MarketingSherpa: The Complex Sale: Lead scoring effort increases conversion 79%

http://www.marketingsherpa.com/article.php?ident=32101#

1 votes, average: 4.00 out of 5

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Leads are the lifeblood of the B2B complex sale. But if Marketing directly passes volumes of harvested leads to Sales, many promising prospects may not be ready to become customers. In fact, 73% of B2B leads are not sales-ready, according to our 2012 B2B Benchmark Report.

One answer is to implement lead scoring to help determine when prospects are actually ready to speak with Sales. See how LeadMD customer and HR consultancy Bersin & associates added lead scoring to its existing marketing automation and CRM environment, and in less than one year, decreased leads sent to Sales by 52% while increasing revenue by 41%.

How Chasing Your Metrics Has You Chasing Your Tail

http://www.destinationcrm.com/Articles/Web-Exclusives/Viewpoints/How-Chasing-Your-Metrics-Has-You-Chasing-Your-Tail-79745.aspx

1 votes, average: 5.00 out of 5

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Metrics. It just rolls off the tongue, doesn’t it? Analytics. That sounds good too. At the end of the day, it really doesn’t matter what you call it. Marketers and sales professionals are facing a constant ROI battle, and this has trained us to rely on numbers as if we were junkies.  Justin Gray from LeadMD sits down with Destination CRM to discuss how not make these mistakes.

Three Ways to Bring Lead Nurturing into Your Social Media Plan | CustomerThink

http://www.customerthink.com/article/three_ways_to_bring_lead_nurturing_into_your_social_media_plan

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We are well passed the assumptive phase that that the majority of businesses choose to include a social media strategy as part of their overall marketing. According to an EConsultancy study, 64 percent of businesses now see social as a major part of their programs and consider themselves past the “experimental phase.” A large percentage of these businesses, especially ones that have bigger marketing budgets and people to support each individual marketing initiative, will actually hire someone just to manage the social aspects of each campaign.

Justin Gray on The Marketing Automation Podcast | Marketing Automation Times

http://marketingautomationtimes.com/2012/01/09/justin-gray-on-the-marketing-automation-podcast/

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Our guest for this episode of the Marketing Automation Podcast is Justin Gray, CEO & Chief Marketing Evangelist for LeadMD. Justin founded LeadMD in 2009 and has spent the last 12 years helping companies overhaul and optimize their marketing and sales departments.

First Have Something to Say: Simple Marketing for Complex Marketing Automation | Marketing Automation Times

http://marketingautomationtimes.com/2011/12/04/first-have-something-to-say-simple-marketing-for-complex-marketing-automation/

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Any marketer should be forced to explain their company’s value proposition in less than five words, and have it be compelling. Because that’s all marketing is: being concise and compelling, but recognizing that not everyone reacts to the same message.

How can organizations use lead nurturing to develop a conversation? :: BtoB Magazine

http://www.btobonline.com/apps/pbcs.dll/article?AID=/20100819/FREE/100819910

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BtoB Magazine is the publication for b2b marketing strategists.  Check out the latest LeadMD contributions.

Guide To Demand Generation Consultants

http://www.demandgenreport.com/industry-resources/research/975-guide-to-demand-generation-consultants.html

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DemandGen Report focuses on strategies, tactics and measurements central to driving growth. Targeted at sales and marketing execs, it provides case studies and in-depth research on lead generation, promotions and sales pipeline management.

Marketing Automation Renovation — Why Your Funnel is Leaky and What It’s Costing Your Business

http://marketingautomationtimes.com/2011/10/16/marketing-automation-renovation-%E2%80%94-why-your-funnel-is-leaky-and-what-it%E2%80%99s-costing-your-business/

1 votes, average: 5.00 out of 5

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Your buyers shift their opinions, needs, and ideas every day and this can change the “funnel” on a dime. Before you know it, your funnel has ceased to be a beautifully crafted graphic, and started to look more like a leaky sieve.

Marketo launches lead-generation engine for small businesses | VentureBeat

http://venturebeat.com/2011/10/11/marketo-brings-marketing-automation-to-small-biz-with-spark-solutions/

1 votes, average: 2.00 out of 5

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Marketing automation firm Marketo has launched a new brand targeting small businesses called Spark. Like Marketo, Spark is designed to help businesses generate leads and manage marketing efforts.

How to Measure the ROI of Marketing Automation Software

http://www.focus.com/roundtables/how-measure-roi-marketing-automation-software/

1 votes, average: 5.00 out of 5

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How to Measure the ROI of Marketing Automation Software Focus Experts will be speaking about the often touted but rarely tangible topic of Marketing Automa

How can e-mail drive interest in social channels? :: BtoB Magazine

http://www.btobonline.com/apps/pbcs.dll/article?AID=/20100916/FREE/100919928/0/

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By now the initial buzz of social media is beginning to die down. We’ve all placed clever little logos on every page of our websites and used integrated tools like AddThis to “socialize” page and downloadable content. That’s all well and good, but now that social media has become an initiative for many companies and an actual department for many others, the question of results is creeping more and more to the forefront. How can companies use social media to yield real results?

