• MODERN B2B MARKETING  |  MONDAY, FEBRUARY 13, 2017
    [Information, Marketo] 4 Value Selling Tools to Move Leads Down the Funnel
    Author: David Svigel Buyer behavior has changed; contact with your prospects occurs later in the sales cycle, and your leads come armed with more information than ever before about your products and services. Thankfully, you can prepare for this by leveraging tools that sell value, rather than features, to increase lead quality and sales velocity. They’re potential sales leads, but may need a little nudge. Lead Management b2b
  • SNAPAPP  |  THURSDAY, DECEMBER 22, 2016
    [Information, Marketo] 139 Content Marketing Blogs to Watch in 2017 (Broken Down By Category)
    Demand Gen / Lead Gen. If you need more convincing, their blog has tons of information about marketing, how to use Facebook, the best ways to engage through email, and more. Check out their easy to read and informative blog! This is a content marketing blog that is filled to the brim with information about increasing conversion rates, boosting social media engagement, and driving more traffic to your business. Marketo. The Wistia blog leads by example.
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 12, 2016
    [Information, Marketo] 10 Most Popular B2B Lead Blog Posts of 2016
    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. Dave Green interviewed Trish Bertuzzi ( @bridgegroupinc ), author of the popular book, The Sales Development Playbook. For the majority of B2B companies with complex sales, marketing-generated leads rarely account for 50% of revenue and often it’s often much less. Now it’s time for sales to step up.
  • MODERN B2B MARKETING  |  FRIDAY, OCTOBER 21, 2016
    [Information, Marketo] Manufacturers, It’s Time to Take Back Control in the Buying Cycle
    The Sales and Marketing Blind Spot. However, when it comes to sales and marketing, very little has changed despite significant changes in buyer behaviors—the result of which has decreased the volume of leads that sales receives. The case is clear that it’s time to build evidence-based sales processes and practices that are suitable for rising buyer expectations, rather than relying on gut instincts. It’s time to invite sales and marketing to the party.
  • MODERN B2B MARKETING  |  THURSDAY, MAY 12, 2016
    [Information, Marketo] Live From The Marketing Nation Summit Sessions: ABM, Content Marketing, Women In Tech and More
    One of the most popular sessions came from Joe Chernov, Vice President of Marketing for InsightSquared and a former marketing exec of both Eloqua and Hubspot, who made his stage debut for Marketo this year with a session called Growing Beyond Inbound with Account-Based Marketing. Joe argued that “in an ABM world, sales enablement is a necessity” and that as you think about your ABM strategy, it’s important to start small and identify the pools of accounts that are most valuable to fish in.
  • MODERN B2B MARKETING  |  THURSDAY, APRIL 7, 2016
    [Information, Marketo] Dynamic Duo: Close More Deals with Sales and Marketing Alignment
    Author: Stacey Thornberry A joint Marketo and Reachforce research piece found that businesses are 67% better at closing deals when sales and marketing work together. And in previous posts I’ve written about how critical it is for marketing and sales to work together to create best practices, deliver more quality leads, and drive higher-impact deals. He spoke about “Lead Generation: Strategies that Kill the Competition.”. Lead Scoring.
  • DISCOVERORG  |  TUESDAY, APRIL 5, 2016
    [Information, Marketo] Sales, Big Data, Partnerships & Integration: A Conversation with Henry Schuck of DiscoverOrg and Mark Godley of HG Data
    It’s an amazing time to be a consumer of sales data. That is why DiscoverOrg is beating the pack and has emerged as a best-of-class sales intelligence platform. In conjunction with the DiscoverOrg/HG Data partnership announcement, we sat down with DiscoverOrg co-founder and CEO, Henry Schuck, and HG Data’s Chief Revenue Officer, Mark Godley, to get their perspectives on the role of data and SaaS tools on both the trends and future direction for sales and marketing.
  • VIEWPOINT  |  WEDNESDAY, FEBRUARY 24, 2016
    [Information, Marketo] How the CEO Can Enhance Sales, Marketing, and the Executive Branch
    Someone once told me that CEOs don’t care about leads. Unfortunately, as a result of this thinking, marketing spends a ton of money generating leads for sales that are never followed-up. Here are 5 things CEOs need to consider in order to fix what is broken: What is the CEO’s role as it relates to marketing and sales? Is sales development about hiring some young hungry kids to bang on the phones? What is the CEO’s Role as it relates to marketing and sales?
  • MODERN B2B MARKETING  |  FRIDAY, DECEMBER 11, 2015
    [Information, Marketo] How to Use Quizzes to Ramp Up Your Lead Database
    Tell them you have a new way of generating quality leads! They are visual, fun to take, and can be a great lead generation tool. This blog will help you learn more about this lead generation strategy and how you can create engaging quizzes : Step One: Create a Captivating Quiz. Now that you’ve created your quiz, it’s time to use it to acquire leads and build your database. Drive Traffic and Leads from Events. Generate New Leads from Social Media.
  • MODERN B2B MARKETING  |  TUESDAY, OCTOBER 27, 2015
    [Information, Marketo] 5 Ways Top Sales Reps Can Use Marketing Automation to Close More Deals
    Author: Chris Gillespie Marketing automation software is a huge blessing for sales teams, but unfortunately, it’s usually a tool that few salespeople leverage. So, often sales reps are too busy to learn about what the marketing team is up to and continue prospecting by sending one-off emails and guessing at which companies and people are the right ones. The bottom line though is that marketing automation is sales’ best friend but also probably its most misunderstood ally.
  • VIEWPOINT  |  TUESDAY, SEPTEMBER 22, 2015
    [Information, Marketo] Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]
    According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. Is ABM the Holy Grail to lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? ABM aligns marketing and sales.
  • MODERN B2B MARKETING  |  MONDAY, AUGUST 24, 2015
    [Information, Marketo] Data Talks! 2 Proven Lead Generation Tactics to Jump on Now
    Finding quality prospects is one of a marketer’s biggest challenges—how do you find leads that will convert into sales? In fact, 61% of B2B marketers cite generating high-quality leads as their No. Part of the problem is that everywhere you look, someone is telling you about new-and-better ways to generate leads. But, I stress, don’t fall for every trendy new idea or lead gen hack out there. 44% of B2B marketers have generated leads via LinkedIn.
  • EMAGINE B2B BLOG  |  TUESDAY, JANUARY 6, 2015
    [Information, Marketo] 10 Marketing Terms You Need To Know – Pt. 1
    It organizes and automates the insight-focused capabilities from your CRM, lead management system, web analytics platform, and other campaign systems to create a smooth streamline across all channels. Many companies like Salesforce and Marketo offer software programs for B2B marketers. Customer-Centric: revolving your marketing efforts around the customer, rather than sales, leads, or SEO values.
