At a recent presentation, Evan Whitenight said something that all marketers should be driving towards: “Leads should turn into revenue.”
As marketing teams become more results driven, the transition from being measured on lead generation to being measured on revenue success can be kind of scary. It means marketers’ incentives are based on revenue numbers, not the traditional lead generation. Being evaluated on something you’ve never been asked to do before can be very uncomfortable. So, what to do?
Evan’s presentation provided a great case study on just this topic. He talked about [...]
Join us on June 9th at 1:00 EST as we talk to Jeff Ramminger, Senior Vice President, Products at TechTarget. Jeff will share some very creative and impactful content strategies that he calls “Real Time Nurturing.” If you are a publisher and/or are looking for new ways to better leverage content and calls to action, you won’t want to miss this interview!
Join here:
http://www.blogtalkradio.com/revenue-marketer-radio/2011/06/09/real-time-nurturing-at-techtarget
Demand Generation. Marketing Automation. Lead Generation. All buzzwords marketers these days are hearing, but what do they mean? More importantly, what do these terms mean to you and your marketing obligations?
Below are 10 definitions of buzzwords you may be hearing as you explore options for Demand Generation. These terms help clarify what processes and technology marketing organizations are now using to put more qualified leads at the top of the sales funnel and help shorten the sales cycle. Now THAT’S a concept your VP of Sales or Marketing could get [...]
A conversation with Jenny Coupe, director of worldwide demand generation, LogLogic
With a lean marketing team of just six people, LogLogic was using their marketing automation system primarily as a “batch and blast” application. Wanting to take their demand generation efforts to the next level with a more strategic approach, they enlisted experienced Revenue Marketer® Jenny Coupe to help them rev up their demand generation engine with sophisticated lead scoring and lead nurturing programs.
Where did you start?
First, I conducted a comprehensive audit of what I consider to be the two critical [...]
As I was designing the 12 Demand Generation Essentials for our current educational series on BlogTalk Radio, Lead Scoring became DG Essential #3. It’s important and effective. Yet, when I went to find a marketing practitioner who had deep experience in this area, I came up very short. They just did not exist. In talking to some of my friends and colleagues in the industry, the reason for lack of Lead Scoring implementation had little to do with technology and everything to do with process. Here [...]
