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

Modern B2B Marketing

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

How to Improve Lead Routing for More Sales

B2B Lead Generation Blog

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.

Trending Sources

Marketing Automation 2014 Industry Overview: What the Surveys Tell Us

Customer Experience Matrix

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. I''d guess this is because they are answering specifically about marketing management.

Why is Inside Sales So Scared of Lead Nurturing?

The Point

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

DemandCon: Why Storytelling Drives Demand Generation [Video]

Modern Marketing

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.

Lots of Vendors Can Help You Find Leads on the Web

Customer Experience Matrix

Few people would suggest you learn salesmanship from the play Glengarry Glen Ross ,* but its central message rings true: good leads are the lifeblood of a sales organization.** Some vendors only rank leads while others build multiple models for different purposes. •

5 Dreamforce Sessions Sales People Must Attend and Why #DF12

Sales Intelligence View

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. High Tech Kickoff: The Social Enterprise from Vision to Value.

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.

Lead Management Software Firm LeanData Secures $5.1M In Funding

LeanData

a startup vendor specializing in lead management software for Salesforce.com , has secured $5.1 DemandGen Report: LeanData, Inc. million in Series A funding.

Lead Management Software Firm LeanData Secures $5.1M In Funding

LeanData

a startup vendor specializing in lead management software for Salesforce.com , has secured $5.1 DemandGen Report: LeanData, Inc. million in Series A funding.

Top 5 Lead Source Best Practices

Modern B2B Marketing

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. Avoid lead source clutter. Keep the lead source constant. Do not list the campaign as the lead source.

CallidusCloud Buys LeadFormix Marketing Automation for $9 Million Cash

Customer Experience Matrix

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.

Election Day: SLMA's 50 Most Influential People in Sales Lead Management

Smashmouth Marketing

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.

Marketo Releases Marketo Lead Management 3.0

WebMarketCentral

Marketing automation software vendor Marketo today announced the launch of its Marketo Lead Management 3.0 But with an established platform and 200 enhancements in its new release, Marketo Lead Management 3.0 tags: marketing automation software, Marketo Lead Management 3.0,

Going Big on Small: Joe Payne on HubSpot’s $32M Round

Modern Marketing

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.

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

Modern B2B Marketing

David is the author of the new Prentice-Hall book, " Salesforce.com Secrets of Success ," which covers the people, policy, and process issues surrounding effective CRM solutions. David is the CEO of SalesLogistix, a specialist Salesforce.com implementer focused on improving business processes for Sales and Marketing alignment and effectiveness. These showed up as wild sales forecasts, leads being dropped, crummy conversion rates, and very poor visibility.

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?

Segmentation, Social Media Drive Lead Nurturing Success for iDirect

The Point

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

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

Modern Marketing

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.”. by Jesse Noyes | Tweet this.

The Salesforce.com AppExchange – A Time Saving Resource for Marketers

Modern B2B Marketing

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. Email your administrator with the link of the solution so they can download it into Salesforce.com.

LeanData Announces Account-Based Lead Management Suite for B2B Target Account Selling

LeanData

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 Announces Account-Based Lead Management Suite for B2B Target Account Selling

LeanData

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 Announces Account-Based Lead Management Suite for B2B Target Account Selling

LeanData

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.

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.

B2B Lead Generation Blog: Sales Leads Via RSS via Salesforce.com

B2B Lead Generation Blog

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 Woods is VP of Enterprise Solutions for NewsGator.com , a leading news aggregator.

[Cartoon] The Leads Are With Sales

Modern Marketing

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.

Marketo Sales Insight Expands Salesforce Access to Marketing Data

Customer Experience Matrix

Marketo today officially launched “Sales Insight”, an application that makes prospect activity history directly available to sales people from within Salesforce.com. 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.

Improving the Customer Journey through Lead Routing [Podcast]

Infer

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.

9 Things Marketers Need from Marketing Automation Vendors and Consultants – Part 1

ANNUITAS

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!

A Structured Approach to Demand Generation Analytics

ANNUITAS

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? Big Data propaganda is rampant these days.

Sales Lead Management: Thought Leadership with Aaron Ross

Modern B2B Marketing

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

How to Set Up a Promoted Tweet Campaign Targeting Keywords

NuSpark

Lead Generation. . Keyword target examples: manage contacts, new CRM, Salesforce.com, lead management, sales tools, sales management. Generate leads from your unique landing page. . .

Organizing the Chaos of Social CRM

Paul Gillin

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.

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Good Reads for B2B Marketing - Advantages of LinkedIn in B2B Marketing

ViewPoint

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. Online content in the sales and marketing industries is dynamic and constantly changing.

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

Modern Marketing

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

The 14 Best Marketing Automation Tools

Webbiquity

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. Marketing automation tool combining email marketing, lead management, and reporting with sales alignment.

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Optimizing Lead Distribution for Higher Conversion

B2B Lead Generation Blog

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

Should Demand Generation and Sales Automation Be Separate Systems?

Customer Experience Matrix

recently on the idea that the boundaries between marketing and sales are breaking down because leads now interact with both departments throughout the purchase cycle. This is clearly inevitable: if nothing else, leads still visit your Web site (controlled by marketing) even after they are “turned over” to sales. More fundamentally, the very idea of a lead being “turned over” is now obsolete: today the buyers are in control; neither department ever owns them in the first place.

New developments in B2B marketing list acquisition

Biznology

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. Photo credit: Wikipedia.

10 Most Popular B2B Lead Blog Posts of 2016

B2B Lead Generation Blog

I’ve compiled a list of the 10 most popular and shared posts on the B2B Lead Blog, chosen by marketers, just like you, to help you get ready to have a great 2017. Tips On How to Use LinkedIn for Better Lead Generation. Read the Tips on How to Use LinkedIn for Better Lead Generation.

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