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Marketo’s Take on Salesforce.com’s ExactTarget Acquisition

Modern B2B Marketing

Author: Phil Fernandez Today, Salesforce.com announced plans to buy ExactTarget. Our comprehensive solution includes great email capabilities, but goes much deeper to include enterprise-class marketing automation, social marketing, marketing financial management, and revenue cycle analytics.

Lots of Vendors Can Help You Find Leads on the Web

Customer Experience Matrix

Few people would suggest you learn salesmanship from the play Glengarry Glen Ross ,* but its central message rings true: good leads are the lifeblood of a sales organization.** So buyers really need to run their own tests to see what works for them.

Why is Inside Sales So Scared of Lead Nurturing?

The Point

One of the reasons for this under-utilization, and the inability of some marketers to deploy, for example, automated lead nurturing at every stage of the selling process, is resistance from the sales organization, and in particular, Inside Sales.

Getting the Most from Salesforce.com: A Conversation with David Taber

The Point

Salesforce.com is a dominant player in the CRM category and an integral part of many companies’ lead management, database marketing, and demand generation programs. In too many cases, SFDC is just a glorified contact manager.

Segmentation, Social Media Drive Lead Nurturing Success for iDirect

The Point

When marketers embark on a formal lead nurturing strategy, opportunities for process improvement can arise in unexpected ways. That was the experience for iDirect , a leading provider of satellite IP communications based in Herndon, Virginia.

Salesforce.com Best Practices: Thought Leadership with David Taber, Author of Salesforce.com Secrets of Success

Modern B2B Marketing

David is the author of the new Prentice-Hall book, " Salesforce.com Secrets of Success ," which covers the people, policy, and process issues surrounding effective CRM solutions. David is the CEO of SalesLogistix, a specialist Salesforce.com implementer focused on improving business processes for Sales and Marketing alignment and effectiveness. The features were working, but the business wasn't getting the payoff. Q: What's the biggest issue with Lead Generation ?

B2B Lead Management Market Heats Up

delicious b2bmarketing

Home Forrester Research « Getting Up Close and Personal | Main | Social Technographics Data Now Available » March 20, 2008 B2B Lead Management Market Heats Up [Posted by Laura Ramos ] Since the start of this year, I’ve been receiving a boatload of briefing requests from companies wanting to show me their lead generation and management solutions. Most recently, Marketo just announced their lead management solution. Lead farming?

Marketing Goes To Washington: How One Think-Tank Gets The Message Out

Modern Marketing

One vital way is to make sure influential people who help shape policy in the country get only the materials relevant to them. In fact, he often gets “puzzled looks” when he mentions foreign terms like lead management , lead scoring or marketing automation among other think tanks.

Demandbase: A New Twist In The Lead Management Automation Market

delicious b2bmarketing

Home Forrester Research « I was recently briefed by | Main | Going Corporate » August 26, 2008 Demandbase: A New Twist In The Lead Management Automation Market [Posted by Laura Ramos ] In a recent survey of over 2100 IT professionals who buy or recommend telecom and networking solutions, we found buyers turn to peers and colleagues first, followed by vendor, industry trade, or professional Web sites, to inform their purchase decisions. Just makes it easier to manage all the stuff.

[Cartoon] The Leads Are With Sales

Modern Marketing

by Michael Martin | Tweet this It was hard work and long hours , but Ellber finally got his email campaigns out. SiriusDecisions estimates that 80% of the leads passed to sales never receive follow up.

Marketo Sales Insight Expands Salesforce Access to Marketing Data

Customer Experience Matrix

Marketo today officially launched “Sales Insight”, an application that makes prospect activity history directly available to sales people from within Salesforce.com. The idea is to help the sales rep decide who to call first. a “lead feed” feature that can send “interesting moment” alerts via RSS, SMS, email, iPhone and other mobile devices. Marketo is a Force.com application that works only with Salesforce.com, while Eloqua works with several CRM products.

Optimizing Lead Distribution for Higher Conversion

B2B Lead Generation Blog

Tweet The management of sales leads is critical to generating marketing ROI. Sadly, sales leads often land on the scrap heap because marketers throw leads over the wall and then expect salespeople to catch them. I was recently asked by someone how to utilize lead distribution to gain the best results. So do you invest your hard-won leads on your top performers, or do you try to help your weaker salespeople? Test your lead distribution approach.

Sales Lead Management: Thought Leadership with Aaron Ross

Modern B2B Marketing

The next interview in the B2B Marketing thought leader interview series is with Aaron Ross, formerly with salesforce.com and founder of PebbleStorm:CEOFlow. Getting into lead generation was an accident. I had more ego than understanding about lead generation and professional selling. After that experience, I decided I needed to learn how to build and manage a killer sales organization. Where better to learn that than doing sales at salesforce.com? What can help?

