Lead Nurturing for Software Trials
FEBRUARY 20, 2012
This week someone asked me about lead nurturing for people who signed up for a 30-day product trial (for a SaaS/Cloud software product). Demand Generation Email Marketing lead nurturing 30-day trial auto-responders email best practices product adoption software trial
Why Are Marketing Automation Managers So Hard to Find?
OCTOBER 16, 2009
First of all, in most cases the person is responsible for lead generation , lead nurturing and lead scoring. Tags: Demand Generation campaign manager jobs marketing automation marketing automation manager marketing operations requirements skills Even though some vendors have been around for almost 10 years, Marketing Automation is still relatively new. According to Forrester, only 2-5% of B2B firms have invested in full-featured Marketing Automation.
7 Reasons Why Marketing Automation Projects Fail
AUGUST 24, 2009
It can be used for email campaigns, drip marketing, lead nurturing, lead scoring, landing page management and for brewing coffee. Part of a good lead management process is knowing exactly who are involved in the sale. Not Enough Leads.
Marketing Automation Trends for 2010
JANUARY 12, 2010
David Raab , Raab Associates & author, Raab Guide to Demand Generation Systems. The vast majority of leads generated on a website never have a meaningful conversation with a sales rep. If there is no mechanism to pass the lead back to the marketing team (in an automated or semi-automated fashion), the lead is gone forever. Demand Generation? When measuring number of leads and cost per lead, marketing’s goals aren’t aligned with sales.
Demand Generation Blogs Continued
JULY 10, 2009
In the spirit of Twitter’s Follow Friday I’d like to finally publish the remaining Demand Generation blogs that I enjoy reading. Earlier I published the Top 10 Demand Generation vendor blogs and the Top 10 Marketing Automation Blogs. This is an leading online magazine for Marketing Automaton, which features vendor information, news articles a job board and more. This blog provides a strategic perspective on the demand generation process.
What is the ROI of Lead Management?
AUGUST 17, 2009
Earlier this year I downloaded Silverpop’s lead management workbook , and I planned to write about it. Unfortunately, not enough time… Last week I received a copy of Marketo’s Lead Nurturing workbook. Why Lead Management. Lead Scoring.
ActiveConversion Review - SMB Lead Management
MARCH 16, 2009
From Web Analytics to Demand Generation. Lead Scoring. Lead scoring works for both anonymous and known visitors: for anonymous visitors the triggers for increasing the lead score are somewhat limited, essentially page views and return visits.
5 Ways to Use Social Media in Marketing Automation
FEBRUARY 17, 2010
Let’s look at the 5 Ways in which Social Media is changing Lead Management and Marketing Automation. Lead Generation. Use your Marketing Automation and CRM systems to see if this traffic converts to qualified leads and sales opportunities. Lead Nurturing.
Sales 2.0: Marketing Automation & Salesforce Chatter
MARCH 8, 2010
Lead Tracking and alerts are nothing new in Marketing Automation. With Chatter, sales people can subscribe to activity updates of specific leads, or groups of leads. chatter lead tracking sales and marketing alignment salesforce.com.Today I’m at the Sales 2.0
B2B Marketing Events 2010
FEBRUARY 15, 2010
What are the key events to attend when you’d like to learn more about B2B Marketing, Marketing Automation, Lead Management? Conference also covers Lead Management. They have high-quality presentations on both lead generation and lead management.
9 Marketing Automation Metrics
SEPTEMBER 3, 2009
Marketing-qualified leads (MQL), definition should be established together with sales. sales accepted leads (SAL), formally accepted by sales. sales qualified leads (SQL), evolved into an opportunity. An MQL is also called a sales-ready lead.
Inbound Marketing Automation
JUNE 30, 2009
In my opinion any B2B company needs both Inbound Marketing and Marketing Automation: the first to get in touch with new prospects, the second to move those leads through the funnel from suspects to sales-ready leads. calculating a lead score until the prospect is sales-ready.
Finding Untapped Revenue in Your Marketing Database
AUGUST 25, 2010
Lead Nurturing takes a lot of effort, but it’ll pay itself back ten times over. With a solid nurturing strategy you’ll find new sales opportunities from leads who you thought were not interested. But how do you create a solid lead nurturing plan?
Genius Marketing Automation Blog Posts
JANUARY 14, 2010
These posts are about Marketing Automation and Lead Management: Lead Management Introduction. Lead Management Features. Demand Generation Best Practices. Demand Generation Metrics 101. Lead Nurturing and Lead Scoring. Create a Universal Lead Definition in 5 Steps. Making the Most of Your Lead Recycling Program. Lead Scoring. I also wrote a couple of posts that focus on Lead Scoring: Lead Scoring 101.
