• HUBSPOT  |  THURSDAY, AUGUST 27, 2015
    [Lead Nurturing, Lead Scoring] Lead Scoring 101: How to Use Data to Calculate a Basic Lead Score
    When most people start implementing inbound marketing, they're primarily worried about getting enough new leads in the funnel. But once you have a lot of leads, you need to figure out who's really interested in your product and who's just starting to look around. That's where lead scoring comes in. Sounds easy, right?
  • MARKETING ACTION  |  TUESDAY, AUGUST 25, 2015
    [Lead Nurturing, Lead Scoring] 5 Keys to Revenue-Boosting Demand Generation
    Treating leads like gold, it moves them from marketing to sales without any of the traditional barriers of a silo, nurturing these leads into long-term business. New analytics tools now allow marketers to decipher digital body language and turn a web visitor into a bona fide lead. Score and Qualify Leads.
  • BIZNOLOGY  |  WEDNESDAY, AUGUST 19, 2015
    [Lead Nurturing, Lead Scoring] 5 Best practices of trade show lead qualification
    Following my last blog on lead qualification, I received some great comments and several questions as to whether lead qualification differs for trade show leads. Yes, it does, and here is a revision of my last blog specifically addressing trade show lead generation and qualification. Don’t Ditch Old Trade Show Lead Lists.
  • VIDYARD  |  FRIDAY, AUGUST 7, 2015
    [Lead Nurturing, Lead Scoring] Learn from the Experts How to Build a Rockstar Lead-Scoring Model with Video!
    Are you scoring leads to make sure you’re flipping only the best over to the Sales team? Are you using video in your lead scoring model? 79% of B2B marketers have not established a lead scoring model. If you don’t know where to start with lead scoring, you’re not alone. But how do you score it?
  • VIDYARD  |  THURSDAY, AUGUST 6, 2015
    [Lead Nurturing, Lead Scoring] Why Marketers Might Want to Shift Away from Top Quality Leads
    What is a quality lead? The portrait of a perfect lead is different for your organization than mine or the next marketer’s, but we can all agree that those who are most likely to convert into paying customers in the shortest amount of time are, generally, the highest quality leads. We Need More Different-Quality Leads.
  • BIZNOLOGY  |  FRIDAY, JULY 31, 2015
    [Lead Nurturing, Lead Scoring] 5 do’s & don’ts of B2B lead qualification
    Lead qualification is one of the primary jobs for B2B marketers, and a great deal of time and money is spent on this step of the sales cycle. Now that I’ve stated the obvious, I see both good and bad lead qualification processes in the market. Which leads me to 5 Do’s and Don’ts of B2B lead qualification. Wrap-Up.
  • B2B LEAD BLOG  |  TUESDAY, JULY 28, 2015
    [Lead Nurturing, Lead Scoring] Is Your Marketing Program Set Up for Measurable Success?
    As B2B Marketers we spend a lot of time, effort and resources creating lead generation programs that drive engagement, higher lead scores and ultimately sales conversions. Database Marketing Lead Nurturing Marketing and Sales Alignment data driven marketing marketing marketing insight
  • MARKETING ACTION  |  MONDAY, JULY 27, 2015
    [Lead Nurturing, Lead Scoring] Successful Sales and Marketing Alignment, Part 4: When to Pass a Lead to Sales
    Part three outlined the steps to designing a successful lead process. Now we’ll outline what defines a qualified lead. The “qualified lead” definition is the point at which marketing determines that a lead is ready to be handed to sales. It’s good to include information that shows clearly why the lead is ready for sales.
  • MARKETING ACTION  |  MONDAY, JULY 20, 2015
    [Lead Nurturing, Lead Scoring] Successful Sales and Marketing Alignment, Part 3: Designing the Lead Process
    With this post, you’ll find out how to design a successful lead process. The customer journey is rarely a linear path, but it’s important to try to map out what the ideal scenario might be and then come up with plans for any detours your lead may take on the road to conversion. Define the steps. Assign responsibilities.
  • CMO ESSENTIALS  |  MONDAY, JUNE 29, 2015
    [Lead Nurturing, Lead Scoring] Quick Reads: The Content Marketing and Marketing Automation Convergence
    The research shows these marketers generate higher marketing-attributed revenue, more qualified leads, and better content (in terms of driving conversions) than their peers. Well, to list a few items, marketers can: Fuel multi-touch lead nurturing programs with content. The short answer: not as many as there should be….
  • CMO ESSENTIALS  |  TUESDAY, JUNE 23, 2015
    [Lead Nurturing, Lead Scoring] Marketing Automation Integration: Ensuring Critical Connections
    This means that marketing can’t rest on its laurels at lead nurturing alone, but instead, must continue on to a more comprehensive concept like  customer nurturing. When we think of the customer experience , we must think of every point that a brand  touches leads and clients.  Welcome to the age of the customer.
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, JUNE 17, 2015
    [Lead Nurturing, Lead Scoring] Interview with Dave Chaffey of Smart Insights
    Most B2B service marketers know the value of tailored landing pages to drive traffic and capture leads for niche B2B buyer personas. This week I had the pleasure of reading a new report from Smart Insights on the State of Digital Marketing 2015 and decided to dig in a bit further with an interview.
  • MODERN B2B MARKETING  |  TUESDAY, JUNE 9, 2015
    [Lead Nurturing, Lead Scoring] Dear Sales, Marketing Automation Is for You, Too!
    Marketing automation supports the sales cycle, ensuring sales teams have access to qualified leads. Sales, Marketing Automation, and the Road to More Leads. Get the Right Leads. Sales teams get frustrated when they spend hours emailing and calling leads who will never buy. Keep Leads on the Line. Keep reading….
