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Why Are Marketing Automation Managers So Hard to Find?

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Sales Force Automation software (primarily Salesforce.com). sales & marketing processes). Challenge 2: Marketing & Sales Skills Required. A thorough understanding of sales & marketing processes is required. This is especially important because sales & marketing collaboration is often a bottleneck when implementing Marketing Automation. The marketing automation manager should just as easily talk to a sales person as to a web developer.

7 Reasons Why Marketing Automation Projects Fail

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Part of a good lead management process is knowing exactly who are involved in the sale. In complex B2B sales situations you cannot rely on product-centric communications, nor on discounts (&# this week 10% off!&# ). It develops inquiries into sales opportunities.

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Eloqua Experience 2010

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In short, it is about understanding how marketing and sales drive revenue. It highlights the transition to a more metrics-driven way to optimize sales & marketing for revenue growth. Sales Enablement.

Will Marketing Automation Be Free?

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expensive sales teams). Loopfuse has published pricing for their paid products, and they have a low-overhead sales model. Today Genius.com announced a free version of their Marketing Automation system. Only about a month ago, Loopfuse also started offering a free version of their Marketing Automation system. What does this mean for companies interested in adopting Marketing Automation? How Much Is Free? Let’s first look at the features of the free versions: Loopfuse.

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

Learn Holistic Lead Nurturing

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There is more information available online and in social networks, and sales people get involved at a much later stage. That also means that Marketing will be involved much longer: not just to generate leads, but also to nurturing the leads until they are ready to talk to a sales person.

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Drip Campaigns: Tips From Marketing Automation Monday

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Often, this is based on product, company size, industry or sales channel (direct, partner, affiliate). Several people had worked with the sales team to better understand the buying process, and one company even started a user experience group to better understand the customers. One company found that qualified leads were falling off the sales person's radar when they were not buying within one or two weeks. Email Sent on Behalf of Sales Reps.

Marketing Automation Trends for 2010

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Sales & marketing alignment. 4) Marketing is getting more of a science: creative marketers need to acquire new skills and more people with an analytical background need to enter the profession (5) Data quality is somewhat boring, but it is a prerequisite for effective marketing automation and (6) sales and marketing need act as one team to give buyers the best possible buying experience. Methods to the madness: Everybody has methodologies, Sales has SPIN, Customer Centric, etc.

Sales 2.0: Marketing Automation & Salesforce Chatter

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Today I’m at the Sales 2.0 I write about Marketing Automation, so why am I at a sales conference? I’m here because I believe Sales & Marketing should be on the same team. That could be a great way to close the gap between marketing and sales.

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

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Effective lead nurturing will prevent prospects from falling out of the funnel before they are ready to talk to a sales person. Tags: lead management lead nurturing marketing funnel sales funnel

Process Turns Marketing Automation Into Revenue

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It mentions the importance of valuable content, the increasingly longer sales cycles and the “consumerized&# B2B sales processes. They think strategically about their sales & marketing processes. This is usually a collaborative effort between marketing and sales.

Finding Untapped Revenue in Your Marketing Database

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With a solid nurturing strategy you’ll find new sales opportunities from leads who you thought were not interested. Collaborate With Your Sales Team. Robert Walmsley : Why Marketing Automation is a Must-Have For Every B2B VP of Sales.

Social Media & Marketing Automation

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Around the same time I got an email announcing Marketo’s Chatter for Sales Insight , integrating sales notifications in the Facebook-like interface of Salesforce.com Chatter. And because it’s synced with the CRM, all this info is also available to the sales people.

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

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Also, it’s useful if sales people can see information from the marketing automation system within the CRM system. Forrester recently released a vendor evaluation for midmarket CRM vendors. If you look at Marketing Automation systems, the best supported CRM system is Salesforce.com.

Social CRM, Inbound Marketing and Marketing Automation

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CRM is very broad, it’s not just about sales, but about pretty much anything that involves communicating with your customers. For now I’ll focus on the “sales” part of CRM (Sales Force Automation).

