The Point

OCTOBER 14, 2010

Earlier this week, Marketo , the marketing automation company, held its second ever user conference in San Francisco. For one, I can report that no companies are coming to our firm asking us to help them align sales and marketing. 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

AT Internet also has a wide range of white papers to guide and teach the uninitiated. White Paper Review: Marketo's Marketing Metrics Guide - Must Reading. I have no axe to grind on this subject, but I do know that: Talking about ROI isn’t enough. Does Marketing Own the Pipeline? About the Author.

Marketing Management 197

Marketing Management Analytics Budget Programs Marketing Automation Services 197

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. And boy did the events deliver!

Marketo 67

Marketo Eloqua Marketing Automation Services Account Based Marketing 67

Adobe Experience Cloud Blog

MARCH 22, 2018

AI technologies are also creating key internal opportunities that drive better alignment between marketing and sales resulting in an increase in revenue and a healthy pipeline. Let’s look at five ways AI can help marketing and sales continue to tear down silos. Support Sales with Relevant Customer Experiences.

Marketing AI 134

Marketing AI Ideal Customer Profiles Lead Scoring Lead Ranking 134

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. Too-early sales contact is frustrating for both buyers and salespeople. So make sure you know which leads are sales-ready by using lead scoring.

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

Sales Engine

FEBRUARY 25, 2016

Since the days of buying lists and blasting them sales messages are mostly gone, creating experience through content is becoming more necessary than ever before. 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

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. ABM works best when marketing and sales collaborate. Better alignment between marketing and sales teams.

Account Based Marketing 98

Account Based Marketing ABM Full Circle Insights Ideal Customer Profiles 98

SmartBug Media

APRIL 4, 2022

As marketers, our job is to help our sales teams find high-quality leads. These leads are perfect for your sales team because they’re already hot! If you’re unfamiliar with intent data , you’ll soon realize how critical it can be to growing your marketing efforts and sales pipeline. What Is Intent Data?

Intent Data 98

Intent Data Intent DemandBase Account Based Marketing 98

Adobe Experience Cloud Blog

FEBRUARY 11, 2020

They are providing thoughtful, relevant interactions that answer complex customer needs –– without the customer having to speak to a sales representative directly. Leaders who focus on better experiences –– and improved service –– over sales, reap the benefits. Second, let visitors fill out forms to access white papers or eBooks.

Lead Generation 174

Lead Generation Lead Ranking Ideal Customer Profiles Lead Scoring 174

Sales Engine

FEBRUARY 25, 2016

Since the days of buying lists and blasting them sales messages are mostly gone, creating experience through content is becoming more necessary than ever before. 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

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 [.]. Within 6 hours, 1,000 people had registered and downloaded the guide.

SEM 100

SEM Content Marketing Marketing Automation Services Marketo 100

Envy

MARCH 4, 2021

Marketing automation platforms like HubSpot, Marketo, and Pardot offer automated lead nurture workflows as a series of emails, each with a clear CTA. The platform automatically scores leads according to the actions they take, and then sends the appropriate follow-up email or triggers a call from a sales rep.

Lead Nurturing 107

Lead Nurturing Sales Management Lead Scoring Lead Ranking 107

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

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

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. It needs the input of the sales team to define a qualified lead. Lead Scoring Disclaimer. How Does Lead Scoring Work?

Lead Scoring 19

Lead Scoring Lead Ranking Marketo Sales Qualified Leads 19

Leadspace

JANUARY 17, 2017

B2B Marketing and Sales leaders are constantly looking for the next innovative method to give them a competitive edge – particularly in driving revenue for their business. Having created numerous products that leverage massive volumes of data in the marketing and sales space, I continue to hear many questions on this subject.

Intent Data 67

Intent Data Lead Ranking Intent Marketing Automation Services 67

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. Provide them with all the information they need to get started then offer a link to supporting content or access to educational content such as a white paper or ebook.

Campaigns 215

Campaigns Thought Leadership Marketing Automation Services CAN-SPAM 215

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. You may think webinars, events, and white papers are great top-of-funnel lead generation tactics. Once they’re passed to sales, our job isn’t done. Being Top-Heavy. Top-of-the-funnel heavy, that is.

Top of Funnel 100

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

Conversica

JUNE 22, 2022

Shifting perspectives from the former to the latter could improve the relevance of your Marketing team and improve outcomes for the Sales team. Marketing automation allows Marketers to disseminate information through blog posts, white papers, social media, email, and a variety of other avenues. Marketing as a Cost Center.

Cost 52

Cost Digital Marketing Funnels Top of Funnel Funnel Advertising 52

SmartBug Media

NOVEMBER 3, 2020

For marketers—especially those in B2B and/or who have a long sales cycle— campaign attribution is critical to understanding which channels are winners and which are dead weight. Without knowing which of your campaigns are driving sales, you don’t know which marketing channels you should be adding budget to or subtracting budget from.