  • HUBSPOT  |  FRIDAY, JUNE 5, 2015
    [Lead Nurturing, Lead Scoring] How Marketing Can Work With Sales to Close More (and Better) Leads
    One of the most common issues I hear about is lead flow -- a marketing department generates hundreds of leads per month, but many of them aren't closing. Many sales reps are trained to aggressively go after leads who will close ASAP -- and ignore the ones who won't. Put them into the all-pink text email nurturing campaign.
  • CMO ESSENTIALS  |  THURSDAY, JUNE 4, 2015
    [Lead Nurturing, Lead Scoring] Using Data for Targeted Marketing: Discerning Drivers from Distractions
    The key is in knowing which data points lead to the right decisions, and which are just shiny, twinkling distractions. For those who aren’t ready, you can avoid alienating them with offers of things they can’t have, and even create lead nurturing paths to potentially guide them or help them grow into being ready for your offerings later on.
  • HUBSPOT  |  SATURDAY, MAY 23, 2015
    [Lead Nurturing, Lead Scoring] 6 Tips for Making the Most of Your Retargeting Campaigns
    Much like lead scoring, visitors can be bucketed into different levels of sales readiness according to the specific pages they have visited. Type of Content: Looking to restore their client's faith in retargeting, Add3 tested offering an ebook versus a whitepaper and ended up seeing a 325% increase in leads. Ready? repeat, 2%.
  • VIDYARD  |  WEDNESDAY, MAY 20, 2015
    [Lead Nurturing, Lead Scoring] From Marketing Tech to Organizational Alignment: Pocket these Lessons from Sirius Decisions 2015
    If you’re a modern marketer that’s using the demand waterfall, lead scoring or lead nurturing, then you’ve probably heard of Sirius Decisions. She talked about a dramatic re-organization of FireEye’s marketing organization to improve visibility into lead flow, pipeline as well as infrastructure and process.
  • MODERN B2B MARKETING  |  MONDAY, MAY 18, 2015
    [Lead Nurturing, Lead Scoring] Shoot for the Stars! 4 Ways to Bring It with Your Marketing Automation Platform
    report from Ascend2 found that 36% of companies that use marketing automation make limited use of the lead generation  tools. Let me get this engine revvin’ by saying that marketing automation is an all-in-one marketing powerhouse, allowing you to generate leads, follow up with consumers, and even demonstrate return on investment.
  • MARKETING ACTION  |  THURSDAY, MAY 7, 2015
    [Lead Nurturing, Lead Scoring] Seriously, Chill on the Cold Calling
    What marketing does with marketing automation: generate and qualify leads. Once that decision is made, they can put the contact into a nurturing program created to give people in this segment more information abut what they appear to be interested in. Score the lead’s behavior. What web pages has the lead spent time on?
  • VIEWPOINT  |  TUESDAY, MAY 5, 2015
    [Lead Nurturing, Lead Scoring] The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)
    This year I've been talking a lot about Nurturing. feel so strongly that nurturing needs to be a focus, I asked a panel of 11 experts to weigh in on the best lead nurturing programs (and processes) and what to expect in the coming year. Lead Reengagement. Personal nurturing. Lead Nurturing
  • MARKETING ACTION  |  WEDNESDAY, APRIL 29, 2015
    [Lead Nurturing, Lead Scoring] 5 Steps to Creating a Successful Lead Scoring Program
    In order to nurture your leads, it’s important to have an idea about where they are in the buyer’s journey. Understanding where your prospects are in the funnel can be as important as understanding who they are, especially when it comes to delivering relevant content that can nurture them along the path to conversion.
  • CRIMSON MARKETING  |  MONDAY, APRIL 27, 2015
    [Lead Nurturing, Lead Scoring] The New Marketing Rivals: Content Marketing vs. Traditional Advertising [Infographic]
    Companies are using content marketing to help with risk mitigation, lead generation, lead nurturing, and lead scoring. As more companies look to expanding their digital reach, budgets for content marketing are growing and new promotion strategies are being explored. B2B marketers allocate approx. Source: Marketo.
  • B2B LEAD BLOG  |  TUESDAY, APRIL 21, 2015
    [Lead Nurturing, Lead Scoring] 5 Lead Generation Myths: Busted
    Lead generation is about knowing what to do and what not to do. As is the case with many business endeavors, myths tend to take root around what works and what doesn’t work with lead generation. B2B Marketing Ideas Lead Nurturing Lead Scoring Marketing Tips marketing marketing insight
  • B2B LEAD BLOG  |  MONDAY, APRIL 20, 2015
    [Lead Nurturing, Lead Scoring] Tactics for Optimal Lead Generation: How to Earn the Trust of B2B Clients
    You already know that successful online lead generation often starts with bringing potential customers to a targeted, carefully designed landing page. B2B Lead Generation Lead Nurturing Lead Scoring marketing marketing insight
  • THE POINT  |  WEDNESDAY, APRIL 8, 2015
    [Lead Nurturing, Lead Scoring] Survey: Marketing Automation Users Score a “C” in Maturity
    Spear reported that on average, respondents answered only 56% of the questions “correctly” and thus scored a “C” grade. B2B Marketing Lead Management Lead Nurturing Marketing Automation Uncategorized eloqua hubspot marketing automation best practices marketing automation strategy marketing automation success marketo pardot
  • CMO ESSENTIALS  |  TUESDAY, APRIL 7, 2015
    [Lead Nurturing, Lead Scoring] Your Marketing Automation Reality Check: Calculating the Costs of Misuse
    Together, these are the two most direct marketing functions supported by marketing automation – pumping out messaging in emails, and pulling in contacts / leads through forms. You have more data to manage, more leads to dilute your conversion rates, and less insight into marketing’s overall contribution to revenue.
