• B2B LEAD GENERATION BLOG  |  MONDAY, MAY 22, 2017
    [Lead Management, Salesforce.com] How to Improve Lead Routing for More Sales
    Have you recently looked at your lead routing and assignment process? LeadData’s new report, The State of Lead Management , based on a survey of 527 B2B sellers and marketers found an average 25.5 % of marketing-generated leads get assigned to the wrong account owner. Over 25% of marketing-generated leads get assigned to the wrong person. LeanData also discovered sales and marketing leaders also have different opinions on lead follow-up effectiveness.
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 12, 2016
    [Lead Management, Salesforce.com] 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. 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. Tips On How to Use LinkedIn for Better Lead Generation. Read the Tips on How to Use LinkedIn for Better Lead Generation.
  • INFER  |  TUESDAY, NOVEMBER 8, 2016
    [Lead Management, Salesforce.com] Improving the Customer Journey through Lead Routing [Podcast]
    Evan Liang, CEO of LeanData, discusses the benefits of lead management in this endeavor and the impact it has on the customer experience. He is passionate about helping businesses identify and close revenue faster through better lead management. Why ‘dirty’ data is inevitable with Salesforce.com and how to fix it. The relationship between account-based management and inbound. Which tool millennials prefer for deal management.
  • KAPOST  |  FRIDAY, OCTOBER 21, 2016
    [Lead Management, Salesforce.com] Listen Up Marketers: We Need Our Own Operating System
    Now, a typical marketing organization employs dozens of tools, from marketing automation, to web analytics, social media management…the list goes on and on. Now, mature B2B Marketing orgs manage an ever-growing set of channels including: blog, video, a multitude of social platforms, webinars, etc. An OS within computer systems is defined as: The operating system controls your computer’s tasks and manages system resources to optimize performance. Manages lead scoring.
  • WEBBIQUITY  |  TUESDAY, JULY 12, 2016
    [Lead Management, Salesforce.com] The 14 Best Marketing Automation Tools
    Marketing automation software tools can be very helpful in making lead nurturing and sales acceleration efforts more effective—even if the category is badly misnamed. An enterprise-grade marketing automation and analytics platform with solutions for lead management, email marketing, consumer marketing, customer base marketing, and mobile marketing. Marketing automation tool combining email marketing, lead management, and reporting with sales alignment.
  • LEAD LIAISON  |  TUESDAY, JULY 5, 2016
    [Lead Management, Salesforce.com] 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 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.
  • ANNUITAS  |  TUESDAY, MARCH 1, 2016
    [Lead Management, Salesforce.com] A Structured Approach to Demand Generation Analytics
    Really we want to know the critical path of content offer and engagement channel dialogue that led to someone becoming a qualified lead, opportunity and/or closed revenue? Elasticity looks at the probability that interacting with a given content offer or engagement channel will lead to a given outcome (e.g., Connect account-level outcomes to contact-level activity : CRM platforms such as Salesforce.com are largely organized around account and opportunity objects.
  • AMPLIFINITY  |  THURSDAY, OCTOBER 29, 2015
    [Lead Management, Salesforce.com] Why sales isn’t off the hook for generating referral leads
    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. It saves salespeople time and connects them with referred prospects—the only type of sales leads with a 50-percent close rate. But this doesn’t mean that your sales team can just sit back and wait for leads to pour in.
  • LEANDATA  |  FRIDAY, OCTOBER 9, 2015
    [Lead Management, Salesforce.com] Getting Your Leads to the Correct Place
    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. You just can’t do that when you have leads.
  • LEANDATA  |  FRIDAY, OCTOBER 9, 2015
    [Lead Management, Salesforce.com] Getting Your Leads to the Correct Place
    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. You just can’t do that when you have leads.
  • LEANDATA  |  FRIDAY, OCTOBER 9, 2015
    [Lead Management, Salesforce.com] Getting Your Leads to the Correct Place
    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. You just can’t do that when you have leads.
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 13, 2015
    [Lead Management, Salesforce.com] Optimizing Lead Distribution for Higher Conversion
    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? The key is to match readiness of the lead (i.e.,
  • LEANDATA  |  WEDNESDAY, APRIL 8, 2015
    [Lead Management, Salesforce.com] LeanData Grows Customer Base by 400% and Releases Update to Account-Based Marketing Suite
    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.
  • LEANDATA  |  WEDNESDAY, APRIL 8, 2015
    [Lead Management, Salesforce.com] LeanData Grows Customer Base by 400% and Releases Update to Account-Based Marketing Suite
    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.
  • LEANDATA  |  MONDAY, DECEMBER 22, 2014
    [Lead Management, Salesforce.com] Why Sales Ignores Your Leads
    It’s frustrating to put so much time, budget, and effort into providing sales with the best leads only to see them go to waste. Is the sales team really letting the leads go stale to spite you? Most likely, the reps never saw the leads because: They weren’t notified about a new lead in an account they’re responsible for. Sales reps rarely use the assigned leads view in Salesforce.com. The leads weren’t assigned to the right rep.
  • LEANDATA  |  MONDAY, DECEMBER 22, 2014
    [Lead Management, Salesforce.com] Why Sales Ignores Your Leads
    It’s frustrating to put so much time, budget, and effort into providing sales with the best leads only to see them go to waste. Is the sales team really letting the leads go stale to spite you? Most likely, the reps never saw the leads because: They weren’t notified about a new lead in an account they’re responsible for. Sales reps rarely use the assigned leads view in Salesforce.com. The leads weren’t assigned to the right rep.
