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A Follow-Up Strategy for Content Syndication Leads

The Point

It’s important to recognize that content syndication leads are not like most sales leads. If you hand off content syndication leads to your sales force without setting these expectations, your program may be doomed to fail.

Do You Need Marketing Automation to Do Lead Nurturing? Sort Of.

The Point

A prospective client asks: “We’re just getting our demand generation programs ramped up, and I’m not sure I’m ready for marketing automation. Do I need it in order to do lead nurturing?”. Marketing automation simply takes nurturing to a whole new level.

Trending Sources

3 Lead Management Questions Sales will Ask Marketing

Modern Marketing

by Doug Sechrist | Tweet this Most of you regular readers have hopefully broached the sales and marketing alignment discussion within your organization and are on your way to a building a lean, mean, revenue-producing machine. If so, the days of “the leads suck” conversation is in the past. Now you’re onto “the leads still suck, but please give us more” conversation. Even a great lead management process will be questioned.

5 Campaign Ideas for When You Have No Content

The Point

For today’s B2B marketer, content is the fuel that feeds the demand generation engine. A well-crafted survey allows you to collect valuable profile data, learn what matters to your customers and prospects, and even identify qualified leads based on responses to key questions.

Increasing Conversion Rates – Part 2

ANNUITAS

All modern marketers want to increase conversion rates –it’s just good marketing. By taking a strategic approach in developing a Demand Generation Strategy vs. a tactical approach, marketers can make a bigger impact in their results.

Do Lead Nurturing Campaigns Always Need an Offer?

The Point

Which leads to another question: do certain types of campaigns even need an offer in the first place? Take lead nurturing : is it strictly essential that every lead nurturing touch include a specific, gated, call to action? As further context, the 4-1-1 Rule that Jon references is a principle intended for Twitter and credited to Tipping Point Labs and Joe Pulizzi of the Content Marketing Institute.

BANT Criteria in a Buyer-Centric World? No More

ANNUITAS

Everyone in sales and marketing knows what BANT stands for – Budget, Authority, Need and Timeframe. This concept was first introduced by IBM in the early 2000s and was the gold-standard for qualifying sales and marketingleads.” Blog BANT Lead management

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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. This is especially true in the handoff between marketing and sales. Put simply, SDRs pass the baton from marketing to sales. Faster lead response times = better conversion rates.

B2B Social Media: How do you measure the ROI of a LinkedIn InMail campaign?

B2B Lead Generation Blog

This is becoming a fairly common question in B2B social media marketing, and it’s understandable given the increasing adoption of InMail as a B2B marketing strategy. Multichannel Marketing: 6 challenges for planning complex campaigns. Lead Management: 4 principles to follow.

Interesting Infographics: It’s All About The Leads

LEADership

Much like how the Nature vs. Nurture argument in scientific circles has evolved into an acceptance that both sides play a role, both quality and quantity are important when it comes to lead generation and management. 79% of marketing leads in particular will never convert.

Your Lead Scoring Blind Spot: The Internet

Digital B2B Marketing

Marketers have a huge blind spot when it comes to nurturing and lead scoring. It does not matter if you have built a sophisticated lead management and nurturing system, driven by content consumption, engagement and response. Filed under: Demand Generation.

Why sales isn’t off the hook for generating referral leads

Amplifinity

Marketers get it, too, and they’re ready to help sales teams generate more referrals and follow up on the great leads. Equally important, marketing has the tools to streamline the sales process so that every single client becomes part of your team’s referral network.

3 Ways to Use Lead Scoring Within Your Marketing Automation Programs

Customer Experience Matrix

I wrote last week about the difficulty of linking marketing leads to sales results. One reason the topic was on my mind is I’m also thinking a lot these days about lead scoring. The practical use of lead scoring is to decide which leads to pass from marketing automation to sales, or, even more pragmatically, to predict which leads will be accepted by sales.* But the ultimate goal is to identify the leads most likely to generate revenue.

3 Cool Lead Nurturing Programs You’re Not Running

Modern Marketing

by Jennifer Talcott | Tweet this I’ve been in the marketing automation community for about 7 years. 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. Why not use lead nurturing programs to help differentiate your solution?

“Change Before You Have To”…Think Conversion NOW

LEADership

Over the past 5 years or so, marketers have largely been obsessed with ways to drive more traffic online. It’s still like that for a majority of companies even in the B2B space where demand generation is a completely different beast than it is in B2C.

5 Ways To Incorporate Direct Mail Into Your Marketing Mix

The Point

Yet many B2B marketers continue to be allergic to the idea of using direct mail, simply because it seems such a throwback in our mobile-social-online era. Old fashioned, yes, but used smartly and effectively, direct mail can play a vital role in a well-rounded, integrated marketing plan.

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7 Resolutions B2B Marketers Shouldn’t Make

Modern Marketing

B2B marketers are no different. 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. Today, we spotlight 7 wholesale New Years resolutions your marketing team should avoid. We’re Going to Pass More Leads to Sales! You need to focus on creating the right content to meet your marketing team’s strategic goals – and then make that content sizzle.

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. B2B marketing lives or dies based on your value proposition.

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 can’t be automated.) ” — Marketing Insider Group. Marketing Insider Group.

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Your Lead Scoring Blind Spot: The Internet

Digital B2B Marketing

Marketers have a huge blind spot when it comes to nurturing and lead scoring. It does not matter if you have built a sophisticated lead management and nurturing system, driven by content consumption, engagement and response. Demand Generation B2B marketing lead management lead nurturing lead scoring marketing automation

Lead Nurturing & the 80/20 Rule

The Point

A couple of months ago, in a respected marketing Webzine, there appeared a case study detailing a software company that had gone to impressive lengths to make the most of their investment in marketing automation.

