certification available from the marketing automation vendor. The CRM User. The Power User.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Work Management Automation 100

Sprout Social

NOVEMBER 11, 2021

Integrations vary per vendor and so does the quality. We recommend looking for integrations that work in one platform, streamline relevant information and have high time-to-value (i.e., We get it, it can be overwhelming trying to figure out which integration is right for you, and what value it even brings.

Digital Asset Management 118

Digital Asset Management Social Media Work Management Marketing Management 118

Attendify

MAY 14, 2019

Because when time is money, quickly getting event leads into the hands of your sales team, marketing function or sponsors is directly linked to long-term ROI. You can’t afford not to have a speed-to-lead event data strategy. Tip 1: Get smart about event lead scanning. Instead, start categorizing your leads when you scan them.

Lead Ranking 49

Lead Ranking Lead Scoring Marketing Automation Services Work Management 49

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

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

TrustRadius Marketing

JANUARY 8, 2020

Hubspot has many draws: its forever free CRM, its integrated sales, marketing and service hubs, and its wide network of support. Hubspot’s marketing automation software has received 1479 reviews and ratings on TrustRadius (overall score of 8.4), which gives us key insights on what users really think about the tool.

Enterprise Management 52

Enterprise Management Hubspot Marketing Automation Services Marketing Management 52

Adobe Experience Cloud Blog

NOVEMBER 15, 2012

by Jon Miller A common question I hear from marketers is “I already have a CRM system (e.g. salesforce.com, Microsoft Dynamics CRM), so why do I need marketing automation ”? Many CRM systems have a module for marketing. Architecture of Marketing Automation versus CRM. Common features of a CRM system. Business Goal.

Marketing Automation Services 48

Marketing Automation Services Enterprise Management Work Management Marketing Management 48

Customer Experience Matrix

JUNE 9, 2009

Summary: Marketo's new Sales Insight ranks prospects for sales people, based on recent Web and email activities. But I expect the sales automation vendors to take the business for themselves. Users can drill into the details of each account, including Web activities, emails and score history. - There are some subtle differences.

Marketo 120

Marketo Work Management Marketing Automation Services Eloqua 120

Customer Experience Matrix

JUNE 25, 2008

When I was researching last week’s piece on Market2Lead , one of the points that vendor stressed was their ability to create a full-scale marketing database with information from external sources to analyze campaign results. They even cited one demand generation vendor that had turned to them for help. (In

Work Management 120

Work Management Marketing Management Demand Generation Marketing Automation Services 120

LeanData

APRIL 27, 2016

Chances are you’ve been hearing a lot lately about “lead-to-account matching.” That’s because lead-to-account matching really is a core function that helps your sales and marketing teams focus on the accounts that matter the most. Here’s the simple reality: lead-to-account matching has become commoditized.

Ideal Customer Profiles 60

Ideal Customer Profiles Work Management Lead Scoring Lead Ranking 60

Customer Experience Matrix

JANUARY 20, 2009

Back in December, the Sales Lead Management Association and LEADTRACK published a survey on lead management practices that I haven’t previously had time to write about. I doubt they would have ranked highly had they been included. The survey is still available on the SLMA Web site.)

Work Management 120

Work Management Marketing Management Demand Generation Agencies Lead Scoring 120

Webbiquity

JULY 12, 2016

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. Pricing: contact vendor. Marketing automation tool combining email marketing, lead management, and reporting with sales alignment. 1) Marketo. 2) HubSpot.

Marketing Automation Services 100

Marketing Automation Services Enterprise Management Marketing Automation Marketing Management 100

Biznology

AUGUST 8, 2019

Martin: Twenty years ago, we would buy databases from trade publications and data vendors, and use them to cold call, trying to reach senior executives. Third, a larger role for marketing, as active members of inside sales and lead qualification teams. They’re not using content, marketing automation and lead management.

Demand Generation Agencies 106

Demand Generation Agencies Enterprise Management Marketing Automation Services B2B Marketing 106

Customer Experience Matrix

MAY 12, 2009

The new service, called QuickStart, will also be delivered by Eloqua partners, giving them an opportunity to start a relationship that could lead to future paid business. The difference in scope between QuickStart and SmartStart provides a useful reminder of the importance of digging into the details of vendor claims about deployment.

Eloqua 120

Eloqua Marketing Automation Services Marketing Management Demand Generation Agencies 120

Online Marketing Institute

JULY 31, 2009

However, many tech buyers visit vendor Web sites many times to learn about and compare products, yet few register or leave evidence of their activity. As part of a broader lead generation, on-demand platform, Demandbase offers a free, downloadable Web application built on Adobe AIR (one of 3 investors in an $8M round they also announced.)

Enterprise Management 40

Enterprise Management Work Management DemandBase Marketing Management 40

Hubspot

MAY 28, 2012

To make sure that application goes off without a hitch, let's discuss six tips for managing the lead generation and hand-off process so that both teams can meet their SLA goals. Tip # 1: Focus on Both Lead Quality and Quantity. Sales reps simply don’t have the time to cultivate a prospect into a qualified lead.

Work Management 28

Work Management Marketing Management Lead Management Lead Scoring 28

Customer Experience Matrix

AUGUST 28, 2008

But, as I think I wrote in a comment since then, I now believe the best approach is to define several applications and score the vendors in terms of their suitability for each. Lead nurturing: execute repeated contacts with leads over time. Event management: execute marketing events such as Webinars.

Demand Generation 120

Demand Generation Demand Marketing Management Generation 120

Customer Experience Matrix

DECEMBER 3, 2008

My little tour of demand generation vendors landed at Pardot just before Thanksgiving. As you’ll recall from my post on Web activity statistics , Pardot is one of the higher-ranked vendors not already in the Raab Guide to Demand Generation Systems. So I was quite curious to see what they had to offer.

Demand Generation 120

Demand Generation Enterprise Management Small Business Marketing Pricing 120

Customer Experience Matrix

JUNE 30, 2010

It's one example of how vendors are now competing to attract new users. They’ll make their money when users see the value they gain and pay for higher volumes and add-on features. This will put substantial pricing pressure on vendors who, in many cases, are already struggling to reach sustainable margins.

Loopfuse 120

Loopfuse Marketing Automation Services Enterprise Management Marketing Management 120