ViewPoint

JUNE 15, 2016

Sales Lead Management is a complicated process. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making. There may be a half-dozen outside vendors managing some aspects of lead management: Sales Lead Management and Fulfillment Firm.

Lead Management 156

Lead Management Lead Leads Telemarketing 156

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 Management 52

Lead Management Purchase Vendor Question 52

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.

Lead Management 64

Lead Management Process Zoominfo Buyer Personas 64

Modern Marketing

OCTOBER 1, 2018

In a recent report, Gartner evaluated 14 different vendors on their ability to manage the processes associated with CRM Lead Management and Oracle is honored to be named a ‘Leader’ in Gartner’s Magic Quadrant for CRM Lead Management 2018.

Gartner 200

Gartner CRM Lead Management Vendor 200

ViewPoint

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.

Demand Generation 223

Demand Generation Lead Management Process Demand 223

Modern Marketing

SEPTEMBER 6, 2017

One of the most strategic technology investments made by marketing and sales teams today is a marketing automation platform that is sophisticated enough for their unique needs, but flexible enough to easily integrate with their customer relationship management (CRM) system.

Gartner 249

Gartner CRM Lead Management Eloqua 249

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. Why Lead Management. Lead Scoring.

Lead Management 173

Lead Management ROI Lead Leads 173

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.

Demand Generation 120

Demand Generation Lead Management Demand Generation 120

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.

Small Business 200

Small Business Lead Management Business Lead 200

Modern Marketing

SEPTEMBER 14, 2016

Digital marketers are in a constant battle between driving leads and managing their CRM systems. Gartner’s CRM Lead Management report assesses the industry’s leading Marketing Automation platforms. What is CRM Lead Management?

Gartner 246

Gartner CRM Lead Management Lead Qualification 246

Modern Marketing

MAY 6, 2013

by Eloqua | Tweet this The 2013 Gartner Magic Quadrant for CRM Lead Management has been published and Oracle Eloqua is in the Leaders quadrant for the second consecutive year. Click here to download the Gartner Magic Quadrant for CRM Lead Management.

Gartner 216

Gartner Eloqua CRM Lead Management 216

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 163

Vendor Demand Generation Traffic Demand 163

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. But of course let’s not forget that we also have the possibility of vendor relations.

Lead Management 62

Lead Management Lead Capture Trade Show Trade 62

ViewPoint

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.

Vendor 332

Vendor Lead Generation Generation Lead 332

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. •

Vendor 230

Vendor Help Lead Leads 230

ViewPoint

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.

Direct Marketing 170

Direct Marketing Lead Management Telemarketing BANT 170

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 configuration. It can also integrate with Salesforce Web-to-Lead forms.

ActiveConversion 132

ActiveConversion SMB Review Lead Management 132

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 110

Vendor Question Review Customer 110

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?

Content Marketing 197

Content Marketing Buyer's Journey Search Engine View 197

Modern Marketing

FEBRUARY 3, 2014

The surge of connection points that marketers are managing — while challenging to navigate — present additional data sources and offer ways to extend engagement and learn more about customers. report entitled “The Forrester Wave™: Lead-To-Revenue Management Platform Vendors, Q1 2014.”.

Forrester 262

Forrester Vendor Sites Eloqua 262

LeanData

APRIL 11, 2017

The state of lead management. . . LeanData conducted a first-of-its-kind survey, The State of Lead Management , to learn more about how businesses are managing their lead processes. Lead routing isn’t glamorous and is often ignored.

Lead Management 52

Lead Management Survey Differentiation Vendor 52

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

Hubspot

MAY 28, 2012

To make sure that application goes off without a hitch, let's discuss six tips for managing the lead generation and hand-off process so that both teams can meet their SLA goals. Tip # 1: Focus on Both Lead Quality and Quantity. Tip #2: Nurture Leads That Aren't Sales-Ready.

Lead Management 68

Lead Management Lead Nurturing Recency Lead Scoring 68

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 143

Manticore Demand Generation Vendor Demand 143

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 ActiveConversion Loopfuse 120

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 einsof IMPAQT Precience 40

LeanData

APRIL 11, 2017

The state of lead management.?.?. LeanData conducted a first-of-its-kind survey, The State of Lead Management , to learn more about how businesses are managing their lead processes. The responses from 527 sales and marketing professionals indicated that there is an industry-wide struggle when it comes to ensuring leads reach the right people in their organizations for follow-up. Lead routing isn’t glamorous and is often ignored.

Lead Management 40

Lead Management Survey Differentiation Vendor 40

LeanData

APRIL 11, 2017

The state of lead management. . . LeanData conducted a first-of-its-kind survey, The State of Lead Management , to learn more about how businesses are managing their lead processes. The responses from 527 sales and marketing professionals indicated that there is an industry-wide struggle when it comes to ensuring leads reach the right people in their organizations for follow-up. Lead routing isn’t glamorous and is often ignored.

Lead Management 40

Lead Management Survey Differentiation Vendor 40

Modern B2B Marketing

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 57

Lead Management Marketo Buying Cycle Medium 57

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.

Vendor 156

Vendor Podcast Optimization Telemarketing 156

Modern B2B Marketing

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 48

Lead Management Resources Vendor Marketo 48

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

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.

Demand Generation 100

Demand Generation Vendor Demand ReadyContacts 100

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?

Vendor 87

Vendor Regression Ads Marketing Automation 87

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.

Demand Generation 120

Demand Generation Vendor Vtrenz ActiveConversion 120

Modern B2B Marketing

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 55

Lead Management WOM B to B Domain 55

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 159

Consulting Vendor Marketing Automation Automation 159

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 BrightMarket 40

ViewPoint

OCTOBER 5, 2018

No matter what he did, no matter how he spent the company’s money, the CRO would complain about lead quality (and quantity). Marketing was convinced that sales never effectively followed-up on any leads. What is a Lead? These “leads” ended up in a black hole—with $100,000 wasted.

Lead Generation 170

Lead Generation Campaign Generation Lead 170