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10 Things Every Sales Manager Should Know About Sales Performance [Infographic] - Profs | #TheMarketingAutomationAlert

10 Things Every Sales Manager Should Know About Sales Performance [Infographic] - Profs | #TheMarketingAutomationAlert | The Marketing Technology Alert | Scoop.it
Sales - How well do you know your sales team? To find out how most salespeople feel about missed quotas, the lead pipeline, and sales performance, check out the following infographic.

 

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iNeoMarketing's insight:

And every B2B marketing professional should understand this, and incorporate this into their MA platform.

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The Marketing Technology Alert is curated content related to marketing automation. From iNeoMarketing: a New Type of B2B Marketing Agency
Curated by iNeoMarketing

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“I’m an artist because I said so,” and the Top 11 Marketing Technology Articles Curated Thursday, 8/21/14

“I’m an artist because I said so,” and the Top 11 Marketing Technology Articles Curated Thursday, 8/21/14 | The Marketing Technology Alert | Scoop.it

I actually heard that statement, which floored me.

 

Hey, I’m a marketer, and I’ve got lots of proof that I’m a marketer. And I’ll go one step further: I’m a digital marketer. If I don’t have the hands-on experience, then at the very least I have in-depth knowledge in many different marketing technology areas. Jeez, I’ve been doing this for a long time.

 

But I can’t say I’m a Marketing Engineer.

 

Hey, I’d love to refer to myself as a Marketing Engineer. Cripes, I’ve got all the life experience credits one would need to receive a Marketing Engineering degree. But the bottom line is: I don’t have the certification to refer to myself as a Marketing Engineer.

 

Marketing, with the massive influx of technology, is fast becoming a discipline. And as a discipline, there will be standards. And with standards, there will be “certifications” that denote one as an expert in that particular discipline. And those certification would be issued by authoritative organizations.

 

So until we’ve got a centralized authority issuing certifications in accordance to the standards that will eventually exist, I’ll wait for the MktgE degree. In the meantime, I’ll keep servicing my clients and delivering industry knowledge to you.

 

"With great marketing technology spending comes great ROI responsibility." 

iNeoMarketing 

8/4/2014

 

Marketing Technology…NOW!

 

Have a comment? Email it to info@ineomarketing.com or comment below. I’ll publish it here.

 

Today’s curated articles collected for your quick review:

-- > The Seven Deadly Sins of Marketing Automation - Profs http://sco.lt/78XbuL

-- > The 6 Most Common Technologies Used by B2B Marketers | Bizo http://sco.lt/7zcbEP

-- > Act-On software now offers native integrations with all major CRM systems - The Hub http://sco.lt/4jWCcT

-- > Thinking About Buying Marketing Software? Make Sure You Know Who Has Your Back. - Kapost Content Marketeer http://sco.lt/7AVyfh

-- > Giving You More Reasons to Share on SlideShare - LinkedIn http://sco.lt/7sx1ft

-- > How Marketers Handle Global Email Campaigns - Profs http://sco.lt/8Apkrx

-- > Dropbox unveils new tools for business customers - VentureBeat http://sco.lt/8a63Rh

-- > TrustRadius: Survey Reveals Businesses Expect to Spend More on Conversion Rate Optimization Software Next Year http://sco.lt/92h8nh

-- > Over 40% of Web Pages Still Not TCPA Compliant: Infographic - Chief Marketer http://sco.lt/73rEGH

-- > 6 Tips For Onboarding Success [Infographic] - Demand Gen Report http://sco.lt/5GW4UT

-- > INFOGRAPHIC: 7 Powerful Predictors of a Closed-Won Opportunity - Salesforce http://sco.lt/6iDJar

 

 

See ALL Top Curated Marketing Technology Articles here.

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What Retailers Need to Know about the Emerging Beacon Marketing Opportunity - Swirl

What Retailers Need to Know about the Emerging Beacon Marketing Opportunity - Swirl | The Marketing Technology Alert | Scoop.it

 

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Jean-Michel Franco's curator insight, Today, 2:09 AM

Interesting infographics: my prefered takeway : among the 85% that use mobile shopping while in store, 40% do it with Amazon -> Big chalenge for traditional retailer to bring value to their own mobile experience to avoid being "amazoned"

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INFOGRAPHIC: What Is Sales Enablement, Anyway? - Salesforce

INFOGRAPHIC: What Is Sales Enablement, Anyway? - Salesforce | The Marketing Technology Alert | Scoop.it

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The Seven Deadly Sins of Marketing Automation - Profs

The Seven Deadly Sins of Marketing Automation - Profs | The Marketing Technology Alert | Scoop.it

Digest...


