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Predictive Marketing Vendors Look Beyond Lead Scores

Customer Experience Matrix

The past week brought three more announcements about predictive vendors expanding beyond lead scoring. In particular, its finding new market segments that clients might enter – something different from simply scoring leads that clients present to it or even from finding individual prospects that look like current customers. Mintigo ’s news came today.

To Score or Not to Score: How Does Your Lead Scoring Strategy Stack Up?

It's All About Revenue

by Jody Mooney | Tweet this Given that Marketing Sherpa estimates that 79% of marketers have not yet established lead scoring, we thought it would be interesting to see how Eloqua’s modern marketers stack up against the rest of their peers. Modern marketers are ahead of the curve!   And just as important is that the data shows us that lead scoring isn’t just for the “big” guys. 

Checking the Health of Your Lead Scoring Model [CHART]

It's All About Revenue

In Modern Marketing, the health of your lead scoring model has a big impact on your ability to score leads, and determines the effectiveness of your revenue engine as you pass those leads over to sales. This week we analyzed Eloqua customers using the new E10 Lead Scoring Engine , to measure the average Score Diversity of their lead scoring models.

3 Reports Every Marketer Should Run to Measure Lead Scoring Effectiveness

It's All About Revenue

Lead scoring is a widely discussed strategic topic among marketing automation users. Oftentimes the immediate tactical nuances include lead nurturing, content marketing, and dynamic content. Lead scoring isn’t an “old fashioned trick” we used two or three years ago when automation system adoption began to grow rapidly. MQLs Converted by Lead Score.

Fliptop: A Customer Data Platform for Predictive Lead Scoring, Pure and Simple

Customer Experience Matrix

This model can score new leads and classify existing opportunities in the sales pipeline. Not surprisingly, the company’s Salesforce connector is very efficient, automatically pulling down leads, contacts, accounts, and opportunities through the Salesforce API and feeding them into the modeling system. At present, Fliptop only sends scores to other systems.

7 Keys to Lead Scoring Success in Sales Lead Generation

Fearless Competitor

Combined with a best-practices lead nurturing program, lead scoring helps you “separate the wheat from the chaff” and identify likely buyers at optimal times. “When given fewer, but better leads, salespeople win more deals and drive more revenue.” ” Dan McDade in The Truth About Leads. With lead scoring.

Are You Over Analyzing Your Lead Scoring? [CHART]

It's All About Revenue

by Andrew Stanbridge | Tweet this Lead Scoring is becoming an industry standard for ensuring marketing and sales agree on what qualifies as a lead. Typically, a lead’s profile is scored A through D while a leads engagement is scored 1 through 4. The majority of leads will be low quality in need of nurturing.

How B2B Marketers Can Use Lead Scoring to Better Arm Sales

The Forward Observer

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. However, after a few lead follow up calls, sales often determines that many of the leads are "junk" (i.e.

3 Ways to Use Lead Scoring Within Your Marketing Automation Programs

Customer Experience Matrix

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.

3 Lead Scoring Problems – And How to Solve Them

It's All About Revenue

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.

The What, Who and Why of Lead Scoring [Video]

It's All About Revenue

by Jesse Noyes | Tweet this If you work in B2B marketing, there’s a good chance you’ve heard about lead scoring. But maybe you’re wondering what exactly lead scoring means, who are the types of companies using it and why you should do the same. What is lead scoring? Well, lead scoring is a way to quantify the value of your leads. And there are really three factors that are part of lead scoring. The second part of lead scoring is really looking at the explicit information. Who is using lead scoring?

Infer Releases New Predictive Behavior Scoring for Oracle Eloqua


Infer Inc. , a leading predictive sales and marketing platform that helps companies win more customers, today announced the most advanced predictive behavioral modeling solution for the Oracle Eloqua platform. After proven success with early customers, Infer is rolling out its updated behavior scoring solution for any company that uses the Oracle Eloqua marketing automation system.

Eloqua Experience 2010


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. Overall.