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Upcoming Lead Management Events

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During the webinar, they will cover practical strategies that highlight the best way to attract new leads, how to find the right approach for the type and timing of messages, and when to complete the transition to sales.

Lead Nurturing Checklist for Marketing Automation

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When do you send leads to sales? If you’ve never nurtured your leads, you may find sales opportunities in your existing database. This depends on many factors, including the size of your database, the average age of the leads, the lead source, and the length of your sales cycle.

B2B Marketing Events 2010

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Sales & Marketing 2.0 Even though the name makes you think otherwise, the Sales 2.0 Forward-thinking sales people realize that Sales & Marketing alignment is essential to increase sales (just like forward-thinking marketing people).

B2B Marketing Analytics

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You need to link marketing automation to CRM so you can link campaigns to sales opportunities. If you measure the ratios between the stages, you can see where the bottlenecks are in the sales & marketing processes.

5 Ways to Use Social Media in Marketing Automation

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Use your Marketing Automation and CRM systems to see if this traffic converts to qualified leads and sales opportunities. It may take a while before potential clients are ready to buy or even want to talk to a sales person.

9 Marketing Automation Metrics

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The first two focus on the influence of marketing on the sales pipeline, and the last two give an indication of the ROI. Obviously, #4 (investment to revenue) is also dependent on the performance of the sales team (whether they are effective in closing deals).

What is the ROI of Lead Management?

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Both books show how you can increase sales by nurturing all leads, from inquiry to opportunity. A proper follow-up ensures that leads are nurtured until they are ready to talk to a sales person. By that time the average lead should be sales ready.

Are You Old Enough for Inbound Marketing?

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Great for them, but bad for customers: there’s always so much confusion about these new terms (earlier I wrote about the confusion around Demand Generation and Sales 2.0 ). The tech industry is known for inventing new names for existing things, mainly to promote their own company.

Inbound Marketing Automation

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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.

ActiveConversion Review - SMB Lead Management

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ActiveConversion first became known for its sales-focused Web Analytics, such as identifying companies that visit your website (similar to Leadlander ). Typically, new leads are assigned to sales person before they are copied to Salesforce.com: the assignment rules are flexible.

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Why I’ve Joined Marketo

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When you’re doing projects, you’re busy and you don’t spend enough time doing sales. And when you’re doing sales, it takes a while to get new projects lined up. Most readers of this blog will know that I’m passionate about Marketing Automation and Lead Management. As a consultant, I really enjoy helping organizations optimize their Marketing Automation efforts using the latest techniques and best practices.

Impressive Marketo User Summit

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One of he things Bill illustrated was how Sales Development Reps have to follow up with leads within a certain of days, otherwise their boss or even the executive team will be notified (using Marketo). At this week’s Marketo Summit , I realized we’re right in the middle of B2B Marketing Event Season. MarketingSherpa’s B2B Marketing Summit was last week, Pardot’s user conference was 2 weeks ago, and the Eloqua Experience is coming up next week.

Pardot User Conference Proves They’re a Top Marketing Automation Vendor

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One of the most interesting things Pardot does for their own lead management is to give a 60 second look to each and every lead that is sent to sales. They add these insights to a notes field, which is typically the first thing a sales rep looks at when they receive a new lead. The past two days I attended the Pardot User Conference , and also presented a session on Lead Nurturing. Over 100 Pardot customers from all over North America attended this event.

What Lead Nurturing Content to Send When?

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The content can be on the vendor’s website, it can be sent out via email, or sent out by sales people. If you don’t know, ask your sales people, or simply call a couple of prospects and ask them. The tone-of-voice of these emails should also be helpful (as opposed to being sales-oriented).

Webinar Recording: 7 Steps to Finding Untapped Revenue

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Nurtured Leads Produce 20% MORE Sales Opportunities. 1: COLLABORATE with Sales. This is the recording of the webinar about the 7 Steps to Finding Untapped Revenue in Your Marketing Database , which took place on June 22nd, 2010. Please click the ‘play’ button to start. The total length is 28 minutes. To see the slides, please visit SlideShare. Table of Contents. Introduction by Jep Castelein. 1848 James Marshall Discovers Gold. How Much REVENUE Are You Missing Out On?