  • FATHOM  |  MONDAY, AUGUST 4, 2014
    [Information, Marketo] Laws of Marketing Power: Plan All the Way to the End
    First we need to know: Is the goal of a given communication a broader branding one like visibility and awareness or a conversion-oriented one like subscribers, leads or sales? Another illustration of this tenet lies in the hallowed alignment of sales and marketing. How can marketers be held accountable for new revenue if they don’t how much the company planned for and how many and what type of leads are needed to get there? Sales & Marketing Alignment
  • MODERN B2B MARKETING  |  MONDAY, JULY 21, 2014
    [Information, Marketo] 5 Reasons to Invest in Interactive Content
    Reason #5: Accelerated Sales Cycle. When you can’t measure and quantify the consumption of your content, it’s challenging for both Marketing and Sales to decipher clues on the sales readiness of prospects. You could design the content to discover how ready a sales lead is to buy, their preferred method of communication, or other relevant data. The conventional mechanism for qualifying leads is to ask lots of questions on the registration form (e.g.
  • TYPE A COMMUNICATIONS  |  TUESDAY, JUNE 17, 2014
    [Information, Marketo] 50 Statistics About B2B Sales and Marketing (Mis)Alignment
    But if there’s one, at least in the business world, it’s how to fix the chasm between sales and marketing so companies quit bleeding leads (qualified or not) and customers. Well, actually it’s a change management problem, rather than just a sales and marketing alignment problem. Sales reps ignore 50% of marketing leads ( 101 B2B Marketing and Sales Tips from The B2B Lead). They also experienced 38% higher sales win rates ( MarketingProfs ).
  • MODERN B2B MARKETING  |  WEDNESDAY, MAY 21, 2014
    [Information, Marketo] Why Marketing Doesn’t End at the Sale – Customer Obsessed Lifecycle Marketing
    Author: Amanda Scigaj Marketing’s role in an organization often boils down to creating new leads and revenue opportunities, and then passing them to sales. But most marketers know that it’s more cost effective to renew business with an existing customer than to acquire a new lead. Yet in the face of purchased lists and pressure to generate large lead volumes, the core concept of nurturing existing customers for continued revenue can get lost in the commotion.
  • MODERN B2B MARKETING  |  TUESDAY, APRIL 29, 2014
    [Information, Marketo] Predictive Analytics: The Next Piece of the Social Puzzle
    As a result, companies like Wildfire and applications like Marketo Social Marketing emerged, providing services to help grow visibility of a brand through increased numbers in a brand’s followers, likes, etc. If you take a look at any sales advertisement, marketing campaign, or customer service interaction today, the chances are that social is involved. For marketers, this means a reduced likelihood of a conversion or sale.
  • THE FORWARD OBSERVER  |  MONDAY, APRIL 28, 2014
    [Information, Marketo] First World Problems: What To Do With Too Many B2B Leads
    Artillery B2B Marketing Blog > The Forward Observer Are you getting lots of leads but not enough sales? Lead scoring can help you practice smart B2B sales triage, while boosting conversions and revenues. While having too many leads may sound like a nice problem to have, it can actually be worse than not having enough leads. Wait, Too Many Leads Can Be A Problem? After a few calls, most salespeople give up , deriding the leads as weak.
  • THE FORWARD OBSERVER  |  MONDAY, APRIL 28, 2014
    [Information, Marketo] First World Problems: What To Do With Too Many Leads
    Artillery B2B Marketing Blog > The Forward Observer Are you getting lots of leads but not enough sales? Lead scoring can help you practice smart B2B sales triage, while boosting conversions and revenues. While having too many leads may sound like a nice problem to have, it can actually be worse than not having enough leads. Wait, Too Many Leads Can Be A Problem? After a few calls, most salespeople give up , deriding the leads as weak.
  • THE POINT  |  TUESDAY, APRIL 1, 2014
    [Information, Marketo] Why is Inside Sales So Scared of Lead Nurturing?
    Recent studies tell us while the adoption of marketing automation technology continues to gain momentum, fewer than 20 percent of marketing executives say that they are fully integrating the technology into their current sales and marketing initiatives. 2) Turf – Inside Sales fears that inserting marketing campaigns into the lead follow-up process will either a) diminish the value of their department or b) assign credit for SQLs elsewhere.
  • MODERN B2B MARKETING  |  MONDAY, FEBRUARY 10, 2014
    [Information, Marketo] How Personalized Retargeting Can Optimize Your B2B Ads
    Current digital advertising methods make it difficult to generate qualified sales leads with anywhere close to a reasonable cost-per-lead. You can use information about your visitors, such as what country they are from, in ad retargeting. Using Account-Based Marketing , a sales team might focus on a group of accounts with similar attributes, rather than a specific organization or industry.
  • THE POINT  |  MONDAY, DECEMBER 16, 2013
    [Information, Marketo] Sirius Decisions Thinks Websites Will Generate 71% of All B2B Sales Leads by 2015. I Disagree.
    Sirius Decisions wrote an insightful article last week about the acquisition by Marketo of Insightera (a Web personalization platform), and included was the following projection: “By 2015, we expect to see 71 percent of b-to-b organizations’ new inquiries coming via the corporate Web site.”. By way of context, I happen to work for a B2B marketing agency that helps clients generate, nurture, and convert sales leads.
  • REACHFORCE  |  FRIDAY, NOVEMBER 22, 2013
    [Information, Marketo] What is a Lead? What is a Prospect?
    As marketing rapidly evolves with marketing automation and predictive lead scoring , metrics and definitions evolve. Lead and Prospect are two words we hear a lot in marketing and sales roles but very rarely meaning the same thing. From company to company, even within the same company in different departments, prospects and leads are constantly defined differently. Leads can also come in from one of the above sources.
  • THE POINT  |  MONDAY, SEPTEMBER 30, 2013
    [Information, Marketo] Do You Need Marketing Automation to Do Lead Nurturing? Sort Of.
    Do I need it in order to do lead nurturing?”. My answer: “It depends how you define “ lead nurturing ,” but technically: no, you don’t need marketing automation in order to nurture leads. After all, a simple monthly email newsletter to your database – something you can accomplish with only the most basic email service provider (ESP) – nurtures leads. It enables you to deploy lead nurturing programs that are more timely, relevant, and, ultimately, effective.