  • MARKETING ACTION  |  TUESDAY, APRIL 7, 2015
    [Lead Nurturing, Lead Scoring] Nurturing Leads With Webinars: Awareness is Just the Beginning
    But how do you guide a lead from the first inquiry to a lifetime of customer loyalty? At ON24 , we know that webinars are key in moving leads from one stage of the sales funnel to the next. The secret to nurturing leads with webinars is delivering the right content at the right time. Awareness. Consideration. Evaluation.
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 6, 2015
    [Lead Nurturing, Lead Scoring] Lead Generation That Converts Leads into Sales Opportunities
    Tweet Ask most executives and marketers what salespeople need to sell in this economy, and they will say one thing: more leads. That’s why many marketing and lead generation programs tend to focus on quantity. Unfortunately, as little as 5 to 15%  of all marketing inquiries (aka leads) turn out to be truly sales-ready opportunities.
  • HUBSPOT  |  FRIDAY, APRIL 3, 2015
    [Lead Nurturing, Lead Scoring] 10 Myths About Lead Quality: Busted
    Your leads are the driver of your business. To grow and to gain customers you need to have quality leads that are actively engaged in your organization’s offerings—leads that are a fit for organizations strategy. Lets take a look at 10 lead quality myths and debunk them using facts derived from industry data.
  • MARKETING ACTION  |  THURSDAY, APRIL 2, 2015
    [Lead Nurturing, Lead Scoring] How PeopleHR Found the Right Marketing Automation Vendor
    It should also help you manage and optimize every stage of the customer experience, track online activity, generate and manage leads, automate campaigns, integrate with customer relationship management (CRM) systems, and much more. When they began looking for a solution, they weren’t looking for help generating more leads.
  • VIDYARD  |  MONDAY, MARCH 30, 2015
    [Lead Nurturing, Lead Scoring] Cetera Financial Group, Lenovo and Prophix Software Boost Video Marketing Results with Vidyard for Eloqua
    KITCHENER, Ontario – March 31, 2015 – The world’s leading modern marketers are realizing the power of video to engage their online audiences, and they are increasingly converting those viewers into customers by integrating video engagement data with their Eloqua marketing automation platform. Lenovo. Cetera Financial Group. Prophix Software.
  • MARKETING ACTION  |  MONDAY, MARCH 30, 2015
    [Lead Nurturing, Lead Scoring] Customer Lifecycle Metrics, Part 3: Nurture, Score, Repeat
    This is part three in a series of five blog posts that examines the metrics you should measure throughout the five stages of the customer lifecycle: attract , capture , nurture, convert, and expand. . Depending on the business you’re in, the lead nurturing road can be a long one. Lead Scoring : Leads are not created equal.
  • MARKETING ACTION  |  WEDNESDAY, MARCH 25, 2015
    [Lead Nurturing, Lead Scoring] Lead Nurturing Basics: How to Nurture the B2B Buyer’s Journey in 5 Steps
    These days, many B2B marketers are getting superior results by using short- and long-term nurturing programs: Forrester Research found that companies excelling at lead nurturing generate 50% more sales-ready leads , at a 33% lower cost. Launching a nurturing campaign can be overwhelming, however. Taking the Leads.
  • B2B LEAD BLOG  |  THURSDAY, MARCH 19, 2015
    [Lead Nurturing, Lead Scoring] You Might Not Know as Much as You Think You Do About B2B Lead Generation …
    There is plenty of “conventional wisdom” when it comes to B2B leads, like that leads come from email marketing, social media, and organic search. Indeed they do, but much of the time, you don’t know exactly where your leads come from.
  • MARKETING ACTION  |  TUESDAY, MARCH 3, 2015
    [Lead Nurturing, Lead Scoring] Don’t Let Prospects Get Lost: Create a Customer Journey Map
    The B2B customer journey is generally seen to have five stages: Attract, Capture, Nurture, Convert, and Expand. Learn essential ways to use content to attract top-of-funnel leads, with our eBook “ Attraction 101: Content Marketing.” Nurture. What’s driving up lead scores? Stations Along the Way. Expand.
  • FEARLESS COMPETITOR  |  THURSDAY, FEBRUARY 26, 2015
    [Lead Nurturing, Lead Scoring] The Power of B2B Lead Nurturing
    eventually and I want to educate you on this important marketing topic of lead nurturing. Lead Scoring ). Unfortunately, few companies do lead nurturing at all, and those who do tend to do it poorly. The data shows that very, very few are doing lead scoring either. Great move by Slideshare!).
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, FEBRUARY 25, 2015
    [Lead Nurturing, Lead Scoring] Will New Marketing Automation Tools Let Sales Climb Back Up The Funnel?
    For some reason, I suddenly saw a connection of this to external data: if vendors like NetProspex and InsideView could provide sales people with prospects and vendors like MDC provide tools to nurture those prospects, then sales people really don’t need marketing to do either of those things. That''s pendulum swinging with a vengeance.
  • CMO ESSENTIALS  |  FRIDAY, FEBRUARY 20, 2015
    [Lead Nurturing, Lead Scoring] Skeptical, Informed Buyers vs. Excited, Uninformed Buyers – A Tale of Two Journeys
    Let’s play a quick, marketing-themed game of “would you rather…” Would you rather pass a skeptical but well-informed buyer along as a lead to your sales team, or an excited but uninformed buyer? Another 29% of Best-in-Class lead scoring practitioners base their scores solely on behavioral content consumption data.