  • LEANDATA  |  MONDAY, DECEMBER 22, 2014
    [Lead Management, Salesforce.com] Why Sales Ignores Your Leads
    It’s frustrating to put so much time, budget, and effort into providing sales with the best leads only to see them go to waste. Is the sales team really letting the leads go stale to spite you? Most likely, the reps never saw the leads because: They weren’t notified about a new lead in an account they’re responsible for. Sales reps rarely use the assigned leads view in Salesforce.com. The leads weren’t assigned to the right rep.
  • LEANDATA  |  TUESDAY, NOVEMBER 4, 2014
    [Lead Management, Salesforce.com] LeanData Announces Account-Based Lead Management Suite for B2B Target Account Selling
    experts in lead management software, announced today that its Account Based Lead Management Suite for B2B sales and marketing professionals is now available. LeanData’s solution includes proper setup of your CRM system and software suite for managing leads and accounts, which supports account based marketing and target account selling initiatives. LeanData on the Salesforce.com AppExchange.
  • LEANDATA  |  TUESDAY, NOVEMBER 4, 2014
    [Lead Management, Salesforce.com] LeanData Announces Account-Based Lead Management Suite for B2B Target Account Selling
    experts in lead management software, announced today that its Account Based Lead Management Suite for B2B sales and marketing professionals is now available. LeanData’s solution includes proper setup of your CRM system and software suite for managing leads and accounts, which supports account based marketing and target account selling initiatives. LeanData on the Salesforce.com AppExchange.
  • LEANDATA  |  TUESDAY, NOVEMBER 4, 2014
    [Lead Management, Salesforce.com] LeanData Announces Account-Based Lead Management Suite for B2B Target Account Selling
    experts in lead management software, announced today that its Account Based Lead Management Suite for B2B sales and marketing professionals is now available. LeanData’s solution includes proper setup of your CRM system and software suite for managing leads and accounts, which supports account based marketing and target account selling initiatives. LeanData on the Salesforce.com AppExchange.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 14, 2014
    [Lead Management, Salesforce.com] Lots of Vendors Can Help You Find Leads on the Web
    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.** Some vendors only rank leads while others build multiple models for different purposes. • Coverage outside the United States • Information returned beyond names and lead scores, such as recommended treatments and social profiles. Infer runs multiple models against leads provided by the client.
  • LEANDATA  |  MONDAY, MAY 19, 2014
    [Lead Management, Salesforce.com] How to Request the Lead2Account View from Sales Ops
    We’re helping dozens of great B2B companies with account-centric lead management. Our customers can immediately see inbound lead activity that matches existing prospects, customers, and active opportunities w/out jumping around different salesforce views. Then, either send to your Sales Ops management or bring it to their attention at your next sales team meeting. As an account executive, your focus is on your pipeline and relationship building.
  • LEANDATA  |  MONDAY, MAY 19, 2014
    [Lead Management, Salesforce.com] How to Request the Lead2Account View from Sales Ops
    We’re helping dozens of great B2B companies with account-centric lead management. Our customers can immediately see inbound lead activity that matches existing prospects, customers, and active opportunities w/out jumping around different salesforce views. Then, either send to your Sales Ops management or bring it to their attention at your next sales team meeting. As an account executive, your focus is on your pipeline and relationship building.
  • THE POINT  |  TUESDAY, APRIL 1, 2014
    [Lead Management, Salesforce.com] Why is Inside Sales So Scared of Lead Nurturing?
    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. In our work developing lead nurturing programs for B2B companies , we often hear statements like the following: “We won’t be implementing lead nurturing for new leads because our telesales manager says his team is following up on every lead.”.
  • LEANDATA  |  TUESDAY, MARCH 25, 2014
    [Lead Management, Salesforce.com] LeanData Announces Series A Funding Led By Shasta Ventures and Felicis Ventures
    a startup focused on lead management software announced today that it has secured $5.1 Ravi Mohan, Managing Director at Shasta Ventures, joined the company’s board of directors. Since starting the company, we’ve had the opportunity to work with many leading enterprises to unlock the value of their data and align sales and marketing objectives. LeanData’s solutions simplify lead management by matching leads against existing pipeline and accounts.
  • LEANDATA  |  TUESDAY, MARCH 25, 2014
    [Lead Management, Salesforce.com] LeanData Announces Series A Funding Led By Shasta Ventures and Felicis Ventures
    a startup focused on lead management software announced today that it has secured $5.1 Ravi Mohan, Managing Director at Shasta Ventures, joined the company’s board of directors. Since starting the company, we’ve had the opportunity to work with many leading enterprises to unlock the value of their data and align sales and marketing objectives. LeanData’s solutions simplify lead management by matching leads against existing pipeline and accounts.
  • LEANDATA  |  TUESDAY, MARCH 25, 2014
    [Lead Management, Salesforce.com] Lead Management Software Firm LeanData Secures $5.1M In Funding
    a startup vendor specializing in lead management software for Salesforce.com , has secured $5.1 DemandGen Report: LeanData, Inc. million in Series A funding.
