The Point

OCTOBER 30, 2013

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? Here’s why: 1. A click is not a response. People click on a whim, out of idle curiosity, even by accident.

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Ranking Landing Pages 100

Ambal's Amusings

NOVEMBER 12, 2010

Her company Marketing Interactions helps companies with complex sales and quantify marketing effectiveness by using interactive e-marketing strategies driven by compelling content. She empowers her clients to create customer-centric nurturing programs that leverage strategic story development to engage prospects until they are sales ready.

ROI 100

ROI Top of Funnel Work Management Marketing Management 100

The Point

FEBRUARY 27, 2012

The most glaring symptom was the absurdly high scores: hundreds of contacts had lead scores of more than 1,000, even though the supposed threshold for a sales-ready lead was a mere 100 points. Once a contact’s lead score exceeds the threshold value for sales-readiness or “hot lead,” any further increase ceases to have much relevance.

Lead Scoring 100

Lead Scoring Lead Ranking Sales Qualified Leads Leads 100

SnapApp

OCTOBER 16, 2015

Bringing your solution to life is one of the most important hurdles for a successful sales conversation. is a common spoken and unspoken question from prospects, and sales organizations that can tell the right story or demonstrate value through content get to that “a-ha” moment much faster. Want to accelerate sales like Qvidian?

Lead Ranking 48

Lead Ranking Marketing Automation Services Marketing Management Content 48

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. Lead scoring is not a process that can be done by marketing alone. What Is Lead Scoring? Lead Scoring Disclaimer.

Lead Scoring 19

Lead Scoring Lead Ranking Marketo Sales Qualified Leads 19

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

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. That’s math anyone can understand and it’s a process that begins with onboarding new customers. Serving your customers relevant content can help move them closer to another sale.

Campaigns 215

Campaigns Thought Leadership Marketing Automation Services CAN-SPAM 215

Ambal's Amusings

JULY 22, 2010

Her company Marketing Interactions helps companies with complex sales and quantify marketing effectiveness by using interactive e-marketing strategies driven by compelling content. She empowers her clients to create customer-centric nurturing programs that leverage strategic story development to engage prospects until they are sales ready.

B2B Marketing 100

B2B Marketing Planning B2B Trade Show 100

Ambal's Amusings

MAY 27, 2010

" Match Content to the Buying Process " Ardath Albee's Bio. Her company Marketing Interactions helps companies with complex sales and quantify marketing effectiveness by using interactive e-marketing strategies driven by compelling content. Ardath’s book, eMarketing Strategies for the Complex Sale is now shipping!

B2B Marketing 100

B2B Marketing Content Marketing B2B Planning 100

Ambal's Amusings

FEBRUARY 3, 2010

" Gordon Graham is That White Paper Guy , an award-winning writer who helps B2B technology firms tell their stories with crisp, compelling white papers. Many will use B2C tactics like branding for B2B marketing. and not a sales pitch. Hint: Tips, webinars, and white papers.).

Paper 100

Paper Content Marketo Consulting 100

Ambal's Amusings

AUGUST 27, 2010

Pick two pieces of content(ebook, white paper, flash video, total cost of ownership calculator) that you consider outstanding - 1 example of a B2B Marketing content addressed to a Technical Decision Maker and 1 B2B Marketing content addressed to a Business Decision Maker" Read on to get their insights. Ardath Albee's Tip.

Work Management 100

Work Management Marketing Management B2B Business 100

Conversica

OCTOBER 9, 2018

The following tips will provide a framework that you can use to evaluate your email marketing approach and revisit best practices. If your emails are sent to the right person at the wrong time, the chances of conversion are lower than if the same person receives a message at the right time in their buying process. Segmentation.

Conversion Rate 59

Conversion Rate Email Marketing Marketing Management Conversion 59

Vidyard

JULY 7, 2016

So I actually started my career as an inside sales rep at a startup in the early 90s when Windows 3.1 We don’t have to worry about having the Heinz Marketing sales kickoff and sales training events every year, and a big strategy planning initiative that puts everyone in a standstill and neutral for a quarter.”.

Sales Management 60

Sales Management Marketing Automation Services Demand Generation Agencies Ad Building 60

Webbiquity

MAY 23, 2011

Recently, that’s begun to change a bit as blogs like TopRank and Marketo have highlighted b2b social media success stories. First, social media activities more often influence a sale (by helping with awareness and branding objectives, for example) than lead directly to one in the B2B world. Tactics (Primary).

