Marketo Lead Generation and Management Software

Lead Management Software

Today I want to review Marketo, a lead management software that will help you  automate (Marketing Automation) and measure lead management campaigns.

It is not easy to decide what changes your website needs. Some companies pay thousand to ten thousands of dollars for promotion campaigns each ,in order to increase their sells. It can be done using Google Adwords, other promotional campaigns, outsource campaigns, street ads and so on. Everything can be measured, so all you need is the right lead management tool, which will help you get the information for each campaign that you have started and measure its effectiveness.

The are many Market leading management tools on the Internet, one of the leaders in the field are Marketo, and I want to talk about it for a few minutes. Marketo is all about measuring lead performance, it offers you the following services: Lead generation, lead nurturing, lead scoring, website monitoring, email marketing, Landing page optimization, Marketing Automation, marketing asset management, the ability to integrate Marketo lead management software with Saleforce CRM software to work perfectly together, Marketing ROI analytics etc. We will discuss about anyone of the above and try to understand what anyone of those terms actually means for you, so you will know what such lead management software can do to your business.

Lead Generation

First let's stars by the term Lead Generation, and see what Marketo has to offer in that regards. Marketo Lead generation software will give you the option the convert online traffic in real-time into real leads by using dedicated landing pages for that sole purpose. Every lead will get a specific score that will help you recognize, what lead is the more important that the other lead. If you are already having a CRM software, you can integrate it with Marketo Lead generation software, in order to take advantage of both worlds at the same time. Both software complements each other perfectly and will allow you to see results faster.

With Marketo lead generation software, you will have the ability to analyze your marketing ROI and Marketing Automation processes in order to see a bigger picture of your campaigns and how they perform in terms of quality, money and revenue.

It doesn't matter whether you are searching for live transfer mortgage leads, or any other popular niche that real time & live lead generation marketing software can provide, Marketo has it all. Marketo will help you close more sales and sell more in what you have to offer on your website. The target is to generate more qualified leads and therefore, generate more sales. Being able to control in real-time, it is a more robust approach that will help you take control of your website leads in real-time without losing any prospects on the way. Visit marketo.com for more information about their products, prices and success stories.

Lead Nurturing

As written on Marketo website "Lead nurturing is the process of building relationships with qualified prospects that are not yet ready to speak with sales...". This is one of the most important elements in any successful business, the fact that you need to spend resources and invest them on future customers. There are many visitors, which are thinking twice before thinking of buying any product on the Internet. Those visitors will probably search for comparison websites, and it will take some time until they will become your customers if ever. So in order to get to those visitors and try the best to close a sale with them, you need to understand how they think, what they do on your website and what to do in order to make them buy your products at the end.

Lead Nurturing from Marketo, will give you the right tools to automate multi-step marketing programs that will help you build relationships with those customers or prospects over time. On Lead Nurturing, you will have the ability to create targeted messages and send them to those visitors, based on specific behaviors or profile updates.

As like many CRM software, in Lead nurturing you will have the ability to have control and optimize every interaction that you have with prospects over the time of the connection, and measure every aspect of the connection. So at the end, you can know that you have done that best you can to make those visitors, your customers.

As I've read on Marketo website, 95% of your site visitors are not read to talk with sales people. If you understand that, it is a huge number, so in order to make more sales, you need to target those prospects in order to make more leads.  If you are not smart enough, your competitors will manage to take those customers and make them theres, so you don't want that to happen, don't you?

Using Marketo Lead Nurturing, you can generate more qualified leads, and convert 400% more prospects into sales leads. You will be able to increase win rates and save time and costs by automating  tasks instead of repetitive manual tasks.
 

Lead Scoring

Another feature of Marketo is Lead Scoring, which will help you improve sales effectiveness by allowing you to pass only the qualified leads for sales. Think of a website, which have a lot of traffic, and this website has many leads, and now the problem is to decide in which leads can be translated to money faster and more easily. Some leads can be transferred into money very fast, because you know, for example, that a specific visitor that came from a specific page which have high conversion rate measures, will 50% close a deal on your site. You would probably want your sales person to call this visitor right away and close a deal before he calls the other companies and thinks of buying a product from the (and you don't want that aren't you?).

So what Marketo Lead Scoring gives you, is the ability to automate lead qualification processes, in order for your sales representatives to act on "HOT" leads faster! - SO you can close a sell more quickly. Another feature is the ability to trach online activity to measure buying interest of online visitors and sales readiness. This is a powerful tool for everyone who is interested to know, if its customers are in the state of "ready to buy". Sometimes acting upon a believe that a specific customer or online visitor wants to buy something, when he is not, can hurt the business and the visitor might live as he came  to your website, and that is a big loss for your company. It is very important that you can measure it and act upon statistics and not from your intention to make more and more money!

The other feature is the ability to decrease scores over time based on inactivity. You will allow to improve sales alignment and increase sales effectiveness as we told you before. You can generate 40% more sales with an improvement of just 10% in lead quality. And the last thing is to Grow revenue.  All of this can be very important for your website in order to generate more sales and become successful. Some people make a lot of mistakes understanding how the market works and what visitors really want to buy, and, which are not. If you understand what your customers (visitors) really need, you can turn every visitor to dollars, it's all depend on how well you do that. By using specific software, you will be able to take advantage of automatic tasks and the software will help you measure every important aspect of your website, and the software will tell you, which thing is good and which things are bad.

The information taken with Lead Scoring software, will help you better understand your visitors and will teach you how to approach them in a smarter way. At the end, you will close more sales, and that's what important.