  • LEANDATA  |  TUESDAY, MARCH 25, 2014
    [Lead Management, Salesforce.com] Lead Management Software Firm LeanData Secures $5.1M In Funding
    a startup vendor specializing in lead management software for Salesforce.com , has secured $5.1 DemandGen Report: LeanData, Inc. million in Series A funding.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, FEBRUARY 13, 2014
    [Lead Management, Salesforce.com] Marketing Automation 2014 Industry Overview: What the Surveys Tell Us
    Mintigo’s conclusion across 186,500 B2B companies was that just three percent were using the most common marketing automation systems: Oracle Eloqua , Marketo, HubSpot, and Salesforce.com Pardot. In fact, what was most impressive was the relative consistency of the rankings, with ead nurturing, analytics, and lead scoring at the top in both surveys, email and campaign management in the middle, and list segmentation is at the bottom.
  • MODERN B2B MARKETING  |  TUESDAY, JUNE 4, 2013
    [Lead Management, Salesforce.com] Marketo’s Take on Salesforce.com’s ExactTarget Acquisition
    Author: Phil Fernandez Today, Salesforce.com announced plans to buy ExactTarget. Many of our customers, prospective customers and business partners may be wondering what this move means for Marketo, since we are a leader in the marketing software space and so many salesforce.com customers also choose Marketo as their marketing automation platform.
  • NUSPARK  |  SATURDAY, APRIL 27, 2013
    [Lead Management, Salesforce.com] How to Set Up a Promoted Tweet Campaign Targeting Keywords
    Lead Generation. . Keyword target examples: manage contacts, new CRM, Salesforce.com, lead management, sales tools, sales management. Generate leads from your unique landing page. . . Twitter recently launched a keyword targeting option for Twitter Ads. It’s like Google AdWords-like targeting for Twitter. I always thought it would make sense for Twitter to implement a keyword sponsorship options for advertisers.
  • VIEWPOINT  |  TUESDAY, APRIL 2, 2013
    [Lead Management, Salesforce.com] Good Reads for B2B Marketing - Advantages of LinkedIn in B2B Marketing
    One of the best practices I've seen associated with that is making sure that any customer communications come directly from either their account manager or assigned salesperson. Everyone at a company has a role to play in a brand's social media marketing efforts, since you never know whose network will turn out to have a profitable contact in it, executives from Salesforce.com, Cisco Systems and Xerox said at South by Southwest Interactive.
  • B2B MARKETING INSIDER  |  THURSDAY, JANUARY 24, 2013
    [Lead Management, Salesforce.com] Top 50 B2B Marketing Influencers On Twitter
    Marketingcloud – Marketing Cloud – An extension of SalesForce.com, an integrated way of utilizing SalesForce in the Cloud. B2BLeadBlog – B2B Lead Roundtable – B2B Lead Roundtable (MECLABS) reaches 9,000+ daily LinkedIn Group and Blog on: markting, lead generation, management, nurturing, research, case studies. NoyesJesse – Jesse Noyes – Managing Editor @ Eloqua. Who are the top B2B Marketing influencers on twitter?
  • BIZNOLOGY  |  WEDNESDAY, JANUARY 23, 2013
    [Lead Management, Salesforce.com] New developments in B2B marketing list acquisition
    Internal databases populated from billing systems, lead management systems, and website registration systems. LevelEleven provides a cloud-based platform where sales managers can create fresh and compelling sales contests within Salesforce.com. LevelEleven’s target prospect is a sales manager or sales operations manager in any company that uses Salesforce.com as their CRM system. Photo credit: Wikipedia.
  • MODERN B2B MARKETING  |  THURSDAY, NOVEMBER 15, 2012
    [Lead Management, Salesforce.com] Mega-List of Features in Marketing Automation (That You Won’t Find in CRM)
    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”. Track opportunities and pipeline, manage contact and account information. Primarily sales and sales management, some marketing. Primarily marketing and marketing management, some sales.
  • WEBBIQUITY  |  MONDAY, SEPTEMBER 10, 2012
    [Lead Management, Salesforce.com] The Top #Nifty50 Women in Technology on Twitter for 2012
    Stacey is flat-out awesome: Social Media Manager for Vocus/PRWeb as well as serving her country as a U.S. Based in Minneapolis, Abby is Senior Manager Creative Services at Best Buy, and also Board President at FamilyWise, a non-profit organization that provides programs for families that encourage self-determination, self-sufficiency, and healthy family lifestyles. Austin, Texas-based Susan Beebe works in Corporate Communications – Social Media Management at Dell.
  • WEBBIQUITY  |  MONDAY, SEPTEMBER 10, 2012
    [Lead Management, Salesforce.com] The Top #Nifty50 Women in Technology on Twitter for 2012
    Stacey is flat-out awesome: Social Media Manager for Vocus/PRWeb as well as serving her country as a U.S. Based in Minneapolis, Abby is Senior Manager Creative Services at Best Buy, and also Board President at FamilyWise, a non-profit organization that provides programs for families that encourage self-determination, self-sufficiency, and healthy family lifestyles. Austin, Texas-based Susan Beebe works in Corporate Communications – Social Media Management at Dell.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, AUGUST 22, 2012
    [Lead Management, Salesforce.com] 5 Dreamforce Sessions Sales People Must Attend and Why #DF12
    For years, companies have tried, and failed, to implement a closed-loop lead management system. Join us to learn from a leading software company how they achieved this “holy grail” of sales and marketing. From objects to workflows, providers to partners, see how they redesigned their business from the ground up, including transitioning towards a subscription-based sales model, all with salesforce.com.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, AUGUST 22, 2012
    [Lead Management, Salesforce.com] 5 Dreamforce Sessions Sales People Must Attend and Why #DF12
    For years, companies have tried, and failed, to implement a closed-loop lead management system. Join us to learn from a leading software company how they achieved this “holy grail” of sales and marketing. From objects to workflows, providers to partners, see how they redesigned their business from the ground up, including transitioning towards a subscription-based sales model, all with salesforce.com.
