ActiveConversion Review - SMB Lead Management


It integrates with Jigsaw to show company details like revenue, and available contacts for a specific company: contacts can be bought for $1 each directly at Jigsaw. Lead Scoring. Lead scoring configuration. It can also integrate with Salesforce Web-to-Lead forms.

Active Conversion Offers Strong Lead Management and Leaves Out the Rest

Customer Experience Matrix

Summary: Active Conversion helps marketing and sales departments make the best use of leads they’ve generated outside the system. The classic demand generation cycle starts with an outbound email campaign, captures replies on a landing page, scores the responses, and then sends qualified leads to a sales automation system and keeps the others for more nurturing. Leads can enter from channels other than email. Information can come from sources beyond the lead itself.

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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?

Cloud Connectors & Revenue Performance Management: An Interview with Steven Woods [Video]

Modern Marketing

So the data derived from a third-party application, or even from a homegrown Eloqua Connector like the Name Analyzer, are fed into our platform so it can be used for marketing campaigns, nurturing flows, lead scoring or communication efforts. You see Cloud Connectors as intrinsically tied to Revenue Performance Management. Really, Cloud Connectors are part of a fully integrated lead management process. But how does it improve the quality of leads?

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.

LeadForce1 Adds Mind Reading to Marketing Automation

Customer Experience Matrix

It combines this with standard B2B marketing automation features to provide better-qualified leads to sales people. The company’s product touches the standard marketing automation bases: outbound email, landing pages and forms, lead nurturing, scoring and integration with It adds some less typical features for telephone lead qualification, which makes sense for reasons we’ll get to later.

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.

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DemandBase Adds Real-Time Access to Web Visitor Identities

Customer Experience Matrix

DemandBase built its database by monitoring which IP addresses most often visit its 2,000-plus clients, parsing multiple external IP directories for the owners and geo-locations of the servers at those addresses, and adding attributes from business directories including D&B, Hoovers and JigSaw. Tags: geotargeting marketing automation leadlander lead management IP address lookup demand generation

New White Paper and Eloqua Prospect Profiler

Customer Experience Matrix

If this isn't clear, think in terms of data from directories (D&B, Hoovers, OneSource), news feeds (Google Alerts, Lexis-Nexis, Reuters), social networks (Jigsaw, Linked-In), and social media (blogs, Facebook, Twitter).

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Marketo Sales Insight Expands Salesforce Access to Marketing Data

Customer Experience Matrix

a “lead feed” feature that can send “interesting moment” alerts via RSS, SMS, email, iPhone and other mobile devices. This can be integrated with Demandbase and Jigsaw to download the names of contacts at those firms. Tags: sales force automation demand generation marketing automation marketing and sales integration marketo lead management eloqua Summary: Marketo's new Sales Insight ranks prospects for sales people, based on recent Web and email activities. Adds Short URLs to Capture Social Media Replies

Customer Experience Matrix

Summary: is adding a URL shortener that will tie social media responses into the regular flow of demand generation and lead management. In Genius’s case, this means that visitors can be associated with a company via their IP address, offered an online chat and scored on their activities and form responses, while salespeople can be alerted to important events, find related data or leads in JigSaw or LinkedIn , replay the Web site visit and access the full activity history.

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Social CRM: The Latest Evolution for Managing Customer Relationships


The need to better understand online behaviors to convert leads jump-started the evolution of customer relationship management (CRM). Activate the intersection of marketing, customer services and sales to attract hotter sales leads.

DemandBase Creeps Up the Value Chain

Customer Experience Matrix

That is, they take business data from several including sources Hoovers, D&B , LexisNexis , AccuData , BusinessWatch Network , Jigsaw ) and merge it into one big contact list that people can use for outbound promotions or to enhance their own files. DemandBase said they hadn’t made a formal study of the quality of those leads, but felt confident they were more than worth the cost. But they don’t intend to become a lead management system.

True Social Selling


  Marketing tried to help buy scoring leads and only passing the ones that met certain criteria, but this still meant a heavy burden for sales, who had to look through pages of online data for the leads that were given to them. Sales is notified when leads visit your site. Sales is notified when a qualified lead does something interesting on your website. Sales can view a list of all of their leads in their CRM.

The 6th Annual MarketingSherpa B2B Marketing Summit in San Francisco


Some of my to-dos from the event include (though I have many more): Look into what is happening with leads that have not responded. Focus on the quality of my leads, not the quantity. And Amy Hawthorne of Reachforce told me about new content on the Reachforce blog, The B2B Lead. Tags: Lead Management Landing Page Optimization Lead Scoring MarketingSherpa B2B Marketing Summit Sales and Marketing Alignment

Lead Gen Strategies: How to Use Content to Fuel a Sales Pipeline

Tomorrow People

How to use content to build a lead generation strategy that'll keep your sales team happy. Successful inbound marketing relies on supplying leads with the right information at the right time. Automating Lead Management sees a 10% or more increase in revenue in 6 months.”.

Solving the SaaS Problem: The Ultimate Tech Stack for B2B Marketers


1) Customer Relationship Management (CRM). A CRM is a one-stop shop for visitor insight, allowing you to record every engagement with your website visitors as they progress from lead to customer. 2) Content Management Systems (CMS).

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B2B Lead Generation Blog: On building targeted lists for B2B Lead Generation Programs

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 This type of list does not work well for an ongoing lead generation program.

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LeadMD’s Justin Gray Reveals 3 Components to Maximizing Marketing ROI, Industry Trends of the Future and More


Gray: I founded LeadMD in 2009 to help businesses generate and manage leads better through marketing automation processes and technology. LeadMD helps develop, streamline, and maximize lead generation programs for both SMB and enterprise customers.

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How B2B Marketers Can Get More Leads into the Funnel via Inbound Marketing


At my previous company my success was measured by number of leads. If the total lead count was high, I was awesome. If I was short of my lead goal, I had some explaining to do. More leads equals more won deals. Management could understand these metrics.