Five Keys to Integrating Your Interactive Value Marketing Tools with Your Marketing Automation Platform

The ROI Guy

You’ve invested in interactive content and marketing tools for your website, helping prospects and customers assess their needs, size and price the right solution, and understand the business value and differentiating cost advantages of recommended solutions.

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How to Engage Prospects to Identify True Interest

Smart Selling Tools

Erroin: Conversica helps businesses drive revenue by finding prospects that want to do business. Conversica’s conversational AI platform engages prospects in a two way conversation to identify true interest.

3 Ways to Research Prospects Online to Grow Sales

Score More Sales

A big win for your sales team would be to find more prospective customers and start listening to what they are saying. They just set a first meeting with this prospect company who earlier would not interact with them. Read the Eloqua Grand Guide to Social Selling.

Alinean Introduces Interactive Content Connectors for CRM / Marketing Automation Integration

The ROI Guy

As prospects and sales professionals use Alinean-powered Interactive White Papers, Diagnostic Assessments and ROI / TCO Calculators, much intelligence is collected during the engagement.

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Ask Steve: How Do I Navigate Around Low-Level Contacts Who Only Want a Price Quote?


Eloqua started taking this approach years ago. name"=>"Sales Tips"} {"name"=>"Prospecting Dear Steve, I think my team is selling too low in accounts. We find ourselves talking to contacts two-steps below the C-suite and they can’t say ‘no’ until they get the demo and a quote for their boss. Do you have any tips for turning this scenario around where the lower level contact doesn’t need the quote before letting us speak to the actual decision maker? Sincerely, Michael.

Quick Tips to Utilize Social Selling and Leverage Your AEs Today

Sales Benchmark Index

60% of the buyer’s journey now happens before your Account Executive interacts with a prospect. Your AEs then have the potential to turn members of that personal online network into prospects. From that following they can then find prospects. Just ask Eloqua.

Customer Intelligence: The Secret Treasure from your Value Selling and Marketing Tools

The ROI Guy

Self service Value Marketing Tools from Alinean collect data directly from each prospect and customer, including key profile data and metrics about their current challenges and opportunities.

Social Selling Success Stories

Score More Sales

It’s not about you, its about them, your customers and prospects. Jill, who was most recently with Oracle represented how to gain visibility for a company – first for Eloqua and then Oracle.

Are You Too Hard to Reach?

No More Cold Calling

A prospect recently left a voicemail for me and stated his phone number so quickly that I had to listen to the message three times from two different phones. Why doesn’t your email signature have a phone number?

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Buckle Up! Sales Reps Share Perceptions of Marketing-Generated Leads


One way of looking at this is to say that nearly 90% of marketing dollars are delivering leads to sales that don’t fit the target prospect profile, a finding that should generate shock and awe in the hearts of executive leadership, both at the C-level and in sales and marketing organizations.

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Can the user information captured with the Alinean-powered marketing tools be shared with CRM / marketing automation solutions?

The ROI Guy

Yes, we have an Interactive Content Connector service that supports seamless integration with CRM and lead management / marketing automation solutions such as, Marketo, Eloqua, SilverPop and more.

10 Must-Have Business Development Strategies for Staffing & Recruitment

DiscoverOrg Sales

Be aware of what projects are coming down the pipe, and what your prospective company is focused on. Here’s a common process our sales team has used successfully: Day 1: Call the prospect. Prospects loved it! “We’re

10 Must-Have Business Development Strategies for Staffing & Recruitment

DiscoverOrg Sales

Be aware of what projects are coming down the pipe, and what your prospective company is focused on. Here’s a common process our sales team has used successfully: Day 1: Call the prospect. Much like employee turnover, new data points are constantly added to your prospects or candidates.

What Can You Accomplish Integrating MAP and CRM solutions with Alinean Value Selling & Marketing Tools?

The ROI Guy

Data-Out: capturing key user input and analysis results from your prospects / customers, and passing the customer intelligence to your MAP or CRM applications. Worse, sales was not consistent their follow-up with prospects who tool the time to run the tool and receive the analysis report.

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PowerViews with Craig Rosenberg: Growth Hacks & Consumerized B2B Software


Craig talks about the critical role of the phone in connecting with the right prospects as quickly as possible: “I was just reading Aaron Ross’s blog post the other day. And they say, ‘Oh, I’m doing a great job, I’ve got Eloqua.’

Sales Scheduler Showdown: Chili Piper Scheduling vs. Calendly vs. Acuity vs. ScheduleOnce vs. TimeTrade

Chili Piper

Our newest product, called Concierge, enables prospects to connect in real time or schedule a time with a rep after filling out a form. Not only are businesses expected to respond to prospects in a timely manner, but also lock down a meeting window that makes sense for both parties.

Trick or Treat? Dreamforce Goodies for B2B Marketers

Smart Selling Tools

If you’re like most Marketers today, you’re seeking high performance results via tools that complement your primary Marketing Automation platform; such as Marketo, Pardot, Eloqua.