  • ANNUITAS  |  MONDAY, JUNE 18, 2012
    [Lead Management, Salesforce.com] 9 Things Marketers Need from Marketing Automation Vendors and Consultants – Part 1
    The best vendor event I ever attended was a Salesforce.com road show. The main attraction was five customers on stage who in their words were there to share “the good, the bad and the ugly of working with Salesforce.com”. Ultimately they came back, but they made Salesforce.com work for it. If a company’s lead management process is broken, the automation will simply automate the broken process. They are leading buyers astray. 764% increase in leads!
  • ANNUITAS  |  MONDAY, JUNE 18, 2012
    [Lead Management, Salesforce.com] 9 Things Marketers Need from Marketing Automation Vendors and Consultants – Part 1
    The best vendor event I ever attended was a Salesforce.com road show. The main attraction was five customers on stage who in their words were there to share “the good, the bad and the ugly of working with Salesforce.com”. Ultimately they came back, but they made Salesforce.com work for it. If a company’s lead management process is broken, the automation will simply automate the broken process. They are leading buyers astray. 764% increase in leads!
  • MODERN B2B MARKETING  |  WEDNESDAY, MAY 23, 2012
    [Lead Management, Salesforce.com] Afternoon Keynotes Energize at Marketo Summit (Live Blog)
    To start the afternoon keynotes we have Lori Wizdo from Forrester presenting on “The Lead to Revenue Management Zeitgeist”. So what does that have to do with Lead to Revenue Management (L2RM) and what is it anyways? Lori defines L2RM as a set of integrated processes, goals, and metrics that frame marketing practices from lead generation to sales close. Advice: keep rewarding, start to introduce new metrics, lead the cultural shift.
  • HUBSPOT  |  TUESDAY, MARCH 20, 2012
    [Lead Management, Salesforce.com] How HubSpot Rocked 2011: A Year in Review
    HubSpot customers generated an average of 34,000 new leads per day in 2011. million leads in 2011. HubSpot customers saw an average of 32% increase in leads per month in 2011. March 8: HubSpot raises $32 million in funding from Sequoia Capital, Google Ventures, and Salesforce.com. HubSpot improved its lead management tools to incorporate more data and flexibility.
  • HUBSPOT  |  THURSDAY, MARCH 8, 2012
    [Lead Management, Salesforce.com] Why You Need Marketing Analytics, Not Web Analytics
    Marketing analytics, on the other hand, measure business metrics like traffic, leads, and sales, and which events (both on and off your website) influence whether leads become customers. Marketing analytics are also usually people-centric, featuring the prospect, lead, or customer as the unit of focus, whereas web analytics usually regard the page view as the unit of focus in its reports.". For instance, let's say you did an email send to a segment of your leads.
  • HUBSPOT  |  MONDAY, MARCH 5, 2012
    [Lead Management, Salesforce.com] 6 Tactics for Turning Trade Show Interactions Into On-Site Sales
    For example, HubSpot's elevator pitch may go along the lines of: HubSpot is all-in-one marketing software that helps businesses of all sizes increase the number of visitors to their website and convert more of those visitors into leads and customers. For example, at Salesforce.com's Dreamforce conference last year, HubSpot knew that we only had a few seconds to get people's attention. Making sure content leads to a sale is your next step.
  • MODERN B2B MARKETING  |  FRIDAY, FEBRUARY 3, 2012
    [Lead Management, Salesforce.com] Four Signs That You May Need Marketing Automation Help
    Are the SLAs associated with lead handoffs being adhered to? A services consultant can look at your lead generation, lead management, lead scoring, and lead nurturing processes and show you where you can fine-tune your systems based on best practices. You even have some resources in place to manage the processes. How do we integrate revenue performance management and marketing metrics into our processes?” “Why
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JANUARY 4, 2012
    [Lead Management, Salesforce.com] CallidusCloud Buys LeadFormix Marketing Automation for $9 Million Cash
    LeadFormix combines its behavior analysis with anonymous visitor identification (inferring their company from the IP address), access to external prospect lists and enhancement data, and collaboration with partners and affiliates to share lead access. Callidus isn’t a sales automation system like Salesforce.com , but it does provide a range of other systems that help sales departments.
  • MODERN MARKETING  |  FRIDAY, NOVEMBER 25, 2011
    [Lead Management, Salesforce.com] The Two-Step for Sales Enablement
    Obviously, trying to drive sales reps in the field to a document management portal they don’t use to obtain the materials they need isn’t a winning strategy. Fact: We use Salesforce.com as our CRM, including the Chatter application. Fact: We use Sharepoint as our internal document management portal. The content I developed was already organized and sitting in our document management portal – I just had to use the right sales enablement tools to get them there.
  • MODERN B2B MARKETING  |  MONDAY, OCTOBER 3, 2011
    [Lead Management, Salesforce.com] Lead Nurturing, Lead Scoring and the World Cup
    A way to leverage global marketing campaigns and a faster, easier way to create and change landing pages and capture leads. Target profiling and lead scoring. Nurturing for those leads that are not yet ready to buy or were stuck. Before” was a three-stage cycle, delivering leads generated from awareness campaigns to the web and then onto their BDR. The result: BDRs receive qualified sales-ready leads and now focus on selling.