10 Most Popular B2B Lead Blog Posts of 2016

B2B Lead Generation Blog

I’ve compiled a list of the 10 most popular and shared posts on the B2B Lead Blog, chosen by marketers, just like you, to help you get ready to have a great 2017. Do you want to get better at social selling or help your sales team do the same?

Lead 82

Revenue Performance Management to Marketing Automation: What Facebook was to MySpace?

Modern Marketing

Lauren Carlson , of Software Advice , is one of the rising stars in the constellation of CRM, marketing automation and, now, Revenue Performance Management industries. Enter: Revenue Performance Management: The Next Great Enterprise Acronym , a post that she wrote which has everyone in the industry buzzing. You came out of seemingly nowhere to become one of the most listened-to voices in CRM, marketing automation, and now Revenue Performance Management.

New developments in B2B marketing list acquisition

Biznology

Traditionally, the first step in list development has been working with a list broker who has experience in your target audience category. Internal databases populated from billing systems, lead management systems, and website registration systems. Photo credit: Wikipedia.

LeanData Grows Customer Base by 400% and Releases Update to Account-Based Marketing Suite

LeanData

experts in lead management solutions, announced that its customer base has increased to over 85 customers, a 400% increase compared to a year ago. Additionally, LeanData announced that the Spring Release of its Account-Based Lead Management Suite for B2B sales and marketing professionals is now available. Spring Release of the LeanData Account-Based Lead Management Suite. Solution Includes Account-Based Nurturing for Marketo. Download. View PDF.

Top 50 B2B Marketing Influencers On Twitter

B2B Marketing Insider

Marketingcloud – Marketing Cloud – An extension of SalesForce.com, an integrated way of utilizing SalesForce in the Cloud. Gartner_Inc – Gartner – The leading global provider of independent and objective technology related to research and advice.

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

Amplifinity

Originally published on Salesforce.com. Marketers get it, too, and they’re ready to help sales teams generate more referrals and follow up on the great leads. Referral automation software delivers what marketing promises: qualified leads. Help Marketing Help You.

The Top #Nifty50 Women in Technology on Twitter for 2012

Webbiquity

This year, colleague Cheryl Burgess and I changed things up a bit, opening the award to nominations but focusing specifically on outstanding men and women who work for technology companies and are active on social media. Liz also writes the Lead With Intuition blog.

An Email to Bob in Sales: Thanks for aligning with us in Marketing

NuSpark

Your definitions of quality leads differed from ours. We weren’t on the same page when it came to target marketing and reaching your desired sales-ready leads. You guys spent too much time with those “tire-kicker” leads which wasted much of your team’s time. In fact, I was shocked that you guys had poor follow-up practices with the leads we were sending you. You guys only knew the basics of Salesforce.com. Dear Bob, It’s Paul in Marketing. How are you?

Mega-List of Features in Marketing Automation (That You Won’t Find in CRM)

Modern B2B Marketing

salesforce.com, Microsoft Dynamics CRM), so why do I need marketing automation ”? Salesforce recently rebranded their social marketing application as the Marketing Cloud, and their website says you can use their solutions to “optimize campaigns from lead to close, on every channel”.

CRM 39

Sharing Space: Marketing and Sales

Anything Goes Marketing

Although we’re in a down economy I’ve still been able to travel twice out of the last three weeks meeting with clients, working until all hours of the night and seeing first hand what is on the minds of marketers these days.

Alsa Marketing Adds Multi-Language Capabilities to Low-Cost Marketing Automation

Customer Experience Matrix

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. Alsa Marketing , a Montreal-based firm that launched its product in June, has one significant differentiator: it supports multiple languages (French, Spanish and English) in its user interface and in lead profiles.

Hubspot Offers Small Business Marketers a Big Bundle of Features

Customer Experience Matrix

Summary: Hubspot offers a bundle of Web traffic generation and lead management features in one low-cost package. The current version also hosts landing pages and Web sites, manages a lead database with profiles and Web activity history, generates lead scores, sends alerts to sales people, and synchronizes data with Salesforce.com. But Hubspot also applies automation to improve results without making the user work harder.

Aprimo Marketing Studio Supports Sophisticated Business Marketers

Customer Experience Matrix

Small digression: most business marketing systems are designed around data from a sales automation system such as Salesforce.com. This starts with the core functions of any business marketing system: outbound and multi-step email campaigns, landing pages, Web behavior tracking , lead scoring, Salesforce.com integration, reporting and content management. Project management is especially powerful.

