Zoominfo

FEBRUARY 12, 2019

The importance of lead generation is ingrained in the mind of every modern marketer— the more high-quality leads you bring in, the better. But, as the buyer’s journey becomes increasingly multifaceted, it’s now clear that lead generation is just one piece of the marketing puzzle. In order to convert leads into paying customers, you must have a comprehensive lead management process in place. What is lead management? Score your leads.

Lead Management 133

Lead Management Process Zoominfo Buyer Personas 133

NetLine

JULY 12, 2021

The platform furthers NetLine’s goal of democratizing lead gen for all, enabling B2B Marketers to turn their current website traffic into revenue-based outcomes, streamlining their lead capture, lead management, and content amplification programs within one tool. .

Lead Gen 83

Lead Gen Lead Management Leads Lead 83

LeanData

APRIL 20, 2022

Revenue leaders are acutely aware of the importance of speed to lead. What one business thinks is a great lead response time to a demo request may be exponentially longer than their peers. This is why LeanData built out the 2022 State of B2B Lead Management report.

Lead Management 82

Lead Management Efficiency Leads Lead 82

Lead Liaison

DECEMBER 26, 2018

To access our Event Lead Management Kit, which includes this resource, click here. . Choosing the right event lead management solution for lead capture will be the most important decision you make. Before signing a contract, here are 21 important questions to ask your vendor. What good is capturing lead information if you don’t accurately save the information and prepare it for follow up? Will your vendor be there to support you?

Lead Liaison 52

Lead Liaison Marketing Automation Services Lead Management Purchase 52

Chris Koch

OCTOBER 22, 2010

We should care more about lead management automation in B2B marketing. In our research we’ve also seen consistently over the past few years that two-thirds of buyers prefer to research their buying options themselves rather than waiting for vendors to contact them. That’s why lead management automation is important. What is stopping your company from creating an automated lead management process?

Lead Management 153

Lead Management Automation Leads Lead 153

The Effective Marketer

DECEMBER 20, 2011

Last week Carlos Hidalgo , CEO of the Annuitas Group , shared on the Software Advice blog a nice video explaining two basic concepts that are often used interchangeably by vendors and even analysts in the Marketing Automation space but should in fact be treated as separate concepts: Demand Generation and Lead Management. Demand Generation vs. Lead Management. It is the technology behind your demand / lead processes.

Lead Management 120

Lead Management Demand Effective Effectiveness 120

LeadSloth

AUGUST 17, 2009

Earlier this year I downloaded Silverpop’s lead management workbook , and I planned to write about it. Unfortunately, not enough time… Last week I received a copy of Marketo’s Lead Nurturing workbook. Both books show how you can increase sales by nurturing all leads, from inquiry to opportunity. Both books cover lead nurturing and ROI calculations, and Silverpop also explains lead scoring. Why Lead Management. Lead Scoring.

Lead Management 133

Lead Management ROI Leads Lead 133

The Point

OCTOBER 1, 2021

Should you allow prospects to enter a personal email address when they fill out lead gen forms? Translation: requiring business emails could cut lead volume in half, albeit (in theory) by eliminating those prospects less motivated to complete the form.

Lead Gen 241

Lead Gen Case Landing Page Leads 241

Martech Advisor

NOVEMBER 4, 2019

Lead management software track, manage and nurture prospective customers. And, there are new software innovations emerging every day to help you manage your leads better. In this article, we discuss: What is lead management, and how technology can help. Questions to consider before purchasing lead management software. This is why lead management software is so important.

Lead Management 58

Lead Management Software CRM Touchpoints 58

Customer Experience Matrix

JULY 8, 2009

Summary: Based on Web traffic rankings, new demand generation vendors with low prices are gaining market presence. Last November, after much consideration of alternatives , I settled on Alexa three-month Web traffic rankings as a reasonable way to measure the relative market presence of demand generation vendors. I revisited that data today, adding a few new vendors and dropping some of the very minor ones.

