B2B Marketing Zone

More on Lead Management

Customer Lifecycle Metrics, Part 2: Capture Interest, Gather Insight

Customer Lifecycle Metrics, Part 2: Capture Interest, Gather Insight


Take a look at the customer lifecycle metrics you need to track in part two of this series: capturing prospects.
Successful Sales and Marketing Alignment, Part 5: The Lead Handoff Process

Successful Sales and Marketing Alignment, Part 5: The Lead Handoff Process


Learn about the lead handoff to sales, and the reporting and feedback loops to use, in part 5 of this sales and marketing…
operations alignment

How Marketing Operations Can Align with Sales (and Why)


Discover why marketing operations is a critical role to ensuring visibility across all technological marketing platforms and providing access to your company’s sales…
Marketing Data

The 7 Deadly Sins of Data


Sales and marketing sales data holds so much power … but only if you use it correctly. The following is a critique of…

Think Outside the Desktop: How to Build Your Email List Offline


An email list is one of the most valuable assets a business can have; building one is too important to limit yourself to…

Lead Nurturing Basics: How to Nurture the B2B Buyer’s Journey in 5 Steps


B2B buyers are becoming more like B2C consumers in the way they shop and buy products and solutions. Instead of waiting for an…

Should Marketers Be the Stewards of the Customer Relationships? Gleanster Research Results


If you’re lucky, your business has a lot of customers. And if you’re really lucky, you’re connecting and communicating with them in many…

The B2B Online Marketing Playbook: A CEO’S Guide to Risks and Rewards


It’s lonely at the top. Whether you’re heading up a large organization or a small startup, as the leader, you have a lot…

How PeopleHR Went From Lead Overload to Record-Setting Revenue


Like many other teams in organizations today, Human Resources (HR) is becoming more automated and data-driven. Many companies are turning to software solutions…

How Multi-Location Call Tracking Boosts Your Marketing ROI


We’re all quick to acknowledge how important our websites are. But how many of us are now saying that our mobile website is…

Sales Alignment: Put Theory Into Practice


“Sales alignment” began as an interesting concept. For its critics, that’s all it remains. Skeptics may say that a lot of the theory…

Top 10 Blog Posts of 2014: A Look Back at Act-On’s Most Popular Content


There’s a reason so many writers crank out lists of the top blog posts/books/articles/whatever from the past year. For one thing, it’s a…

Global Software Provider Mikogo Uses Marketing Automation to Drive Results


Rapid growth, lots of leads, and a busy sales team. Sounds great, doesn’t it? It is, but it can become a problem when…

Get it in Writing: The Benefits of a Sales and Marketing SLA


Service level agreements (SLAs) between sales and marketing are a critical part of ensuring the efficient creation, development, and flow of leads. However,…

Sales and Marketing Alignment vs. Integration, Part 2: Driving Change


Rachel Rosin of Act-On Software recently moderated a webinar conversation between Bill Golder, principal and CEO of Slingshot Growth Partners, and Jay Hidalgo,…

Sales and Marketing Alignment vs. Integration, Part 1: Challenges


Rachel Rosin of Act-On Software recently moderated a webinar conversation between Bill Golder, principal and CEO of Slingshot Growth Partners, and Jay Hidalgo,…

Lead Management: 7 Steps to the Process that Creates Revenue


Editor’s note: Jay Hidalgo is – among other things – the Demand Gen Coach. He’s spent over 20 years in the trenches, working…

An Act-On Conversation: Jay Hidalgo and Atri Chatterjee Talk Demand Generation, Part 1


Recently I had the opportunity to moderate an Act-On Conversation on demand generation. The Conversationalists, Jay Hidalgo and Atri Chatterjee, defined demand generation…