  • MODERN B2B MARKETING  |  FRIDAY, SEPTEMBER 13, 2013
    [Information, Marketo] Stop Selling, Start Helping: 5 Tips for Creating Magnetic Content
    So they created an app for iPhones and Android phones to use at an accident scene, carefully walking you through the proper steps – collecting information, taking pictures, and contacting your insurance company. Here’s the bottom line: You can create magnetic content that wows your buyers if you focus on helping, rather than making sales. A sales lead is a prospect who meets specific, predetermined criteria for becoming a customer. Lead Generation Metrics.
  • MODERN B2B MARKETING  |  THURSDAY, SEPTEMBER 5, 2013
    [Information, Marketo] How to Optimize Google AdWords with Offline Conversion Tracking and Marketo
    Until now, however, the AdWords conversion tracking tools have only worked for basic online conversions, such as a lead submission (form fill-out) or e-commerce transaction. Today, however, Google has announced the release of a new AdWords conversion import feature , which allows you to track when clicks on your AdWords ads result in leads or sales in the offline world. Marketo Integration. Nurture leads before passing them to sales.
  • KOMARKETING ASSOCIATES  |  MONDAY, AUGUST 19, 2013
    [Information, Marketo] 32 B2B Marketers to Add to Your Google Plus Circles
    As such, for B2B marketers specifically, activity on Google Plus could potentially have significant effects on lead acquisition and brand trust. Whether you want to use Google+ for information gathering or you are looking to connect with influential B2B marketers, we have compiled a list of 32 marketers that we see as “must adds” to your Google Plus circles. She specializes in creating visibility, credibility and ultimately sales leads.
  • MODERN B2B MARKETING  |  MONDAY, APRIL 8, 2013
    [Information, Marketo] Marketing As The Social Business Spark
    Marketing is the part of the company best suited to leading the organizational charge around social marketing and all of the intersections of paid, earned, and owned media. We build community engagement initiatives, we develop content with the purpose of education and information , and hope that we can establish early relationships with prospects online so they’ll come to like us, trust us and want to learn more about us. Are you attending Marketo Summit?
  • REACHFORCE  |  TUESDAY, FEBRUARY 26, 2013
    [Information, Marketo] Sales Operations Instant Lead Routing Technology Advances
    A new tool, ReachForce SmartForms, is giving sales operations lead routing teams major speed and productivity gains. Getting inbound leads qualified and routed to the correct sales person can be a time consuming and productivity-reducing exercise – and slow response can contribute to lost opportunities. This jump in speed helps SmartForms customers open more new orders,” said Mary Firme, Chief Lead Accelerator for ReachForce.
  • REACHFORCE  |  TUESDAY, FEBRUARY 26, 2013
    [Information, Marketo] Sales Operations Instant Lead Routing Technology Advances
    A new tool, ReachForce SmartForms, is giving sales operations lead routing teams major speed and productivity gains. Getting inbound leads qualified and routed to the correct sales person can be a time consuming and productivity-reducing exercise – and slow response can contribute to lost opportunities. This jump in speed helps SmartForms customers open more new orders,” said Mary Firme, Chief Lead Accelerator for ReachForce.
  • MODERN B2B MARKETING  |  TUESDAY, FEBRUARY 19, 2013
    [Information, Marketo] Marketing Automation 101
    Typically, only one-fifth of your leads are ready to make a purchase the first time they come in. Nurturing those who are not ready to buy on the first go-round can increase your sales leads by 50%. You are able to align marketing with sales to track leads properly. Your marketing will integrate with customer relationship management (CRM) software, so you can make sure you’re following up with “hot” leads, right when you know they’re ready to buy.
  • MODERN B2B MARKETING  |  FRIDAY, JANUARY 25, 2013
    [Information, Marketo] Going from Good to Great Marketing: Leading and Managing Change
    Buyers are now in control of when and how they access information during the purchase process. Build new, repeatable processes around lead nurturing. Collaborate at new levels with sales. And you have to both lead and manage the change within your organization. In terms of managing and leading change, you must address your people, your process, and other people. Lead nurturing needs to be implemented as part of lead-to-revenue management.
  • MODERN B2B MARKETING  |  MONDAY, DECEMBER 3, 2012
    [Information, Marketo] CRM Expert David Taber Discusses How Marketing Automation Enhances CRM and Putting Your Leads on a Diet
    He is the CEO of SalesLogistix , a specialist Salesforce.com implementer focused on improving business processes for Sales and Marketing alignment and effectiveness. I recently caught up with David to get his thoughts on the evolution of the Marketing Cloud and the importance of quality first in regards to generating sales leads. Marketo: Many CRM systems have a module for marketing, but how is marketing automation different and how can it make CRM solutions even better?
  • MODERN B2B MARKETING  |  THURSDAY, NOVEMBER 15, 2012
    [Information, Marketo] Mega-List of Features in Marketing Automation (That You Won’t Find in CRM)
    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”. If you dig into the design and capabilities, you’ll find that while CRM systems provide indispensable value to any kind of sales organization, the reality is that they fall short for most marketing departments. Track opportunities and pipeline, manage contact and account information.
  • MODERN B2B MARKETING  |  TUESDAY, NOVEMBER 6, 2012
    [Information, Marketo] Lead Qualification Best Practices: Sniff: “Inspect What You Expect”
    by Stephanie Yung Every lead a Marketo Sales Development Representative calls into goes through an initial prospecting process, called “the sniff test”. This process happens before an initial call and helps our Sales Development Representatives prepare for a relevant conversation with a lead. It’s a combination of checking web resources, Salesforce.com information, Marketo Sales Insight , and account background to better understand: Who is your prospect?
  • MODERN B2B MARKETING  |  THURSDAY, OCTOBER 18, 2012
    [Information, Marketo] The ROI of Marketing Automation
    Generate more high quality sales-ready leads. Companies that use marketing automation source more pipeline from marketing, have more productive sales reps, and experience better revenue attainment. Source: Marketo Benchmark on Revenue Performance as of Sept 15, 2012 (N=489). Source: The Lenskold Group 2012 Lead Generation Marketing Effectiveness Study. Source: Marketo Benchmark on Revenue Performance as of Sept 15, 2012. What defines a sales-ready lead?
  • SALES INTELLIGENCE VIEW  |  MONDAY, OCTOBER 8, 2012
    [Information, Marketo] Marketers are from Mars, Sales reps are from…
    Waffle , Director of Account Development, Marketo, Inc. He serves as a thought leader and evangelist for Marketo sharing insight through blogs, articles and speaking engagements. I have been involved with corporate marketers and sales reps for more than 25 years. I don’t have to tell you that marketers and sales reps see the world from different perspectives. I’ve been in companies where the sales reps believe all the leads that the marketers give them are garbage.