1. No documented strategy

2. Using marketing automation as a glorified email marketing tool

If you're using your marketing automation tool as a glorified email marketing service, you aren't harnessing the full power of the software. Depending on the tool you're using, that could include features like:

>> Search engine optimization

>> Lead scoring

>> Landing pages

>> Metrics and reporting

3. Excluding other teams

4. Selling instead of nurturing

Lead nurturing is one of the most powerful aspects of any marketing automation tool and is designed to help move people along the sales funnel. If they're in the early stages the buyer journey, you can nurture these leads by sending them useful content about broad topics related to their interests and aligned with your company's philosophy. 

5. Not producing enough targeted content

6. Tracking the wrong metrics

7. Running on autopilot

Despite the name, marketing automation doesn't mean you can go on autopilot. Just like your leads must be nurtured, you marketing automation programs also need to be nurtured.

 

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iNeoMarketing's insight:

It's what you'd expect, and it boils down to using everything that is available to you.


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Act-On software now offers native integrations with all major CRM systems - The Hub

Act-On software now offers native integrations with all major CRM systems - The Hub | The Marketing Technology Alert | Scoop.it

Digest...


Act-On customers will now enjoy a lot more flexibility when it comes to choosing their CRM systems. The SMB-focused marketing automation platform announced today that it will now offer native integrations with all major CRM platforms. This includes Salesforce, SugarCRM, Microsoft Dynamics, NetSuite and others.

 

In recent times, integration between marketing automation and CRM systems has become the new normal, especially for B2B marketing firms who are learning to synchronize their outbound messaging with their lead nurturing functions. 

 

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iNeoMarketing's insight:

FYI.

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Giving You More Reasons to Share on SlideShare - LinkedIn

Giving You More Reasons to Share on SlideShare - LinkedIn | The Marketing Technology Alert | Scoop.it

Digest...


Analytics provides you with helpful insights that allow you to get to know who’s checking out your presentations, learn which sites are giving you the added boost, and measure and analyze engagement. You can find out who’s viewing your SlideShares, how they found your content — even where they’re located in the world.

 

Create a distinct brand identity with Profile Customization. You’ll be able to style your profile page with a customizable background image, organize your content so your uploads and favorite SlideShares appear on your profile, and curate the SlideShares that are most valuable to your audience.

 

Not ready to share your presentation with the world yet? Private Uploads allows you to share content with a select group of coworkers or embed presentations on intranet sites — and publish your work when you’re ready.

 

Showcase your professional Videos, such as conference presentations, marketing tutorials, and product demos alongside with your presentations, infographics, and documents to tell your story.

 

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iNeoMarketing's insight:

It's one of the Big 4 in the B2B realm. And as a part of the most powerful B2B social platform, you can expect big things out of SlideShare.

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Dropbox unveils new tools for business customers - VentureBeat

Dropbox unveils new tools for business customers - VentureBeat | The Marketing Technology Alert | Scoop.it

Digest...


Dropbox first announced the new capabilities, including view-only permissions for shared folders, passwords for shared links, and expirations for shared links, a few weeks ago. Demand for the additions was high enough that thousands of people joined the early-access program just to test-drive the new features. Thanks to that testing and the feedback Dropbox received, the features are now out for Dropbox for Business customers, according to a statement the company issued today

 

The new features should aid in-house collaboration by allowing administrators to maintain better control over the files they share and help avoid the kind of costly mistakes that can happen when too many people have editing privileges. Likewise, the expiration option for shared links can be a useful way to make sure that multiple revisions of important files are not circulating within a team.

 

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iNeoMarketing's insight:

FWIW. Dropbox plays a role in many things we do.

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Over 40% of Web Pages Still Not TCPA Compliant: Infographic - Chief Marketer

Over 40% of Web Pages Still Not TCPA Compliant: Infographic - Chief Marketer | The Marketing Technology Alert | Scoop.it

Marketers utilizing call centers as part of their lead generation process must make sure marketing partners are compliant with the revised Telephone Consumer Protection Act (TCPA) regulations.