  • THE ROI GUY  |  THURSDAY, SEPTEMBER 15, 2011
    [Lead Management, Salesforce.com] Can the user information captured with the Alinean-powered marketing tools be shared with CRM / marketing automation solutions?
    Yes, we have an Interactive Content Connector service that supports seamless integration with CRM and lead management / marketing automation solutions such as salesforce.com, Marketo, Eloqua, SilverPop and more. The integration can be used in multiple ways to help streamline user interaction, capture and enrich leads. Demand Generation integration SaaS Pisello Alinean Lead Generation XcelLive
  • ANNUITAS  |  FRIDAY, SEPTEMBER 9, 2011
    [Lead Management, Salesforce.com] A B2B Perspective of Dreamforce
    In case you missed it (insert wink and a smile here), last week was Salesforce.com’s user conference, Dreamforce , arguably one of the largest events in the industry, if not the most entertaining. Observation 1: Salesforce.com is not going to acquire a Marketing Automation Vendor anytime soon. As he has the last few years, Marc Benioff focused on Salesforce.com’s social capabilities. Observation 4: Salesforce.com Needs Better Content .
  • THE POINT  |  TUESDAY, SEPTEMBER 6, 2011
    [Lead Management, Salesforce.com] Segmentation, Social Media Drive Lead Nurturing Success for iDirect
    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. All this presents real challenges for both demand generation and lead management. First, the company invested in Marketo , a leading marketing automation platform that integrated well with the company’s CRM system, Salesforce.com.
  • MODERN B2B MARKETING  |  WEDNESDAY, AUGUST 31, 2011
    [Lead Management, Salesforce.com] Drinking Our Own Champagne: How Marketo Uses its Event Marketing Software at Dreamforce
    One of Marketo’s most significant events to attend and sponsor is Dreamforce ; every year we make an effort to get the most from this critical industry-leading conference. In order to streamline the laborious event lead management process — which consists of everything from attracting attendees, to registration administration, to post-event follow up — we employ our own event marketing software.
  • VIEWPOINT  |  MONDAY, JULY 11, 2011
    [Lead Management, Salesforce.com] Beyond Financials: VC & IPO Due Diligence on Sales & Marketing Metrics
    Because PointClear provides outsourced prospect development services —lead generation, lead qualification and lead nurturing—to clients in the technology and SaaS sectors, I was particularly interested in Lauren’s findings on sales and marketing expenses as a percentage of revenue for three publicly-held cloud application companies: Salesforce.com, SuccessFactors and NetSuite. Telesales lead generation supports both field and inside sales.
  • MODERN MARKETING  |  MONDAY, JUNE 27, 2011
    [Lead Management, Salesforce.com] [Cartoon] The Leads Are With Sales
    SiriusDecisions estimates that 80% of the leads passed to sales never receive follow up. For each lead, a rep uses 14% of their time developing the relationship with only 1 in 4 shot of winning. In fact, they achieved a 40% increase in lead follow up by focusing sales on highly qualified leads - ultimately driving a 34% growth in revenue over the last two years.
  • NUSPARK  |  SATURDAY, MAY 28, 2011
    [Lead Management, Salesforce.com] An Email to Bob in Sales: Thanks for aligning with us in Marketing
    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?
  • NUSPARK  |  SATURDAY, MAY 28, 2011
    [Lead Management, Salesforce.com] An Email to Bob in Sales: Thanks for aligning with us in Marketing
    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?
  • MODERN MARKETING  |  WEDNESDAY, MAY 18, 2011
    [Lead Management, Salesforce.com] DemandCon: Why Storytelling Drives Demand Generation [Video]
    As an example of this, Ernst pointed to Salesforce.com. Demand Generation B2B b2b marketing Content Marketing crm DemandCon Forrester Research Jeff Ernst lead management Lead Nurturing Salesforce salesforce.com stories storytelling TEDby Jesse Noyes | Tweet this. Jeff Ernst would like you to know that people don’t give a hoot about your product. They care about why you bothered to build it, package it and sell it.
  • MODERN B2B MARKETING  |  SUNDAY, MAY 1, 2011
    [Lead Management, Salesforce.com] 5 Strategies that Fuel the Sales and Marketing Machine
    Marketo’s own lead management process – and sales and marketing philosophy – is driven by the same technology that we sell, a lead management , sales insight and revenue analytics platform. These, coupled with Salesforce.com, build the core toolset we use to generate new business at our company. Each of these touch points can move a lead closer to becoming a viable sales opportunity.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  FRIDAY, APRIL 29, 2011
    [Lead Management, Salesforce.com] 8 Big Ideas to Drive B2B Buzz
    Salesforce.com shocked the B2B world by bookending the Superbowl halftime show with television ads , an unconventional move for an enterprise SaaS company. 37signals makes project management feel like an iPhone app (come to think of it, the company actually offers a Web app). If they can be effective techniques for CRM, lead management, and infrastructure companies, then they certainly can work for your organization as well.
  • MODERN B2B MARKETING  |  SUNDAY, APRIL 24, 2011
    [Lead Management, Salesforce.com] Top 5 Lead Source Best Practices
    by Maria Pergolino Lead source is a critical piece of data you need in order to assess the value of your marketing campaigns and part of proper lead management. By putting in place best practices, you will be sure you can measure the value of your marketing campaign efforts while also communicating with sales the important information about a lead. Avoid lead source clutter. Keep the lead source constant. Do not list the campaign as the lead source.
