• VIDYARD  |  TUESDAY, APRIL 19, 2016
    [Lead Scoring, Marketo] Vidyard Named Finalist for 2016 Marketo Revvie Awards
    Vidyard recognized in the “Partner of the Year, LaunchPoint Technology” category for the success and impact of its video platform with joint Marketo customers. In 2015, Vidyard surpassed the milestone of more than 100 Marketo customers using its platform to boost marketing and sales performance. About Marketo Revvie Awards.
  • INFER  |  FRIDAY, APRIL 15, 2016
    [Lead Scoring, Marketo] Infer Partners with Terminus to Introduce Predictive Ad Targeting that Drives Advertising ROI through Top-of-the-Funnel Engagement
    Press release: New Strategic Partnership Brings Profile Management and Predictive Scoring to Account-Based Marketing. Infer goes beyond just adding predictive scores into the mix of bidding signals for ad targeting. Measuring Campaign Results through Predictive Scoring. Building Data-Rich Profiles for Hyper-Segmentation.
  • FATHOM  |  TUESDAY, APRIL 12, 2016
    [Lead Scoring, Marketo] Marketing Automation: Why It’s Leading the Nurture Marketing Revolution
    As for building relationships, capabilities such as behavioral tracking, segmentation, targeting, and lead scoring all allow marketers to send the right messages at the right time, putting the tool at the forefront of personalized marketing. Marketing automation has become a bit of a buzzword. Read on to find out. Conclusion.
  • CHIEFMARTECH  |  MONDAY, APRIL 11, 2016
    [Lead Scoring, Marketo] The buzz around account-based marketing at MarTech
    The TrustRadius research team checked in with some of the leading vendors to get a pulse on how ABM is shaping their product and business. Jon Miller , founder and CEO of Engagio and former CMO of Marketo, is one of the foremost thought leaders in ABM best practices today. Target Account Data & Predictive Account Scoring.
  • MODERN B2B MARKETING  |  THURSDAY, APRIL 7, 2016
    [Lead Scoring, Marketo] Dynamic Duo: Close More Deals with Sales and Marketing Alignment
    Author: Stacey Thornberry A joint Marketo and Reachforce research piece found that businesses are 67% better at closing deals when sales and marketing work together. Recently, I spoke about  sales and marketing alignment  during my presentation,“Close More Deals with Effective Lead Scoring”at the InsideSales.com Sales Acceleration Summit.
  • MODERN B2B MARKETING  |  TUESDAY, APRIL 5, 2016
    [Lead Scoring, Marketo] Strike Gold: How to Find Leads with External Intent Data
    At the bottom line, the movie is all about a salesman’s ability to close and the endless battle for a quality set of leads. The ever foreboding challenge is finding and closing the ‘Glengarry’ leads, the ones that will guarantee conversions and revenue. No More Weak Leads. Making the Most of Glengarry Leads. nterest.
  • INFER  |  SUNDAY, APRIL 3, 2016
    [Lead Scoring, Marketo] How Can We Blend All of Our Customer Data into Actionable Profiles?
    Earlier this month , we talked about whether profile management requires predictive scoring , and in this post we’ll discuss how it can be easily incorporated into your existing sales and marketing workflows. Once built, you can publish profile tags directly into your CRM, or share them across marketing systems like Marketo and Eloqua.
  • INFER  |  WEDNESDAY, MARCH 30, 2016
    [Lead Scoring, Marketo] Infer’s Predictive Insights From Across The Web
    Marketo has generated hundreds of millions in revenue, and is growing 40 percent year-over-year. In this TechTarget article , Infer customer InsightSquared talks about how Infer’s Predictive Lead Scoring and Predictive Account Scoring have enabled them to prioritize lead flow and drive efficiencies within their business development team.
  • MODERN B2B MARKETING  |  MONDAY, MARCH 28, 2016
    [Lead Scoring, Marketo] [Slide Deck] Level Up: Take on the Future of Marketing, Challenges and All
    To get started on sales and marketing alignment , follow these five fundamentals: Get on the same page for definitions (such as leads, MQLs, SQLs). Agree on a lead scoring model. In other words, make sure marketing is sending the best leads to sales and nurturing the leads who aren’t ready yet. Test, test, test!
  • IKO-SYSTEMS  |  WEDNESDAY, MARCH 16, 2016
    [Lead Scoring, Marketo] Are You Part of the Predictive Lead Gen Generation?
    IKO System was created as an answer to the above rhetorical question.  In examining the wasteful and frustrating processes of prospecting for new leads, we realized an opportunity:  . Indeed, cold sales email changed the way businesses prospect for leads, set appointments, and qualify prospects before a sale. Making a Change. link].