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Beyond Financials: VC & IPO Due Diligence on Sales & Marketing Metrics


Lauren Carlson, an analyst at Marketing Automation Software Guide , recently wrote an article that looks at marketing automation vendors like Marketo and Eloqua who are considering IPOs, their recent venture capital funding, and the type of financial performance they may need to warrant shareholder valuations comparable to publicly-held SaaS companies.

Email Unsubscribe Hell!

Partners in Excellence

One would think since they are supposedly experts at marketing and engaging customers, prospects, or influencers, they would honor these requests and stop sending emails. I’m going to ask, “Is this the way you want to engage customers, prospects, influencers?

CMOs: Wield Powers of Influence to Gain a Seat at the Executive Table


Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle.

Account Executive Dan Mearns on The Early Morning Sales Process

I think about how I’m going to sell to my next prospect, or how I’m going to engage with them to have them believe in me. Beginning at 4am gives me time to warm up, to think about how to engage my prospects -@DanMearnsy… Click To Tweet.

Are White Papers Dead?

The ROI Guy

Make it personal – The Internet and other consumer technologies have spoiled B2B Prospects with the expectation that they can get any content they want fully customized and tailored to their personal preferences.

The Pipeline ? Sales And Marketing Alignment In Terms Of Lead.

The Pipeline

If you don’t have your inbound web strategy in place, outbound sales will have to work harder to find prospects and nurture them. Ask your prospects what you can do to help them learn your products and how they can help. Prospecting. 3 R’s of Prospecting Success.

Maybe Peter Drucker was right after all

The Ultimate Sales Executive Resource

Just the other day , I listen to a Webinar from Eloqua, one of the providers of lead creation, lead scoring and lead nurturing technology, thus a tool for marketers. Eloqua calls this traceability the “digital body language”.

Demand Gen Cloud: Funnels and Pipelines are Old School

Green Lead's B2B

Despite my whimsical title for this blog article (little link-baiting), the eBook is full of industry expert's takes on today's sales and marketing's demand gen and selling flow -- the path from universe to prospect to client. Craig Rosenberg, the demand gen expert from recently asked me to participate in putting together the eBook, The Focus Experts Guide: Sales and Marketing Pipeline and Funnel.

B2B Marketing Guide


We hear prospects say things like “we target the mid-market” or “we focus on enterprise customers” – but what does that actually mean? They help businesses clearly define who the key decision makers and influencers are at a prospective company. Why Did We Write This B2B Marketing Guide?

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From Demo to Conversation Part One – Targeting and Lead Development

Sales Overdrive

Done well, they can help you move your company away from the worn out pattern of pushing every prospect into a “demo” or a “pitch about features and benefits”; and moving them into a conversation around building value , developing a business relationship and ensuring technical alignment. Let’s start with Targeting: First you will need to build the ideal profiles of your target prospect industries and channels. A few we like include Marketo, Acton and Eloqua.

Business Value Summit Interview – Getting The Most from your Business Value Program

The ROI Guy

And with today’s short attention spans, a complex self-service assessment or calculator will not be used by prospects. So, when a self-service prospect shows interest by using your interactive assessment or value / ROI calculators, it is essential for the proper channel (direct sales, inside sales, a partner) to within minutes to follow-up with the lead. This means capturing and sharing the lead in real time with your Marketing Automation platform such as Eloqua, Marketo or Pardot.

6000+ Word Transcript & Video: John Barrows On Staying Top Of Mind in Long Deals

The first startup I did was a company called Eloqua in the marketing automation space. Eloqua and a few other players in the marketing automation space were sort of the big foundational pillars there. Actually from your perspective, because I think we’re in a similar position in the sales tool world as we were in the marketing tool world, kind of around the time Eloqua got purchased, right? Say somebody was prospecting to you, okay?

Alinean Launches Interactive White Papers

The ROI Guy

Unlike traditional white papers, Alinean Interactive White Papers use profile information from a prospect to intelligently customize the collateral with more personalized, relevant and analytical content. The B2B marketer entices prospects to the Alinean Interactive White Paper via links in direct mail campaigns, on promotional micro-sites or from their corporate web site to dramatically improving click-throughs because of the attraction to interactive content and relevancy.

From Demo to Conversation

Sales Overdrive

Done well, they can help you move your company away from the worn out pattern of pushing every prospect into a “demo” or a “pitch about features and benefits”; and moving them into a conversation around building value , developing a business relationship and ensuring technical alignment.

Why Telemarketing Remains the Unsung Hero of Lead Generation

The Sales Association

I often encourage prospective clients to test and leverage inbound and direct mail before they invest in telemarketing. In these cases, the prospect and customer will likely be using online information to form an opinion about the client.

6 Small Town Sensibilities to Boost B2B Social Media Impact

The Sales Association

” According to one of the top salespeople at Eloqua, Jill Rowley, the line between “personal” and “business” social media is very transparent. Her prospects and clients would like to know who they are doing business with.