Dialogue Marketing: A Conversation with Maria Pergolino

The Point

Late last year at the Dreamforce conference in San Francisco I was fortunate enough to chat with Maria Pergolino , Marketing Director at Marketo (and renowned all-around Content Marketing Queen.) ideas for weaving social media into lead generation and lead nurturing programs.

Your Lead Scoring Blind Spot: The Internet

Digital B2B Marketing

Marketers have a huge blind spot when it comes to nurturing and lead scoring. It does not matter if you have built a sophisticated lead management and nurturing system, driven by content consumption, engagement and response.

The Marketing Skills Gap is Very Real

Modern Marketing

by Christina Pappas | Tweet this Marketing might be in my blood. My father was a marketer before me, back in the 80’s and 90’s on the cusp of the personal computer and the birth of the Internet. 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.

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.

Key Takeaways from IDC’s 2012 CMO Advisory Service Best Practice Series: Realizing the Vision of the 21st Century Lead Management

Modern B2B Marketing

by Dayna Rothman IDC recently released their 2012 CMO Advisory Service Best Practices Series: Realizing the Vision of the 21st Century Lead Management. As marketing becomes more complex and more technical, the talent pool narrows. This makes marketing and sales more relevant.

How to Sell Marketing Automation to Your CEO (& Other Burning Questions)

The Point

Recently I was asked to contribute some thoughts to Marketo’s new ebook, “ The Definitive Guide to Marketing Automation.” What are the most important things to look for in a marketing automation vendor? How many FT employees (or equivalents) am I going to need to manage the system?

5 Ways to Immediately Boost Account Based Marketing (ABM)

B2B Lead Generation Blog

What are the five ways you can immediately improve your account based marketing (ABM) and selling? I recently did an interview on CRMRadio.today with Jim Obermayer founder of Sales Lead Management Association and Funnel Media Group. Was it re-engaging past leads?

How to Nurture Leads with Email Marketing

PureB2B

Email marketing is very much alive. It has withstood the test of time and remains a strong force to contend with in lead generation and management, as well as customer engagement. In fact, based on statistics from Campaign Monitor : More than 80% of B2B and B2C companies are still using email marketing technologies as part of their marketing strategies. The numbers, compiled by experts and practitioners in the field of marketing, are compelling indeed.

Marketing Automation—Three Success Tips from John D. Rockefeller

Modern B2B Marketing

Rockefeller were a marketer today, there is no doubt that he would be finding success using marketing automation for lead scoring, lead management, lead nurturing, and so much more. In marketing, many of us spend too much time wildcatting for leads.

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NitroMojo and Marketing Advocate Specialize in Marketing Automation for Channel Partners

Customer Experience Matrix

As I noted in a post last year , there is a universe of specialized marketing automation systems for companies that sell through channel partners. These products address several interrelated challenges: distributing leads to partners without losing track of performance; distributing partner-customized versions of company-created content; and helping partners run their own marketing campaigns. The system can also integrate with event management software and Google AdWords.

B2B Social Media Best Practices for the Integrated Age

Modern B2B Marketing

Growth Fusion is a boutique integrated marketing agency with a strong focus on ROI-driven Customer Acquisition and Demand Generation. For many companies, social media marketing is one of the key ways to attract, retain and interact with consumers.

4 Common Lead Scoring Snags – How To Fix Them!

Modern Marketing

Your marketing team’s lead scoring efforts have hit a snag. Or maybe Marketing Qualified Leads (MQLs) aren’t converting to Sales Accepted Leads (SALs). Lead scoring is a powerful tool for aligning sales and marketing , predictably driving prospects through your sales funnel and generating revenue. Below we bring you 4 common problems that might slow down your lead scoring – and how to fix them!

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.

7 Reasons Why Marketing Automation Projects Fail

LeadSloth

Needless to say, Marketing Automation software is very popular today. It can be used for email campaigns, drip marketing, lead nurturing, lead scoring, landing page management and for brewing coffee. Also, lead scoring only works if you know who you want to target.

Is Social Media Wasted on PR Agencies?

The Point

Except awareness and thought leadership represent only a fraction of the potential return from social media, and in fact (I would argue) place well behind the windfall that social media makes possible in the areas of lead generation and lead nurturing. If I were to have written the plan, the primary objectives would have read: * drive search-generated traffic and net new sales leads. * expand company’s leads database and community of followers.

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Marketing Leads: Quality Vs. Quantity

B2B Marketing Insider

We discussed the great lead quality vs. lead quantity debate. And the conversation went way later than the restaurant manager and our wonderful server wanted it to. And when quality is required, you need to be able to deliver leads that convert. So marketing sends more.

From a Challenging Marketing Past to the Most Promising Marketing Future: Top Takeaways from the 2011 B2B Roundtable Webinars

B2B Lead Generation Blog

Tweet I can’t stress this enough: when it comes to marketing, if we’re not constantly learning, we’re going to find ourselves left behind faster than ever. Some people say I’m an expert in B2B lead generation because I wrote a book on it, but you know what?

Searching For the Elusive Net New Name

Modern Marketing

In demand generation , we employ a myriad of tactics to grow our databases, feed our nurturing campaigns and, eventually, drive qualified sales opportunities and revenue. That’s not to say there’s no value in programs like webinars or content promotions run through media partners your target market depends on for resources and information. Anyone running lead guarantee programs is familiar with the traditional cost per lead calculation.

Revenue Performance Management: Webtrends Tackles Data Overload

Modern Marketing

But for Myllisa Patterson , Senior Marketing Optimization Analyst at Webtrends, all that expertise drilling deep down into analytics created an internal struggle. “We Questions like ‘How many leads did we generate?’ It was agreeing on what a lead is.