 

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INFOGRAPHIC: 7 Powerful Predictors of a Closed-Won Opportunity - Salesforce

INFOGRAPHIC: 7 Powerful Predictors of a Closed-Won Opportunity - Salesforce | The Marketing Technology Alert | Scoop.it

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Disrupting B2B Markets Does Not Happen Overnight - Gartner

Disrupting B2B Markets Does Not Happen Overnight - Gartner | The Marketing Technology Alert | Scoop.it

Digest...


In the B2B world, most innovations have implications far beyond the purchase.  People have to be retrained, systems have to be updated, processes have to be adapted, and more.   Additionally, in the destructive phase, someone (often the person who made the original purchase recommendation) has to make the case for early replacement.   That is not an easy position to take, with its significant political ramifications.

 

When you look at all these factors, you can see why B2B disruptions often take several years before they reach critical mass.   This should be reflected in your strategies.   Progress is critical, but focus on the best way to achieve that progress.   Get some wins from traditional competitive procurements.  Target new buyers that have been on the sidelines since there is less emotional and organizational “baggage.”  For destructive opportunities, focus your energies on one or two competitors and implement strategies to ease the transition from them to you.

 

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iNeoMarketing's insight:

And don't forget Geoffrey Moore's "establishing beachhead" approach.

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Why LinkedIn Will Suck Up All Your Marketing Dollars—and Why You’ll Like It - Kapost Content Marketeer

Why LinkedIn Will Suck Up All Your Marketing Dollars—and Why You’ll Like It - Kapost Content Marketeer | The Marketing Technology Alert | Scoop.it

Digest...


LinkedIn has surpassed these early adopters, and emerged as the most important player in the professional content sharing game.

 

Each of the professional networks’ 300 million users self-organize into industry specific categories, populating the site with personalized data that marketers drool over—like their geographic location, size of company, seniority level, non-profit interests, years of experience, and current job function.

Marketers mine these data fields, slicing and dicing them into manageable segments to communicate with and target.

 

By posting relevant content to each of these smaller segments at strategic times, sellers can get in front of people they believe to be buyers—instead of wasting budget reaching people outside of their ideal customer profiles.

 

Investing marketing dollars into LinkedIn’s content distribution channels in unlikely to disappoint, especially as the company continues to invest its own dollars to improve the quality of lead and revenue delivery. For instance, LinkedIn recently bought longtime partner Bizo, a data software company that’s been helping LinkedIn find the “right people” through digital data for years. The outright purchase of Bizo solidifies LinkedIn’s position in support of content.

 

>> LinkedIn’s Sponsored Updates User Guide PDF: the complete how-to user manual for sponsored updates, including how to set up a business page to how to analyze your results

>> The Content Marketeer’s “LinkedIn Emerges as the #1 Source for Professional Content:” a data-backed dive into how LinkedIn is outperforming other outlets for professional content

>> LinkedIn’s Targeted Ads page: information and online sign-up for paid ads

 

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iNeoMarketing's insight:

LinkedIn, Twitter, Google+, Slideshare. That's it, that's the list.

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PivotPointBrands's curator insight, August 20, 8:24 AM

Even those of us who have been using LinkedIn for years are barely scratching the surface of its potential for for connecting us with key individuals, whether they are potential customers, hiring managers or business associates.

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5 Steps to Better Marketing Operations Management - Smart Insights Digital Marketing Advice

5 Steps to Better Marketing Operations Management - Smart Insights Digital Marketing Advice | The Marketing Technology Alert | Scoop.it

Digest...


By thinking through and then implementing some of these following six steps, you can save time, reduce waste and improve operational marketing management.


>> Get everyone pulling in the same direction. Defining business and marketing objectives first is crucial, your most powerful leadership tool is clear and specific objectives. Define your battleground, understand where your efforts are likely to have the greatest impact to the goals you have set.


>> Identify the decision-making and operational structure. Defining individual roles within a framework will help prevent unnecessary overlapping and waste of resources. Once people have a clear suite of accountabilities and see how they fit within the team to help achieve the goals you will have an empowered and focused team. For marketing operations involving more than one team, decide if units will operate under a centralised decision-making structure, or whether local teams will have more tactical decision-making autonomy.