  • MODERN B2B MARKETING  |  FRIDAY, AUGUST 3, 2012
    [Information, Marketo] 5 Marketing Tips That We Could Learn from Celebrities
    Keep in mind that customers and sales leads can tell when you aren’t passionate about what you do. Example: Steve Jobs, Apple – if you look at any of the Apple products online, most of the technical information is hidden behind the product. 5 Marketing Tips That We Could Learn from Celebrities was posted at Modern B2B Marketing - Marketo Best Practices Blog. | [link]. B2B Marketing b2b marketing content marketing Demand Generation lead generation
  • MODERN B2B MARKETING  |  FRIDAY, JULY 27, 2012
    [Information, Marketo] Let’s Get Social! 5 Ways to Build Your Employee Social Media Culture
    Promote leading by example and have them active Twitter accounts and make sure they are contributing to your company blog on a regular basis. To get your executive team on board consider presenting to them and including some of the following information: Illustrate competitors who are using employee social media contributions successfully. Highlight how employee social contributions can be used for lead gen, and creating valuable relationships.
  • MODERN B2B MARKETING  |  WEDNESDAY, JULY 18, 2012
    [Information, Marketo] Marketing Automation: Four Ways to Cure the Ailments of MOFU
    MOFU is the M iddle O f the FU nnel stage in a marketer’s lead funnel or revenue cycle. Far too often, a blockage develops in the MOFU stage where sales leads stagnate, wither, and die. But the problems of MOFU or leads not progressing affect virtually all marketers to one extent or another. MOFU ailments can go undetected for years within a company because most marketers focus their time on generating demand and qualified sales leads (top of the funnel activities.)
  • MODERN B2B MARKETING  |  THURSDAY, JULY 12, 2012
    [Information, Marketo] B2B Marketers’ Big Challenges: GlobalSpec’s Industrial Summit Recap
    Presentations centered around issues that we all face as marketers, such as: how to prove ROI, tips for succeeding in the social sphere, and guidelines to generate quality leads. These are big topics to cover, each with a wealth of information, so to help, I have assembled three summaries for you. It is important to work with your sales team, and create plans that will have measureable impact. What’s Working Best for Driving More Leads and Sales Today.
  • MODERN B2B MARKETING  |  THURSDAY, JULY 5, 2012
    [Information, Marketo] Content Syndication – Compelling Content, Targeted Leads
    by Ravali Ravulapati We are all living in a world of content saturation: texts, videos, podcasts, webinars, tweets and social networks are all feeding us information about a company, product, or service. Keep in mind that this is not a sales pitch. gives you the ability to capture prospects’ information so you can market to them — this is a great way to build your pipeline with new sales leads you never had.
  • MODERN B2B MARKETING  |  TUESDAY, JUNE 12, 2012
    [Information, Marketo] Sharpen Your Social Marketing: MarketingProfs’ Digital Marketing World Recap
    It was interesting to see how social marketing has taken a profound shift from being about brand awareness to being about lead generation. Sharpening the harpoon of your social lead generation strategy is the new white whale that will be wrestled with and “white papered” to no end in this new era. Can You Really Generate Leads on LinkedIn? You only need to devote 60 minutes a day to broaden your knowledge, grow your network and nurture your leads.
  • THE FORWARD OBSERVER  |  THURSDAY, MAY 31, 2012
    [Information, Marketo] Why B2B Lead Nurturing Can Be The Golden Ticket to Sales Success
    Artillery B2B Marketing Blog > The Forward Observer B2B marketers who excel at lead nurturing are growing their businesses rather sweetly by generating more sales-ready leads at a lower cost per lead. Leads are the lifeblood of any B2B business , and many companies are good at generating them. Unfortunately, when many companies get a lead that is not ready to buy right away , the lead then tends to get ignored , lost, or later picked up by a competitor.
  • MODERN B2B MARKETING  |  WEDNESDAY, MAY 30, 2012
    [Information, Marketo] Marketing Automation- Keep Them Coming Back For More
    Now imagine your marketing department as the doughnut store, where leads are the doughnuts and your sales reps are your customers. Despite using a marketing automation system, many marketers continue to gather names and business cards at trade shows and conferences then give them to their sales reps. They are handing their sales reps uncooked doughnuts and asking them to fry them. B2B Marketing Lead Nurturing Marketing Automation Tips
  • THE POINT  |  WEDNESDAY, MAY 30, 2012
    [Information, Marketo] MobileIron Harnesses End-User Demand to Drive Mobile IT Sales Leads
    If end users want your product, but their IT department makes the purchase decision, can you leverage that demand to drive IT sales leads? That was the question contemplated by the marketing team at MobileIron , a leading provider of mobile device management technology. Better still, 5 percent of click-throughs resulted in those end users entering their personal email address, and almost 7 percent of end user “leads” resulted in inquiries from qualified IT contacts.
  • MODERN B2B MARKETING  |  FRIDAY, MAY 4, 2012
    [Information, Marketo] Marketing in a Downturn Part 3: Aligning Sales and Marketing
    by Liz Smyth In the final part of our Marketing in a Downturn series, we’re examining the importance of getting your sales and marketing teams aligned. Read Part 1: Lead Generation and Nurture and Part 2: Content, Content, Content.). Historically, the relationship between marketing and sales has been (to put it politely) problematic, with lots of finger-pointing, and lots of valuable sales leads falling through the gaps between the two functions.
  • MODERN B2B MARKETING  |  FRIDAY, MARCH 16, 2012
    [Information, Marketo] Lead Nurturing—Three Gifts That Keep On Giving
    We were not having any problems collecting names of interested parties but I was tired of “throwing everything over the fence” to our sales team without some level of qualification. Marketing automation provided the lead scoring and lead routing to help us manage our lead process much better. Lead scoring is still a key reason why many marketers look at marketing automation today. Where is the downside to lead nurturing?
  • MODERN B2B MARKETING  |  TUESDAY, JANUARY 10, 2012
    [Information, Marketo] Marketo’s Greatest Blog Hits of 2011
    by Jason Miller With 2011 now in the history books I thought it would be interesting to collect Marketo’s most popular blog posts from the past year and revisit them as a Greatest Hits collection. Instead I present to you the most popular Marketo blog posts from 2011 based on views and shares. How Does Lead Response Time Impact Sales? Is Lead Generation on its Way Out?
  • THE POINT  |  FRIDAY, JANUARY 6, 2012
    [Information, Marketo] How to Optimize Your Website’s Resource Library for Lead Generation
    A well-designed resource library can be a key factor in converting Website visitors to measurable, actionable sales leads. At worst, resource centers can be tough to navigate and difficult to search, leaving visitors frustrated and only too happy to seek their information elsewhere. Even though the site as a whole continued to generate a consistent stream of leads, we knew we could do better, so we set out to redesign the resource library with the following objectives: 1.