Jesubi Doubles Sales Prospecting Efficiency

Customer Experience Matrix

The flash show when you enter the company’s Web site could easily be mistaken for a demand generation product – it lists campaign workflow, list segmentation, email templates, Salesforce.com integration and dynamic reporting. Only a couple of other items hint that this is really a product for sales departments: manage calling queues, track appointment quality and record call history. Automated synchronization is available for Salesforce.com using their standard APIs.

Company-Level Data in Demand Generation Systems

Customer Experience Matrix

I had an interesting email conversation last month with a Raab Guide buyer about the nuances of company-level data management in demand generation systems. He started from the perfectly reasonable premise that the demand generation system should give an overview of activity for all leads associated with a given company. Typically this is the company they work for, although there might be another relationship such as consultant or services vendor.

Marketing Automation Software Provider Increases Opportunities for B2C Companies and Educational Institutions with Enhancements to its App on the Salesforce AppExchange, the World’s Leading Enterprise Marketplace

Lead Liaison

Lead Liaison announced support for Salesforce Person Accounts as part of its growing offering of integrated sales and marketing solutions. Lead Liaison, a leader in sales and marketing automation software to the mid-market, announced an enhancement to its integration with Salesforce , now available on the Salesforce AppExchange , providing more opportunities for B2C companies and educational institutions to use automation to connect in entirely new ways. About Lead Liaison.

An Email to Bob in Sales: Thanks for aligning with us in Marketing

NuSpark

Your definitions of quality leads differed from ours. We weren’t on the same page when it came to target marketing and reaching your desired sales-ready leads. You guys spent too much time with those “tire-kicker” leads which wasted much of your team’s time. In fact, I was shocked that you guys had poor follow-up practices with the leads we were sending you. You guys only knew the basics of Salesforce.com. Dear Bob, It’s Paul in Marketing. How are you?

Net-Results Simplifies Demand Generation for Small Business

Customer Experience Matrix

Email campaigns are targeted at segments; Web visitors are classified into segments; behavior alerts are triggered by segments; lead scores are assigned to segments; leads are sent to the sales system based on segments; reports are run against segments. This simplifies the system in two ways: marketers have fewer features to learn, and they can reuse their work across many functions. Let’s run through the standard demand generation process to see how this works in practice.

OfficeAutoPilot: Simple, Powerful, Low Cost Demand Generation for Small Business

Customer Experience Matrix

The latest version actually offers integration with Salesforce.com as well, making the system more suitable for larger organizations. Leads can enter a sequence when they fill out a Web form, are manually added by the user, or trigger the conditions specified in a “global rule”. The system checks each lead against all the global rules every time the lead’s data changes, allowing real time response to lead activities.

The Top #Nifty50 Women in Technology on Twitter for 2012

Webbiquity

This year, colleague Cheryl Burgess and I changed things up a bit, opening the award to nominations but focusing specifically on outstanding men and women who work for technology companies and are active on social media. Liz also writes the Lead With Intuition blog.

Getting Your Leads to the Correct Place

LeanData

Smart B2B salespeople and marketers have embraced this reality: Not every lead matters. When the focus is on targeted accounts instead of a vast sea of leads, companies have a greater chance of impacting their top line. And yet the right leads do matter – the ones inside key accounts that you want to engage. But that doesn’t mean they’re easy to manage. Leads don’t get to the correct home. And we want to help you do it.”.

A Modest Proposal for Demand Generation Usability Measurement

Customer Experience Matrix

You also need a standard Salesforce.com installation and perhaps company Web site to integrate during testing. Assembling these packages would be quite a bit of work, but only has to be done once. These are marketing managers, operations specialists, system administrators, database managers, etc.) You need this step to ensure the work was actually completed correctly—otherwise, the experts could simply zoom through their tasks without worrying about accuracy.

Marketing Automation Catching On Fire

The Effective Marketer

That points to the evolving nature of the market, and the key functions of lead nurturing, scoring, and automated triggers becoming part of email marketing and other marketing solutions. This entry was posted on Wednesday, February 16th, 2011 at 9:00 am and is filed under Email Marketing , Marketing Automation , Marketing Management , Marketing Planning , Marketing Strategy , Online Marketing , Uncategorized. Very helpful article.

Take a Sales Guy to Lunch: Bridging the Sales & Marketing Divide

The Point

It’s no secret that I am a fervent evangelist for marketing automation, and at our agency we see the real-life benefits every day in the form of clients generating higher conversion rates, more qualified leads, and shorter sales cycles. But marketing automation can also have an impact on a more strategic level, addressing the frequent disconnect between marketing and sales, and also by helping to make marketing departments more accountable.