Social Media 100

Social Media Media Case Study Case Studies 100

Adobe Experience Cloud Blog

SEPTEMBER 19, 2010

Management could understand these metrics. It was easy for the VP of Sales to see my results via a dashboard in the CRM system. Well, that is unless you were a sales rep. Your sales reps know this. Here at Marketo, we use lead nurturing and scoring to help us identify when someone is ready to buy.

Sales Management 48

Sales Management Paid Content Inbound Marketing Work Management 48

Adobe Experience Cloud Blog

OCTOBER 25, 2012

by Dayna Rothman We had a great webinar last week on content marketing with Toby Murdock, CEO and Co-Founder of Kapost , and Jason Miller, Social Media Strategist at Marketo. Shouldn’t white papers be gated? At Marketo we typically only put industry and analyst reports in front of a gate and sometimes mid-stage content.

Top of Funnel 48

Top of Funnel Content Marketing Lead Scoring Lead Ranking 48

Ambal's Amusings

APRIL 29, 2010

We asked B2B Marketing experts: " How should B2B marketers balance the need for free content (helpful for prospects decision making) Vs. the need to have content that produces a steady flow of good leads (that can directed to sales team)? Ardath’s book, eMarketing Strategies for the Complex Sale is now shipping!

Top of Funnel 100

Top of Funnel Marketing Automation Services Webinar Metrics Content Marketing 100

Ambal's Amusings

DECEMBER 17, 2009

Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. Marketo's Modern B2B Marketing. Brian Carroll's book Lead Generation for the Complex Sale. Mapping Content to the Buying Process - Slidecast. Sales Lead Expert’s Learning Center. Marketing and Sales Alignment – Marketo eBook (New!).

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management B2B Thought Leadership 100

Ambal's Amusings

OCTOBER 15, 2009

Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. Marketo's Modern B2B Marketing. Brian Carroll's book Lead Generation for the Complex Sale. Sales Lead Expert’s Learning Center. Marketing and Sales Alignment – Marketo eBook (New!). Tune and refine the buying process. Ardath Albee.

ROI 100

ROI B2B Marketing Paid Search Agency Planning 100

Adobe Experience Cloud Blog

JANUARY 6, 2017

At Marketo, we finished the year by running a social countdown, called #marketocountdown , that highlighted some of the top influencers to follow so you can stay up to date on trends, tips, and best practices. He hosts the Social Media Marketing podcast and is the author of Launch and Writing White Papers. Matt Heinz.

B2B Thought Leadership 0

B2B Thought Leadership Social Media Thought Leadership Storytelling 0

Ambal's Amusings

FEBRUARY 18, 2010

Her company Marketing Interactions helps companies with complex sales and quantify marketing effectiveness by using interactive e-marketing strategies driven by compelling content. She empowers her clients to create customer-centric nurturing programs that leverage strategic story development to engage prospects until they are sales ready.

Demand Generation Agencies 100

Demand Generation Agencies Paid Search Agency Emarketing Inbound Marketing 100

Ambal's Amusings

JANUARY 21, 2010

What is the next logical step once you have managed to get high quality leads? Yes, getting those leads into the sale pipeline. We have invited B2B Experts to shed light on the following question: " What is the biggest roadblock to converting marketing leads into the sales pipeline? Ardath Albee's Tip. Short Termism.

Sales Qualified Leads 100

Sales Qualified Leads Lead Scoring Lead Ranking Marketing Leads 100

The Point

SEPTEMBER 19, 2012

However, that doesn’t mean that your nurturing program should end just because the trial period expired and you didn’t get the sale. Depending on the response you get (particularly if the response is: “I just haven’t had the time”), you can trigger a follow-up call from inside sales.

Telemarketing 100

Telemarketing Marketing Automation Services Lead Nurturing Work Management 100

The Point

JULY 13, 2012

As further context, the 4-1-1 Rule that Jon references is a principle intended for Twitter and credited to Tipping Point Labs and Joe Pulizzi of the Content Marketing Institute. Is lead nurturing always about generating measurable response, increasing lead scores, progressive profiling, and moving leads to sales? Not so much.”.

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Ranking Campaigns 100

Ambal's Amusings

MAY 12, 2010

" Stephanie Tilton is a seasoned white paper and case study writer who helps B2B companies advance the sales cycle by engaging prospects and customers. eMarketing Strategies for the Complex Sale. Click and download FREE eBook from Marketo and ClickDocuments. Tags: Tips and Techniques. Stephanie Tilton.

Microsite 100

Microsite Buyer Personas Buying Cycle Emarketing 100

Marketing Insider Group

JANUARY 24, 2013

Marketo – Marketo.com – Marketing software. Marketing automation, social campaigns, inbound marketing, sales apps, ROI reporting – all in one place. BtoBsocialmedia – BtoBSocialMedia (b2b) offers daily tips on using Twitter, Facebook and other social media to increase brand awareness and social influence.