Why Lead Scoring is the New Opportunity Stage

It's All About Revenue

If you can’t get honest answers, how do you know where to put a lead in the pipeline? To identify serious buyers, you need to understand a lead’s behavior. That’s where lead scoring comes in. With a lead score you can get an honest representation of a lead’s intentions, whether they’re actually ready to buy, and prioritize those that sales most needs to speak with. You Put another way, lead scoring is the new the opportunity stage. For better or worse, those days are over.

What’s the Big Deal About Predictive Analytics? A Conversation with Brian Kardon

The Point

He previously held top marketing roles at Eloqua, Forrester Research, and Reed Business Information before taking the reins as CMO at Lattice Engines , a pioneer in predictive applications for marketing and sales. For the most part, companies rely on instinct and, perhaps, lead scoring via marketing automation. But most give their lead scoring efforts a failing grade.

What Was Your Favorite Part of Eloqua Experience?

It's All About Revenue

by Jesse Noyes | Tweet this What was your favorite part of Eloqua Experience 2011? First off, we asked attendees outside the Eloqua Experience kick-off party after day one what they enjoyed most. Take a look at this deck from Eloqua’s CEO Joe Payne’s keynote address at Eloqua Experience 2011. “ Who goes to Eloqua Experience anyway?

Marketing Automation Simplified [Slide Deck]

It's All About Revenue

by Eloqua | Tweet this Looking for more information about marketing automation, but afraid to ask? Marketing Automation Simplified from Eloqua. Marketing Automation Simplified [Slide Deck] is from Eloqua’s It’s All About Revenue, a Blog Covering Business To Business Marketing. Calm your marketing chaos!

How to Start Your Company’s Discussion About Marketing Automation

It's All About Revenue

If you do use marketing automation technology, then you realize the value in kick starting a real initiative to enhance and monetize lead quality, and know how important it is to stay on target based on your customer’s needs. How to Start Your Company’s Discussion About Marketing Automation is from Eloqua’s It’s All About Revenue, a Blog Covering Business To Business Marketing.

Who Won an Eloqua Markie Award

It's All About Revenue

And you could feel the anticipation leading up to the event during Eloqua Experience. Best Lead Nurturing Campaign. Best Lead Scoring Program. Who Won an Eloqua Markie Award is from Eloqua’s It’s All About Revenue, a Blog Covering Business To Business Marketing. by Jesse Noyes | Tweet this Phew! What a night. Winning is especially special. McAfee.

Raab Report: Neolane, Aprimo, and Eloqua Rate Highest for Large Company B2B Marketing Automation

Customer Experience Matrix

Our scoring reflects their need for special features for automated content selection, project management, complex lead scores, and tight control over the rights granted to individual users. The chart shows Neolane and Aprimo (owned by Teradata) as the clear leaders, with Eloqua also very strong. This is 5% of industry installations and 25% of industry revenue.

European Markie Award Winners Honored in London

It's All About Revenue

by Eloqua | Tweet this The winners of the 2013 European Markie Awards were honored last night at Eloqua Experience in London. Best European Lead Nurturing Programme: XpertHR – a part of Reed Business Information  . Best European Lead Scoring Programme: DocuSign. To increase conversion , DocuSign implemented account-based scoring with Eloqua. DocuSign

15 Cases of Marketing Innovation [New eBook]

It's All About Revenue

The 15 companies profiled in the “Modern Marketing Superheroes” eBook were honored at the 2013 Markie Awards seventh annual ceremony, which took place during Eloqua Experience, October 23-25 in San Francisco. Best Lead Nurturing Program. Best Lead Scoring Program. by Amanda Batista | Tweet this Today’s businesses are moving marketing mountains. Event Nirvana.

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Who Won at the European Markie Awards

It's All About Revenue

As Eloqua’s customer base grows, we’re hearing more and more about the achievements of marketers across the pond. So, it was time to bring the Markie awards to Eloqua Experience Europe. Concur, a leading provider of integrated travel and expense management solutions, made major strides to successfully integrate marketing and sales, achieving alignment for each of the businesses core EMEA markets. Leads are moving through the funnel at a faster rate and conversion rates have increased. Best European Lead Scoring Program:  McAfee.