  • INFER  |  MONDAY, MARCH 7, 2016
    [Lead Scoring, Marketo] 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.
  • CONTENT STANDARD  |  MONDAY, FEBRUARY 29, 2016
    [Lead Scoring, Marketo] The Content Standard: How We Transformed from Content Marketers to Editors
    The Content Standard became the company’s number one lead source. Today, the Content Standard drives more than 45 percent of traffic to Skyword.com and is the company’s top lead generator. We use Marketo for this, and while it sounds like an ROI benefit, it has editorial gains as well. Increase existing lead scores.
  • MODERN B2B MARKETING  |  FRIDAY, FEBRUARY 26, 2016
    [Lead Scoring, Marketo] 3 Ways to Keep Your MarTech Stack Tidy
    Some of the hottest unitasker categories are: Predictive lead sourcing. Predictive lead scoring. Every solution promises a significant return on investment (ROI) , with increased and higher quality leads or faster lead flow. Author: Ed King Does your MarTech stack look like your kitchen drawer? If De-duplication.
  • 6SENSE  |  TUESDAY, FEBRUARY 23, 2016
    [Lead Scoring, Marketo] Can Your Demand Gen Answer These 4 Questions?
    If you enjoy the blog post, learn more at our webinar: Making Account Based Marketing Work with Marketo’s VP of Demand Generation Heidi Bullock. B2B marketers have developed a honed set of best practices to target, engage and convert relevant leads. Instead, they ask the right questions that help them target the best leads possible.
  • VIDYARD  |  MONDAY, FEBRUARY 22, 2016
    [Lead Scoring, Marketo] Businesses See 500% Lift in Email Conversion with Personalized Video from Vidyard
    times and open rates by 400 percent while re-engaging cold, unresponsive leads within their funnel. Personalization helped lead to more conversions on our email campaign, but it also kept them engaged longer with the message we were trying to deliver, which is what really matters.”. Lenovo boosted click-through rates by 4.5
  • INFER  |  THURSDAY, FEBRUARY 18, 2016
    [Lead Scoring, Marketo] Profile Management Product Update: Marketo Activities, Accounts & Opportunity Profiles and Salesforce Campaign Integration
    Marketo Activities. Infer’s Profile Management Platform now supports Marketo as a data source. The post Profile Management Product Update: Marketo Activities, Accounts & Opportunity Profiles and Salesforce Campaign Integration appeared first on Infer: Predictive Lead Scoring for Sales & Marketing
  • MODERN B2B MARKETING  |  THURSDAY, FEBRUARY 11, 2016
    [Lead Scoring, Marketo] The Key to Building Long-Term Relationships with your Leads
    Insight is no longer an option, but a necessity when trying to generate and nurture leads to fruition. If the email you’re sending doesn’t relate to a prospect or lead personally, it’s not going to be effective. Implementing lead scoring to listen to what your prospect’s actions are saying and respond accordingly.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JANUARY 20, 2016
    [Lead Scoring, Marketo] True Influence InsightBASE Simplifies Use of B2B Intent Data
    B22B lead generation vendor True Influence today announced a new product to help fill these gaps. InsightBASE has standard integrations with Marketo , Oracle Eloqua , and Salesforce.com. b2b marketing intent data lead scoring marketing automation predictive analyticsThe mechanics of InsightBASE are straightforward.
  • MODERN B2B MARKETING  |  WEDNESDAY, JANUARY 20, 2016
    [Lead Scoring, Marketo] Sell, Don’t Repel: How to Make Sense of the Retargeting Landscape
    Based on behavior: There are tools such as Marketo’s AdBridge that also enable you to retarget buyers or potential buyers based on key behaviors like visits to a particular page, a lead score, or recent purchase. Demographics: You can also leverage a solution, like Marketo, to  retarget key buyers based on who they are.
  • MODERN B2B MARKETING  |  FRIDAY, JANUARY 15, 2016
    [Lead Scoring, Marketo] How Paid Media Performance Improves with Predictive Marketing and 1st Party Data
    At Marketo, not only do we provide leading tools for marketers to be better marketers, we also use a lot of great technology ourselves. Let’s look at a real-world example in which a marketer at a tech company used a partner predictive technology within Marketo to segment a list of high-value contacts in their marking automation system.
  • SALESPREDICT  |  MONDAY, NOVEMBER 30, 2015
    [Lead Scoring, Marketo] Do Your 2016 Sales & Marketing Plans Align with Your Company Goals?