>> Design efficient, tailored processes. To run as smoothly as possible, each aspect of the marketing plan should be guided by a process which takes into account the decision-making structure, available resources, technology and internal and external policies. Designing efficient processes can require some trial and error, so be prepared to adapt them as necessary.


>> Use data to measure marketing performance. Data-driven marketing allows you to continually measure performance and adjust strategy so you’re always on course to reach goals it also removes the HIPPO effect and reduces time debating opinions. Work together with stakeholders to define performance indicators and ensure they are closely aligned with sales and business objectives. Make data-driven marketing efficient by automating report generation.


>> Utilise Technology. While I wouldn’t recommend chasing the next shiny new object, technology can be a great enabler. Tools such as the Adobe Creative Cloud, Basecamp, Google Docs and Dropbox have made traditional labour intensive and time-consuming tasks easy and accessible.

 

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iNeoMarketing's insight:

Should this come from Marketing Ops, or the CMO/CMTO?

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How Authoritative Is Your Content? 6 Tools to Help You Find Out - HubSpot

How Authoritative Is Your Content? 6 Tools to Help You Find Out - HubSpot | The Marketing Technology Alert | Scoop.it

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iNeoMarketing's insight:

Screen shots from the post's six recommended content authority tools. Nice.

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Beacon Marketing: Be Wary Of The Hype - Forrester

Beacon Marketing: Be Wary Of The Hype - Forrester | The Marketing Technology Alert | Scoop.it

Digest...


Beacon technology offers new opportunities for marketers across a wide range of industries and verticals. In particular, they enable marketers to:

>> Engage consumers in their mobile moments via in-app interactions.

>> Improve the customer experience.

>> Understand customer behaviors by leveraging analytics.

 

However, as always with new mobile technologies, marketers tend to overhype opportunities and forget to put the customer at the center of their strategies. Part of the problem with beacon technologies is that many marketers are confused about what they are: they believe there is a lot of intelligence in the beacons themselves. The reality is that beacons are dumb pieces of hardware that simply communicate location information that can be interpreted by mobile applications. Marketers will be tempted to try to push advertising messages through beacons directly to smartphones, but intelligence and engagement will come from marketers’ ability to deliver deep and immediate value to customers by contextualizing their offerings in real time.

 

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iNeoMarketing's insight:

For B2B, Beacon is akin to Wearables: it's got B2C legs, but unsure if it can stand in the B2B market. We just need to keep an eye on it.

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Oracle launches customizable analytics dashboard for its Social Relationship Management platform - The Hub

Oracle launches customizable analytics dashboard for its Social Relationship Management platform - The Hub | The Marketing Technology Alert | Scoop.it

Digest...


The new dashboard, titled "Social Station" allows different categories of users to customize the type of social media analytics they want to see on a regular basis. Using a simple drag-and-drop functionality, social media marketers can create a portfolio of modules containing the metrics that matter most to them. This allows users the flexibility to monitor conversations by network, stream, metric, graph type, date range, and relative time period.

 

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iNeoMarketing's insight:

FYI.

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Infographic: 8 best practices for text message marketing - The Hub

Infographic: 8 best practices for text message marketing - The Hub | The Marketing Technology Alert | Scoop.it

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iNeoMarketing's insight:

Oh yes, it applies to B2B.

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The 6 Most Common Technologies Used by B2B Marketers | Bizo

The 6 Most Common Technologies Used by B2B Marketers | Bizo | The Marketing Technology Alert | Scoop.it

Digest...


The following five marketing technologies were also used by more than 30 percent of marketers, according to the survey:

>> Analytics tools (61.0 percent)

>> Email software (39.8 percent)

>> Social media management tools (37.5 percent)

>> Blogging platforms (36.3 percent)

>> Marketing automation software (31.3 percent)

 

The survey also inquired about what marketing technologies marketers plan to install in the next 12 months. The top three:

>> Blogging platform (28.3 percent)

>> Marketing automation software (19.1 percent)

>> CRM system (17.8 percent)

 

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iNeoMarketing's insight:

The data comes from “The Data-Driven Marketer” special report. I'm stunned by the percentage of CRM system installs over the next 12 months.

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Thinking About Buying Marketing Software? Make Sure You Know Who Has Your Back. - Kapost Content Marketeer

Thinking About Buying Marketing Software? Make Sure You Know Who Has Your Back. - Kapost Content Marketeer | The Marketing Technology Alert | Scoop.it

Digest...