  • VOICE-BASED MARKETING  |  TUESDAY, FEBRUARY 10, 2015
    [Lead Nurturing, Lead Scoring] On the Hook: How to Spot Hot Prospects, Both Online and Over the Phone
    However, tracking phone leads can be a challenge. Lead Nurturing and Scoring Once you have acquired a prospect, you can nurture these leads using demographic and behavioral insights. Lead nurturing and scoring can help you make sure you deliver the right message at the right moment.
  • MARKETING ACTION  |  TUESDAY, FEBRUARY 10, 2015
    [Lead Nurturing, Lead Scoring] How PeopleHR Went From Lead Overload to Record-Setting Revenue
    Lead Overload. The marketing team at PeopleHR has rarely had a problem when it comes to generating inbound leads. Each campaign is designed to provide an asset through lead capture forms on their web site. The system has been working quite well, delivering a high volume of early-stage leads. Want to know how they did it?
  • THE POINT  |  THURSDAY, JANUARY 29, 2015
    [Lead Nurturing, Lead Scoring] Key B2B Demand Generation Strategies for 2015
    Recently I sat down with Amanda Nelson, Director of Marketing at RingLead , a leading provider of cloud-based data solutions that make it easy to analyze, remove, merge and prevent duplicates in Salesforce. We discussed what’s new, what’s working, and what’s on the horizon in B2B Demand Generation. Or both? 2015 is no exception.
  • HUBSPOT  |  MONDAY, JANUARY 26, 2015
    [Lead Nurturing, Lead Scoring] 5 Attributes of an Effective Lead Management Process
    When we implement it for a company here at Imagine Business Development, we will typically see a 2 to 7 times increase in lead generation in the first year and a 5 to 10 times increase in future years. 2013 study identified generating high quality leads as the number one challenge for B2B marketers. Lead Management
  • CMO ESSENTIALS  |  WEDNESDAY, JANUARY 21, 2015
    [Lead Nurturing, Lead Scoring] 10 Quick Competitive Advantages for Modern Marketing
    Lead Scoring: Marketing effectiveness research shows that the majority of Best-in-Class marketing organizations (68%) actively leverage lead scoring. If you want to ensure that marketing’s contributions turn into revenue through sales, lead scoring is a critical edge. 2. It’s tough. CMO Insights Trending
  • CMO ESSENTIALS  |  FRIDAY, JANUARY 16, 2015
    [Lead Nurturing, Lead Scoring] Lead Scoring’s Worst Enemy: “Stuff Marketing”
    Lead scoring is a marketing science in the purest sense – it makes calculated predictions based on consistent demographic and firmographic data paired with objectively tracked behaviors. This mix is why content marketing often effectively supports lead scoring, as both share the same units of measurement – namely, conversions.
  • FEARLESS COMPETITOR  |  MONDAY, JANUARY 12, 2015
    [Lead Nurturing, Lead Scoring] Top 10 Reasons NOT to talk to Find New Customers
    The B2B lead generation consultancy, Find New Customers is not for everyone. We can’t handle any more business Stop give us leads! ”. 8. Jeff Ogden is President of the  B2B lead generation  consultancy,  Find New Customers. We tried to think up some reasons why it’s not for you. And we wanted to have some fun with it too.
  • MARKETING ACTION  |  MONDAY, JANUARY 5, 2015
    [Lead Nurturing, Lead Scoring] 87 New (Really) Marketing Automation Stats
    Case in point: “Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% less cost.”. Lead & Relationship Management. Forrester Research, The Forrester Wave™: Lead-To-Revenue Management Platform Vendors, Q1 2014 , Jan 2014 ). Aberdeen Group, Marketing Lead Management Report , Jul 2012).
  • B2B LEAD GENERATION BLOG  |  MONDAY, JANUARY 5, 2015
    [Lead Nurturing, Lead Scoring] Lead nurturing via email series and content marketing
    Tweet Lead nurturing involves a number of activities and channels such as “under the hood” tracking and scoring of prospects behavior and engagement with your campaigns as well as follow-up telephone at times whenever that tactic fits into an overall lead nurturing program. Background on the campaign.
  • CMO ESSENTIALS  |  WEDNESDAY, DECEMBER 31, 2014
    [Lead Nurturing, Lead Scoring] 2015 Content Marketing Countdown: 10 Second Tweetable Takeaways
    Download the full, free report here. 8 out of 10 Leading marketing firms can track content performance for specific assets. < Tweet this! Download the full, free report here. 7 out of 10 Leading marketing firms cite fueling lead nurturing as a top content marketing pressure.  < Tweet this!
  • IT'S ALL ABOUT REVENUE  |  MONDAY, DECEMBER 29, 2014
    [Lead Nurturing, Lead Scoring] Predictive Analytics and Modern Marketing: Q&A with Mintigo’s Atul Kumar
    The most recent addition to this list is Mintigo’s latest Oracle Marketing AppCloud application that brings predictive lead scoring and data enrichment capabilities directly within Eloqua. With this, Oracle Marketing Cloud has become a leading open modern marketing platform. Marketing Measurement
  • HUBSPOT  |  TUESDAY, DECEMBER 23, 2014
    [Lead Nurturing, Lead Scoring] How and When to Follow up With All Types of Leads
    In the sales and marketing world, there are few issues that are getting more attention than the issues surrounding lead management and follow up. In my experience, clarity around lead management, qualification and response times are the crucial linchpin to align sales and marketing efforts. The Four Components of Lead Classification.
  • ANNUITAS  |  THURSDAY, DECEMBER 18, 2014
    [Lead Nurturing, Lead Scoring] Nurture Content Failure
    successful MAS instance has a lot of moving parts to consider – from the process-oriented questions of lead management and the handoff to sales, data quality and data management questions associated with new lead records (and old ones), CRM integration, and more – so it not surprising that most Enterprises struggle with marketing automation.
