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Tag Archives: closed-loop

How do you track Contacts in your Lead Lifecycle model?

How to manage Salesforce Contacts within a Lead Lifecycle process is a never ending debate. In Salesforce, a Lead is someone who needs to be worked–a Contact is someone who is known and belongs to an Account. The issue is Salesforce treats these two differently which poses all kinds of tracking and lead flow process issues. So how do you ... Read More »

Close the Loop in Marketo with New Account Based Attribution

We all hear about tracking leads from creation to opportunity for closed-loop analysis. Marketo has provided great visibility into this lifecycle as long as one thing happens—Sales reps add Contacts to Opportunities in That link is vital to the process. You get a silver dollar if your organization uses Contact Roles consistently. The fact is many Sales reps create ... Read More »

New Marketo Features to Ignite Marketing Automation Innovation in 2H 2013

New Marketo Features to Ignite Marketing Automation Innovation in 2H 2013 Yesterday, I attended the Marketo Jumpstart roadshow in Boston with hundreds of other Marketo users and prospects. There was definitely a lot of good buzz about what Marketo is up to. Most customers were excited about the recently released Customer Engagement Engine (See previous 7 Killer Features blog post) that ... Read More »

Top 5 Marketing Automation Metrics

Top 5 Marketing Automation Metrics Measuring the success of marketing automation is an essential part of the overall revenue creation process. But what should you measure? Most successful marketers and organizations keep score with KPIs (key performance indicators). These KPIs help marketing executives keep a pulse on their business to show value to the organization. There will never be one report ... Read More »