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Think Outside the Inbox: The B2B Marketing Automation Guide Paperback – April 1, 2010


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Frequently Bought Together

Think Outside the Inbox: The B2B Marketing Automation Guide + Maximizing Lead Generation: The Complete Guide for B2B Marketers (Que Biz-Tech) + The B2B Executive Playbook: The Ultimate Weapon for Achieving Sustainable, Predictable and Profitable Growth
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Product Details

  • Paperback: 158 pages
  • Publisher: Leigh Walker Books (April 1, 2010)
  • Language: English
  • ISBN-10: 0615361811
  • ISBN-13: 978-0615361819
  • Product Dimensions: 8 x 5.2 x 0.4 inches
  • Shipping Weight: 10.6 ounces (View shipping rates and policies)
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (26 customer reviews)
  • Amazon Best Sellers Rank: #275,589 in Books (See Top 100 in Books)

Editorial Reviews

About the Author

David and Adam are the co-founders of Pardot, a marketing automation software company. Pardot was recognized by the Atlanta Business Chronicle as the fastest growing technology company in 2010 and the third fastest growing company in all of Atlanta that same year.

David has started two software companies - Hannon Hill and Pardot. Hannon Hill was the 247th fastest growing company on the Inc. 500 in 2007. David serves on the board of the Atlanta chapter of the Entrepreneurs' Organization. A native of Tallahassee, Florida, David earned a bachelor of science degree in economics from Duke University and studied at the London School of Economics. David blogs at davidcummings.org

Adam is a blackbelt in judo and spent four years in Japan, where he co-founded one of the country's first social networks. Adam is a native of Cincinnati, Ohio and holds a bachelor's degree in Public Policy Studies from Duke University. Adam blogs at b2bmarketingroi.com

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Customer Reviews

4.7 out of 5 stars
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See all 26 customer reviews
I would recommend this book to any business owner looking to improve their sales pipeline.
Charles B. Quinn
This book providers a great overview for those who don't understand marketing automation, drip marketing and marketing systems/CRM integration.
debu
Marketing automation tools also help you to score prospects, which makes your sales team more efficient.
Benjamin Rudolph

Most Helpful Customer Reviews

6 of 7 people found the following review helpful By Charles B. Quinn on June 6, 2010
Format: Paperback
As a small business owner with a very specialized consulting service, I am the sales and marketing team. Any help I can get to automate marketing to bring in leads, qualify those leads, follow-up, and close deals pays off huge. This "Marketing Automation Guide" does a great job of introducing basic concepts, relating them to real-world scenarios, and providing tons of actual concrete examples.

I loved the "[...]" analogy -- David and Adam go into great detail describing exactly how to profile, grade, and score leads with an actual points example, that surely comes from their real-world experience and knowledge in this industry. They even snuck in some actual case studies to prove they know their stuff!

I would recommend this book to any business owner looking to improve their sales pipeline.
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5 of 6 people found the following review helpful By Benjamin Rudolph on June 6, 2010
Format: Paperback
Think Outside the Inbox should be required reading for any business looking to jumpstart online sales. Generic email blasts are ineffective, assuming they even make it past spam filters. Co-authors David Cummings and Adam Blitzer explain marketing automation, which enables companies to track a customer from prospect to purchase. More importantly, it integrates with existing systems like your CRM tool, so you can track your sales prospects and marketing campaigns through a single interface. In the online world, nearly everything can be measured, which means that you know which marketing dollars are working. Marketing automation tools also help you to score prospects, which makes your sales team more efficient.

As the President and CEO of an interactive agency, I recognize the importance of an integrated marketing strategy. While my company's focus is on driving traffic to a client's website, that is only one piece of the sales process. Acquiring a B2B customer is a challenging process that can have a long sales cycle, but it can be made easier by using a marketing automation tool. Admittedly, I was unfamiliar with the term until recently, but understanding it is crucial to growing your business. Marketing automation brings together disparate tools like CRM, Google AdWords, email marketing, and web analytics into a single interface. While it's great to know in aggregate how many unique visitors you had, it's even better to know how one prospect interacted with your website. Did they request more information? What is their title? How frequently do they come back? In turn, knowledgeable sales reps can approach prospects with targeted information that is more likely to lead to a sale.
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3 of 3 people found the following review helpful By Arturo Diaz on November 18, 2012
Format: Paperback Verified Purchase
It is very basic content. It's ok if you are completely new to the topic but if you have been working around b2b sales and marketing through Internet is not worth it for more than a couple months. I suggest you spend your ten bucks on something more substantial.
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2 of 2 people found the following review helpful By Tom Poole on August 6, 2013
Format: Paperback Verified Purchase
I am more than a little surprised about the great reviews this book got. I ordered it thinking it was going to lay out the basics of using marketing automation tools. There was a lot about emails, websites and very, very light duty information about actually setting up a sustainable marketing automation program.

I'm don't often review books, but just had to share that I personally was not impressed.
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3 of 4 people found the following review helpful By A. Steinberg on May 25, 2010
Format: Paperback
As a marketing professional responsible for lead generation and providing our sales team with "sales-ready" leads, "Think Outside the Inbox" has provided me with a foundation for success.

For professionals new to online marketing, "Think Outside the Inbox" provides real-world advice on how to create successful lead-generation and email marketing campaigns. The section on "Timing" would have saved me months of learning, had I read it earlier in my career.

For the experienced online marketer, the book provides an advanced framework for scoring and grading leads. (A new technique to ensure the leads you pass to your sales team are ready to buy.) The next section on "Staying in Touch" is a great primer for bringing cold leads back to life.

"Think Outside the Inbox" is an easy and entertaining read that can help you get up and running with marketing automation quickly.

I recommend this book for any person that wants to learn how to generate more leads and sales for their organization.
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3 of 4 people found the following review helpful By Jaded on June 12, 2010
Format: Paperback
"Think Outside the Inbox" is a great guide for "marketing 2.0," where marketing is not only responsible for campaigns but revenue and proving program ROI. This book provides readers with a solid foundation for understanding the key pieces of the b2b marketing tool kit: customer relationship management, search engine optimization, social media, macro and micro web analytics and marketing automation. Novice and exoerienced marketers will find tips and helpful research on why organizations large and small need to move beyond email for targeted, timely and personal interactions with their existing customers and prospects.
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2 of 3 people found the following review helpful By Allison Hartsoe on June 21, 2010
Format: Paperback
This book is a quick read and logically organized. I read it in 1.5 days. It includes a nice overview of email marketing fundamentals but then quickly goes into how you can leverage marketing automation to make your efforts more natural. Of course, if you write like a used-car salesperson that probably won't help. But if you are trying to create a valuable dialog with your customers which might result in an eventual sale, this is an excellent book on how to do it with a marketing automation tool. Lead scoring, drip marketing, and grading are all covered. If you do not know what these are then you should definitely get the book. One sidenote: the authors are from Pardot and I found the book closely matched the Pardot system but it was not a sales pitch. The elements they cover are part of any good marketing automation solution.
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