Marketing might be in my blood. My father was a marketer before me, back in the 80’s and 90’s on the cusp of the personal computer and the birth of the...
Marketing might be in my blood. My father was a marketer before me, back in the 80’s and 90’s on the cusp of the personal computer and the birth of the Internet. Back then, brands spent their budgets on print ads, the biggest, baddest trade shows and fancy corporate retreats. No matter the tactic, my dad delivered, ending up a VP in a few short years. But fast-forward 10, 15 years and those same marketers we’re now trying to figure out SEO strategy, adopting marketing...
Marketing might be in my blood. My father was a marketer before me, back in the 80’s and 90’s on the cusp of the personal computer and the birth of the Internet. Back then, brands spent their budgets...
A marketer posed a perplexing question to me recently. “What does sales want more,” he asked, “qualified leads or early leads?” My answer: Both. It’s a fair...
A marketer posed a perplexing question to me recently. “What does sales want more,” he asked, “qualified leads or early leads?” My answer: Both. It’s a fair question. Research indicates that sales cycles are 22% longer over the past 5 years but 49% of companies are saying that their buying cycles are shorter. Clearly, buyers are far more educated and sales is excluded from much of the conversation. In fact CEB Sales Practice research says that on average prospects are 57% of...
A marketer posed a perplexing question to me recently. “What does sales want more,” he asked, “qualified leads or early leads?” My answer: Both. It’s a fair question. Research indicates that...
This article comes courtesy of Joe Cordo, Chief Marketing Officer at Extraprise, an Eloqua partner and lead generation services firm. There are tons of...
This article comes courtesy of Joe Cordo, Chief Marketing Officer at Extraprise, an Eloqua partner and lead generation services firm. There are tons of articles, posts, even graphics about lead nurturing out there. There all kinds of campaigns and terms to learn: “drip”, “trigger”, “dynamic.” Nurturing is a critical way to keep prospects engaged and headed down the path to purchase. But what if you’re new to the practice and just want some help to get started. Here are six...
This article comes courtesy of Joe Cordo, Chief Marketing Officer at Extraprise, an Eloqua partner and lead generation services firm. There are tons of articles, posts, even graphics about...
It’s not corporate espionage, but the way some businesses treat their customers can seem downright criminal. In the age of the Internet, customer support should...
It’s not corporate espionage, but the way some businesses treat their customers can seem downright criminal. In the age of the Internet, customer support should be everyone’s concern. Failing to take it seriously can result in catastrophe for your brand. (Just ask this guy!) Consider this: At any given moment a significant percentage of a corporation’s current and future revenue is exposed to the interactions customers and prospects have with a company’s frontline employees....
It’s not corporate espionage, but the way some businesses treat their customers can seem downright criminal. In the age of the Internet, customer support should be everyone’s concern. Failing to take...
Here’s the good news: people are consuming more content on a daily basis than ever. Here’s the bad news: they seem to be consuming it all at once. The amount of...
Here’s the good news: people are consuming more content on a daily basis than ever. Here’s the bad news: they seem to be consuming it all at once. The amount of time we spend in front of the TV, the computer, our mobile devices – it’s all going up. According to recent eMarketer data, adults in the US consume an average of 11 hours of media in a day, with the largest shares going to TV, video and online. Marketers should be happy that consumers are so content hungry. But the...
Here’s the good news: people are consuming more content on a daily basis than ever. Here’s the bad news: they seem to be consuming it all at once. The amount of time we spend in front of the TV,...
Ben Hogan famously said golf is 20% talent and 80% management. This week every golfer arriving at the Augusta National, one of the most demanding courses of the...
Ben Hogan famously said golf is 20% talent and 80% management. This week every golfer arriving at the Augusta National, one of the most demanding courses of the PGA Masters Tournament, the Augusta National, will have talent. But the player who wins the green jacket is the pro who most efficiently managed his way around the course. Turns out this 20/80 rule holds true for sales and marketing. Some organizations might see early success purely on the talent of their sales force...
Ben Hogan famously said golf is 20% talent and 80% management. This week every golfer arriving at the Augusta National, one of the most demanding courses of the PGA Masters Tournament, the...
These are the questions we asked ourselves as we imagined and developed “What is Revenue Performance Management?”, the latest video from Eloqua and JESS3. To be...
These are the questions we asked ourselves as we imagined and developed “What is Revenue Performance Management?”, the latest video from Eloqua and JESS3. To be honest, we never came up with a clear answer. I suppose it tastes great and is less filling. When we published The Future of Revenue, the precursor to today’s video, our objective was clear: help create a new category (Revenue Performance Management) by putting our vision in historic context. Worry less about the...
These are the questions we asked ourselves as we imagined and developed “What is Revenue Performance Management?”, the latest video from Eloqua and JESS3. To be honest, we never came up with a clear...
We often talk about lead nurturing campaigns as if they are monolithic. But with a little investigation we find that they’re not all alike. Some might not have...
We often talk about lead nurturing campaigns as if they are monolithic. But with a little investigation we find that they’re not all alike. Some might not have occurred to you. Others are for when the deal doesn’t quite make it. Here are a few different types you might find after the sales cycle has come to a conclusion. 1. The “Lost the Deal” Nurture For those of us in the SaaS industry, a loss only lasts as long as the contract. With lead nurturing you can focus the...
We often talk about lead nurturing campaigns as if they are monolithic. But with a little investigation we find that they’re not all alike. Some might not have occurred to you. Others are for when the...
I’ve been in the marketing automation community for about 7 years. In that time, I’ve seen lead nurturing go from “nice to have” to a hard-set business...
I’ve been in the marketing automation community for about 7 years. In that time, I’ve seen lead nurturing go from “nice to have” to a hard-set business requirement for major, fast-growing businesses. What gets me really excited, though, is the sheer creativity that I’ve seen. While there’s something to be said for the standard use case meant to educate prospects, lead nurturing can do so much more. Let’s explore three really cool use cases. 1. The “Introduction to Sales”...
I’ve been in the marketing automation community for about 7 years. In that time, I’ve seen lead nurturing go from “nice to have” to a hard-set business requirement for major, fast-growing...