10 Things Your CEO Needs to Know Now about B2B Demand Generation

Fearless Competitor

This man badly needs the help of a marketing leader well versed in B2B demand generation, who can  create a program to fill sales funnels with warm leads. However, setting proper expectations is important, because warm leads don’t simply appear – it’s a lot of work and it takes considerable time. Let’s say you want to set up a lead nurturing program.(Click

Two Big Problems Between Sales & Marketing – And How to Solve Them

It's All About Revenue

This exact situation was the topic of conversation yesterday at Dreamforce ’12 during a discussion among Splunk’s CMO Steve Sommer, Senior Vice President of Sales Tom Schodorf, Eloqua’s President, Alex Shootman , and CMO Heidi Melin. But they also discussed practical ways to solve the problem, leading to a happy state of sales and marketing alignment. Problem 1: The Lead Quality Problem. This one is marketers are all too familiar with – the dreaded “the leads suck!” Sales may have too few leads or too many. Here’s a summary of what the group came up with.

4 Marketing Automation Must-Haves For Beginners


There are many important things to focus on when starting to use a marketing automation platform such as Marketo or Eloqua. Those college math classes will finally be of use when you start building your scoring programs! Scoring can often be a challenge when setting up your first program, but don’t give up quickly. Start simply with the basics. Resources Are Key-.

True Influence InsightBASE Simplifies Use of B2B Intent Data

Customer Experience Matrix

B22B lead generation vendor True Influence today announced a new product to help fill these gaps. InsightBASE also differs from predictive marketing vendors who use intent data as inputs to their scoring systems and in some cases also provide lead lists: although predictive models almost surely do a better job of isolating the best prospects than InsightBASE’s simple profiles plus surge tracking, the models add considerable cost and complexity. InsightBASE has standard integrations with Marketo , Oracle Eloqua , and It can add new keywords as needed.

6 Ways To Maximize Your Webinars With Automation Technology

It's All About Revenue

Build drip email campaigns to help move webinar leads from one stage to the next, and progress to conversion. Score the names generated from webinars - This will support your sales teams so they don’t have to waste time placing calls to the wrong leads. Webinars, in particular, are a great tool to connect with your audiences in a meaningful way — on their terms.

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6 Signs You Need Marketing Automation

It's All About Revenue

by Michael Martin | Tweet this You’ll feel it when it happens: When you’re spending all your time managing lists and unsubscribes; when the sales team won’t return your calls; when all the good leads seem to land with your competitor. Whether its building lists, managing leads, or creating emails and landing pages – the development of each new campaign is like reinventing the wheel.

How To Predict Conversion Rates From Lead to Close With an ‘Exit Criteria’

It's All About Revenue

This dynamic has always been the same: Marketing is frustrated by Sales not following up on their hard-won marketing qualified leads (MQLs), while sales complains that there aren’t enough “good” leads worthy of their attention. The truth is that the measurement linking lead to closed deal is precarious at best.  Why You Now?™”, The Founder of Basho and M.J. Who is right? 

5 Modern Marketing Lessons from The Lord of the Rings

It's All About Revenue

Ten seconds into an explanation of Eloqua and Modern Marketing his eyes glazed over and he asserted, “ Not as exciting as Lord of the Rings, dad ” To which I huffed, “ au contraire, mon petit Lancelot! ”. When it comes to Lead Scoring, resist the urge to pass inquires to sales – especially after a trade show. You can resurrect leads; and dead leads can come back to life.

Exclusive Interview Eloqua's Director Of Content @jchernov.


Well, this week, in my interview Eloqua’s Director of Content, Joe Chernov ( @jchernov ), you’ll benefit from the same thing. Jeremy: Tell me a little bit about yourself, your role at Eloqua, and the size of the team that is responsible for social media, content marketing, and online communities. At Eloqua the entire company is responsible for social media. 

Marketing Automation Simplified: The Small Guide to Big Ideas [eBook]

It's All About Revenue

We at Oracle Eloqua emphasize The 5 Tenets of Modern Marketing as the core competencies for success. Effective email marketing, demand generation, and lead management processes hinge on a modern strategy closely aligned to buyer needs and expectations across all phases of the buying process. This isn’t just arts and crafts. This is revenue reality, right? Download the new eBook now!