Website Monitoring

This is probably what clients spend more time on. Website monitoring is done in several layers. By using Marketo website monitoring, you will get better understanding about your site visitors like in another Analytics software (ex. Google analytics). You will know how have visited your website ,when they visited your website, on which pages the visitors spend more time on etc. With Marketo website monitoring you can track both registered users and anonymous visitors, which are browsing through your website, and what are they doing exactly, in an easy to read and understand statistics.

Let's say, for example, that a prospect that was already known in the database, has returned to your site. Using Marketo website monitoring, you have the ability to spot that prospect and alert your sales reps of a new activity from their prospects.  You can even create what called 'deep profiles' in order to easily catch and see when a prospect or any other type of visitor enters your website, and you can react upon it.

Another important thing is, that you must know from which source your prospects are coming from. It can be a website, an online news ad or a specific popular blog. This information is very important. If you know that most of the prospects that turned into customers at the end, comes from a specific blog called X, you will think about advertising there, don't you, and therefore, create more leads for your website and close sells. So it is really all about gathering information about your visitors and analyzing them, and that what Marketo website monitoring is all about.

Being able to see what pages are interesting the most for prospects ,when they are coming back and for what content they are coming back, can help you make crucial decisions about parts of your website. Using Marketo Website Monitoring for lead tracking, you will dramatically improve your understanding of prospects on your site, and it will help you achieve your goal in turning prospects into customers at the end. You will generate more qualified leads and improve marketing ROI.

Email Marketing

This is another important factor that will help your website or business succeed.  Using Marketo targeted Email Marketing software, you will be able to create triggered and multi-step email campaigns that will automatically will help you to deepen and enhance your relationships with prospects over time for great performance in the future. Marketo Targetd Email Marketing software will enable you to create professional designed emails using special templates that are built in the system. There is also a WYSIWYG email editor, so if you are now familiar with writing or editing HTML code, you will feel right at home, like using Microsoft word and write documents yourself.

Another very important feature is the ability to learn about the interactivity of your prospects and how they behave to get a letter from you. You will now who open and read the letter that you sent them and who didn't. For example, you can measure email message performance too. If you see that 50% of the prospects do not even open your email, that means that maybe the title of the email is not interesting enough for them to give it more attention. You can see how many days it took that email to get attention, and maybe it has gotten to the spam box, who knows. All this information is very important. Letting a software like Marketo Email Marketing software do all the job for you is an amazing achievement from Marketo's side.

I can give you another example. If you have sent an email to a prospect, and the prospect didn't open the mail, you can assign an automatic 'send again' action, that will send the message again or another message, to see if that helps for making the prospect read that specific email. The target of Targeted Email Marketing is to ensure that every message reach the prospect's inbox. By working with Marketo High speed servers' you are sure to get the highest performance, and you can rest assured, that the emails that you sent, will be there on time.

By the end of the day, you will see a dramatic improvement in Prospect relationships. You will se an increase lead conversion and boost of response rates.

Marketo Landing Page Optimization

In order to create more lead to any website, many companies create specific landing pages that their sole target is to generate more leads and that's it. It is not just for in search engine optimization terms, but building specific pages for affiliate programs, and modifying and optimizing that specific pages for optimal performance.

With Marketo Landing Page Optimization, you will be able to generate more leads and improve conversion rates in a short period of time. You will have all the tools you need to create landing pages using a WYSIWYG editor with a PowerPoint like interface (perfect for people who don't want to be mass up with hard to understand HTML editors).

With Marketo Landing Page Optimization, you can make page optimization like in Google Optimizer, by using  A/B testing, and testing which page with specific changes reacts better and provides your website with more leads. You can even build smart forms and capture leads as a second strategy or as your primary strategy. You can use Landing Page Optimization to build landing pages by using your own branding and sub domain.

So it is pretty easy to build and publish landing pages within minutes without knowing any HTML whatsoever.
Some people report up to 200% more leads when people land on Landing Pages instead on regular site pages. And the number is speaking for itself, you can really kick your sells up, by just building and optimization Landing Pages on your website. At the end you will get an improve conversion rates, raise PPC ranking, save time and money by created landing pages with easy editors without the need to know any HTML. Marketo Landing Page Optimization software is a great tool for any webmaster or site owner, who want to improve conversion rates on his website.

Marketing Lead Database

When we are saying the phrase 'Marketing Lead Database', we are referring to the database that contains all the information marketing needs to make more leads, analysis results and see how marketing plan and strategies are performing in the bottom line. Using Marketo Marketing Lead Database, you can build single view of all marketing interactions between prospects and your company. It's like watching the information from above, giving you a better understanding about the connections between prospects and your website  in an easy to understand way. AS said on Marketo.com Marketing Lead Database page "Marketing needs more detailed information about interactions...". We will not throw you more technical information here, but you should know that if everything is being held in one database and not implemented in another database, which holds another information, you will get a clean database, and if you want to interact with another Customer Relationship Management software. of course there are plugins for that, but the most important thing is to keep things clean without any problems.

Marketo Marketing Asset Management

Marketing asset Management helps your business to store, distribute and keep a track of your content marketing assets. This is for organizing every type of document take you take into use with Marketo like uploading, storing and managing images files, PDF files, Microsoft DOC and PowerPoint files, Flash, Audio files and all files that you use. Of course, all the files are hosted on Marketo service cloud servers for best performance and secure of your important documents. You can publish a specific url for each asset and let it look like it was downloaded from your domain, but it is actually masked out.

Marketo Marketing Asset Management enables you to track every document. You can see which document is viewed by a specific prospect, and you will be able to tag and segment leads based on the content that the prospect viewed or downloaded. However, that's not all, you can even create a special alerts that will send notifications in real-time when a specific asset was viewed.

Fore more information visit Marketo.com website.