How to use social to build leads – Advertising – BizReport

http://www.bizreport.com/2011/09/how-to-use-social-to-build-leads.html

1 votes, average: 4.00 out of 5

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Although lead generation is not new to the marketing world, it is getting more play these days because of the fractured way consumers are engaging with content. Primetime television is being increasingly viewed online or time-shifted, newspapers are read over tablets and radio is giving way to MP3 playlists. Which is where platforms like LeadMD come in.

Why Isn’t Marketing Automation More Automatic?

http://www.adotas.com/2011/08/why-isn%E2%80%99t-marketing-automation-more-automatic/

1 votes, average: 4.00 out of 5

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ADOTAS – What’s in a name? If you are talking about Marketing Automation (MA), the name equates to a lot [...]

LeadMD Data Shows Growing Usage Of Marketing Automation Among SMBs

http://www.demandgenreport.com/archives/demandgen-reports/846-leadmd-data-shows-growing-usage-of-marketing-automation-among-smbs-.html

1 votes, average: 5.00 out of 5

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LeadMD, a provider of marketing and lead generation services, has seen a sharp increase in adoption of marketing automation among small to midsized businesses.

Illustrating this growth, the Phoenix-based company noted that it has implemented nearly 1,000 lead generation campaigns for clients, which included 40 million emails in 2011. Campaign results for LeadMD clients resulted in a $1.2 million jump in additional revenue and a 34% increase in lead volume.

Sales Lead Management Association Radio » Blog Archive » August 18 Show: Justin Gray, CEO LeadMD

http://slma.podbean.com/2011/08/16/august-18-show-justin-gray-ceo-leadmd/

1 votes, average: 5.00 out of 5

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Justin speaks with LeadMD customer InsureLearn about their unique sales process and how Marketo helped the organization see ROI with Marketing Automation in the first 60 days.

How to choose the right marketing automation tools | VentureBeat

http://venturebeat.com/2011/08/22/how-to-choose-the-right-marketing-automation-tools/

1 votes, average: 5.00 out of 5

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Marketing automation software — software that lets you build content (landing pages, emails, deliverables, etc) and then present it at the right time to your potential buyers — is growing up fast. It’s now in that awkward stage where it’s no longer the cool, new fad but enough people have heard the buzz to know (sort of) what it is and why their company needs it….

How Web Content Helps Bring Prospects From Click To Customer

http://bsminfo.com/article.mvc/How-Web-Content-Helps-Bring-Prospects-From-0002

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How Web Content Helps Bring Prospects From Click To Customer

When the Dust Settles – Winners and Losers in Lead Gen

http://www.corpmagazine.com/Departments/SalesMarketing/tabid/60/itemid/1633/Default.aspx

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Daily business news and articles from corpmagazine.com for executives, entrepreneurs and business owners. We are a premier business to business publication offering breaking news, business advice and related resources for green, technology, health care, automotive, manufacturing, small business, sports, real estate, nonprofit and other businesses.

Marketing strategy | The Bottom-Line Benefits of Behavioral Targeting

http://www.1to1media.com/view.aspx?DocID=32380&m=n

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Marketers can enhance the results of behavioral targeting with the right actions, and integrated data.

Facebook Changes Opt-In Settings for Brand Pages

http://www.retailtouchpoints.com/cross-channel-strategies/468-facebook-changes-opt-in-settings-for-brand-pages.html

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Strategies to Optimize Every Customer Interaction

How will we end the War between Sales & Marketing? – The BizCATS Reviews

http://thebizcatsreviews.igloocommunities.com/blogs/thesalesmarketingstrategyblog/howwillweendthewarbetweensalesmarketing

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CRM News: Marketing Automation: The Shriveling Sales Process, or Who Left the Stove On?

http://www.crmbuyer.com/story/70265.html

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The revolutionary changes in the buying process mean that the sales process seems to be shrinking while the marketing cycle is growing. How do we then stay engaged and determine when the time is right to strike? We need to get involved early — when the buying process begins — by providing educational content that creates a positive image in the buyer’s mind.

How to Hire A Digital Ad Agency: 11 More Questions to Ask – MarketingVOX

http://www.marketingvox.com/how-to-hire-a-digital-ad-agency-11-more-questions-to-ask-046582/?utm_campaign=newsletter&utm_source=mv&utm_medium=textlink

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How to Hire A Digital Ad Agency: 11 More Questions to Ask – Publisher: MarketingVox

7 Questions Marketers Should Ask Themselves Before Creating Mobile Apps

http://www.targetmarketingmag.com/article/7-questions-marketers-should-ask-themselves-before-creating-mobile-apps/1#

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Hmm. What sounds good for dinner? Roast chicken? Apparently Lady GaGa would agree. But for many, what’s more important than aligning their appetites with the quirky singer’s supper choices is that all important wine pairing. Thousands of recommendations for what to sip come courtesy of the “Nat Decants” mobile application from Natalie MacLean, a sommelier and author of “Red, White and Drunk All Over.”