  • MODERN MARKETING  |  MONDAY, APRIL 18, 2011
    [Lead Management, Salesforce.com] Marketing Goes To Washington: How One Think-Tank Gets The Message Out
    We are able to identify audiences not only by what issues they may have expressed an interest in,” Brian pointed out, “but also through a lead scoring analysis that adds interest based on actual online behavior.”. Brian credited the organization’s investment in marketing automation and an integrated CRM solution run through Salesforce.com for making it possible to run highly-engaging campaigns despite having a nonprofit’s level of staffing. by Jesse Noyes | Tweet this.
  • MODERN MARKETING  |  FRIDAY, APRIL 8, 2011
    [Lead Management, Salesforce.com] Revenue Performance Management to Marketing Automation: What Facebook was to MySpace?
    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.
  • MODERN MARKETING  |  TUESDAY, MARCH 8, 2011
    [Lead Management, Salesforce.com] Going Big on Small: Joe Payne on HubSpot’s $32M Round
    The pattern of conversations will look something like this: First there will be a burst of emotion (observers will shout congratulations from the rooftops and laud HubSpot for attracting Google Ventures and Salesforce.com as investors). It means interest in the established marketing automation and emerging Revenue Performance Management sectors continues to swell. Follow the money and it will lead you directly to our industry. by Joe Payne | Tweet this.
  • PAUL GILLIN  |  TUESDAY, FEBRUARY 22, 2011
    [Lead Management, Salesforce.com] Organizing the Chaos of Social CRM
    Salesforce.com probably comes the closest, Neal argues, but even Salesforce doesn’t have all the pieces in place. Unfortunately, many companies simply use CRM as a fancy lead management tool. Software Advice has posted a grid that presents a new way of looking at the social CRM market. More importantly, Marketing Director Houston Neal argues that social CRM actually doesn’t exist.
  • THE EFFECTIVE MARKETER  |  WEDNESDAY, FEBRUARY 16, 2011
    [Lead Management, Salesforce.com] Marketing Automation Catching On Fire
    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.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, NOVEMBER 29, 2010
    [Lead Management, Salesforce.com] Treehouse Interactive Refines Its Features and Targets Larger Firms
    It added Marketing View marketing automation in 1999 and Reseller View partner management after that. Its marketing automation system offers the usual range of functions: email, Web analytics, landing pages, multi-step campaigns, lead scoring, CRM integration, ROI reporting. GoToWebinar When I last wrote about Treehouse, it had just added Salesforce.com integration. download and document management.
  • DELICIOUS B2BMARKETING  |  THURSDAY, NOVEMBER 4, 2010
    [Lead Management, Salesforce.com] 2 Mistakes that Cause Content Syndication to Fail
    Best Practices & Principles in B2B Demand Generation Skip to content About Subscribe « Increasing Referrals from Clients & Prospects Not Another Article About How to Market During a Recession » 2 Mistakes that Cause Content Syndication to Fail Many times in this space I’ve talked about the virtues of content syndication as a low risk way for companies to generate a consistent stream of low cost, in-profile leads. We had real problems with lead quality.” “We
  • MODERN B2B MARKETING  |  TUESDAY, NOVEMBER 2, 2010
    [Lead Management, Salesforce.com] Optimizing Trial Conversion Rates With Lead Nurturing
    We are excited to have Jep Castelein of popular lead management and marketing automation blog, Lead Sloth , contribute a guest blog post. Read below to find out the best ways to optimize your conversion rates using lead nurturing: A lot of early adopters of Marketing Automation systems are in the technology industry. For many of them, product trials are an important lead generation tactic. Lead Nurturing for Trials.
  • SMASHMOUTH MARKETING  |  TUESDAY, NOVEMBER 2, 2010
    [Lead Management, Salesforce.com] Election Day: SLMA's 50 Most Influential People in Sales Lead Management
    The Sales Lead Management Association has opened up voting for the 50 Most Influential People in Sales Lead Management. I'm on the list, so if I've earned your respect in the world of demand gen and lead generation, I'd love your vote. Karen Sheehey - interlinkONE Gary Skidmore - Harte Hanks Jeff Solomon - Leads360 Paul Staelin - Birst Jim Steele - salesforce.com Drew Stevens – Drew Stevens Ruth P.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, OCTOBER 19, 2010
    [Lead Management, Salesforce.com] Alsa Marketing Adds Multi-Language Capabilities to Low-Cost Marketing Automation
    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.
  • THE ROI GUY  |  WEDNESDAY, OCTOBER 13, 2010
    [Lead Management, Salesforce.com] Alinean Launches Interactive White Papers
    Overcomes Marketing Information Overload, Transforming Traditional White Papers into Dynamic, Personalized Engagement Tools Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today launched a new demand generation tool for B2B marketers – Alinean Interactive White Papers. d=151948843902083664 ) • Using Desktop Virtualization to Drive Cost Savings and Improve Manageability ( https://roianalyst.alinean.com/ziffdavis/AutoLogin.do?d=614181278944749031
  • B2B MARKETING ZONE POSTS  |  WEDNESDAY, SEPTEMBER 8, 2010
    [Lead Management, Salesforce.com] Top 37 B2B Marketing Posts and Hot Topics August 2010
    Nurture The Leads In Your Sales Funnel – On Social Media - Lead Views , August 27, 2010 Today, in most B2B companies, the marketing departments engage in Lead nurturing programs. Lead nurturing in fact becomes an integral part of the Lead Management process for those companies which use Marketing Automation solutions. In both these scenarios, emails emerge as the most popular lead nurturing channel. Lead (193).
