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This blog is where we share Marketo's latest thinking about B2B marketing, from best practices in demand generation and lead nurturing to accountability and marketing & sales alignment.
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Home / Lead Management

Modern B2B Marketing

January 25, 2008

Lead Nurturing With Brian Carroll

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.

Read Full Post: Lead Nurturing With Brian Carroll

Posted by Jon Miller on January 25, 2008 in Lead Management , Lead Nurturing | Lead Nurturing With Brian Carroll | Comments (2) | TrackBack (1)

January 14, 2008

Stupid Marketing that's not so Dumb

On the lead management side, one big reason to automate your marketing campaigns is to become more efficient. Why do it if the automation tool is hard to install, has a long learning curve, and is cumbersome to manage? Your marketing automation tool should work the way you do.

Read Full Post: Stupid Marketing that's not so Dumb

Posted by Jon Miller on January 14, 2008 in Lead Management | Stupid Marketing that's not so Dumb | Comments (0) | TrackBack (0)

November 03, 2007

Improving Lead Quality Can Improve Sales Productivity

A 10% improvement in lead quality can result in a 40% improvement in sales productivity. Marketo Lead Management can help you increase lead quality and thereby increase sales productivity.

Read Full Post: Improving Lead Quality Can Improve Sales Productivity

Posted by Jon Miller on November 3, 2007 in Lead Management | Improving Lead Quality Can Improve Sales Productivity | Comments (0) | TrackBack (1)

October 31, 2007

Join Marketo's Lead Management Software Beta Program?

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?

Posted by Jon Miller on October 31, 2007 in Lead Management , Lead Nurturing , Lead Scoring | Join Marketo's Lead Management Software Beta Program? | Comments (1) | TrackBack (0)

October 25, 2007

Lead Management Tips and Ideas

Q&A session with Tricia Reilly, an expert on lead management best practices.

Read Full Post: Lead Management Tips and Ideas

Posted by Jon Miller on October 25, 2007 in Lead Management , Lead Scoring | Lead Management Tips and Ideas | Comments (0) | TrackBack (0)

September 20, 2007

Drive Revenue With Lead Scoring

Lead scoring can help improve win rates and revenue per deal. Here's how one company designed their lead scoring system.

Read Full Post: Drive Revenue With Lead Scoring

Posted by Jon Miller on September 20, 2007 in Lead Management , Lead Nurturing , Lead Scoring | Drive Revenue With Lead Scoring | Comments (2) | TrackBack (0)

September 19, 2007

Best Practices in Lead Management

Tips for improving your lead management, based on salesforce.com's own internal lead management processes.

Read Full Post: Best Practices in Lead Management

Posted by Jon Miller on September 19, 2007 in Lead Management | Best Practices in Lead Management | Comments (0) | TrackBack (0)

April 04, 2007

Four Steps to Better Business Leads From Search

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

Posted by Jon Miller on April 4, 2007 in Lead Management , Lead Nurturing , Lead Scoring | Four Steps to Better Business Leads From Search | Comments (1) | TrackBack (0)

March 02, 2007

Do You Recognize the 4 Warning Signs of Bad Lead-itis?

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?

Posted by Jon Miller on March 2, 2007 in Lead Management , Lead Nurturing | Do You Recognize the 4 Warning Signs of Bad Lead-itis? | Comments (1) | TrackBack (2)

January 10, 2007

Direct Mail Services from FedEx Kinko's

FedEx Kinko's announced a new service called Direct Mail Services, delivered in partnership with AAS. It provides an end-to-end service that allows marketers to design and execute simple direct mail campaigns completely online. You begin by designing a direct mail...

Read Full Post: Direct Mail Services from FedEx Kinko's

Posted by Jon Miller on January 10, 2007 in Lead Management | Direct Mail Services from FedEx Kinko's | Comments (0) | TrackBack (0)

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