The Lying Game: How to Get the Truth out of Form Liars


At some point in our careers, we’ve all received an inbound lead from Mickey Mouse. Or Buzz Lightyear. Or Your Mom. And there’s a good chance their email address was No one likes spam. In fact people hate spam. Even if you treat your email lists with the respect they deserve, you’ll still deal […]

Gartner Magic Quadrant for CRM Report Adds 3 in Marketing Automation

Gartner Magic Quadrant for Lead Management 2013

Gartner has published their annual Magic Quandrant for CRM Lead Management and new vendors include CallidusCloud (LeadFormix), ExactTarget and Silverpop.  As is often the case with this report, there were some key marketing automation vendors missing like Hubspot and Act-On. Gartner’s inclusion criteria requires revenue for  lead management to have been a minimum of $20 million […]

Infusionsoft Rolls Out the Red Carpet for Small Business

InfusionCon 2013

Marketed as ‘The Sales and Marketing Event for Small Business”, Infusionsoft hosted their annual InfusionCon 2013 conference on March 27 – 29 in Scottsdale, Arizona at the Westin Kierland hotel and resort. “Our first event was September 2006 and we had 30 people in a room above our offices,” said Infusionsoft CEO Clate Mask.  “This […]

Marketing Automation Boosts Lead Conversion

Boost with Clock

Here today, gone tomorrow, or so the saying goes. This is especially true when it comes to lead generation. Prospects aren’t waiting for companies to respond to inquiries or to engage them, if one business doesn’t take the initiative, consumers may go to the competitor instead. In that regard, the clock is always ticking and […]

Interview with Gartner’s Chris Fletcher

Chris Fletcher from Gartner

Chris Fletcher is the Gartner Analyst who wrote the recent Magic Quadrant for CRM Lead Management. He is part of Gartner’s CRM and E-Commerce research team and publishes research on CRM and e-commerce segments, including lead management, B2B and B2C e-commerce, e-commerce subscription/billing/payments, and partner/channel management. We caught up with Chris to get his response to […]

Eloqua and Marketo Called Leaders in Gartner Research

Gartner Magic Quadrant for Lead Management

Gartner recently published their first Magic Quadrant for CRM Lead Management and Eloqua and Marketo battle it out for the top spot in the ‘Leaders’ quadrant described as ‘best-of-breed functionality that supports B2B, B2B2C and B2C lead management processes across multiple channels’. Based on this research the Marketo vs Eloqua rivalry is as strong as ever. According […]

How Demand Generation and Lead Management Work with Marketing Automation

Carlos Hidalgo Video

You frequently hear the terms ‘demand generation’,  ‘lead management’, and ‘marketing automation’ thrown together in marketing speak.  In the following videos, Carlos Hidalgo, CEO of Annuitas Group and Executive Director of the Marketing Automation Institute, gives a simple explanation of each term and how it can help impact the sales cycle. Demand Generation – The strategy by which […]

Why Small Businesses Need Marketing Automation

small business

Tyler Garns is VP of Marketing of Infusionsoft talks about the need for small businesses to use marketing automation.  The following is a summary of his article published on Many small businesses have a core CRM system in place, but hit a roadblock when it comes to leveraging this data to increase sales and […]

Process First in Marketing Automation

Process Chart

Over the last two years we have seen a major upswing in the attention that B2B marketers are giving to marketing automation.  While the industry itself has been established for over a decade, it’s only recently that it has been at the forefront of marketer’s minds in terms of awareness and adoption.  What’s interesting however […]

Marketing Automation Meets Sales 2.0

Jep Castelein at The Connected Marketer discusses how marketing automation dovetails with concepts discussed in Sales 2.0… Buyer Education The automated email campaigns in Marketing Automation systems are a great tool for buyer education. Based on a lead’s profile, interests and responses you can engage in a dialog focused on knowledge transfer. Once the lead […]