Envy

MARCH 4, 2021

B2B lead nurturing is crucial for driving conversions and revenue scientifically and removing "gut instinct" from the equation. These B2B lead nurturing nuggets will help you tweak your funnel for better results. 74% of companies say converting leads is their TOP PRIORITY. B2B lead nurturing isn't a "nice to have" anymore.

Lead Nurturing 107

Lead Nurturing Sales Management Lead Scoring Lead Ranking 107

Only B2B

MARCH 13, 2024

It can be hard to know if your content is generating leads or boosting brand awareness. Monitor lead generation forms completed by visitors arriving from syndicated content. Essential Tools for Data Collection: Marketing automation platforms like HubSpot and Marketo are invaluable tools for B2B marketers.

ROI 71

ROI Marketing Budget Creation B2B Thought Leadership B2B 71

The Point

OCTOBER 14, 2010

Earlier this week, Marketo , the marketing automation company, held its second ever user conference in San Francisco. From Marketo’s perspective, I understand the need to frame marketing automation in ever more mission-critical terms. Enable sales reps to turn off lead nurturing for specific prospects from within the CRM system.

Marketo 100

Marketo Impressions Demand Generation Agencies Lead Nurturing 100

ViewPoint

MARCH 19, 2018

It’s no longer enough, she realized, to just take the CRM or marketing automation system stats and determine where to spend the company’s growing marketing budget in order to find qualified leads and buyers. She now has a quota for raw inquiries, qualified leads, and revenue by product tied to marketing campaigns and various website stats.

Marketing Management 197

Marketing Management Analytics Budget Programs Marketing Automation Services 197

Martech

DECEMBER 9, 2021

But performance is still measured in terms of qualified leads. Successful engagement metrics, in my mind, would include things like time spent with relevant content, white paper downloads, attendance at webinars and level of participation. There’s a disconnect here. Brewster Stanislaw joins Demandbase as Chief Product Officer.

CPO 106

CPO DemandBase CMO Sales Qualified Leads 106

SnapApp

MAY 4, 2017

You might remember it as the week that both Marketo and Oracle/Eloqua hosted their massive marketing conferences, one in San Francisco and one in Las Vegas. . Lead-gated white papers may not be dead, but they are on life support. We gave away 300 Mimosas in about 90 minutes at Marketo. Mimosas for the win.

Marketo 67

Marketo Eloqua Marketing Automation Services Account Based Marketing 67

The Point

SEPTEMBER 29, 2011

When sales teams need marketing to help them make their numbers, the natural response is to go fishing for hot leads. This requires a constant re-loading of the sales funnel with new, expensive leads. In contrast, for Marketo, the proportion of sales derived from slow leads is an astounding 50 percent.

Sales Qualified Leads 100

Sales Qualified Leads Lead Scoring Lead Ranking Leads 100

The Point

OCTOBER 30, 2013

A client asks: “I notice that you’re recommending we gate our offer content behind landing pages as part of the lead nurturing campaign. If you send the prospect directly to the content (say, a white paper) upon him or her clicking in the email, how confident can you be that the individual is expressing an active interest in your topic?

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Ranking Landing Pages 100

The Mx Group

MAY 5, 2017

At the Marketo Marketing Nation Summit! The event was full of great insights, but as a marketing automation specialist, I was most interested in the keynote by Marketo CEO Steve Lucas. So make sure you know which leads are sales-ready by using lead scoring. Lead grading shows how closely leads match Sales’ ideal prospect.

Marketo 63

Marketo Marketing Automation Services Lead Scoring Marketing Automation 63

Adobe Experience Cloud Blog

OCTOBER 8, 2020

Most companies in the technology sector evolve in a very competitive environment, and leads generated by Marketing represent more than 50% of the opportunities signed by sales representatives. What content do you have at your disposal (white paper, thought leadership , demo videos, etc )? How often do you publish new content ?

Marketing Automation Services 129

Marketing Automation Services Multi-Touch Attribution Marketing Automation Relevance 129

NuSpark Consulting

AUGUST 23, 2018

One of our client’s guest blogging objectives is to generate increased organic traffic to their website that will convert into leads. White Papers and E-Books. The goals for white papers and e-books can be to: Generate qualified leads. If your goal is to attract leads, it’s easy to measure.

Lead Ranking 100

Lead Ranking Lead Scoring B2B Thought Leadership Marketing Qualified Leads 100

The Point

JANUARY 21, 2014

I would a) break it up into 2 paragraphs at minimum, and 2) tie the copy back to the offer in action-oriented terms, as in: “In a new white paper from Forrester, learn how …”. The number of leads was so impressive it gained the attention of Executive Staff. This could also be a way to break up the first paragraph (see above.)”.