Who Won a Markie Award?

It's All About Revenue

That’s the feel and color from the annual Eloqua Markie awards. Best Lead Nurturing Program: FIS Global. Best Lead Scoring Program: LinkedIn. Connecting in the Eloqua AppCloud: Trend Micro. is from Eloqua’s It’s All About Revenue, a Blog Covering Business To Business Marketing. by Jesse Noyes | Tweet this The red carpet. We won!”

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European Markie Awards Finalists Announced

It's All About Revenue

by Eloqua | Tweet this It’s that time again! Winners will be revealed during Eloqua Experience Europe , 25-26 June in London. The The program objective was to provide marketing and sales with a common set of expectations for lead management and conversion to opportunity which was consequently carried through into the design, implementation and adoption phases of the program.

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The New 4 P’s of Marketing

It's All About Revenue

As Brian Clark notes in the Real World Marketing Syllabus, “these days, the writers lead the charge.”. 3. That means organizations are investing in disciplines like nurturing and scoring leads, tracking conversions and developing formulas for how buyer actions lead to closed deals. Eloqua/marketing-syllabus. Personality. Marketing today is extremely personal.

Does Profile Management Require Predictive Scoring?


In this post, we’ll discuss whether or not you need to layer in predictive scoring to reap the full benefits of PMP, and identify where Infer’s platform can fit into your predictive journey. As a younger company just hitting their stride, they don’t yet have a heavy inbound lead flow or a ton of historical customer data in their CRM tool. Lead Scoring Profile Management Uncategorize

6Sense Finds B2B Prospects Using Web Site Activities

Customer Experience Matrix

and key activities (Web site visits, topics researched) and scores at both company and individual levels. If 6Sense exposed model scores but no other data, it would qualify as a CDP by the thinnest margin possible. Standard integrations are available for , Oracle Eloqua and Marketo. Company models score each company’s likelihood to buy from the client. The key indicators can be very specific, such as searches for competitors’ names, visits to product detail pages, or activity by known leads. Stages are defined in consultation with the client.

Mining The Buyer Perspective: Steps to Lead Routing, Scoring, And Nurturing Success

It's All About Revenue

by contributor | Tweet this Editor’s Note:  Today’s blog post comes courtesy of  Tony Zambito , a leading authority on buyer personas. Over the past dozen years, Tony has conducted hundreds of buyer interviews and has helped some of today’s leading Fortune 100 companies acquire deep buyer insights.  Not having it can lead to complete dysfunction.  Perspective.  comes to mind. 

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Happy Birthday, sales lead generation company Find New Customers – belatedly

Fearless Competitor

Buffer On February 13, 2009, the sales lead generation company Find New Customers was born. We also have a lot of great content on BtoB marketing, lead nurturing, lead scoring, and more on sales lead generation  - all of which can be found at Companies struggling to create enough quality leads to fill sales pipelines.

Grab Your Free Guide to Lead Nurturing

It's All About Revenue

One of the most important topics for the demand gen and marketing ops functions is Lead Nurturing – the process of cultivating leads that are not (yet) ready to buy. Lead Nurturing, particularly when paired with Lead Scoring , is one of the most effective ways to drive sales and marketing alignment, increase marketing efficiency, and ultimately grow revenues.

Who is the Hero of our Story? You are!

Fearless Competitor

With so many businesses struggling to create enough qualified sales leads, who’s the hero of our story? Your employer’s to blame, because they have not invested fully in a best-practices sales lead generation program. They have not purchased marketing automation like Marketo or Eloqua. Answer: Beleaguered sales people. You don’t deserve to suffer. You are!

Lead Scoring Best Practices

Marketing Finger

More and more B2B marketers are turning to lead scoring as a way of optimizing lead management. Many of us will remember when we used to process raw Excel lists, handing over hundreds of names with job titles and companies to our sales department, only to find that leads weren’t being followed up on. What is lead scoring? marketing automation system.