B2B Marketing Analytics
FEBRUARY 10, 2010
This is the flawed but still-important number of inquiries (raw leads), plus the number of qualified leads. You can use lead scoring or a phone call to see whether a lead matches your ideal lead profile. If yes, you have a qualified lead.
MarketingSherpa B2B Marketing Summit Boston
OCTOBER 4, 2009
Having seen many of the presentations in San Francisco, I found it useful to classify them in three main categories: Lead Generation. Lead Management. The first is obviously focused on getting more leads into your database, while the second topic focuses on nurturing those leads. Having seen many of the presentations in San Francisco, I found it useful to classify them in three main categories: Lead Generation. Lead Management.
Marketing Automation ROI: Efficiency or Revenue?
AUGUST 30, 2009
Maybe spending on lead generation can be better directed, so unprofitable programs can be cut. I suggest three areas: More cost-effective lead generation. Better conversion rates with lead nurturing. Lead Generation: with close loop measurements, you can easily see the effectiveness of each lead generation campaign. You improve your investment-to-pipeline ratio by focusing on the most cost-effective lead generation sources.
8 Tips to Get Started with Marketing Automation
SEPTEMBER 24, 2009
If you start doing marketing automation or lead nurturing, first focus on the most attractive subset of your prospects. Make Sure You Have Enough Leads. If your problem is lack of raw leads, first address that problem. Is it more qualified leads, a higher percentage of marketing-sourced opportunities, better ROI on marketing investment, customer loyalty, or something else? Describe Your Lead Flow. “Where do I start?”
Measuring Marketing ROI: Campaign Attribution and Campaign Influence
MARCH 24, 2010
The benefits of such a solution are: Highly accurate measurement of marketing contribution to revenue generation. Should the bookings be attributed to the first campaign that generated the first lead into a deal or maybe the last campaign that touched it or maybe it should be equally distributed across all campaigns that touched a deal? Tags: Demand Generation Marketing Analytics campaign attribution campaign influence marketing roi saad hameed
Are You Old Enough for Inbound Marketing?
JULY 22, 2009
Great for them, but bad for customers: there’s always so much confusion about these new terms (earlier I wrote about the confusion around Demand Generation and Sales 2.0 ). I though Inbound Marketing and Social Media would be a Generation Y thing!
How Are CRM and Marketing Automation Different?
NOVEMBER 16, 2009
Marketing Automation also has some features for sales people, but those tend to be focused on lead prioritization, email, and prospect activity notifications. Profile-based Lead Scoring. Behavioral Lead Scoring. One Type of Contact (vs Lead & Contact). Tags: Demand Generation Sales Force Automation b2b marketing crm marketing automation salesforce.com.Last week I presented a session at Silverpop’s B2B Marketing University in Atlanta.
Free Trials Aren’t What They Used to Be
JULY 29, 2009
An important aspect of Demand Generation are the offers: what will your prospects register for? I read an interesting article on the decreasing effectiveness of free trials as a lead generation tool in the DemandGen Report. they didn’t login for a couple of days) you could kick off a lead nurturing program or send a notification to the sales and support teams. A popular offer for software vendors is the free trial.
Inbound Marketing & Marketing Automation
JUNE 23, 2009
Many digital marketers are using marketing automation tools to automate lead nurturing. But if you want to expand your business, you also need to continuously add new leads to your database. Traditional lead sources are tradeshows or lead programs with magazines. Those are definitely useful, but the number of leads is low and the cost per lead is high. It may be attractive to shift more budget to generating leads via your company’s website.
Top-10 Marketing Automation Blogs
APRIL 24, 2009
BTW 1: Some of these blogs are more about lead generation, demand generation or inbound marketing, so maybe the title of this blog post is not ideal. Brian Carroll ’s B2B Lead Generation blog ( @brianjcarroll ). Brian is the author of the authoritative book “Lead generation for the complex sale” and has a wealth of interesting articles on his blog. Mac McIntosh ’s Sales Lead Insights blog ( @B2B_Sales_Leads ).
LeadSloth Marketing Automation Blog – Survey Results
SEPTEMBER 24, 2009
Lead Nurturing / Drip campaigns. Talk about the best mix of lead gen approaches (also based on the economy). Lead Nurturing / Drip campaigns. Talk about the best mix of lead gen approaches (also based on the economy). Tags: Demand Generation LeadSloth LeadSloth Marketing Automation Blog – Survey Results. About two weeks ago I posted a survey that asked the LeadSloth readers what they wanted to read about.