  • VIDYARD  |  TUESDAY, DECEMBER 9, 2014
    [Lead Nurturing, Lead Scoring] Cetera Creates Award-Winning Nurture Program with a Combo of Marketing Tech
    It’s safe to say that most marketers can identify with the challenges of delivering an aggressive quota of new marketing qualified leads (MQLs) each month. Some months it’s relatively easy to meet or even surpass your goals, but in other months you’re running on stale content, or you’re looking to revive leads that have gone cold.
  • VIDYARD  |  MONDAY, DECEMBER 8, 2014
    [Lead Nurturing, Lead Scoring] 4 Ways Marketing Automation + Video Integration = Smarter Marketing
    Put Lead Generation on the Fast Track. The net-net is videos offer the kind of brand exposure and reach that can become an extraordinary opportunity to fill the top of the funnel and generate leads. Enhance Lead Scoring. The sum of the points is the lead’s score. Optimize Lead Nurturing.
  • B2B LEAD GENERATION BLOG  |  MONDAY, DECEMBER 1, 2014
    [Lead Nurturing, Lead Scoring] Marketing Automation: Lessons from 4 case studies
    Lead generation, lead nurturing and determining the time for the handoff to Sales would be extremely difficult without that technology. Add lead scoring and tracking through that final conversion to sale and the task is flat out impossible without automation. Scalability. Integration with the new CRM system.
  • FEARLESS COMPETITOR  |  WEDNESDAY, NOVEMBER 26, 2014
    [Lead Nurturing, Lead Scoring] Content Marketing = Sales $, otherwise, Don’t Do It
    Jeff Ogden, the Fearless Competitor , is President of Find New Customers “ Lead Generation Made Simple.” He’s also the author of three highly acclaimed white papers. The award-winning marketing expert, Jeff Ogden of Find New Customer s finds a lot of marketing content on BtoB sellers websites. Some of it is pretty good. including us). Thanks.
  • B2B LEAD BLOG  |  FRIDAY, NOVEMBER 21, 2014
    [Lead Nurturing, Lead Scoring] 2015 Planning: 9 Webinars to Help
    Leapfrog Lead Scoring: Get Ahead With Predictive Preparedness. Top 10 Lead Nurturing Tips. Lead Nurturing: How NOT to screw it up. B2B Lead Generation B2B Marketing Ideas Database Marketing Email Marketing Lead Nurturing Lead Scoring Marketing Automation Marketing Tips marketing insight webinar marketing
  • MARKETING ACTION  |  THURSDAY, NOVEMBER 20, 2014
    [Lead Nurturing, Lead Scoring] Lead Scoring Strategies for Agencies: Best Practices
    How can agencies help businesses develop lead scoring strategies that get results? To find out, I talked to Sam Boush, President of Lead Lizard, a marketing automation agency (and Act-On partner ) based in Portland, Oregon.  Settling the Score. It’s an approach that drives better lead response. More Ways to Score.
  • FEARLESS COMPETITOR  |  WEDNESDAY, NOVEMBER 12, 2014
    [Lead Nurturing, Lead Scoring] Great News for companies in Tampa/St Petersburg, Florida – the BMA is coming
    You have to register for the Sales Lead Management Association , but it’s free and you vote for up to three, Paul Dunay. Petersburg area because they will be able to attend local meetings with the leading marketing experts in the USA, like Paul Dunay , who’s a great speaker. on marketing topics. Petersburg area.
  • FEARLESS COMPETITOR  |  TUESDAY, NOVEMBER 11, 2014
    [Lead Nurturing, Lead Scoring] One Company I Never Want to Hear from Again Ever
    You have to register for the Sales Lead Management Association , but it’s free and you vote for up to three, Either link works. I do not work for free, so please do not ask me to work for you and not pay me. B2B marketing | Sales lead generation | Consultant | Speaker | Educator | Outside director | @RuthPStevens. Ruth Stevens.
  • FEARLESS COMPETITOR  |  WEDNESDAY, NOVEMBER 5, 2014
    [Lead Nurturing, Lead Scoring] Jeff Ogden of Find New Customers is proud to be a nominee for SLMA Marketing Award
    Filed under: B2B demand generation , B2B lead generation , b2b lead generation companies , Fearless Competitor , Find New Customers , Florida , lead generation , Lead Nurturing , Lead Scoring , Marketing Awards. Jeff Ogden nominated for the 2015 SLMA Marketing Award. Hi Jeff! Best, Leeyen Rogers.
  • B2B LEAD GENERATION BLOG  |  MONDAY, NOVEMBER 3, 2014
    [Lead Nurturing, Lead Scoring] Introduction to Lead Management
    Tweet If Sales and Marketing were a manufacturing operation starting with raw materials — leads — and ending up with 5% to 20% in deliverable product — won sales — it would soon be shut down to determine what is wrong. However, companies continue to spend untold dollars on lead generation efforts ultimately doomed to fail. Processes.
  • MARKETING ACTION  |  WEDNESDAY, OCTOBER 29, 2014
    [Lead Nurturing, Lead Scoring] The Benefits of Marketing Automation for Sales: Use Email to Shorten the Sales Cycle
    The benefits are especially clear when you look at the ways marketers and sales teams can use email campaigns to nurture prospects along the journey to conversion. targeted series of email messages can quickly turn lukewarm leads into hot prospects, and website visitors into loyal customers. Better Visibility and Shorter Sales Cycles.
  • MARKETING ACTION  |  MONDAY, OCTOBER 27, 2014
    [Lead Nurturing, Lead Scoring] LEGO Education North America Builds a Winning Strategy Using Marketing Automation
    As I started learning more about marketing automation programs, I also realized that lead scoring was a gap that I really hadn’t pinpointed, so I started to look for a tool that had lead scoring. So we can invest more of our budget in areas that are working and effectively move leads through the funnel.
