Salesforce.com Summer 09 release has many new features for Marketers. Marketers who have access to Salesforce administrators can start creating more robust campaigns inside the CRM. Marketers with less resources or time can take advantage of features like campaign specific fields inside Salesforce, while utilizing marketing automation tools like Marketo to create landing pages, sales alerts/tasks, and robust nurturing campaigns in minutes. This post explains all the new marketing features and how to implement.
Modern B2B Marketing
June 12, 2009
March 03, 2009
Achieving the full benefit of lead management requires much more than just lead nurturing and lead scoring. Those are necessary but not sufficient components of a complete solution; by themselves they don't automate many of the marketing processes, especially the key interfaces to and from marketing and sales, that are necessary to really unlock growth. So, here are my top five lead management best practices beyond lead nurturing and lead scoring.
Read Full Post: 5 Reasons Why Lead Management is more than Lead Nurturing and Scoring
January 27, 2009
I frequently get asked to share how we achieve these marketing results, so I recently presented a fact-filled webinar titled Secret Sauce for Demand Generation: How Marketo Nurtures, Scores and Accelerates Leads through the Revenue Cycle. In order to share these lessons with as broad an audience as possible, we’ve made the webinar available anytime on-demand, without registration.
Read Full Post: Marketo's Secret Sauce for Demand Generation
January 06, 2009
At most companies, very little revenue comes from the house database. But companies that can effectively nurture their leads can generate 50% more qualified sales leads each month at 33% lower cost per lead. Here we share key tips to effective lead nurturing as well as give an inside peek into Marketo's own nurturing program.
Read Full Post: Unleash Your House Database with Lead Nurturing
December 16, 2008
In this online video, Marketo's CEO explains why companies need to get started with lead nurturing and how they can use automated processes to drive 35% more qualified sales leads for the same money.
March 20, 2008
Marketers need sophisticated lead management capabilities to close the gap between marketing and sales, but marketing software has traditionally been too costly, too hard to implement and far too complex for all but a few marketers. Here are the seven key elements of a modern B2B marketing software solution.
Read Full Post: Lead Management Will Never Be The Same Again
January 25, 2008
I recently had the opportunity to speak with Brian Carroll, author of the B2B Lead Generation Blog and the popular book "Lead Generation for the Complex Sale", about the importance of a personalized touch in lead nurturing, the best ways to encourage a latent prospect to start an active buying cycle, and the ROI of thought leadership.
December 10, 2007
Using dating as a metaphor, this white paper gives best practice tips for B2B marketing, including building thought leadership, lead generation, lead nurturing, determining sales-readiness and evaluating the process.
October 31, 2007
We're putting together a few webinars with customers and friends to show off our upcoming email marketing, lead nurturing, and lead scoring capabilities. If you are interested, learn more and sign up!
Read Full Post: Join Marketo's Lead Management Software Beta Program?
September 20, 2007
Lead scoring can help improve win rates and revenue per deal. Here's how one company designed their lead scoring system.
September 18, 2007
How to break down the barriers between Sales and Marketing by automating the lead development / lead nurturing process.
Read Full Post: Bridging The Sales and Marketing Divide - Dreamforce 2007
August 31, 2007
Given time, the right nurturing activities, and a little luck, can turn inquiries to leads that you’re happy to turn over to sales. And amazingly, sales is happy to take them from you. And commends you for them. Interesting concept, huh?
July 20, 2007
I'm a big believer in lead nurturing. Maybe you call it lead development or prospect marketing, but if you're trying to do it manually, it's a nightmare.
June 27, 2007
Your demand generation programs are running, bringing lead information into your SFA system or other database. What do you do next? Send the raw leads directly to your sales team to qualify? Isn't this like throwing out the baby with...
Read Full Post: Lead Nurturing: Triggered Emails, Newsletters and Webinars
April 04, 2007
Many B2B companies have a chasm between the pay-per-click campaigns that generate clicks and the campaigns that help turn those clicks into customers. When the goal of search marketing is to drive high-quality leads to sales, no B2B pay-per-click campaign...
Read Full Post: Four Steps to Better Business Leads From Search
March 22, 2007
Content is critical for lead nurturing. Whether it is a case study, new research on some aspect of your industry, a how-to guide, or a whitepaper, content is what makes your lead nurturing programs work – and lead nurturing is...
March 08, 2007
RainToday.com's recent report "What's Working In Lead Generation" got me thinking about the relationship of thought leadership to branding and lead nurturing. In B2B marketing, all three serve the same purpose: to establish your company as a trusted adviser, so...
Read Full Post: How To Use Thought Leadership To Build Brands and Nurture Leads
March 02, 2007
Countless companies end up with poor sales-marketing alignment because they suffer from Bad Lead-itis. This crippling disease can destroy marketing's credibility, waste demand generation dollars, and damage your company's brand reputation. It is important to learn to recognize these four...
Read Full Post: Do You Recognize the 4 Warning Signs of Bad Lead-itis?
December 18, 2006
As part of the lead management process, make sure to measure the "depth" of your relationship with a target company. By depth, I mean both the number of contact names you have at the company as well as the quality...
December 13, 2006
So you’ve managed to get a potential customer to register on your landing page. Congratulations! What do you do now? If you are like many companies, the prospect’s information goes into an SFA system like Salesforce.com and sales gets alerted...