Vendor 152

Vendor Traffic Demand Loopfuse 152

LeadSloth

MARCH 16, 2009

Therefore I initially called them a ‘niche vendor’ However, the product has evolved into a fairly complete marketing automation suite for SMB companies. Lead Scoring. Lead scoring works for both anonymous and known visitors: for anonymous visitors the triggers for increasing the lead score are somewhat limited, essentially page views and return visits. Lead scoring configuration. It can also integrate with Salesforce Web-to-Lead forms.

ActiveConversion 101

ActiveConversion SMB Review Lead Management 101

Customer Experience Matrix

NOVEMBER 15, 2013

This is an enticingly huge market for marketing automation vendors, and one that seems largely untapped. The largest marketing automation vendor in the segment, Infusionsoft , has under 20,000 clients. Those other vendors could easily see marketing automation as a natural line extension, since it would help their clients make better use of the traffic those vendors generate. There are about 3 million companies with revenue between $1 million and $5 million in the U.S.,

Small Business 144

Small Business Lead Management Customer Experience 144

The Point

JUNE 23, 2020

Even if you acknowledge that change as fact, however, it’s easy to become cynical (as I have) when vendors and thought leaders are constantly proclaiming the “death” of the old ways. Report: Why Demand Marketers Should Expand their Focus Beyond the Lead Click To Tweet.

Demand 219

Demand Account Based Marketing Report Best Practice 219

Customer Experience Matrix

AUGUST 14, 2014

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. • Whether the vendor sells prospect lists or only enhance names provided by the client. Whether the vendor provides lists of individuals as well as companies.

Vendor 170

Vendor Customer Experience Custom Publishing 170

ANNUITAS

DECEMBER 6, 2010

Today we made the announcement that we have shifted our strategy when it comes to marketing automation vendor partnerships. For the last 5 years we have worked with our customers to deliver a full-cycle Lead Management Framework TM that greatly improves the return on their marketing and sales investments. Our philosophy with regard to marketing automation is and always has been that the technology serves to enable the lead management process.

Vendor 116

Vendor Marketing & Strategy Question Review 116

Marketo

APRIL 10, 2011

by Katie Byrnes Two lead management experts, Carlos Hidalgo, CEO of the Annuitas Group, and Jon Miller, VP of Marketing at Marketo, had the chance to riff on a few hot topics in B2B marketing , including the current state of marketing automation , the decision of the Annuitas Group to go “vendor neutral&# and, obviously, lead management best practices. Figure out between marketing and sales definitions such as a marketing qualified lead.

Lead Management 83

Lead Management Marketo Leads Lead 83

Pointclear

MARCH 1, 2012

Lack of clarity and erroneous assumptions about demand generation, lead management and marketing automation are effectively addressed in two recent Software Advice whiteboard videos by Carlos Hidalgo, CEO, Annuitas Group , and Executive Director, Marketing Automation Institute. In part one , Carlos differentiates between demand generation strategies and lead management processes. Nonexistent lead management processes.

Marketing & Strategy 57

Marketing & Strategy Lead Management PointClear Process 57

Lead Liaison

JULY 18, 2018

Learn how to make the most out of your next live event with proper event lead management. We’re talking about planning, lead capture, and post-event nurture. Chris Kipgen, Lead Liaison. So we’re gonna go into a little bit of Event Lead Management and why it matters right now. Why we should be using this live events and why it’s very important that you have something on the backend to help you manage the events as well.

Lead Liaison 48

Lead Liaison Lead Management Trade Show Trade 48

Biznology

OCTOBER 12, 2017

What B2B buyers need is authentic voices from within the company, primarily from product managers and development leads. The challenges are considerable: How do you teach development leads to write well enough to get their points across? How do you give product managers the incentives to stretch beyond their “day jobs?” Even if you manage to recruit and train subject matter experts (SMEs) to write regularly, how do you manage their work?