  • B2B LEAD GENERATION BLOG  |  MONDAY, OCTOBER 27, 2014
    [Lead Nurturing, Lead Scoring] 10 Ways to Optimize Your Lead Conversion Rate
    Tweet The ultimate goal of B2B marketing and lead generation is to help the sales team sell. Marketers spend a lot of time and effort creating inbound leads but struggle getting those leads to convert into customers after they hand them off to sales. The more you can humanize your lead follow-up the better. 
  • FEARLESS COMPETITOR  |  THURSDAY, OCTOBER 23, 2014
    [Lead Nurturing, Lead Scoring] Sorry Toto. We’re not in NYC any more.
    Filed under: B2B demand generation , B2B lead generation , b2b lead generation companies , Buyer Personas , Content marketing , Demand Generation , Find New Customers , Florida , lead generation , Lead Nurturing , Lead Scoring , Management best practices. Thank you so much! Thank you dear readers.
  • FEARLESS COMPETITOR  |  TUESDAY, OCTOBER 21, 2014
    [Lead Nurturing, Lead Scoring] A Must Visit Site for Companies in the Tampa/St. Peterburg areas
    Filed under: Customer personas , Demand Generation , Find New Customers , Florida , lead generation , Lead Nurturing , Lead Scoring , Management best practices , sales challenges. For companies in Western Florida, especially the Tampa/St.
  • MARKETING ACTION  |  MONDAY, OCTOBER 20, 2014
    [Lead Nurturing, Lead Scoring] The Benefits of Marketing Automation for Sales: Make the Most of Your Time and Money
    And according to Forrester Research, companies using lead nurturing (one of marketing automation’s key capabilities) generate 50% more sales-ready leads — with 33% lower cost per lead. (!). Qualify Leads for the Sales Team. At the right time, marketing passes qualified leads to sales for continued engagement.
  • MARKETING ACTION  |  MONDAY, OCTOBER 20, 2014
    [Lead Nurturing, Lead Scoring] The Benefits of Marketing Automation for Sales: Make the Most of Your Time and Money
    And according to Forrester Research, companies using lead nurturing (one of marketing automation’s key capabilities) generate 50% more sales-ready leads — with 33% lower cost per lead. (!). Qualify Leads for the Sales Team. At the right time, marketing passes qualified leads to sales for continued engagement.
  • MARKETING ACTION  |  THURSDAY, OCTOBER 9, 2014
    [Lead Nurturing, Lead Scoring] Discover 3 Types of Marketing Automation Engagements for Agencies
    You can use the marketing automation database for sophisticated list segmentation, supporting targeted email campaigns and nurture programs; and you can integrate it with a CRM system. Build and execute lead-scoring programs. Which leads to the third type of engagement…. 3. Move Pay-per-lead or pay-per-acquisition.
  • FEARLESS COMPETITOR  |  WEDNESDAY, OCTOBER 1, 2014
    [Lead Nurturing, Lead Scoring] Missing Link on too many Websites – Marketing exec!
    There are two leading competitors – Voltage Security and Protegrity. Content marketing, lead nurturing, lead scoring – too much gets left out without leadership. Instead they go to a landing page with a flagship offer and simple form.    That way they can get visitors to sign up for lead nurturing.
  • FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 30, 2014
    [Lead Nurturing, Lead Scoring] Check out Resources at Find New Customers for great free B2B marketing content
    Lead Nurturing. Lead Scoring. contact-form] Filed under: B2B demand generation , B2B lead generation , b2b lead generation companies , Content marketing , lead generation , Lead Nurturing , Lead Scoring , Management best practices , marketing campaigns , Marketing Tips.
  • MARKETING ACTION  |  MONDAY, SEPTEMBER 29, 2014
    [Lead Nurturing, Lead Scoring] I’ll Always Have Paris: My Virtual Vacation with CobbleStay Vacation Rentals
    That means it’s his job to not only make sure their marketing efforts generate enough leads, but that those leads get turned into bookings, and that revenue continues to grow. But sorting through massive numbers of visitors in order to find qualified leads can be a time-consuming process.  And that’s when they turned to Act-On.
  • FEARLESS COMPETITOR  |  THURSDAY, SEPTEMBER 25, 2014
    [Lead Nurturing, Lead Scoring] My Team is Behind on our Numbers. We are struggling to catch up.
    And you buy marketing automation and start lead nurturing and scoring. Unless you invest fully in marketing, the lack of sales leads will never get fixed. Those words came from a sales representative  in the Boston area yesterday.  I felt sorry for this sales guy. Here’s the real problem.
  • FEARLESS COMPETITOR  |  FRIDAY, SEPTEMBER 19, 2014
    [Lead Nurturing, Lead Scoring] The Business Marketing Association is coming to Tampa Bay, led by Jeff Ogden
    You can follow me on Twitter at @fearlesscomp Filed under: Business Marketing Association , Find New Customers , lead generation , Lead Nurturing , Lead Scoring , Leadership. Business Marketing Association Find New Customers lead generation Lead Nurturing Lead Scoring Leadership
  • FEARLESS COMPETITOR  |  FRIDAY, SEPTEMBER 19, 2014
    [Lead Nurturing, Lead Scoring] The Business Marketing Association is coming to Tampa Bay, led by Jeff Ogden
    You can follow me on Twitter at @fearlesscomp Filed under: Business Marketing Association , Find New Customers , lead generation , Lead Nurturing , Lead Scoring , Leadership. Business Marketing Association Find New Customers lead generation Lead Nurturing Lead Scoring Leadership
  • MARKETING ACTION  |  THURSDAY, SEPTEMBER 18, 2014
    [Lead Nurturing, Lead Scoring] The 3 & 5 of Winning Drip Marketing Campaigns
    Isn’t that essentially what “lead nurturing” is? It’s about the power of drip marketing and, in particular, automated drip nurturing marketing. (A rose by any other name …). Progressive lead scoring. Download Lead Nurturing Essentials today.  . Email Marketing Lead Nurturing And no.