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, SEPTEMBER 7, 2010
    [Lead Management, Salesforce.com] True Influence's LeadPAC Offers Pay-Per-Click Email. Think About It.
    It’s a major improvement over traditional lead generation. I’ve seen marketing agencies and direct response media that work on a cost-per-lead basis. True Influence CEO Brian Giese said the goal with LeadPAC is to give marketers a way to create real leads quickly, using AdWords as a model. Nor is pricing based on AdWords-style bidding: clients pay a fixed fee ranging from $10 to $30 per name depending on the level (senior executives cost more than department managers).
  • MODERN B2B MARKETING  |  TUESDAY, AUGUST 31, 2010
    [Lead Management, Salesforce.com] Lessons from the CSO Insights 2010 Lead Generation Optimization Study
    The CSO Insights 2010 Lead Generation Optimization Study identifies some of the best practices that companies are focusing on to optimize their lead generation performance. And a key part of delivering sales and marketing ROI is the ability to track the dispositions of all sales leads via a CRM system. With this insight, marketers can develop more targeted messages, increasing the effectiveness of their lead generation efforts. 2010 Lead Generation Optimization.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, AUGUST 18, 2010
    [Lead Management, Salesforce.com] LeadForce1 Adds Mind Reading to Marketing Automation
    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 Salesforce.com. It adds some less typical features for telephone lead qualification, which makes sense for reasons we’ll get to later.
  • MODERN B2B MARKETING  |  THURSDAY, AUGUST 12, 2010
    [Lead Management, Salesforce.com] The Salesforce.com AppExchange – A Time Saving Resource for Marketers
    This can be time consuming and may lead to many dead ends. I had accepted this as part of the job of being a marketer, until I started using the Salesforce.com AppExchange. The Salesforce.com AppExchange is a collection of cloud computing applications, all of which are pre-integrated with Salesforce.com. On this site you can easily find, test drive and install hundreds of pre-integrated applications from Salesforce.com partners and customer community.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 12, 2010
    [Lead Management, Salesforce.com] Genius.com Offers Free Edition: How Much Does It Lower True Cost of Entry?
    The key term here is “instant-on”, which Genius defines to mean “instantly integrated website tracking, email marketing and social media campaign tracking” along with fully automated integration with Salesforce.com, including custom objects. LoopFuse also provides automated Salesforce.com integration, but doesn’t have Genius’s Web tracking technology. But those companies will never be a source of much revenue, even if the vendors manage to sell them some additional services.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JULY 28, 2010
    [Lead Management, Salesforce.com] Manticore Technology Sees Expertise as Key to Success as a Demand Generation Vendor
    Changes include a drag-and-drop design tool (similar to Microsoft Powerpoint); integration of opportunities and custom objects from Salesforce.com; better reporting on Web site visitors; and, real time sales alerts on Web activity. As the latest round of enhancements illustrates, Manticore remains focused on the core demand generation features of email, landing pages, lead nurturing and sales integration.
  • MODERN B2B MARKETING  |  SUNDAY, JULY 25, 2010
    [Lead Management, Salesforce.com] Salesforce.com Certification: it’s for Marketers, too!
    As a Salesforce.com user group leader, I often talk to marketers who are looking to get more and/or better data out of their Salesforce.com system. They are seen as CRM champions who are responsible for making sure everything is running through the system properly, including tracking, the success of leads and making sure sales is entering good data so they can report on their campaign’s success. But with over one million Salesforce.com users, you need a way to stand out. .
  • THE POINT  |  THURSDAY, JULY 15, 2010
    [Lead Management, Salesforce.com] Getting the Most from Salesforce.com: A Conversation with David Taber
    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. To learn how we marketing types can get more from Salesforce.com, I spoke recently to David Taber, CEO of CRM consultancy Saleslogistix and author of the Prentice-Hall book, Salesforce.com Secrets of Success. In too many cases, SFDC is just a glorified contact manager.
  • LEADSLOTH  |  MONDAY, JULY 12, 2010
    [Lead Management, Salesforce.com] Hubspot Review
    Both groups will use HubSpot to generate more inbound leads, but they have vastly different requirements. Their website management system (CMS) is fairly basic, but it includes everything you need: the pages are search engine optimized from the start, it includes a blog and registration forms, and there are social media integrations. With the improved Lead Manager, you could even use HubSpot as your CRM system.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JUNE 30, 2010
    [Lead Management, Salesforce.com] LoopFuse Offers Free Marketing Automation System: Another Step Towards Industry Consolidation
    Salesforce.com easily dominates despite the presence of surprisingly capable free products like ZohoCRM and FreeCRM. Marketo now calls itself a “the revenue cycle management company”, giving equal public weight to lead management, sales insight and analytics. Of course, the really big question is whether Salesforce.com will make a similar move. Summary: LoopFuse has launched a free entry-level version of its marketing automation system.
  • EVERYTHING TECHNOLOGY MARKETING  |  FRIDAY, JUNE 18, 2010
    [Lead Management, Salesforce.com] Is the In-House B2B Marketing Department Going Away?