Content Marketing 151

Content Marketing Search Engine Buyer's Journey Content 151

Marketo

JULY 6, 2010

Last week Focus.com’s Mastering Lead Management Virtual Event brought some of the leaders of B2B Demand Generation and Sales 2.0 shannan0 : segment your data (leads) for optimal success based on ideal targets and existing customer profiles. cjablonski : Marketers must manage and engage relationships with buyers. ardath421 : Wow – up to 70% – 80% of leads never get the proper follow-up. of leads generated are sales ready – 17.5%

Lead Management 77

Lead Management Marketo WOM Demand Generation 77

Marketo

MARCH 1, 2009

A few days ago I posted a link to the new IDC Workbook: Optimizing Marketing and Sales Lead Management with Marketing Automation. Jep Castelein writes about vendors and evaluation criteria at LeadSloth on Demand Generation. Adam Needles is writing about the Top 20 Integrated Marketing Management Platforms at his Propelling Brands blog. David Raab writes about demand generation vendors and most recently about usability on his blog Customer Experience Matrix.

Lead Management 53

Lead Management Marketo Resources Vendor 53

delicious b2bmarketing

JULY 31, 2009

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?

Lead Management 40

Lead Management Marketing & Strategy Advertising Agency einsof 40

LeadSloth

APRIL 29, 2009

Today I’ve put together a list of vendor blogs. Most of these vendors blogs really get ‘online marketing’, so they talk about best practices rather then just touting their products, and they post regularly. Market2Lead Marketing Automation and Lead Management blog. Reachforce: The B2B Lead. Reachforce publishes almost daily Lead Generation tips. ReadyContacts Lead Data Management blog.

Vendor 100

Vendor Demand ReadyContacts ActiveConversion 100

Pointclear

NOVEMBER 8, 2017

There’s plenty of mediocrity in lead generation—both in-house and outsourced. However, there are a lot of things good insourced operations and lead generation companies do well. While lead generation (or teleprospecting) is not rocket science, there are a lot of moving parts in a well-run lead generation machine. Failure to execute and coordinate all of the moving parts leads to poor results. Of course leads are the desired outcome of most marketing programs.

PointClear 110

PointClear Lead Generation Vendor Generation 110

ANNUITAS

NOVEMBER 15, 2021

We used to have 12 people acting as large account managers, with the rest focused on inside sales. In fact, only 30% of B2B buyers prefer in-person interactions when evaluating new vendors (that number drops to 16% for renewals). Increased opportunity/lead cost efficiency.

Relationship 207

Relationship Prospect Build Sales 207

Customer Experience Matrix

MARCH 26, 2009

Naturally, the vendors showing them to me have all thought very carefully about their designs and made the best choices they could, typically based on feedback from their customers. Unica, Teradata Relationship Manager, SAS Marketing Automation, Siebel Marketing, Alterian, Aprimo, SmartFocus). So I thought I'd take a little scan of the demand generation systems I've looked at to see how the vendors themselves had voted. If you read this blog regularly (and who doesn't?),

Vendor 120

Vendor Survey Experience Customer 120

Customer Experience Matrix

JULY 28, 2010

Manticore launched its B2B marketing automation system in 2003, making it one of the older vendors in the industry. 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. Nor will it expand into marketing resource management features for planning and budgeting.

Manticore 133

Manticore Vendor Experience Customer 133

LeanData

MARCH 25, 2014

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

Salesforce.com 40

Salesforce.com Startup Vendor Lead Management 40

LeanData

MARCH 25, 2014

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

Salesforce.com 40

Salesforce.com Startup Vendor Lead Management 40

Marketo

MARCH 3, 2009

I think one mistake many marketers make is to think of their lead management requirements too narrowly — and to be honest, quite a few demand generation vendors make this mistake as well. As I wrote back in December, 2006, the fact that today's buyers take control of their buying processes using search, social media, and other online tools means that marketers need to move away from a mindset of "generating leads" and towards a model of " managing leads ".

