This section highlight automation and enablement tools, features, functionality, tactics and strategies to optimize demand generation.
Salesvue, a sales prospecting automation solution provider, has introduced ITS Prospect-to-Pipeline Partners Program. Sales training and consulting organizations that join the program will have access to solutions and technology that will help end-users mitigate the burden sales prospecting can put on employees.
Driving more revenue is the top reason to focus on sales and marketing alignment, but improving lead quality and messaging to prospects are other important benefits. There is also a need to better understand the role of content in moving prospects through the sales pipeline.
These were some of the key takeaways from a study titled: Sales Enablement: Fulfilling the Last Frontier of Marketing-Sales Alignment. The research, which was based on responses from 260 sales and marketing professions surveyed by Aberdeen Group, was presented by Corporate Visions.
Influitive announced the launch of Influitive Referrals, a B2B referral solution designed to help marketers generate more sales-ready leads from customers and partners.
Influitive Referrals, which is integrated with Salesforce and LinkedIn, can suggest potential referral names from your advocate’s social networks.
Demandbase expanded its consulting services with a Managed Analytics Offering, which is designed to help marketers uncover insights and better measure marketing performance.
The Managed Analytics Offering launched as part of Demandbase’s Strategic Services suite. Landing Page Optimization Services, co-delivered by SiteTuners, and Target Account Marketing Strategies, co-delivered by New Business Strategies, have also been added to the Strategic Services suite.
Demand generation strategy firm ANNUITAS recently acquired Get Me In The Inbox, an email deliverability and privacy compliance firm, to expand its services for enterprise clients.
ANNUITAS is now offering email deliverability, privacy and compliance services as part of its overall demand generation strategy services.
It is clear that marketers can no longer treat all prospects alike, as sending out the same email to everyone no matter who they are or where they are in the buying cycle is not likely to yield stellar results. While the ultimate goal is to make a sale, it is becoming more important to develop a rapport with buyers and understand what drives their purchasing decisions. That was the message of several speakers at the recent Digital Marketing University event in Philadelphia held by Silverpop.
“You have to own the whole relationship with the customer,” said Ellen Valentine, Product Evangelist for Silverpop. “It seems like a bit of an oxymoron, but as we have more channels and more ways to communicate with the customer, the buyer expects a more personalized experience.”
While the reports of the death of email have been greatly exaggerated, marketing emails are in danger of being buried in the graveyard known as the “spam” folder. There have been a number of developments in recent months that have made it harder for marketing emails to land in the inbox.
Some new email filters, such as Swizzle and Mailstrom, make it easy for users to perform a mass delete and unsubscribe to rid their inbox of marketing messages. While these add-ons appeal to power users who are obsessive about clearing their inboxes, mainstream email providers are also making it more difficult for email marketers to make it into the coveted inbox. Google’s Gmail recently added a “Tabs” feature that relegates some marketing messages to the “Promotions” inbox and Microsoft’s Outlook’s “sweep” function can also put a dent in the success of email marketing campaigns.
Demandbase, a B2B targeted marketing platform, announced that its real-time web visitor identification technology is now linked with Marketo’s marketing automation technology.
The Demandbase Platform — which includes modules for Company Targeted Advertising, Website Content Personalization, Web Analytics Enhancements, and Online Forms — now connects to landing pages and lead capture forms created in the Marketo platform.
There are sports coaches, life coaches, career coaches and other professionals who offer advice, encouragement and expertise from the sidelines. Jay Hidalgo, Founder and former CRO at ANNUITAS saw a need for a demand generation coach, so he recently started The Barzel Group, where he created Demand Gen Coach.