You shouldn’t have to navigate the buying or implementation process alone. If you’ve identified a need, done your homework, and are ready to move forward with a purchase, one major question to ask yourself is, who will help you get your software up and running and ensure it is a success?

 

When it comes to implementing new software throughout your company, you need someone fluent in the product to guide your team and tailor processes to fit your company’s unique needs. This is where a product services team can come to the rescue.

 

Here are the four main qualities of the very best customer services teams out there:

>> They Focus on People, Process, and Needs

>> They Include You

>> They Foster Learning

>> They Provide Support

Once your tool is up and running the work doesn’t necessarily end there. As you use the tool more and as your process or organization evolves, you will have new ideas and changes to incorporate. Your services team should be there to help you adjust your process. While you’ll want to take ownership and leverage internal resources where you can, you also don’t want to be left completely on your own. A plan that includes ongoing technical support, consistent check-ins, and clear communication will help you get the most out of your purchase.

 

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iNeoMarketing's insight:

This is exactly what we provide: the full support B2B marketers need post-selection. Don't hesitate to contact us should you have questions: info@ineomarketing.com.

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How Marketers Handle Global Email Campaigns - Profs

How Marketers Handle Global Email Campaigns - Profs | The Marketing Technology Alert | Scoop.it

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TrustRadius: Survey Reveals Businesses Expect to Spend More on Conversion Rate Optimization Software Next Year

Digital Marketers Rely On Multiple Tools for CRO

>> 91 percent of respondents use two or more tools for digital analytics

>> 43 percent of respondents use two or more tools for A/B testing

>> This pattern is consistent across company sizes. Companies with more mature CRO processes tend to use more tools

 

Most Spend More Than $10,000 On Digital Analytics Software

>> 58 percent of companies surveyed spend more than $10,000 on digital analytics tools per year with 27 percent spending between $50,000 and $500,000, and 6 percent over $500,000

>> The survey also found that 44 percent of the companies surveyed spend more than $10,000 annually for A/B Testing software with 19 percent spending more than $50,000


Most Plan to Spend More on CRO Software in the Coming Year

>> 59 percent plan to spend more on digital analytic tools this coming year; 67% of large enterprises will spend more

>> 48 percent plan to spend more on A/B testing tools this coming year; 60% of large enterprises will spend more

 

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iNeoMarketing's insight:

No surprise, especially since marketers are spending more on many different types of marketing technologies.

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6 Tips For Onboarding Success [Infographic] - Demand Gen Report

6 Tips For Onboarding Success [Infographic] - Demand Gen Report | The Marketing Technology Alert | Scoop.it

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Attribution is Hard, and the Top 12 Marketing Technology Articles Curated Wednesday, 8/20/14

Attribution is Hard, and the Top 12 Marketing Technology Articles Curated Wednesday, 8/20/14 | The Marketing Technology Alert | Scoop.it

Easier said than done. That pretty much sums up measuring marketing ROI using technology.

 

MarTec offers a set of tools to achieve attribution, so it is certainly easier now than ever before to determine ROI, but this answers the question “what can I use to measure ROI?” It doesn’t answer the question of “how.”

 

I think we can conclude two things. First, attribution is still subjective. Unless we’re roaming around the craniums of prospects and can pinpoint the exact time and place of the decision, it’s a guess. Educated, but a guess. Second, the labyrinth that is the buyer’s journey is a mystery as it is personal to each and every buyer. So even if you install a sophisticated tag management system, it’s still subjective.

 

However, there’s a technique that is often overlooked that can help gauge the degree of contribution, and that is the scoring model, a function already at your disposal within your marketing automation platform.

 

Now you’d think that scoring is going away, as Predictive eliminates the need to point out high value targets via the subjective lead scoring model. It’s not, and you can use it to your advantage so long as you keep tabs on the prospect all the way through to the sale.

 

Attribution Scoring relies upon placing a value on each and every touch of communication and content, and that value is brought back to the record in the form of the score. So as the prospect navigates his or her way through your analog and digital presentations (presentations used in the broadest sense), the scoring can be used to evaluate how Marketing keeps moving the prospect through their journey.