  • MODERN B2B MARKETING  |  TUESDAY, SEPTEMBER 16, 2014
    [Lead Nurturing, Lead Scoring] Marketing Your Multi-Product (or Multi-Division) Brand
    Marketo’s scoring capabilities actually allow you to score interest in multiple products, and by prioritizing your products, you can avoid the risk. If you’re running lead nurture campaigns , you’ll want to place that buyer exclusively in a Product A-centric nurture track. Lead Scoring b2b Consumer
  • MARKETING ACTION  |  MONDAY, SEPTEMBER 15, 2014
    [Lead Nurturing, Lead Scoring] How Data Science Is Transforming Sales and Marketing
    In recent years, predictive analytics techniques and technologies have helped elect presidents, discover new energy sources, score consumer credit, assess health care risks, detect fraud – even target prospective buyers. Sales acceleration technology not only improves lead targeting, it also gamifies the selling process.
  • FEARLESS COMPETITOR  |  MONDAY, SEPTEMBER 8, 2014
    [Lead Nurturing, Lead Scoring] The Appalling State of Marketing in Florida
    Don’t worry if you get a low score.  B2B demand generation B2B lead generation b2b lead generation companies Business Strategy Buyer Personas Buying Process Chief Marketing Officer Content marketing Find New Customers lead generation Lead Nurturing Lead Scoring Remarkable content Sales 2.0
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 8, 2014
    [Lead Nurturing, Lead Scoring] Stop Cold Calling and Start Lead Nurturing
    Tweet Earlier this week, I had a call with a CEO of a small technology company who was wondering how to optimize his lead generation. ” I gave him the following advice: Stop cold calling and start nurturing. Cold calls vs. nurturing calls. Look up the definition of “nurture.” In fact, don’t sell.
  • FEARLESS COMPETITOR  |  WEDNESDAY, SEPTEMBER 3, 2014
    [Lead Nurturing, Lead Scoring] Why Companies Should Do SCORE BEFORE hiring Demand Generation Managers
    I believe SCORE will enable businesses to craft a world-class demand generation process, and get much better results, than hiring a demand generation manager first. Let’s look at an example from SCORE. One of the foundations of the SCORE demand generation process is Buyer Personas. That’s right. Love comments here.
  • MARKETING ACTION  |  WEDNESDAY, SEPTEMBER 3, 2014
    [Lead Nurturing, Lead Scoring] Getting to Yes: 5 Marketing Automation Myths Debunked
    Maybe this is (partly) why Forrester Research (and some vendors) prefer the term “lead-to-revenue” platform.  It’s not good for lead generation. For leads with free trials, it could be educational steps in learning the product. MYTH: Marketing automation is not good for lead generation. Two marketers walk into a bar.
  • FEARLESS COMPETITOR  |  FRIDAY, AUGUST 29, 2014
    [Lead Nurturing, Lead Scoring] Step 4: Lead Scoring – What is it and what does it have to do with lead nurturing?
    You bought marketing automation and set up lead nurturing. First, let me ask you to grade yourself on marketing: Now there is one last question to answer: When a prospective customers visits our website and signs up for lead nurturing , how do we now when they are ready to buy and hand them to sales? Love comments here.
  • MARKETING ACTION  |  FRIDAY, AUGUST 22, 2014
    [Lead Nurturing, Lead Scoring] A Brief History of Marketing Technology (and Social Media Marketing)
    Having lists of thousands of contacts, and being able to segment leads and then send them the most relevant content, is something that is absolutely necessary in the modern world of marketing. There are several specific actions that can be tracked by automation systems in order to better understand lead behavior and the path to purchase.
  • MARKETING ACTION  |  THURSDAY, AUGUST 21, 2014
    [Lead Nurturing, Lead Scoring] 3 Steps to Choosing the Right Marketing Automation Solution for Your Agency
    Lead generation, lead scoring, and lead management capabilities. Automated programs for lead nurturing, trigger email campaigns, etc. What does it take to find the right marketing automation solution for your agency? good platform helps marketing agencies be more effective. Better? Would that save budget?
  • ANNUITAS  |  WEDNESDAY, AUGUST 20, 2014
    [Lead Nurturing, Lead Scoring] A Marketing Automation Evangelist and Change Management
    Marketing automation is really now the back bone of any marketing strategy, so I try not to focus on things such as lead scoring, but rather how to better connect via automations. worked with a company who didn’t want to change their email strategy when they adopted lead nurturing. What is your strategic focus?
  • FEARLESS COMPETITOR  |  WEDNESDAY, AUGUST 20, 2014
    [Lead Nurturing, Lead Scoring] The Importance of Marketing Awards for a B2B Demand Generation Agency
    Two awards that make me most proud include: Top 50 Most Influential in Sales Lead Management by The Sales Lead Management Association – 3 years in a row. We recently published  Florida gets its own BtoB demand generation agency – Find New Customers. Jeff Ogden, President of Find New Customers has won many marketing awards.
  • ANNUITAS  |  TUESDAY, AUGUST 19, 2014
    [Lead Nurturing, Lead Scoring] Lead Nurturing Isn’t a Stage in the Sales Funnel
    Take a look at an excerpt from a Leadspace Radio via  Sales Lead Management Association with Carlos Hidalgo , CEO and founder of ANNUITAS. How can we STOP DOING lead nurturing campaigns? Nurturing has to be a holistic part of demand generation, connected to nurturing and also connected to content. We eat it up.