Demand Generation Agencies 100

Demand Generation Agencies Advertising Agencies Campaigns Marketo 100

SmartBug Media

FEBRUARY 10, 2020

We also know that, as marketers and salespeople, we need to understand where our prospects are in the sales process in order to utilize appropriate strategies, and lead scoring helps you make that a reality. What Is Lead Scoring? Lead Scoring Disclaimer. Lead scoring is not a process that can be done by marketing alone.

Lead Scoring 19

Lead Scoring Lead Ranking Marketo Sales Qualified Leads 19

The Point

NOVEMBER 16, 2011

In a recent post , the folks over at Silicon Angle applied their usual insightful analysis to the results of an industry survey by marketing automation company Pardot , a survey that reports fully 42 percent of respondents (all B2B Marketers) have failed to generate any leads from their social media campaigns. Here they are, in a nutshell: 1.

Social Media 100

Social Media Demand Generation Agencies Media Leads 100

Webbiquity

FEBRUARY 14, 2010

Marketing automation provider Marketo has just published The Definitive Guide to Lead Nurturing , a white paper that provides real value, covering the lead nurturing process from the basic how and why through ROI measurement. Note: this post was originally published on the WebMarketCentral blog in August 2009.

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Ranking Sales Qualified Leads 100

Adobe Experience Cloud Blog

OCTOBER 12, 2015

That is why Marketo has teamed up with Harvard Business Review Analytic Services to try and figure out this multi-headed monster. On Oct 20 th we will release a white paper that addresses the essential question we are all asking: “How do I create the marketing organization of the digital age?”. It is a challenge.

Marketo 48

Marketo Work Management Marketing Management Multi-Channel 48

The Point

JULY 13, 2012

Which leads to another question: do certain types of campaigns even need an offer in the first place? Take lead nurturing : is it strictly essential that every lead nurturing touch include a specific, gated, call to action? I have my concerns, however, about extending it to lead nurturing and the email medium.

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Ranking Campaigns 100

Full Circle Insights

SEPTEMBER 12, 2022

By personalizing the approach to specific accounts, companies using ABM show their prospects that they understand the challenges they’re facing, which increases engagement and leads to more sales. Aligning sales and marketing is about more than having happy team members– it also leads to a more consistent customer experience.

Account Based Marketing 98

Account Based Marketing ABM Full Circle Insights Ideal Customer Profiles 98

PathFactory

JUNE 29, 2020

To achieve this, I want to introduce you to a tactic that will garner more repeat engagement from the leads you’ve generated from any channel. Using this method, we were able to encourage our most engaged leads to come back to our content for an additional 183% more engagement. How to make it happen in PathFactory + Marketo.

Campaigns 52

Campaigns Marketo Sales Qualified Leads Lead Scoring 52

Walker Sands

FEBRUARY 8, 2022

After identifying the need for a more sophisticated tracking and integration, Sendbird also looked to Walker Sands to play a key role in its Marketo standup, which included optimizing lead scoring, establishing integrations for paid campaign tracking, and advancing data enrichment and integrity.

CMS Development 98

CMS Development Demand Generation Agencies Work Management Advertising Agencies 98

The Point

AUGUST 10, 2009

When marketing automation vendor Marketo released their “Definitive Guide to Lead Nurturing” last week (see earlier post) they knew pretty quickly they had a hit on their hands. Think about it: that’s 1,000 sales leads (and make no mistake, that’s what they [.].

SEM 100

SEM Content Marketing Marketing Automation Services Marketo 100

SmartBug Media

APRIL 4, 2022

As marketers, our job is to help our sales teams find high-quality leads. You may use outbound marketing to try and catch your audience’s attention, or you might use inbound marketing to attract leads to your website. These leads are perfect for your sales team because they’re already hot! What Is Intent Data?

Intent Data 98

Intent Data Intent DemandBase Account Based Marketing 98

The Point

FEBRUARY 27, 2012

In the early stages of a recent client engagement, it became apparent that the schema already in place to determine and assign lead scores was, well: broken. The basic lead scoring recipe is typically a variation on the following: * assign positive scores for desired behavior or demographics (e.g. download trial version).

Lead Scoring 100

Lead Scoring Lead Ranking Sales Qualified Leads Leads 100

Sales Engine

FEBRUARY 25, 2016

The good news is that as technology such as marketing automation advances, creating a more individualized marketing communications program that leads to sales conversations is becoming more real. It’s no wonder that Marketo, Hubspot and others consistently talk about content development strategies on their blogs and in their webinars.

Acquisitions 149

Acquisitions Webinar Metrics Marketing & Strategy Marketing Automation Services 149

Leadspace

MAY 3, 2017

We gained an insight into some of those pearls of wisdom at Marketo’s Marketing Nation Summit earlier this week. Senior marketing thought-leaders from our partners at Marketo, Microsoft and Facebook, joined us for a thought-provoking panel, chaired by Leadspace CEO Doug Bewsher, on how to run killer advertising and demand gen campaigns.