 

So what’s the difference between Lead Scoring and Attribution Scoring? Same process, same paradigm, but it’s a different timestamp. Whereas Lead Scoring ceases upon the flip to Sales, Attribution Scoring continues onward, either through till the conversion to client, or beyond should you need to keep tabs on influence, LTV, upselling, cross-selling, etc.

 

With this in mind, you’re still measuring contribution to the sale, not true attribution. A score can only tell you how much Marketing contributed to the process, but not that it made the sale.

 

"With great marketing technology spending comes great ROI responsibility." 

iNeoMarketing 

8/4/2014

 

Marketing Technology…NOW!

 

Have a comment? Email it to info@ineomarketing.com or comment below. I’ll publish it here.

 

Today’s curated articles collected for your quick review:

-- > Disrupting B2B Markets Does Not Happen Overnight - Gartner http://sco.lt/6lVtyr

-- > B2B Content Marketing on LinkedIn Works: CRM Lead Management Brands Hit Their Mark - LinkedIn http://sco.lt/6NbCGv

-- > Why LinkedIn Will Suck Up All Your Marketing Dollars—and Why You’ll Like It - Kapost Content Marketeer http://sco.lt/5PQEhF

-- > The Past, Present, and Future of Marketing Technology - Radius http://sco.lt/5CG8jh

-- > 5 Steps to Better Marketing Operations Management - Smart Insights Digital Marketing Advice http://sco.lt/6INrxB

-- > Top 7 Mistakes Digital Marketing Agencies Make That Turn Into Lost Clients - Digital Marketing Depot http://sco.lt/4hkGFl

-- > How Authoritative Is Your Content? 6 Tools to Help You Find Out - HubSpot http://sco.lt/5UM4HJ

-- > Finding ROI in B2B Marketing Can Feel Like Pushing Water Uphill - ClickZ http://sco.lt/5T0TPV

-- > [NSFW] This Designer Destroys 2014′s Big Marketing Buzzword, and It’s Awesome - Contently http://sco.lt/859pSr

-- > Most Marketing Advice Tells Us How to Market to Marketers - Enterprise Irregulars http://sco.lt/4tWc9R

-- > How Content Is Changing And What Marketers Need To Know [Survey Data] - Marketing Land http://sco.lt/8kJfKD

-- > The Small Business Guide to LinkedIn - Simply Business UK http://sco.lt/5FEvbN

 

 

See ALL Top Curated Marketing Technology Articles here.

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B2B Content Marketing on LinkedIn Works: CRM Lead Management Brands Hit Their Mark - LinkedIn

B2B Content Marketing on LinkedIn Works: CRM Lead Management Brands Hit Their Mark - LinkedIn | The Marketing Technology Alert | Scoop.it

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iNeoMarketing's insight:

SU = Sponsored Update. Granted the information is from LinkedIn, but this is strong.

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The Past, Present, and Future of Marketing Technology - Radius

The Past, Present, and Future of Marketing Technology - Radius | The Marketing Technology Alert | Scoop.it

Excerpt...


Gartner analyst Laura McLellan predicts that by 2017, the marketing department will spend more on technology than the IT department. Which technology solutions are the most crucial for B2B marketers today, and which will be the most important by 2017?

 

We believe that three technologies will dominate marketing spend by 2017:

  1. Marketing Automation
  2. Content Management Solutions
  3. Predictive Marketing Software

 

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iNeoMarketing's insight:

So a couple of things...

(1) Predictive will be a part of your MAP by 2017

(2) CMS is already a relatively mature category


So where will the spending be? Yes to MAP, but data management platforms will be vital, as will all the associated marketing technology services to drive the most productivity out of every dollar.

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Top 7 Mistakes Digital Marketing Agencies Make That Turn Into Lost Clients - Digital Marketing Depot

Top 7 Mistakes Digital Marketing Agencies Make That Turn Into Lost Clients - Digital Marketing Depot | The Marketing Technology Alert | Scoop.it

Sooner or later, every digital marketing agency faces problems with clients because of miscommunication or a lack of coordination. They might also be making disappointing mistakes when managing curated projects or following the latest SEO advice based on Google whims and bans.

 

In this whitepaper, Web CEO describes the 7 most critical mistakes that digital marketing agencies face. The issues and advice are based on real-life examples and case studies of our enterprise-level customers.

 

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iNeoMarketing's insight:

Top 7 out of lord knows how many.

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