  • MODERN B2B MARKETING  |  TUESDAY, NOVEMBER 29, 2011
    [Information, Marketo] Formulas for B2B Marketing
    They all claim to have the magic formula for optimizing leads, lead scoring and sales. As the equation demonstrates, having a search engine optimized website while utilizing content is a better strategy when it comes to lead generation. This strategy is more active because adding new information to your website tells search engines to crawl it more often, update records as to what can be found there and increase its placement in the search rankings.
  • THE POINT  |  WEDNESDAY, NOVEMBER 16, 2011
    [Information, Marketo] No Leads from Social Media? No Excuses.
    In a recent post , the folks over at Silicon Angle applied their usual insightful analysis to the results of an industry survey by marketing automation company Pardot , a survey that reports fully 42 percent of respondents (all B2B Marketers) have failed to generate any leads from their social media campaigns. Put a PR agency in charge of social media, and I can pretty much guarantee you’ll generate PR, not leads.) Navicure uses Marketo and Salesforce.com to track marketing ROI.).
  • MODERN B2B MARKETING  |  TUESDAY, NOVEMBER 1, 2011
    [Information, Marketo] Why B2B Companies Should Use Foursquare
    Consider some of these statistics: A recent 2011 Robert Half Technology study interviewed 1400 CIOs (chief information officers) of companies with over 100 employees. Collect Information On Your Target Market. One of the best aspects of Foursquare are the reams of information available to businesses from user interaction. Boost Sales Team Productivity. The continuing challenge to increase sales productivity is one that often centers on friendly competition.
  • MODERN B2B MARKETING  |  FRIDAY, OCTOBER 28, 2011
    [Information, Marketo] Are You Lost In A B2B Sales Lead Paradox?
    They’ve filled the funnel with sales leads. The sales department followed through on the leads provided but somehow your close-ratios are dropping. This scenario isn’t unusual, sometimes leads fall through cracks or systems fail, but the important thing is to identify the weak links in your lead generation chain and avoid the blame game between opposite ends of the office. Your Lead Scoring Is Off The Mark. Your Lead Nurturing Is Spotty.
  • MODERN B2B MARKETING  |  MONDAY, OCTOBER 24, 2011
    [Information, Marketo] Five Ways Marketing Automation is Transforming B2B Marketing
    by Liz Smyth The abundance of information available online and on social networks has fundamentally changed the way that customers research and buy solutions. Here are 5 ways that marketing automation technology is transforming our B2B marketing world: Lead nurturing : As many as 80% of your prospects could buy from you someday but aren’t ready to buy from you today. Remember to involve sales early in the process and agree the framework to ensure no lead gets left behind.
  • MODERN B2B MARKETING  |  FRIDAY, SEPTEMBER 16, 2011
    [Information, Marketo] Book Club: Conversations that Win the Complex Sale
    by Carol Fox We recently reviewed Conversations that Win the Complex Sale , a book aimed at helping sales people rethink their messaging, as part of our B2B Sales and Marketing Book Club. Authors Erik Peterson and Tim Riesterer, who run a consulting company called Corporate Visions, say rethinking your messaging to sales leads is key. In a field as interpersonal as sales this idea may seem almost counter-intuitive, but in practice it makes a lot of sense.
  • MODERN B2B MARKETING  |  TUESDAY, SEPTEMBER 13, 2011
    [Information, Marketo] How B2B Sales Cycles Are Changing
    by Carol Fox As Dylan wrote, “The times, they are a-changing,&# and B2B sales cycles are no exception. But regardless of the factors at play, it stands to reason that learning more about what’s happening to sales cycles can help sales and marketing departments figure out how to shorten them. First, let’s define “sales cycle.” As you might expect, shorter sales cycles generally lead to greater profits, since more deals are being closed faster.
  • MODERN B2B MARKETING  |  THURSDAY, AUGUST 4, 2011
    [Information, Marketo] The Top 5 Deal-Breakers for LinkedIn Cold Contacting
    While this approach can be extremely effective in finding the ideal qualified sales lead, too many B2B marketers fall prey to mistakes that could easily be avoided. The law of averages ensures that if you keep up your cold contacting using good manners, valuable information and good old-fashioned persistence, you will see success! Visit Marketo’s Resources page to find out about lead generation best practices.
  • MODERN B2B MARKETING  |  THURSDAY, JULY 21, 2011
    [Information, Marketo] Lead Scoring: What’s Hot and What’s Not
    by Rick Siegfried When we say a lead is “hot,&# what do we mean? Exactly when is a lead “cooked” enough to go to sales? Such is the eternal struggle of sales and marketing teams across the world. The most essential aspect of lead scoring is that it is a shared methodology between sales and marketing. To achieve this type of sales and marketing alignment requires building the revenue engine together from the ground up.
  • MODERN B2B MARKETING  |  THURSDAY, JUNE 30, 2011
    [Information, Marketo] Dismantling The Brick Wall: 3 Things That Separate Sales & Marketing & Hinder Sales Effectiveness
    by Carol Fox There’s nothing more frustrating than struggling to put a top-notch B2B marketing effort together, only to hit a brick wall of poor sales results. Often the wall exists as a function of poor sales and marketing alignment. This isn’t a new dilemma; companies have been dealing with the successful transition of leads from marketing to sales for what seems like forever. Sales and marketing aren’t on the same page.
  • MODERN B2B MARKETING  |  MONDAY, JUNE 20, 2011
    [Information, Marketo] 3 Ways Marketing Automation Can Help Your B2B Marketing Evolve
    by Maria Pergolino Today’s B2B marketplace calls for a quick, yet individualized response to the huge consumer appetite for information. They are either stuck in traditional tracks or they don’t understand exactly how this cutting-edge tool can revolutionize the entire sales funnel. You’ve got to get a sense of the personalities of those names.Marketing automation allows marketers to jump quickly into the process of starting relationships when potential leads signal their interest.
  • MODERN B2B MARKETING  |  MONDAY, JUNE 13, 2011
    [Information, Marketo] Generate More B2B Sales With Lead Nurturing and the Human Touch
    by Jon Miller Last month I participated in a webinar on Adding the Human Touch into Your Lead Nurturing with Brian Carroll, author of Lead Generation for the Complex Sale and the “godfather” of lead nurturing. Q: What marketing metric(s) should I use to capture lead nurturing effectiveness? Of that group, some should raise their hands every month (or whatever time period is most appropriate to your buying cycle) and say, “now I’m ready to engage with sales.”.