Multi-Touch Attribution 105

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

KoMarketing Associates

APRIL 25, 2013

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. Companies can expect three core benefits: more pipeline, more productive sales reps, and higher revenue.

Search Engine Marketing 120

Search Engine Marketing Marketing Automation Services Search Marketing Marketing Automation 120

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

Adobe Experience Cloud Blog

MAY 30, 2017

For a more complete picture of how advocacy impacts sales, you can integrate your employee advocacy platform with your engagement platform /marketing automation and CRM to see how leads collected by employees turn into revenue by sales. Understand which Content Types will be Shared.

Webinar Metrics 133

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

Heinz Marketing

MARCH 21, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Welcome, everyone, to another exciting episode of the Sales Pipeline Radio.

Work Management 69

Work Management Marketing Management Budget Programs Marketing Budget 69

Webbiquity

FEBRUARY 13, 2010

Marketing automation systems—from vendors like Eloqua , Marketo , Genoo , Manticore and others—are great tools for moving prospective buyers along the path from interest to desire to action. Without a solid content strategy to support that movement through the marketing and sales cycle, all you’ve got is a nice email system.

Emarketing 100

Emarketing Marketing Automation Services Manticore Marketing Management 100

The Point

MARCH 25, 2016

Try sending last-minute reminders in the form of “forwarded” emails from the assigned sales representative, including the contact’s first name and a personal note (e.g. Marketo, Pardot) with your Webinar platform (e.g. Following the initial invitation, send a second, reminder email a week later. Citrix, Webex.)

Webinar Metrics 100

Webinar Metrics SEM Marketo Marketing Automation Services 100

Adobe Experience Cloud Blog

JULY 17, 2018

From my experience through the case studies I’ve been involved with at Marketo and the feedback I’ve gathered from sales (because they are on the frontline of feedback—and we’re all about that marketing and sales partnership!) However, just like bad stories exist, bad case studies exist. Share with us in the comments below.

Peer-to-peer 109

Peer-to-peer B2B Thought Leadership Thought Leadership Case Studies 109

NuSpark Consulting

JUNE 23, 2017

When potential customers see your ad on Facebook, they can sign up for more info or request something from your business—like price estimates, newsletters, product demos, white papers, trials and much more. HubSpot, Salesforce, Marketo and other niche providers all support lead ad campaigns.

Lead Generation 154

Lead Generation Paid Search Agency Facebook Lead Scoring 154

Valasys

NOVEMBER 1, 2018

According to a study conducted by Forrester Research, there are only 8% of companies that have created a strong alignment between their sales and marketing departments. A company’s inability to align sales and marketing teams around the right processes and technologies costs them more than 10% in revenue per year. Boost in revenue.

Top of Funnel 40

Top of Funnel Planning Lead Ranking Paid Search Agency 40

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.

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Ranking Sales Qualified Leads 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. and not a sales pitch. Hint: Tips, webinars, and white papers.). That White Paper Guy. What actions should marketers take in 2010?"

Paper 100

Paper Content Marketo Consulting 100

Lake One

NOVEMBER 19, 2020

And more than just creating content like blogs, white papers, and case studies, you’ll need to master SEO, have a social media presence, and don’t forget about email marketing. What’s the doorway between your prospects, your brand, and a potential sales opportunity? Misalignment of Sales and Marketing. Not so fast.

Inbound Marketing 68

Inbound Marketing Marketing & Strategy Marketing Strategy Planning 68

The Point

JULY 21, 2016

Lead scoring is a core marketing automation functionality, and a key driver for one of the primary benefits of the technology, namely sales productivity. A well-planned, well-designed lead scoring schema ensures that sales reps are spending time with the leads that most merit the investment. Lack of segmentation.

Marketing Automation Services 80

Marketing Automation Services Marketing Automation Sales Management Automation 80

The Point

NOVEMBER 16, 2011

Navicure uses Marketo and Salesforce.com to track marketing ROI.). Ask yourself: if someone actually wanted to be a sales lead upon arriving at your blog, how would that happen? Why then are so many companies failing miserably to generate measurable leads from social media? I, for one, don’t think the reasons are that complex.

Social Media 100

Social Media Demand Generation Agencies Media Leads 100

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

Vidyard

JUNE 4, 2013

This comes in at a whopping 50% premium above the previous day’s close and comes on the heels of Marketo’s IPO as well as the surprising acquisition of Eloqua by Oracle announced earlier this year. In case you haven’t heard – Salesforce announced yesterday that it is acquiring ExactTarget for $2.5B Keep Smarketing!

Acquisitions 55

Acquisitions Eloqua Budget Programs CMO 55