Demand 76

Demand Advertising Agencies Marketo Domain 76

Marketing Insider Group

AUGUST 4, 2015

One new set of insights published by DemandGen Report and Marketo is the 2015 Demand Gen Report Benchmark Study. Registration required – no they didn’t ask me for a promo, but I respect a good lead capture!). You may think webinars, events, and white papers are great top-of-funnel lead generation tactics.

Top of Funnel 100

Top of Funnel B2B Marketing Buyer Personas Peer-to-peer 100

ANNUITAS

FEBRUARY 27, 2014

You cannot purchase Marketo or Pardot or any of the other multitude of solutions available and expect to suddenly see a tremendous increase in the volume or quality of leads. Webinars, white papers and videos do not constitute a strategy. So let’s be clear on what a Demand Strategy is not….

Demand 100

Demand Webinar Metrics Buyer Personas Marketing & Strategy 100

SmartBug Media

NOVEMBER 3, 2020

In order of simplest to most advanced, these include: Opportunity lead source. Opportunity Lead Source. Lead source” is a native system drop-down field on lead records. Things get murkier when multiple leads are entered into Salesforce from the same person (email address). UTM tracking. Salesforce campaigns.

Multi-Touch Attribution 105

Multi-Touch Attribution Lead Ranking Marketing Attribution Full Circle Insights 105

KoMarketing Associates

APRIL 25, 2013

Lead generation is at the top of almost every B2B marketer’s responsibility list. Generate more leads, generate better leads, and improve the rate to which lead opportunities turn into closed wins for the sales teams. Marketo is considered a leader in the lead management / marketing automation industry.

Search Engine Marketing 120

Search Engine Marketing Marketing Automation Services Search Marketing Marketing Automation 120

Sales Engine

FEBRUARY 25, 2016

The good news is that as technology such as marketing automation advances, creating a more individualized marketing communications program that leads to sales conversations is becoming more real. It’s no wonder that Marketo, Hubspot and others consistently talk about content development strategies on their blogs and in their webinars.

Acquisitions 120

Acquisitions Webinar Metrics Marketing & Strategy Marketing Automation Services 120

Adobe Experience Cloud Blog

OCTOBER 18, 2017

Many marketers understand the power of implementing automated drip campaigns to turn leads into customers by moving them through the sales cycle. Smart marketers know that it’s easier and more cost effective to sell to existing customers than it is to cultivate new leads. How much easier and more effective?

Campaigns 215

Campaigns Thought Leadership Marketing Automation Services CAN-SPAM 215

Conversica

JUNE 22, 2022

Marketing automation allows Marketers to disseminate information through blog posts, white papers, social media, email, and a variety of other avenues. The value of technology to the company has grown exponentially because there’s clear evidence that the output of marketing collateral converts prospects and leads to customers.

Cost 52

Cost Digital Marketing Funnels Top of Funnel Funnel Advertising 52

Adobe Experience Cloud Blog

MAY 30, 2017

Employee advocacy allows you to fast forward your social media marketing strategy by empowering employees to share organic content across their personal profiles, in turn, driving brand awareness , engagement, and lead generation. For example, tracking leads, cost per lead, and closed deals will help you identify the program’s true ROI.

Webinar Metrics 133

Webinar Metrics Ad Building B2B Thought Leadership Peer-to-peer 133

The Point

MARCH 25, 2016

Marketo, Pardot) with your Webinar platform (e.g. Doing so not only eliminates tiresome manual transfer of registration data, but also gives you greater flexibility in the design and branding of campaign assets like registration pages, leading to increased conversion rates and more registrations. Citrix, Webex.)

Webinar Metrics 100

Webinar Metrics SEM Marketo Marketing Automation Services 100

Adobe Experience Cloud Blog

OCTOBER 28, 2010

A great addition to Marketo’s Resources has been the Spear Marketing Group white paper, Top 10 Tips for Lead Nurturing Success , written by Howard Sewell. Not only is it a helpful resource when starting your lead nurturing , it also embodies and reinforces so many Marketo best practices.

Lead Nurturing 48

Lead Nurturing Lead Scoring Lead Ranking Sales Qualified Leads 48

Ambal's Amusings

JANUARY 21, 2010

One of the goals of marketing is to generate leads. What is the next logical step once you have managed to get high quality leads? Yes, getting those leads into the sale pipeline. Salespeople need leads—right now. How do marketers overcome this roadblock? So marketing tries to feed the pipe.

Sales Qualified Leads 100

Sales Qualified Leads Lead Scoring Lead Ranking Marketing Leads 100

Adobe Experience Cloud Blog

MARCH 22, 2018

Nothing says, “I’m not listening” like getting an automated email about a free trial that a lead already signed up for with a sales rep. These AI-powered marketing programs can crawl your site for blog articles, case studies, white papers, ebooks, videos, etc. Agree on Qualified Leads and Accounts from the Beginning.

Marketing AI 134

Marketing AI Ideal Customer Profiles Lead Scoring Lead Ranking 134