  • FEARLESS COMPETITOR  |  MONDAY, AUGUST 18, 2014
    [Lead Nurturing, Lead Scoring] Florida gets its own BtoB demand generation agency – Find New Customers
    Lead Nurturing. Lead Scoring. To get answers those companies turn to sales and marketing experts like me, Jeff Ogden of Find New Customers , to diagnose their problems and come up with activities that truly make a difference in profits, like our SCORE demand generation program (Simple, Clear, Optimal Revenue Enhancement.)
  • HINGE MARKETING  |  WEDNESDAY, AUGUST 6, 2014
    [Lead Nurturing, Lead Scoring] Marketing Automation: How to Choose the Right Software for Your Firm
    ​ " Increase lead generation by 30% in six months" is an example of a goal with metrics that can be tracked and measured with marketing automation to ensure you are meeting them. 3. For example, you can calculate how many total emails per month you expect to send, including newsletters and lead nurturing.
  • THE FORWARD OBSERVER  |  MONDAY, JULY 28, 2014
    [Lead Nurturing, Lead Scoring] The Inbound Marketing Methodology Explained [VIDEO]
    The inbound marketing methodology is about helping brands attract, convert, close and delight visitors, leads and customers through a variety of channels like social media, blogging, SEO and email. If you’re frustrated with how traditional marketing just doesn''t generate the sales leads it once did , you’re not alone. Attract. Close.
  • HINGE MARKETING  |  WEDNESDAY, JULY 9, 2014
    [Lead Nurturing, Lead Scoring] Marketing Automation: What it is and How to Know if Your Firm Needs it
    You are able to measure results of each step of your lead generation and lead nurturing process as well as ROI of your marketing programs and campaigns. Throughout this entire scenario, marketing automation is working behind the scenes to: Manage lead generation. Lead Generation. Lead Scoring.
  • VOICE-BASED MARKETING  |  MONDAY, JUNE 30, 2014
    [Lead Nurturing, Lead Scoring] High Marketing IQ: Learn From Today and Optimize Tomorrow
    Alright, truth serum: Have you ever created an off-the-cuff marketing campaign to generate some leads but opted out of implementing the necessary tools to analyze performance? Maybe not, but it can be when marketing teams are equipped with the most up-to-date marketing automation solutions to track, measure, and optimize all leads.
  • VOICE-BASED MARKETING  |  MONDAY, JUNE 30, 2014
    [Lead Nurturing, Lead Scoring] High Marketing IQ: Learn From Today and Optimize Tomorrow
    Alright, truth serum: Have you ever created an off-the-cuff marketing campaign to generate some leads but opted out of implementing the necessary tools to analyze performance? Maybe not, but it can be when marketing teams are equipped with the most up-to-date marketing automation solutions to track, measure, and optimize all leads.
  • VOICE-BASED MARKETING  |  MONDAY, JUNE 30, 2014
    [Lead Nurturing, Lead Scoring] High Marketing IQ: Learn From Today and Optimize Tomorrow
    Alright, truth serum: Have you ever created an off-the-cuff marketing campaign to generate some leads but opted out of implementing the necessary tools to analyze performance? Maybe not, but it can be when marketing teams are equipped with the most up-to-date marketing automation solutions to track, measure, and optimize all leads.
  • MODERN B2B MARKETING  |  THURSDAY, JUNE 26, 2014
    [Lead Nurturing, Lead Scoring] Be Relevant or Die: The New Nature of Nurture
    Lead generation also used to be more of a numbers game. You can begin to humanize your lead pool by gaining insight in four areas: prospect intelligence, lead intelligence, lead scoring, and lead nurturing. 1. But the simple truth? Relevance is the New Game in Town. Humanize the Masses.
  • TYPE A COMMUNICATIONS  |  TUESDAY, JUNE 17, 2014
    [Lead Nurturing, Lead Scoring] 50 Statistics About B2B Sales and Marketing (Mis)Alignment
    But if there’s one, at least in the business world, it’s how to fix the chasm between sales and marketing so companies quit bleeding leads (qualified or not) and customers. Sales reps ignore 50% of marketing leads ( 101 B2B Marketing and Sales Tips from The B2B Lead). 79% of marketing leads never convert into sales.
  • ANNUITAS  |  THURSDAY, JUNE 5, 2014
    [Lead Nurturing, Lead Scoring] Why Nurturing Isn’t a Score
    Yet so many marketers today refer to “nurturing” as something that happens only when a prospect doesn’t attain a certain score after one or two marketing touches instead of part of a broader Lead Management Framework ?. It’s not merely a score, but a way to do all of the following: 1. Nurturing isn’t just about prospects.
  • MARKETING ACTION  |  THURSDAY, JUNE 5, 2014
    [Lead Nurturing, Lead Scoring] David and Goliath: How Small Players Beat Out the Big Banks
    Converting web traffic into sales leads (web site sign-up forms and useful free content). 3. Converting sales leads into sales (lead nurturing and lead scoring). Editor’s note: This post was originally published in the National Mortgage Professional Magazine. But the game is changing.
  • 3D2B  |  MONDAY, MAY 19, 2014
    [Lead Nurturing, Lead Scoring] Add a Human Touch to Marketing Automation for Awesome B2B Sales Lead Generation
    It’s not surprising given that this technology can automate all the routine aspects of sales lead generation, lead nurturing, lead scoring, customer retention, testing, measuring, and optimizing marketing campaigns. Lead Nurturing billion in 2010 to $4.8 billion in 2015. Automate the Routine.
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