Lead Nurturing 70

Lead Nurturing Lead Management Demand Generation Leads 70

B2B Lead Generation

APRIL 16, 2008

More companies than ever are using third party providers for teleprospecting and lead management operations, however there is little information on how to select, engage, and measure these vendors who will add that essential human touch. Sridhar is an industry thought leader in marketing and former HP executive that grew HP's Managed Services unit to $1B in revenue.

Vendor 120

Vendor Lead Generation Podcast Generation 120

Pointclear

JUNE 15, 2012

Jim is the founder of the Sales Lead Management Association. SLMA is the sponsor of the yearly Sales Lead Management week and initiatives to identify both the Top 50 Most Influential People in Sales Lead Management and 20 Women to Watch in Sales Lead Management. He has written over 95 articles around sales and marketing management and is the author of four books. But many are going for cold, hard, qualified leads.

PointClear 43

PointClear Direct Marketing Lead Management Telemarketing 43

delicious b2bmarketing

JULY 31, 2009

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.

DemandBase 40

DemandBase Lead Management Leadlander Marketing & Strategy 40

ANNUITAS

JUNE 18, 2012

As with any space that is in its early stages, the marketing automation space has had its fair share of new businesses and vendors emerge. According to some who track this space, there are over 110 technology vendors alone. While the automation vendors do a great job of educating users on how to use the features of their solutions, there is a gaping hole that exists in users knowing the process, strategy or tactics the tool is actually automating. 764% increase in leads!

Consulting 184

Consulting Vendor Marketing Automation Automation 184

InsightSquared

MAY 14, 2020

If your SDR/BDRs are using one tool, your AEs another and your Account Managers/Customer Success Managers yet another—your RevOps stack is likely spiraling out of control. That’s why at InsightSquared we’ve introduced Lead Automation and Management. Lead Insights.

Contact 156

Contact Leads Lead Activities 156

Customer Experience Matrix

NOVEMBER 19, 2008

My original plan had been to add several marketing automation vendors with significant presence in this market. My original set of products was based on a general knowledge of which companies are most established, plus some consultation with vendors to learn who they felt were their main competitors. Yet there are so many more vendors I could add. The general rule is pretty obvious: pick the vendors that people are most interested in.

Vendor 120

Vendor Experience Customer Vtrenz 120

Marketo

FEBRUARY 26, 2009

If you’re grappling with how to make the right choice, or just looking to make a business case for marketing automation at your company, here’s a new resource from the smart analysts at IDC’s CMO Advisory Practice : a new workbook titled “ Optimizing Marketing and Sales Lead Management with Marketing Automation.”. Improving lead management through process-driven technology. Leveraging marketing automation for lead management, (e.g. “Is

Lead Management 51

Lead Management Marketing Automation Vendor Automation 51

ANNUITAS

JUNE 28, 2012

In our last post , we introduced a list of 9 things marketers need from marketing automation vendors and consultants. We came up with this list to help make sense of “the noise” being generated by software vendors and service providers in the space (yes, we are one of those providers). I was speaking to a client a few weeks ago about the work we’ve been providing on their lead management process development and marketing automation.

Consulting 160

Consulting Vendor Marketing Automation Automation 160

chiefmartech

APRIL 25, 2017

tl;dr — From 2016 to 2017, the marketing automation category of the marketing technology landscape grew yet again, by 36% , from 156 vendors to 212. Why marketing automation, which I crudely lump together with campaign management and lead management products? So here’s the category — click for a larger version — followed by some commentary: There are 212 vendors included in this category, up 36% from 156 in last year’s landscape.

Vendor 60

Vendor Regression Marketing Automation Ads 60

LeadSloth

SEPTEMBER 30, 2010

The past two days I attended the Pardot User Conference , and also presented a session on Lead Nurturing. The sessions were about lead management, lead nurturing, content marketing, social media and Pardot product sessions. One of the most interesting things Pardot does for their own lead management is to give a 60 second look to each and every lead that is sent to sales. To organize a user conference, a vendor needs critical mass.

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Conference Vendor Marketing Automation Automation 122