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Communication Is More Important than Ever, Making It the Perfect Time to...
The COVID-19 pandemic has forced all of us to find new and different ways to communicate with our family, friends, colleagues, clients, and prospects. With the majority of us now working remotely,...
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Back to Basics: Lead Management 101
The topic of lead management may seem like a basic or routine topic to many marketers, but having a proper lead management framework in place is so essential for today’s top-performing marketing...
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Strengthen your Demand Factory’s Foundation with Segmentation and Lead...
You know the drill: the all-day workshop in a conference room with whiteboards and stale coffee to discuss a “framework” for doing the same daily work that everyone is currently doing. But what if you...
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On the Road to Lead Management Utopia? Don’t Take Any Shortcuts
I’ve worked with a number of organizations that were in a rush to get to the end goal as fast as possible. Maybe they learned about the power of lead scoring or saw some killer dashboards at a recent...
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Increase Adoption and Transactions with an Automated New Customer Welcome...
You’ve enabled Sales to close the deal—congratulations! But Marketing’s role doesn’t end there. Now you’ve got to meet, greet, and keep that customer for life. A great way to start is with an automated...
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Four Steps To Success with Account-Based Nurturing
Traditional nurturing is all about the lead: focusing all your marketing energy on getting an individual interested in your product or service, then driving that person through the funnel to buy....
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eBrief: Why Lead Nurturing Really Matters?
Lead nurturing is an ongoing, continual process. It’s not a one-shot deal, and every nurture is unique. Good nurtures are the opposite of shotgun-style marketing; they are carefully constructed with a...
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Right People, Right Content, Right Time: Trigger-Based Nurturing Really Delivers
Marketing automation offers a lot of functionality that many marketers aren’t using to the fullest. One great example is how you can tie together classic inbound marketing techniques with activity...
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A Recipe for Building a Successful Nurture Campaign
So you’ve got your marketing automation (MA) system in place. But what do you put in it? You know you’ve got to fill it with leads and campaigns, but how? Using marketing automation requires creating a...
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Creating Your Buyer Persona: Some Things to Consider
The buyer persona: A fictional character representing a targeted demographic type of customer or prospect, brought to life with rich details. Defining buyer personas is a very effective way to segment...
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EBrief: What exactly IS lead nurturing?
Lead nurturing is an ongoing, continual process. It’s not a one-shot deal, and every nurture is unique. Good nurtures are the opposite of shotgun-style marketing; they are carefully constructed with a...
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Lead Nurturing: The Payoff for Patient Marketers
This might not surprise you, but despite your team’s best efforts, most of your leads aren’t necessarily going to proceed in an orderly fashion from inquiry through the qualification on to being...
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What Exactly is Lead Nurturing?
DemandGen’s definition of lead nurturing is “the process of engaging prospects by providing the information and dialogue they need at each stage of their buying process to position your company as the...
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Five Top Tips for Lead Nurturing Success
Want to maximize your marketing ROI? Then it’s time to get strategic with your nurturing efforts. Whether you use Marketo, Eloqua, or any other marketing automation system, nurturing is all about...
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Building Your Lead Management House: A Basic Blueprint
You see it everywhere: the house as a metaphor. Buy insurance because your family needs to be “sheltered” from risk. Make your kids drink milk so they will “build” strong “frames.” Explore the “many...
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Make Your Data More Effective (Part 2): How Data Normalization Works
Read Part 1 What type of data should be normalized? Any open text field may be problematic, but data categories that describe the buyer persona or impact business processes are the best candidates for...
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Make Your Data More Effective: Data Normalization (Part 1)
A colleague once said something to me that changed the way I think about data. “Data is the fuel that runs your marketing automation engine.” Data is truly a passion of mine, and after hearing that...
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DemandGen’s President and CEO, David Lewis, recently talked about how to use content to move leads through the middle of the funnel, drive revenue, and remain relevant in an increasingly competitive...
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Building a Content Wardrobe to Nurture All Funnel Stages
One of the biggest struggles that I see with marketers today is the ability to mobilize content for nurture. It’s important to include relevant calls-to-action in nurture emails that offer helpful...
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Smart Demand Generation — with Kwanzoo
Enjoy this guest post from our friends at Kwanzoo. Today’s typical demand generation process: Drive prospects to website landing pages (powered by marketing automation). Get prospects to fill out a...
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