The New Secret Sauce to Demand Generation


Posted: June 9, 2010 | Demand Generation

Back in January 2009, Marketo came out with a webinar entitled, The Secret Sauce to Demand Generation: How Marketo Nurtures, Scores and Accelerates Leads through the Revenue Cycle.

Originally created to illustrate how Marketo achieved booming marketing results, this webinar soon became Marketo’s most popular resource. The reason behind its popularity is because it demonstrates Marketo own lead management process to nurture, score and deliver greater numbers of qualified sales leads to drive predictable revenue and better marketing accountability. Our most popular sales webinar, The Secret Sauce to Sales Success: Creating a New Customer Every Few Days, was created in the same vein. It discusses how Marketo leverages its own Sales 2.0 tools and techniques to achieve success.

We have recently created an updated version of the Secret Sauce to Demand Generation. The topics covered include:

  • Marketo’s demand generation funnel and revenue cycle
  • Effectiveness of various lead generation channels (paid and organic): % qualified, % sales-ready lead, % opportunity, cost per lead, etc.
  • How we use lead nurturing to develop relationships with prospects that are not sales ready; the ROI of lead nurturing
  • How to use forecasting to turn marketing from a cost center into a revenue driver

Jon (@jonmiller) is a VP and co-founder at Marketo. He is the author of multiple Definitive Guides including Marketing Automation, Engaging Email Marketing, and Marketing Metrics & Analytics. In 2010, The CMO Institute named Jon a Top 10 CMO for companies under $250 million revenue. Jon holds a bachelor’s degree in physics from Harvard College and has an MBA from the Stanford Graduate School of Business.

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The New Secret Sauce to Demand Generation

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