by Jesse Noyes | Tweet this Today’s guest post comes courtesy of Randy Ilas, Vice President of Product Development & Marketing at Harte-Hanks, an Eloqua partner. Few marketers would argue with the premise that “less is more” when it comes to delivering the right leads to sales. Gone are the days of inundating sellers with poorly qualified leads or “prospects” with little or no interest in buying. But significant challenges still remain for most marketers in developing the right mix of leads that will generate the best results and not waste precious resources. MORE >>

Eloqua has released the first in a series of B2B marketing guides labeled the Grande Guides. This first one is on Lead Scoring. To have a bit of fun, they've also created Juan Eloqua - who's quite a Bold and Smoky guy whose specialty is growing fine coffee and, of course, revenues. The Grande Guide to Lead Scoring is a nice educational piece. There's plenty of explanation about what it is, why you need it and tips for creating a lead scoring model of your own. If you haven't met Juan, you should. MORE >>

Artillery B2B Marketing Blog > The Forward Observer B2B marketers who use lead scoring can improve the quality of leads passed to sales, and help increase close rates and revenues. Many marketers are still evaluated based on the number of leads provided to sales. Most of the time, the leads are handed off to sales with the expectation that all the leads will be called. However, after a few lead follow up calls, sales often determines that many of the leads are "junk" (i.e. Lead scoring is beginning to change all that. MORE >>

I wrote last week about the difficulty of linking marketing leads to sales results. One reason the topic was on my mind is I’m also thinking a lot these days about lead scoring. The practical use of lead scoring is to decide which leads to pass from marketing automation to sales, or, even more pragmatically, to predict which leads will be accepted by sales.* But the ultimate goal is to identify the leads most likely to generate revenue. For all the reasons I discussed last week, that lead-to-revenue connection is hard to make. MORE >>

This week I attended the Eloqua Experience, Eloqua’s user conference in San Francisco. The big news of this event is the launch of Eloqua 10. The revamped user interface makes working with Eloqua a lot of fun. Here is a preview: Eloqua 10 Campaign Builder (click to enlarge). attended the session with Siteworx, an early adopter of Eloqua 10. They are raving about Eloqua 10. One of the time-saving features that is the type-ahead search: see the video tour of Eloqua 10 for details. Eloqua has more information about this in a blog post. MORE >>