  • MODERN B2B MARKETING  |  WEDNESDAY, JUNE 8, 2011
    [Information, Marketo] How Does Lead Response Time Impact Sales?
    by Carol Fox Allowing time to elapse before sales responds to leads is unfortunately all too common – and costly. Oldroyd at MIT , in conjunction with InsideSales.com, showed that waiting even an hour to contact and qualify sales leads can drastically reduce your chances of success. On the other hand, the odds of making contact increased 100 fold if the lead was called within five minutes, versus 30. of companies sales teams never responded at all.
  • MODERN B2B MARKETING  |  FRIDAY, MAY 27, 2011
    [Information, Marketo] How to Manage Successful Webinars, Part 3: A Post-Event Checklist
    Post-event follow up with attendees – and good timing – is critical to keeping momentum and turning your B2B marketing investment into qualified sales leads. The email will typically include content related to the event, e.g. presentation slides, background information, access to a post-webinar discussion in your LinkedIn group, etc. Being the first vendor to follow up lead to a much higher email click-through rate. Number of new leads.
  • MODERN B2B MARKETING  |  TUESDAY, MAY 17, 2011
    [Information, Marketo] 3 Ways to Improve the Quality of Your Sales Leads
    by Carol Fox If your sales leads aren’t receiving lead nurturing efforts from marketing to convert them quickly into business, they ultimately aren’t going to benefit your bottom line. Improving lead quality requires a commitment from sales and marketing to focus on both quality and quantity, not just one or the other. If your team excels in quantity but lacks in quality, try these three methods to improve the quality of your leads.
  • MODERN B2B MARKETING  |  WEDNESDAY, MAY 11, 2011
    [Information, Marketo] Improve Lead Generation with Help from Unhappy Customers
    When dissatisfied customers come knocking, do you shy away from the work it takes to not just resolve the situation but to make lemonade from those lemons, or do you look the other way and hope for a bucketful of new leads to even out the playing field? After the effort and time you put into generating sales leads and closing them, it’s only impactful to the bottom line if the customer remains a customer. Are you noticing too many leads dropping from the cycle?
  • MODERN B2B MARKETING  |  FRIDAY, MAY 6, 2011
    [Information, Marketo] Defining the Perfect Sales Lead – 4 Tips to Getting it Right
    Today’s B2B marketing success revolves around the new spirit of collaboration between marketing and sales, and nowhere is this more important than the point where the sales cycle begins – defining the perfect sales lead. There are myriads of technology choices and philosophies on how to generate, nurture and manage leads. Check out the following 4 tips for defining the perfect sales lead. 1. Get sales and marketing on board at the start.
  • VIEWPOINT  |  THURSDAY, APRIL 28, 2011
    [Information, Marketo] Is Your Web-based Content Driving Away Sales Leads
    Today's guest blogger, Reg Nordman, is the Managing Partner for Rocket Builders , a Vancouver based sales and marketing consultancy for high growth companies. Previously he has worked in direct and channel sales for major firms such as Unisys and Commodore. source: Marketo ). DemandGen tells us buyers make up a short list of who to contact through these activities: 78% started with informal info gathering. So before you redo your sales dept.,
  • MODERN B2B MARKETING  |  FRIDAY, MARCH 18, 2011
    [Information, Marketo] How to Drive More Revenue From Your Remote Salespeople
    by Bill Binch As the economy improves, more companies will start to add to their B2B sales forces. Many companies will be expanding into and testing new markets by adding remote sales people. We’ve identified three areas that challenge sales teams and potential solutions to drive more sales from remote salespeople below: 1. Many remote sales people prefer a wireless or bluetooth option with their phone. A steady stream of qualified leads.
  • MODERN B2B MARKETING  |  WEDNESDAY, MARCH 9, 2011
    [Information, Marketo] My Secret Methods for Turning Marketing Leads into Qualified Sales Leads
    by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. This is especially true in the handoff between marketing and sales. We’ve written a lot about this topic: even though Sales is from Mars and Marketing is from Venus , companies that leverage the virtuous cycle and practice the three truths behind sales and marketing alignment can bridge the gap and drive outsized revenue growth. The human touch enhances lead nurturing.
  • MODERN B2B MARKETING  |  MONDAY, MARCH 7, 2011
    [Information, Marketo] Three Truths Behind Sales and Marketing Alignment
    by Bill Binch To create the best lead generation process, you’ve got to keep sales and marketing on the same page. There is a continuing challenge for marketing to fill the sales lead coffers. But before marketing can bring in the right leads for sales to close, both need to agree on what constitutes a qualified sales lead. There are three truths behind sales and marketing agreements that must be recognized for effective alignment: 1.
  • MODERN B2B MARKETING  |  THURSDAY, FEBRUARY 17, 2011
    [Information, Marketo] How to Optimize Your B2B Marketing and Sales with Online Video
    Any B2B marketer concerned with marketing ROI and sales enablement needs to know how and when to use it. Conveniently for us B2B marketers, video also conveys more information per minute than any other media platform. According to a Universal McCann study cited by Brightcove , people find product information and research most compelling when delivered in video format. Convert casual interest into product curiosity to narrow your funnel and qualify your leads.
  • MODERN B2B MARKETING  |  TUESDAY, FEBRUARY 15, 2011
    [Information, Marketo] 5 Ways Sales Will Continue To Evolve
    by Bill Binch B2B companies don’t have the same luxury that businesses had in former years, when sales controlled consumer behavior. Now the digital marketplace has put the buyer in the driver’s seat and some sales forces behind the eight ball to keep up with consumer habits. As we venture into a new year, we’ll continue to see dramatic changes in the ways sales teams operate. Consider these 5 ways sales will continue to evolve: 1. Sales 2.0 With Sales 2.0,
  • MODERN B2B MARKETING  |  MONDAY, FEBRUARY 14, 2011
    [Information, Marketo] 5 Critical Components of Lead Management Software
    by Maria Pergolino As marketing and sales teams align, both become more accountable to effectively managing leads within the pipeline. The ongoing changes in lead generation can overwhelm marketing and sales teams if it’s not organized and each team is unclear of its role. To help clearly define roles, responsibilities and improve lead management, many organizations have considered lead management software. Invaluable Lead Tracking Capability.
  • MODERN B2B MARKETING  |  WEDNESDAY, JANUARY 26, 2011
    [Information, Marketo] 5 Reasons to Leverage LinkedIn To Increase Your B2B Prospects
    Today’s demand generation has created a long cycle in online lead nurturing. From first click to sealing the deal, trust and rapport are critical to the sales process. The influence of social media is a cornerstone to opening the door to new leads and bolstering existing ones. Colleagues and customers who can vouch for your quality of service and be a source of leads expand your credibility, too. Remember the truth that trust and credibility are key to lead generation?