    We sure see this trend in the marketing automation platforms we use on a daily basis – webcasts, email campaigns, lead management, and many more. My last post triggered a heated debate (mostly in the LinkedIn B2B Technology Marketing Community ) about the dramatic changes we see in the B2B marketing function. One of the interesting topics that came up was outsourcing.
  • MLT CREATIVE  |  WEDNESDAY, MAY 26, 2010
    [Lead Management, Salesforce.com] Marketing Automation for the Inbound Challenged-Part 4: Vendors II
    Market Bright Market Bright enables companies to execute campaigns on their own, with automated lead scoring and closed-loop marketing analytics. Market Bright also provides full document storage and asset management. With their eMarketing Enterprise Manager, you can launch new email and web campaigns quickly by pulling data from multiple sources and tracking information through various channels. Lead scoring is based on keyword search, regions and partner preferences.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, MAY 6, 2010
    [Lead Management, Salesforce.com] Genoo Offers Web Marketing for Small Business
    Demand generation features are adequate, if a bit rudimentary, and are supplemented by social marketing capabilities that do an above-average job of integrating social activities with traditional lead data. Commenters are automatically entered as leads into the Genoo database. All pages are built and managed through a content library, which can also contain materials such as images, downloadable files and link lists. RSS subscribers can also be automatically added as leads.
  • CUSTOMER EXPERIENCE MATRIX   |  SUNDAY, JANUARY 31, 2010
    [Lead Management, Salesforce.com] Aprimo Marketing Studio Supports Sophisticated Business Marketers
    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.
  • THE POINT  |  THURSDAY, NOVEMBER 5, 2009
    [Lead Management, Salesforce.com] Take a Sales Guy to Lunch: Bridging the Sales & Marketing Divide
    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. Barbara’s firm helps clients achieve business growth through strategic marketing management, sales leadership, and business process alignment. Sales management and executives, however, are focused on hitting monthly and quarterly targets.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, SEPTEMBER 1, 2009
    [Lead Management, Salesforce.com] Net-Results Simplifies Demand Generation for Small Business
    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 process has five functions: send emails to prospects; capture responses on landing pages; score leads; send qualified leads to sales; and nurture non-qualified leads with multi-step campaigns.
  • DELICIOUS B2BMARKETING  |  FRIDAY, JULY 31, 2009
    [Lead Management, Salesforce.com] B2B Lead Management Market Heats Up
    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?
  • DELICIOUS B2BMARKETING  |  FRIDAY, JULY 31, 2009
    [Lead Management, Salesforce.com] Demandbase: A New Twist In The Lead Management Automation Market
    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.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, JULY 30, 2009
    [Lead Management, Salesforce.com] Hubspot Offers Small Business Marketers a Big Bundle of Features
    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. The one major missing inbound marketing feature is paid search management, such as Google AdWords integration.
  • MODERN B2B MARKETING  |  THURSDAY, JULY 30, 2009
    [Lead Management, Salesforce.com] Salesforce.com Best Practices: Thought Leadership with David Taber, Author of Salesforce.com Secrets of Success
    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. These showed up as wild sales forecasts, leads being dropped, crummy conversion rates, and very poor visibility.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, JULY 21, 2009
    [Lead Management, Salesforce.com] Jesubi Doubles Sales Prospecting Efficiency
    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.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, JULY 20, 2009
    [Lead Management, Salesforce.com] Active Conversion Offers Strong Lead Management and Leaves Out the Rest
    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.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, JULY 17, 2009
    [Lead Management, Salesforce.com] Right On Interactive's 5Buckets Simplifies Multi-Channel Messaging
    Summary: Right On Interactive's 5Buckets connects lists from external customer management systems with many types of output vendors (email, print, fax, text message, automated voice). Rather, it matches the functions of a traditional campaign manager: accept inputs from external sources (CRM, Web sites, surveys, transactions), create lists from those sources, and send the lists to external systems for delivery.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JULY 8, 2009
    [Lead Management, Salesforce.com] Demand Generation Vendor Traffic Rankings
    Judging from the press releases on their Web site, this may be due to a new release last October that added Salesforce.com integration. The only vendor with a really major drop in ranking was Lead Genesys , another long-time industry participant. Tags: vendor rankings demand generation marketing automation lead management Summary: Based on Web traffic rankings, new demand generation vendors with low prices are gaining market presence.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JUNE 17, 2009
    [Lead Management, Salesforce.com] Marqui Combines Content Management and Demand Generation
    Summary: Marqui started as a Web content management system and then added basic demand generation. But that date is a bit misleading because the company’s original product was a Web content management system (CMS). Today, content management and campaign management can be purchased separately although they are tightly integrated. Marqui’s VP Marketing Richard Sharp defines “marketing automation” as the combination of Web content management and campaign management.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, JUNE 9, 2009
    [Lead Management, Salesforce.com] Marketo Sales Insight Expands Salesforce Access to Marketing Data
    Marketo today officially launched “Sales Insight”, an application that makes prospect activity history directly available to sales people from within Salesforce.com. 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. An average Salesforce.com seat is around $100 per month these days.
  • LEADSLOTH  |  WEDNESDAY, APRIL 15, 2009
    [Lead Management, Salesforce.com] Review of FormAssembly Form Builder
    On this blog I primarily write about integrated Lead Management systems , rather than small tools. However, in a previous post I wrote about a project in which I’m replacing a full-blown Marketing Automation system with tools that add on to Salesforce.com. You can submit straight into Salesforce.com, but it supports only limited deduplication: based on email address it can overwrite all other fields. Salesforce.com integration complexity.
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