Marketing Automation Introduction
JULY 8, 2009
Lead nurturing and scoring. Tags: Demand Generation genius.com marketing automation Many posts on this blog are fairly in-depth, so it was fun to write an introduction to Marketing Automation on the Genius.com blog. For easy digestion, I split up the marketing automation process in four steps: Getting more visitors to your website. Get more visitors to register. Marketing & Sales Collaboration.
Abandon Your Marketing Automation System!?
MARCH 22, 2009
In the early days it was used to sift through hundreds of new B2B leads per day to identify the valuable leads. My first reaction was: no way, you should not want to do without any type of marketing automation system (for simplicity sake, I use this term as synonymous to demand generation and lead management ). the split between Leads and Contacts), but many 3rd party tools are addressing these weaknesses. Lead scoring based on attributes (e.g.
Marketing Automation Monday
OCTOBER 28, 2010
Join us at Marketing Automation Monday for an informal panel discussion on using drip marketing to find more qualified leads and for networking with other like-minded marketers. We’ll cover topics around Marketing Automation, including: Lead Management. Lead Nurturing. Demand Generation. Would you like to meet up with fellow Marketing Automation professionals to exchange tips and best practices?
MarketingSherpa’s Email Summit 2009
MARCH 15, 2009
It is focused on advanced email strategies, which is an important part of the demand generation process. The focus is on list- and trigger-based emails and on landing pages, rather than on the full Lead Management Automation functionality. Nevertheless, there are lots of interesting advanced email topics that are just as relevant for B2B demand generation specialists. Leveraging user-generated content.
Infographic: Top 10 Types of Demand Generation Content
OCTOBER 18, 2016
Choosing the right content offer for a demand generation campaign isn’t simply about aligning that content with a particular buying persona. The post Infographic: Top 10 Types of Demand Generation Content appeared first on The Point.
Top 10 Demand Generation Resolutions for 2014
JANUARY 6, 2014
It’s a new year, so what better time to get your demand generation strategy “in shape” for improved performance? Blogs have long been the exclusive province of the PR team, but demand generation marketers are starting to realize the potential for blogs to generate leads in a big way.
Lead Generation is Crippling Demand Generation
Digital B2B Marketing
FEBRUARY 16, 2012
Lead generation and demand generation, although related, are at odds with each other. When many B2B marketers say demand generation, they mean lead generation, and the program will be measured on leads and the value of those leads.
Which Content, Tactics & Technologies Are Driving Demand Generation ROI?
SEPTEMBER 15, 2015
More than 200 marketing VPs, directors and managers responded to the survey, which asked respondents to identify the crucial factors in driving demand generation ROI. The post Which Content, Tactics & Technologies Are Driving Demand Generation ROI?
Shiny Objects, Demand Generation and ABM
MARCH 24, 2016
Over 15-years ago when I managed demand generation for a major software company we were tasked with supporting sales for “account based selling.” As has always been the case with demand generation, it is a combination of inbound and outbound that is the most effective.
Why Demand Generation Requires More Than Marketing
JULY 28, 2016
I had a conversation with a prospect today about their demand generation challenges. This comment is not all too uncommon from what I hear from many marketing department heads who are wanting to transform their approach to demand generation.
Key B2B Demand Generation Strategies for 2015
JANUARY 29, 2015
Recently I sat down with Amanda Nelson, Director of Marketing at RingLead , a leading provider of cloud-based data solutions that make it easy to analyze, remove, merge and prevent duplicates in Salesforce. In our business, demand generation and content marketing are nearly synonymous.
A Deeper Look Into B2B Demand Generation
NOVEMBER 7, 2016
We just completed our third annual B2B Enterprise Demand Generation Study , which evaluated the maturity of the demand generation function within enterprise organizations. Only 1 in 5 Organizations Are Highly Effective In Achieving Their Demand Generation Goals.
A Structured Approach to Demand Generation Analytics
MARCH 1, 2016
Demand generation leaders know it’s not true, though. So what is the key to better demand generation analytics? We must take a different approach — a structured approach — to demand generation analytics. Big Data propaganda is rampant these days.
Why Demand Generation Should Be Perpetual
OCTOBER 8, 2015
This is the second year that ANNUITAS has conducted its Enterprise B2B Demand Generation Survey with the goal of gaining better insights into the approach that enterprise organizations take to demand generation. Strategic demand generation also seeks to educate buyers.
Infographic: Top 10 Reasons to Hire a Full-Service Demand Generation Agency
MARCH 24, 2015
But in the right situation, especially given the complexity of today’s modern marketing, the right agency partner can be the key to your company making the most of your demand generation investments.