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Matt Heinz

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April 11, 2011

Justin England and 7 other people answered this question

What are some other good resources to find information on marketing automation?

Aside from great sites like David's, Jep's and others (can't mention everyone), I do believe that you can get great info from the vendors themselves. Vendors know that in marketing automation content is key. Therefore, many of them will provide info on best practices that ... more

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David M. Raab

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April 3, 2011

Peter Johnston and 1 other person answered this question

For large organizations, should you have more than one marketing automation solution?

I was recently contacted by a company which has an Eloqua solution installed. This person was the new EMEA marketing manager. He had experience with Eloqua, but couldn't countenance the six months, massive commitment of resources etc. that were involved in rolling it out across ... more

March 28, 2011

Michael Fahey and 3 other people commented on a brief

Why Your Consultative Sales Approach Isn't Working

"The fact that you're asking questions, relevant questions, they don't have the answer to is itself valuable to the prospect. They'll wonder what other questions you have they should have answers to, and they'll also immediately start believing that 1) you probably know what you're ... more

March 16, 2011

Jeff Ogden and 1 other person answered this question

What kind of budget should people earmark for a marketing automation solution?

Good answer by Peter. Software is an enabler, but to see it as the answer to your needs is naive at best. Every expert out there says to choose software last and not first.
1) Do you have deep personas on your prospective buyers?
2) Do you ... more

March 13, 2011

Andrew Spoeth and 8 other people answered this question

Where do the balls get dropped most often with inbound leads/demand generation?

There are several things that can go wrong, but the most common is lack of a smooth lead transition between marketing and sales.
- Leads are not followed up with at all
- Leads are followed up with, but not right away
- Leads are followed up with ... more

March 13, 2011

Matt Heinz published a brief

9 Proven Alternatives to Cold Calling

March 11, 2011

Lauren Harper asked a question

What are your thoughts on cloud-based vs. premise based marketing automation solutions?

Information Technology

March 11, 2011

Lauren Harper asked a question

What do you recomend people do to find the right fit for their marketing automaton needs?

Events

Lead Nurturing 202: The Next Generation May 31 @ 11 am PT
Marketing Thought Leaders: A Conversation with Jamie Mallinger June 1 @ 11 am PT
The Tricks to Paid Media June 6 @ 11 am PT
Display Advertising for Brand Awareness June 20 @ 11 am PT

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Matt Heinz

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