Genius Marketing Automation Blog Posts

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Marketing & Sales Collaboration. 7 Tips to Sell Sales on Lead Scoring. Tags: Demand Generation Email Marketing sales 2.0 Some of you may know that I’ve been a guest blogger at Genius.com since last summer. The main topic has been Marketing Automation , with several other online marketing topics blended in. On the Genius blog I have some nice introductory articles, so I wanted to provide some links to those post here on the LeadSloth blog. Marketing Automation.

How Are CRM and Marketing Automation Different?

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So in short, those are the features that individual sales people will benefit from. Marketing Automation also has some features for sales people, but those tend to be focused on lead prioritization, email, and prospect activity notifications. At the same time, a CRM system is a necessity to support an efficient sales force. Tags: Demand Generation Sales Force Automation b2b marketing crm marketing automation salesforce.com.

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8 Tips to Get Started with Marketing Automation

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Tom Hayden from SAGE Publications created a flowchart that guided discussions in the entire organization, from the sales teams to the CEO. Make Sales Happy Quickly. Improved marketing will drive better-quality leads to sales, but it takes time and trial-and-error to get there. Create some goodwill by giving sales some quick results, for example a tool that alerts them when prospects visit the website. “Where do I start?”

Marketing Automation ROI: Efficiency or Revenue?

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As a response to my posts 7 Reasons Why Marketing Automation Projects Fail and Marketing Automation ROI , several people mentioned that the benefits of Marketing Automation are not just increased sales. More efficient sales force. If you can increase conversion rates from inquiry to marketing qualified lead to sales-accepted lead, you get more marketing-sourced opportunities.

B2B Marketing University: What Do You Want to Learn About?

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Prospects now have instant access to much more information, so marketing’s involvement reaches much further down the sales cycle: they need to nurture prospects with relevant content until they are sales-ready. Sales people are still very important, but they can focus on facilitating the buying process rather than distributing information. There has been quite a bit of change in B2B marketing over the past couple of years.

B2B Pay Per Click Advertising

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If the sales folks are complaining about poor-quality leads, remember that one way to increase lead quality is to raise the number of mandatory fields in your form. Interview with Terry Whalen from CPC Search. To generate demand for your products, it’s not enough to nurture the existing leads in your database. You also need a steady stream of fresh leads coming in. There are many ways to find these new leads: inbound marketing, search advertising, tradeshows, lead programs, etc.

Marketing Automation Introduction

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Marketing & Sales Collaboration. And I’ve added step 4 because collaboration with sales is one of the key success factors of marketing automation. Many posts on this blog are fairly in-depth, so it was fun to write an introduction to Marketing Automation on the Genius.com blog. For easy digestion, I split up the marketing automation process in four steps: Getting more visitors to your website. Get more visitors to register. Lead nurturing and scoring.

Abandon Your Marketing Automation System!?

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Tags: Demand Generation Email Marketing Landing Pages & Forms Lead Monitoring Sales Force Automation boomerang CRM Fusion Datatrim demandbase ExactTarget formassembly genius leadlander LEADSExplorer Lyris Netfactor ondialog Ringlead salesforce.com VerticalResponse

Free Trials Aren’t What They Used to Be

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they didn’t login for a couple of days) you could kick off a lead nurturing program or send a notification to the sales and support teams. An important aspect of Demand Generation are the offers: what will your prospects register for? A popular offer for software vendors is the free trial. I read an interesting article on the decreasing effectiveness of free trials as a lead generation tool in the DemandGen Report.

Demand Generation Blogs Continued

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Jeff specializes in helping companies find new customers, he wrote a great e-book about that, and blogs about Demand Generation, primarily from a Sales perspective. In the spirit of Twitter’s Follow Friday I’d like to finally publish the remaining Demand Generation blogs that I enjoy reading. Earlier I published the Top 10 Demand Generation vendor blogs and the Top 10 Marketing Automation Blogs.