  • DELICIOUS B2BMARKETING  |  TUESDAY, JANUARY 4, 2011
    [Information, Marketo] Blogs are Becoming the New Front Door for Prospects: Is Yours Open?
    Jennings Justin Bridegan Natalie Myers Sean Donahue Stefan Tornquist Todd Lebo Tom Sather Practical instructions to generate qualify, & nurture new business leads MarketingSherpas B-to-B Lead Generation Handbook Includes: - 190 examples and tactics - 58 charts and tables - 531 pages of B-to-B training "This is an amazing step-by-step handbook!" " Jon Miller, Marketo Learn More Recent Comments Kirk Taylor : That’s great advice for anyone writing a blog.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, DECEMBER 7, 2010
    [Information, Marketo] B2B Lead Generation without Lead Nurturing is Doomed to Fail
    Here’s the shocking reality of B2B lead generation – 79% of marketing leads never convert into sales opportunities. B2B marketing and lead generation experts point to a lack of lead nurturing as the primary cause of this poor performance. Why is lead nurturing important? This is because of the prevalent trend of industrial buyers using online resources to go deeper and deeper into their buying cycle before engaging with your sales people.
  • B2B MARKETING ZONE POSTS  |  WEDNESDAY, DECEMBER 1, 2010
    [Information, Marketo] Top 60 B2B Marketing Posts and Hottest Topics November 2010
    Certainly in this era where people actively seek information that is pertinent for their needs, questions or buying journey, personalized and valuable content is crucial. 9 Indispensable B2B Social Media White Papers - Social Media B2B , November 2, 2010 White papers and eBooks can be helpful resources when they’re well-prepared and provide usable information. Below are a list of 9 B2B white papers that have useful information for B2B social media marketers. Sales Lead (52).
  • AMBAL'S AMUSINGS  |  FRIDAY, NOVEMBER 12, 2010
    [Information, Marketo] How to measure ROI on creating and marketing content?
    We asked our panel of B2B marketing experts "How can B2B marketers measure return on investment (leads generated, market awareness etc) for the money/effort spent on creating and marketing content? Her company Marketing Interactions helps companies with complex sales and quantify marketing effectiveness by using interactive e-marketing strategies driven by compelling content. Ardath’s book, eMarketing Strategies for the Complex Sale is now shipping!
  • MODERN B2B MARKETING  |  THURSDAY, OCTOBER 28, 2010
    [Information, Marketo] Top 10 Tips for Lead Nurturing Success
    A great addition to Marketo’s Resources has been the Spear Marketing Group white paper, Top 10 Tips for Lead Nurturing Success , written by Howard Sewell. Not only is it a helpful resource when starting your lead nurturing , it also embodies and reinforces so many Marketo best practices. Start with a goal : Setting up a lead nurturing program is not a goal. Lead nurturing is possible without lots of content.
  • MODERN B2B MARKETING  |  WEDNESDAY, OCTOBER 27, 2010
    [Information, Marketo] Optimizing the Entire Sales Funnel
    The ultimate objective of marketing is to increase revenue performance , and one key way to achieve this is to optimize the entire sales funnel. Brian Carroll, CEO of InTouch and author of Lead Generation for the Complex Sale , addressed the critical hand-off between marketing and sales as he spoke to a group of marketing professionals at MarketingSherpa’s 2010 B2B Summit. Step 1: Refine universal lead definition of “sales-ready”.
  • MODERN B2B MARKETING  |  WEDNESDAY, SEPTEMBER 1, 2010
    [Information, Marketo] CEO Perspective: Marketing as a Revenue Driver
    Marketo’s CEO, Phil Fernandez, was one of the inaugural speakers for SLMA Radio, the Sales Lead Management Association’s (SLMA’s) weekly show bringing you the voice of industry leaders. He talked about the changing roles of marketing and sales in today’s modern revenue cycle, and shared tips for how CMOs can change use marketing analytics to earn a seat at the revenue table. Here at Marketo, we believe all of this is changing.
  • AMBAL'S AMUSINGS  |  FRIDAY, AUGUST 27, 2010
    [Information, Marketo] How should B2B content differ for Business and Technical Decision Maker?
    Her company Marketing Interactions helps companies with complex sales and quantify marketing effectiveness by using interactive e-marketing strategies driven by compelling content. She empowers her clients to create customer-centric nurturing programs that leverage strategic story development to engage prospects until they are sales ready. Ardath’s book, eMarketing Strategies for the Complex Sale is now shipping! Brian Carroll's blog B2B Lead Generation Blog.
  • MODERN B2B MARKETING  |  FRIDAY, AUGUST 27, 2010
    [Information, Marketo] 6 Rules for Content Marketing
    Marketers are working hard to create great content that can be used to create sales leads , drive website traffic, promote brand, and educate customers and prospects. Giving people information about topics where there is no need for information will be a wasted effort by the organization. An added benefit of this useful information is it’s ability to be used in lead nurturing. .
  • MODERN B2B MARKETING  |  MONDAY, AUGUST 23, 2010
    [Information, Marketo] Creativity: The Missing, Yet Critical Element For B2B Marketers
    Stand out with creativity - For B2B marketers that want to increase opportunities that will lead to sales, looking outside of the box is not enough - they need to stand outside of the box. With a blog, you provide information that educates prospects. When they have the information they need, they are ready to engage and ask for more information about what you offer - this will lead to better sales leads.
  • MODERN B2B MARKETING  |  MONDAY, JULY 26, 2010
    [Information, Marketo] 5 Questions You Must Ask Potential Lead Sources
    Lead generation providers are a great source of new business: you end up with a steady volume of sales-ready leads, while your lead generation provider takes care of the behind the scenes work like managing marketing programs, qualifying buyer interest, and verifying the key information. Fortunately, there are plenty of experienced lead generation companies out there, covering many industries and verticals. What format can I receive leads in?
  • AMBAL'S AMUSINGS  |  THURSDAY, JULY 22, 2010
    [Information, Marketo] Does your B2B Marketing have Consistent Messages?
    Her company Marketing Interactions helps companies with complex sales and quantify marketing effectiveness by using interactive e-marketing strategies driven by compelling content. She empowers her clients to create customer-centric nurturing programs that leverage strategic story development to engage prospects until they are sales ready. Ardath’s book, eMarketing Strategies for the Complex Sale is now shipping! "Simple Content Creates Quality Leads!"
