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Lead Nurturing for Software Trials

LeadSloth

This week someone asked me about lead nurturing for people who signed up for a 30-day product trial (for a SaaS/Cloud software product). Demand Generation Email Marketing lead nurturing 30-day trial auto-responders email best practices product adoption software trialThey signed up.

Why Are Marketing Automation Managers So Hard to Find?

LeadSloth

First of all, in most cases the person is responsible for lead generation , lead nurturing and lead scoring. Even though some vendors have been around for almost 10 years, Marketing Automation is still relatively new. According to Forrester, only 2-5% of B2B firms have invested in full-featured Marketing Automation. But that percentage is rapidly growing. Increasingly, B2B companies realize that Marketing Automation software requires skilled operators.

7 Reasons Why Marketing Automation Projects Fail

LeadSloth

It can be used for email campaigns, drip marketing, lead nurturing, lead scoring, landing page management and for brewing coffee. Part of a good lead management process is knowing exactly who are involved in the sale. Not Enough Leads.

Eloqua Experience 2010

LeadSloth

The courses will focus both on functional topics such as multi-channel campaigns or lead scoring, as well as more strategic Revenue Lifecycle courses. This week I attended the Eloqua Experience, Eloqua’s user conference in San Francisco.

Lead Generation Checklist

You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure

Learn Holistic Lead Nurturing

LeadSloth

Would you like to learn how Lead Nurturing can turn more of your leads into revenue? On a single afternoon in New York City, Silverpop brings together several expert speakers to discuss Holistic Lead Nurturing strategies. See below for an overview of Holistic Lead Nurturing.

Great B2B Email Copywriters: Where Are You?

LeadSloth

Lead Nurturing depends on great content. So good emails can make a big difference in the effectiveness of your lead nurturing program, but the people who can help you with this are hard to find. Not just eBooks, blog posts and webinars, but especially email content.

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5 Questions That Will Double Your Email Response Rates

LeadSloth

Great lead nurturing content starts with great email copy. So I’ve created 5 questions to ask yourself when writing email copy. If you use these questions to optimize your emails, you’ll see a spectacular increase in response rates. Want to see more?

Drip Campaigns: Tips From Marketing Automation Monday

LeadSloth

The topics for these meetings was drip campaigns and lead nurturing. Segmentation on Lead Source and Search Keywords. Also, lead source can give valuable clues to the desired length of the nurturing process. One company measured how long it took from initial lead creation until an opportunity was created: Organic search: 30 days. Interesting enough, once the opportunity was created, it took the same time for the deal to close (6 months), regardless of lead source.

Effective B2B Marketing Content That Will Lead to Sales Growth

Effective marketing content leads to increased sales productivity, more revenue, greater marketing effectiveness and stronger alignment between marketing and sales

Marketing Automation Trends for 2010

LeadSloth

The vast majority of leads generated on a website never have a meaningful conversation with a sales rep. If there is no mechanism to pass the lead back to the marketing team (in an automated or semi-automated fashion), the lead is gone forever. Marketing automation solutions can facilitate remarketing to inactive leads, or so-called lead recycling, which helps drive value from a marketer’s most valuable asset, his or her lead database.

Upcoming Lead Management Events

LeadSloth

This week there are a couple of interesting Lead Management events, so I thought I’d share them with you in a short blog post: Hubspot Show & Tell , new features including lead management, June 8th (tomorrow). MarketingSherpa Lead Management Webinar.

Lead Nurturing Checklist for Marketing Automation

LeadSloth

If you want to make a start with Lead Nurturing, what are the right questions to ask? In this post I present a short checklist of questions to ask before you get started with lead nurturing: Do you want to nurture new leads, existing leads or both?

Assessing The Value of Your Lead Database

LeadSloth

This Wednesday I’m presenting a webinar called “Search and Rescue&# for your lead database , hosted by Loopfuse. It presents a 7-step process to generate revenue from existing leads, who were previously assumed “lost&#.

What is the ROI of Lead Management?

LeadSloth

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.

Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful

Process Turns Marketing Automation Into Revenue

LeadSloth

An example: they determine what their most important customer segments are, what content they need in the different phases of the buying process, and how leads will be routed throughout the organization. Webinar, Tue 10/19: Using Lead Nurturing to Turn More Leads Into Revenue.

Plugging the Leak in the Middle of the Sales & Marketing Funnel

LeadSloth

I’ve recorded an introductory video on lead nurturing and how it can turn more raw leads into qualified leads. Effective lead nurturing will prevent prospects from falling out of the funnel before they are ready to talk to a sales person.

Finding Untapped Revenue in Your Marketing Database

LeadSloth

Lead Nurturing takes a lot of effort, but it’ll pay itself back ten times over. With a solid nurturing strategy you’ll find new sales opportunities from leads who you thought were not interested. But how do you create a solid lead nurturing plan?

7 Steps to Finding Untapped Revenue in Your Marketing Database

LeadSloth

Do you have many leads in your database who have never been followed up on? Attend this webinar to learn how to generate additional revenue from your existing leads. Tags: Webinars lead management b2b marketing b2b marketing university lead nurturing

8 Ways to Create More Effective Lead Generation Programs

Explore key areas you should focus on with your content syndication strategy in order to help you get the attention of your target audience and build trust

ActiveConversion Review - SMB Lead Management

LeadSloth

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. From Web Analytics to Demand Generation.

