Lead Generation & Automation

This concise Sales Process Builder Kit will provide you with relevant content from leading sales experts that highlight the direct value your sales team can get by following a consistent sales process.

This whitepaper discusses the key reasons why traditional CRMs have failed to see 'voluntary' adoption by sales teams and the details of the Sales production System approach that removes this adoption hurdle.

This whitepaper chronicles Boston Mutual Life Insurance Company, the first sales organization to embark on CRM 3.0, bypassing CRM 2.0, representing a paradigm shift in strategy, people, and technology management. We outline how this bridged approach was achieved and how your organization can do the same.

In this guide you will learn how to collect and deliver meaningful dead data, cultivate leads beyond the top of the funnel, uncover opportunities within channels already in place, and create a larger impact with your email marketing initiatives

Gleanster Principal Analyst Ian Michels discussed how to estimate the number of leads required to reach a desired number of sales, and how to estimate the marketing budget need to meet those goals.

Download our "Marketing Automation Buyer's Guide" which contains over 20 pages of valuable information for evaluating a marketing automation solution.

Download our "Automate Lead Scoring and Nurturing in 4 Easy Steps" white paper to learn how to close more qualified leads, faster.

In this comprehensive 17-page guide from Smart Selling Tools, you will learn tips and techniques to help you:.Collect and Deliver Meaningful Lead Data .Cultivate Leads Beyond the Top of the Funnel .Uncover Opportunities Within Channels Already in Place .Create a Larger Impact with Your Email Marketing Initiatives The top 10 strategies for each category, plus a marketing tools success checklist is also included.

This new Raab Report transforms marketing automation adoption from a demanding leap to a manageable flight of steps. In this five-page report, you'll learn an incremental approach that lets companies adopt marketing automation - without the pain and cost of a massive deployment project. .

This paper will present case studies and research from industry analysts to highlight the areas progressive marketers are tracking, as well as the metrics they are able to move with as a result.

Lead scoring is an objective ranking of one sales lead against another. This helps align the right follow-up to the corresponding inquiry. Learn how lead scoring can improve alignment and collaboration between marketing and sales teams.

Successful lead nurturing anticipates the needs of the buyer based on who they are and what stage they are at in the buying process. Learn how successful lead nurturing can build strong brand loyalty long before a prospect is ready to buy.

An emphasis on measurement has become part of the job description for most marketers in the current business climate. The results of this 2011 survey highlight the connection between analytics and contribution to revenue, illustrating the trends in marketing metrics.

B2B purchasing in a Web 2.0 world has become an interactive process driven by customers. Learn how using clickstream data to target buyers' motivations allows marketers to trigger automated processes like lead scoring and nurturing to drive better leads for sales.

This white paper examines 5 key elements of developing an integrated sales and marketing funnel, and provides examples of how marketing departments can drive qualified sales opportunities and revenue.

Today's fastest growing companies are using repeatable marketing and sales 2.0 techniques to grow revenue predictably and reliably. Download this white paper and learn why companies that implement a marketing automation system to support their marketing and sales efforts are better equippedto manage lead flow and process leads more efficiently.

The market has accepted the new rules of the marketing game, giving the individual more control than ever. Trends like social media and co-creation, ongoing individualization and the splintering of the Internet bring new opportunities.

B2B marketers operate in a world where the ability to dynamically serve up relevant website content at the so-called "moment of truth" has traditionally presented a monumental challenge. This 8-page Deep Dive analyst report explores the promise of what Gleanster terms Real-time Website Content Versioning.

In this new eBook "How To Close More Qualified Inbound Marketing Leads, Faster," we'll show you step-by-step on how to improve lead response time from web leads.

You need a voice component as part of your marketing automation platform if you want to really close the loop between on and off-line leads. With voice-based marketing automation, you can start with your organization's existing phones, staff and expertise today.

Changing buyer behaviors require business-to-business (B2B) online marketers in order to contact potential customers as well as clients in new methods, simply by delivering content which is customized to their requirements, role, degree of curiosity, as well as stage of problem-solving. This has created advertising automation the mission-critical system with regard to B2B online marketers, but too many advertising frontrunners brain lower the automation path without completely realizing what they are getting into.

Receive a free marketing assessment from HubSpot today and learn how you can drive more leads and more sales!

This whitepaper will illustrate the power of Data, implementation strategies and what qualities to look for in your data providers.

In B2B e-commerce the mechanics are complex, requiring frequent iterative adjustments as technical specifications, end-user goals, and multiple stakeholders participate in the process. B2B e-commerce does not advance in a straight line, but as a web of inter-connected decision points.

Emerging Opportunities in B2B E-Commerce-Part One: Strategies and Insight