Twitter 100

Twitter Demand Generation Agencies Paid Search Agency B2B Marketing 100

SnapApp

FEBRUARY 23, 2016

As an event marketing manager, sometimes you look at your calendar and just think that you're crazy. '” Discussing that the way people are buying has changed, and B2B companies need to adjust their selling processes. Here are some snapshots of Heidi’s main tips & tricks from her presentation : Content.

B2B Marketing 48

B2B Marketing Peer-to-peer Top of Funnel Microsite 48

Adobe Experience Cloud Blog

MAY 30, 2010

In fact, a recent eMarketer report found that 40% of executives surveyed said integrating the two tactics is their No. To combine the two tactics, email subscribers can be encouraged to not only forward content via email, but also share it via Facebook, Twitter, StumbleUpon and other sites. Take lead management to the next level.

B2B Marketing 48

B2B Marketing Marketing Strategy Marketing & Strategy Marketing Management 48

Ambal's Amusings

MARCH 18, 2010

Her company Marketing Interactions helps companies with complex sales and quantify marketing effectiveness by using interactive e-marketing strategies driven by compelling content. She empowers her clients to create customer-centric nurturing programs that leverage strategic story development to engage prospects until they are sales ready.

Viral Marketing 100

Viral Marketing B2B Marketing Campaigns B2B Thought Leadership 100

SnapApp

FEBRUARY 22, 2016

As an event marketing manager, sometimes you look at your calendar and just think that you're crazy. Discussing that the way people are buying has changed, and B2B companies need to adjust their selling processes. In this behind the scenes session, Vanessa discussed how SnapApp turned one white paper into a 17 week campaign.

B2B Marketing 48

B2B Marketing Peer-to-peer Top of Funnel Microsite 48

Adobe Experience Cloud Blog

FEBRUARY 2, 2012

by Maria Pergolino Demand Generation Managers are responsible for finding and executing the program mix that is going to drive revenue for their organization. This includes selecting programs that are going to identify new leads and campaigns that are going to cause current leads in the system to move farther down the funnel.

Budget Programs 48

Budget Programs Enterprise Management Work Management Marketing Management 48

Vidyard

FEBRUARY 4, 2014

You might be releasing top-of-funnel content to boost brand awareness, but you’re probably looking for increasingly measurable ways to tie your videos to ROI. Similar to other pieces of content, this lead capture method is best suited to mid-funnel videos, as it does require some buy-in from the viewer. It’s win-win.

Top of Funnel 63

Top of Funnel Video Marketing Lead Scoring Lead Ranking 63

thePoint

MAY 25, 2018

Note: management might push you towards certain people – however, my experience is that you find those with the best insight in unusual places (e.g., a customer service rep, salesperson, or a savvy engineer that goes to a lot of conferences), so cast a wide net. You must have a least one strong advocate in sales leadership.

Paid Search Agency 40

Paid Search Agency Work Management Sales Management Marketing Management 40

Adobe Experience Cloud Blog

DECEMBER 7, 2009

This B2B email marketing strategy ebook from Marketo offers insight on how to nurture leads successfully through email marketing. Tips include how to write effective copy, what to know about email clients, how to create effective subject lines, and how to target messages through segmentation. The New Rules of Sales Enablement.

Demand Generation Agencies 48

Demand Generation Agencies B2B Marketing Marketing Strategy Marketing & Strategy 48

Adobe Experience Cloud Blog

JANUARY 9, 2012

Before the arrival of digital marketing tools, direct marketers measured response through unique phone numbers, coupon redemption, sales from a specific promotion, and other means. The latter will help you determine return on investment for your lead generation and lead management experiments. Test the offer. Ready for more ideas?

Lead Generation 48

Lead Generation Lead Scoring Lead Ranking Generation 48

Adobe Experience Cloud Blog

JULY 16, 2013

Accelerator Campaigns are used to move leads through the funnel faster by sending purposeful content at the right time. Here are some quick tips to incorporate accelerator campaigns in your marketing strategy: Start Small. Use scoring and sales alerts to route engaged leads for immediate follow-up. Email Marketing'

Campaigns 48

Campaigns Eye-Tracking Marketo Thought Leadership 48

Adobe Experience Cloud Blog

FEBRUARY 15, 2011

by Maria Pergolino Marketing studies have shown that 93% of B2B buyers begin their buying process using the Internet. Include a mock-up of the white paper or photo of the webinar presenter. Use these tips to build the most efficient landing page for lead generation and fueling the sales funnel.

Landing Pages 48

Landing Pages Lead Generation Optimization Lead Scoring 48