5 Ways to Use Social Media in Marketing Automation

LeadSloth

Let’s look at the 5 Ways in which Social Media is changing Lead Management and Marketing Automation. Lead Generation. Use your Marketing Automation and CRM systems to see if this traffic converts to qualified leads and sales opportunities. Lead Nurturing.

What Lead Nurturing Content to Send When?

LeadSloth

On Thursday I’m presenting a webinar with Treehouse Interactive , called “Lead Nurturing 101″ One of the registrants sent me the following question: How much of this webinar will be about content, i.e. exactly what to say in each subsequent email in a series designed to move someone from prospect stage to buying stage? What Is Lead Nurturing Content? Lead Nurturing content contains information that prospects need to make a purchase decision.

Social Media & Marketing Automation

LeadSloth

Lead Intelligence. This one is getting more interesting, because it allows you to track Social Media as a lead source, all the way to revenue. Lead Intelligence. Pardot’s Social Insight is focused on Lead Intelligence.

Best CRM for Marketing Automation: Salesforce.com, Microsoft or Oracle?

LeadSloth

The minimum level of integration is bidirectional synchronization of contacts and leads. If they see campaign history, email responses and web visits, they get a much better picture of the needs of that particular lead.

Sales 2.0: Marketing Automation & Salesforce Chatter

LeadSloth

Lead Tracking and alerts are nothing new in Marketing Automation. With Chatter, sales people can subscribe to activity updates of specific leads, or groups of leads. chatter lead tracking sales and marketing alignment salesforce.com.Today I’m at the Sales 2.0

Hubspot Review

LeadSloth

Both groups will use HubSpot to generate more inbound leads, but they have vastly different requirements. With the improved Lead Manager, you could even use HubSpot as your CRM system.

Social CRM, Inbound Marketing and Marketing Automation

LeadSloth

Some of the new social CRM features help sales people identify more opportunities, get more background information on existing leads and facilitate intra-company collaboration ( see earlier post ). After – Once leads are sales-ready, they are passed on to the sales team.

B2B Marketing Events 2010

LeadSloth

What are the key events to attend when you’d like to learn more about B2B Marketing, Marketing Automation, Lead Management? Conference also covers Lead Management. They have high-quality presentations on both lead generation and lead management.

B2B Marketing Analytics

LeadSloth

This is the flawed but still-important number of inquiries (raw leads), plus the number of qualified leads. You can use lead scoring or a phone call to see whether a lead matches your ideal lead profile. If yes, you have a qualified lead.

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9 Marketing Automation Metrics

LeadSloth

Marketing-qualified leads (MQL), definition should be established together with sales. sales accepted leads (SAL), formally accepted by sales. sales qualified leads (SQL), evolved into an opportunity. An MQL is also called a sales-ready lead.

Are You Old Enough for Inbound Marketing?

LeadSloth

So I created a non-scientific poll on LinkedIn asking: “Do you use Inbound Marketing for B2B Lead Generation?&#. The tech industry is known for inventing new names for existing things, mainly to promote their own company.

Inbound Marketing Automation

LeadSloth

In my opinion any B2B company needs both Inbound Marketing and Marketing Automation: the first to get in touch with new prospects, the second to move those leads through the funnel from suspects to sales-ready leads. calculating a lead score until the prospect is sales-ready.

Social Media for B2B Lead Generation

LeadSloth

She got a 400% increase in leads! We started talking and he asked me to write a post about using Social Media for B2B Lead Generation, as LeadSloth has done a fair bit of work in that area. I could only use 1,000 words, and in my opinion Blogging, LinkedIn and Twitter are the powerhouses of social media for B2B lead generation. “The benefit of LinkedIn is that it is a business-focused social network, so it’s usually a source of very qualified leads.&#.

Measure Your ROI on Social Media Leads

LeadSloth

Lead Source Measurement Needs Improvement. It ties into existing identified visitor tracking functionality (so clicks on GURLs and the entire web session are added to the lead record as metadata). The one feature I would like to add is the ability to associate links to specific campaigns, so you can see which lead sources were most effective for a particular campaign (Marketo’s approach covers this, but is not so easy to use).

Review of FormAssembly Form Builder

LeadSloth

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.

Impressive Marketo User Summit

LeadSloth

I attended the advanced track, and it was a nice combination of detailed feature descriptions and lead management best practices. They covered the main parts of the Marketo application: Lead Database, Design Studio, Marketing Activities and Analytics. Forrester Lead Management Overview. After that, Andre Pino, the new Forrester B2B Marketing principal analyst gave a nice overview of lead management. Tags: lead management marketing automation

MarketingSherpa B2B Marketing Summit

LeadSloth

Again, they have created a great program for B2B Marketers, covering both lead generation and lead nurturing strategies. DIY Lead Scoring – Melissa Centrella from Virgin HealthMiles. Tags: events lead management marketingsherpa San Francisco: October 4-5 / Boston: October 25-26. Just like last year, I will be a blogging partner for MarketingSherpa's B2B Marketing Summit.

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Email Newsletters: a Best Practice That Needs to Die

LeadSloth

Today, I’m working on my presentation for Monday’s lead nurturing webinar 7 steps to finding untapped revenue in your marketing database , where I’m presenting real best practices. That made me think: in lead nurturing, are there any common “best practices&# that are actually ineffective? Learn How to Create Effective Lead Nurturing Campaigns. Tags: Email Marketing lead nurturing