  • MODERN B2B MARKETING  |  WEDNESDAY, JULY 7, 2010
    [Information, Marketo] Email Marketing Tips, Trends and Techniques with Return Path’s Stephanie Miller
    Miller is a regular contributor to the email deliverability blog, deliverability.com, and co-author of Sign Me Up: A Marketer’s Guide To Email Newsletters that Build Relationships and Boost Sales. Email is great for that – use it to solve a problem, ignite new ideas, fulfill a promise, share interests, release information, make it easy to buy and build a relationship. Consumers check their inbox first for alerts, offers and information. .
  • MODERN B2B MARKETING  |  TUESDAY, JULY 6, 2010
    [Information, Marketo] Lessons Learned: Crowdsourcing the Best of Mastering Lead Management
    Last week Focus.com’s Mastering Lead Management Virtual Event brought some of the leaders of B2B Demand Generation and Sales 2.0 Some of the tweets from his session include: ardath421 : How sales wants to sell has little impact on how buyers want to buy . shannan0 : segment your data (leads) for optimal success based on ideal targets and existing customer profiles. buyers seek out sales people now, not the other way around. .
  • MODERN B2B MARKETING  |  SUNDAY, JUNE 27, 2010
    [Information, Marketo] Social CRM: The Latest Evolution for Managing Customer Relationships
    The days are long gone when sales representatives could rely on their ability to “read” prospects to make the sale, thanks to buyers researching their purchases online. The need to better understand online behaviors to convert leads jump-started the evolution of customer relationship management (CRM). Progress beyond tracking and reporting on prospect information, and instead become integral parts of communities. technologies to provide sophisticated sales insight.
  • AMBAL'S AMUSINGS  |  THURSDAY, MAY 27, 2010
    [Information, Marketo] B2B Content Marketing - Less is the New More?
    Her company Marketing Interactions helps companies with complex sales and quantify marketing effectiveness by using interactive e-marketing strategies driven by compelling content. She empowers her clients to create customer-centric nurturing programs that leverage strategic story development to engage prospects until they are sales ready. Ardath’s book, eMarketing Strategies for the Complex Sale is now shipping! "Simple Content Creates Quality Leads!"
  • MLT CREATIVE  |  WEDNESDAY, MAY 19, 2010
    [Information, Marketo] Marketing Automation for the Inbound Challenged-Part 3: Vendors I
    Information is interpreted differently by everyone, so if you see something that looks out of whack, be sure to comment. Eloqua Eloqua provides you with contact management, campaign management, lead management and marketing measurement, all in one platform. Genius Genius is the only marketing automation system that facilitates both lead-nurturing work flows and real-time prospect qualification alerts. Stay tuned next week for information on more marketing automation vendors.
  • MODERN B2B MARKETING  |  THURSDAY, MAY 13, 2010
    [Information, Marketo] 10 Worst Things to Do With a Qualified Sales Lead
    Marketers spend a lot of time (and money) delivering leads to sales teams. Of course, one big mistake – or even a series of little ones – can be the end of a potential sale. Ensure you avoid these 10 worst things you can do with a qualified sales lead in your lead nurturing efforts: 1. Repeated phone calls: There’s a firm line between nurturing a sales lead and harassing a prospect that all marketers have to respect.
  • AMBAL'S AMUSINGS  |  THURSDAY, APRIL 29, 2010
    [Information, Marketo] The Content Marketing Question: To Gate or Not To Gate?
    Which content should be gated to genereate leads? We asked B2B Marketing experts: " How should B2B marketers balance the need for free content (helpful for prospects decision making) Vs. the need to have content that produces a steady flow of good leads (that can directed to sales team)? Her company Marketing Interactions helps companies with complex sales and quantify marketing effectiveness by using interactive e-marketing strategies driven by compelling content.
  • AMBAL'S AMUSINGS  |  THURSDAY, FEBRUARY 18, 2010
    [Information, Marketo] Does 'Being Findable' mean 'Being Everywhere'?
    Her company Marketing Interactions helps companies with complex sales and quantify marketing effectiveness by using interactive e-marketing strategies driven by compelling content. She empowers her clients to create customer-centric nurturing programs that leverage strategic story development to engage prospects until they are sales ready. Ardath’s book, eMarketing Strategies for the Complex Sale is now shipping! Brian Carroll's blog B2B Lead Generation Blog.
  • AMBAL'S AMUSINGS  |  THURSDAY, JANUARY 21, 2010
    [Information, Marketo] ClickInsights: Biggest roadblock to converting marketing leads
    One of the goals of marketing is to generate leads. What is the next logical step once you have managed to get high quality leads? Yes, getting those leads into the sale pipeline. We have invited B2B Experts to shed light on the following question: " What is the biggest roadblock to converting marketing leads into the sales pipeline? Ardath’s book, eMarketing Strategies for the Complex Sale is now shipping!
  • AMBAL'S AMUSINGS  |  THURSDAY, DECEMBER 17, 2009
    [Information, Marketo] ClickInsights: What was your "Aha" moment in 2009? - Part 2
    Brian Carroll's blog B2B Lead Generation Blog. Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. Marketo's Modern B2B Marketing. Brian Carroll's book Lead Generation for the Complex Sale. B2B Lead Generation Benchmark Study 2009. Sales Lead Expert’s Learning Center. Marketing and Sales Alignment – Marketo eBook (New!). Ardath’s book, eMarketing Strategies for the Complex Sale is now shipping!
  • AMBAL'S AMUSINGS  |  THURSDAY, NOVEMBER 19, 2009
    [Information, Marketo] ClickInsights: How to make marketing messages memorable?
    Brian Carroll's blog B2B Lead Generation Blog. Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. Marketo's Modern B2B Marketing. Ardath Albee's book eMarketing Strategies for the Complex Sale. Brian Carroll's book Lead Generation for the Complex Sale. B2B Lead Generation Benchmark Study 2009. Sales Lead Expert’s Learning Center. Marketing and Sales Alignment – Marketo eBook (New!).
  • MODERN B2B MARKETING  |  TUESDAY, NOVEMBER 10, 2009
    [Information, Marketo] Creating a New Customer Every Few Days – Marketo’s Secret Sauce to Sales Success
    Last week I helped moderate the webinar, Marketo’s Secret Sauce for Sales Success. It is a sequel to one of Marketo’s most popular webinars. The Secret Sauce to Demand Generation , given by Jon Miller, VP of Marketing at Marketo about how we generate leads and nurture them through the buying process. This webinar has had hundreds of views and shares the exact reports, plans, and scoring that Marketo uses to prepare leads for our sales team.
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