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Lead Management Blog

Expand your marketing automation skill set with the marketing automation and lead management experts at DemandGen! Our team shares their thoughts, expertise, and insights on driving revenue through lead management: the demand waterfall, lead taxonomy, lead scoring and nurturing, sales alignment, customer lifecycle strategy and more.


How to Get Sales and Marketing on the Same Page

August 21, 2014  |  Tiffanie Lewis

Getting sales and marketing on the same page is one of the biggest challenges we see when creating new processes and streamlining sales funnels. These two departments should work hand-in-glove, but they often wind up in an adversarial relationship. For most companies, this problem starts with basic communication. Like any good relationship, communication forms the […]

Webinar Announcement: Double your Inquiry-to-Close Rate with Next Generation Demand Funnel

August 19, 2014  |  Tiffanie Lewis

Marketers are continuously being asked to cut costs but at the same time grow new business. The pressure is on marketers to better align sales and marketing, have a defined lead flow procedure, and set up a demand funnel with a thorough process from click to close. How can this be done? Gain insight into […]

Free Download: Lead Scoring Demystified

August 12, 2014  |  Tiffanie Lewis

We need an automated way to distinguish from an inquiry and an MQL (Marketing Qualified Lead)! This is where lead scoring enters the picture. Lead scoring is “the process of assigning a ranking to sales prospects based on an understanding of the prospects’ interests and buying intentions. If you don’t have a lead scoring system, […]

Building a Better Bridge: 6 Tips for A Better Salesforce/Marketing Automation Integration

August 5, 2014  |  Rob Meo

When people ask what I do as a Solutions Architect, I like to tell them I build bridges: the integrations that link marketing automation (MA) systems with Salesforce (or any CRM). Whether it’s a native integration or one created via third-party software, my bridges connect Marketing and Sales to the same data set. And when […]

Did you miss “How to Implement an Effective Lead Scoring System” webinar? Recording now available

July 30, 2014  |  Tiffanie Lewis

If you missed last week’s webinar, “How to Implement an Effective Lead Scoring System,” you’ve got another chance! Watch the recorded presentation now. As a part of the Lead LifeCycle Series, our very own President and CEO, David Lewis, highlights various steps marketers need to take to revamp their lead scoring system, including: When you should implement a lead […]

Salesforce Denormalization Delivers New Power for Nurtures

July 29, 2014  |  Augusto Bisda

As marketers become more sophisticated in using marketing automation, we increasingly want to take advantage of opportunity information—data about sales and pending deals—to segment nurtures. When you’re creating a nurture for lost opportunities, it can be extremely helpful to know what the opportunity was all about, so you can tailor the content appropriately. An opportunity […]

Oracle Creates Data Cloud To Provide Access To Anonymous User Data: Demand Gen Report

July 25, 2014  |  Tiffanie Lewis

With more than one billion profiles globally, Oracle Data Cloud gives organizations the ability to prospect at scale and deliver relevant ads and content across online, mobile, search, social and video! A recent article by Demand Gen Report Managing Editor, Kim Ann Zimmermann, looks at some of Oracle’s newest data services (including BlueKai Audience Data […]

Don’t forget: “How to Implement an Effective Lead Scoring System” webinar tomorrow!

July 23, 2014  |  Tiffanie Lewis

  Do you know how lead scoring can help align the marketing and sales teams? Attend our webinar to see in what way lead scoring can boost sales team efficiency, as well as automatically route marketing qualified leads into associated nurture programs. As a part of the Lead LifeCycle Series, our very own President and […]

White paper download: Establishing Your Demand Funnel

July 22, 2014  |  Tiffanie Lewis

Our latest white paper, “Establishing Your Demand Funnel”  is an essential guide for B2B organizations to better understand how to establish your demand funnel. Establishing your funnel means creating a systematic framework to define and develop all stages of the process to create a comprehensive model to guide all future marketing and sales efforts. Learn the […]

Webinar Reminder: “How to Implement an Effective Lead Scoring System” on July 24th

July 14, 2014  |  Tiffanie Lewis

No doubt one of the most critical components of any lead management system is the design and implementation of an effective lead scoring system. Done correctly and you’ll help make sales more efficient and focused as well as automatically route marketing qualified leads into associated nurture programs.  Best yet, you’ll once and for all end […]