    In 2015, predictive lead scoring solutions became very popular for just this reason. If your company hasn't started yet, lead the initiative yourself. Here’s how top B2B companies approach annual planning. And, if you search the web, you won't find much to guide you on the process. If not, what didn’t go as planned?
  • MODERN B2B MARKETING  |  THURSDAY, NOVEMBER 19, 2015
    [Lead Scoring, Marketo] [Ebook] Have Your Lunch–And Have Time To Eat It—4 Reasons Why You Should Consider Marketing Automation
    Deliver Prioritized Leads to Sales. Marketing automation enables you to utilize key tools to deliver the ‘best bet’ leads to sales. One of these tools is lead scoring. Author: Heidi Bullock Let’s face it. As a marketer, your life is pretty great. Oh, sorry…I guess I was dreaming. Enter reality. Time-Savings. Measurement.
  • MODERN B2B MARKETING  |  THURSDAY, NOVEMBER 12, 2015
    [Lead Scoring, Marketo] [Cheat Sheet] How a “Good Enough” Marketing Automation Solution Can Hurt You
    complete solution allows marketers to trigger workflows based on just about any criteria, such as lead score or account opportunity stage and any changes to those, all in one place, using a simple interface. Author: Neha Shah “I am fine with a good enough solution,” said no great leader ever. Choosing the right tool.
  • CONTENT STANDARD  |  TUESDAY, NOVEMBER 3, 2015
    [Lead Scoring, Marketo] 6 Tips to Increase Your Email Marketing ROI
    It is the preferred mode of communication for the majority of consumers and is the biggest driver of new leads. Learn what your leads prefer through A/B testing. If you have a view into which content leads have viewed or consumed in the past, send related or supplemental content. Email is here to stay. Provide Value, Selflessly.
  • VIDYARD  |  TUESDAY, OCTOBER 20, 2015
    [Lead Scoring, Marketo] Vidyard Announces Winners of 2015 Video Marketing Awards
    They also created net new leads for the sales funnel, helped take deals off the table as a result of the conference and drove a high NPS score for the event. Lattice Engines then amplifies the videos’ reach on social with GaggleAMP and Hootsuite through email via Marketo. They use video calls-to-action to generate leads.
  • VIDYARD  |  FRIDAY, OCTOBER 16, 2015
    [Lead Scoring, Marketo] Video Marketing How-To: Scoring Leads With Video
    This week I want to talk a bit about how you can score your leads with video marketing data. First things first, you’ll need a system to handle the lead scoring – you can use a marketing automation platform like Marketo, Eloqua or Pardot, or you can set up lead scoring rules in Salesforce as well.
  • LATTICE  |  FRIDAY, OCTOBER 9, 2015
    [Lead Scoring, Marketo] The Makings of an Award-Winning Video Marketing Tech Stack
    This integrates with Marketo  to let us score leads based on our audience’s engagement with our videos and create Interesting Moments that are synced over to Salesforce. We then amplify our videos’ reach through social via GaggleAMP and HootSuite and through email via Marketo. Here are a few samples: TOFU. Post-Funnel.
  • VIDYARD  |  FRIDAY, OCTOBER 9, 2015
    [Lead Scoring, Marketo] Space Snacks, Real Astronauts, and Video Marketing: My 48 Hours at Space Camp
    The afternoon general session had Matt Heinz leading a terrific panel with marketers from Act-On, LinkedIn, Cetera Financial and HapnApp to talk about how these organizations are using video and what the future of video marketing might look like. If you’re like me, the idea of going to Space Camp has always been a childhood dream.
  • SALESPREDICT  |  THURSDAY, OCTOBER 8, 2015
    [Lead Scoring, Marketo] How to NOT Waste Money on B2B Tradeshows & Conferences
    Set a real lead gen goal Don’t settle for a squishy non-objective like “make a splash”. Set your Sales team up for success Despite the huge time and budget investment that tradeshows require, industry research has found that 74% of tradeshow leads are routinely ignored. As consultant Ruth P. How to decide? Look up. Flying solo?
  • VIDYARD  |  WEDNESDAY, OCTOBER 7, 2015
    [Lead Scoring, Marketo] Vidyard Acquires Switch Merge, Launches 1-to-1 Video Personalization
    By integrating technology from Switch Merge into its industry-leading video marketing platform, Vidyard’s Personalized Video will make it easy for marketing and sales teams to create, share and track engagement in personalized video content in an automated fashion. San Francisco, Calif. About Vidyard. Media Contact: Tyler Lessard.
  • FATHOM  |  TUESDAY, OCTOBER 6, 2015
    [Lead Scoring, Marketo] Setting Yourself Up for Marketing Automation Success
    Lead Scoring with marketing automation will make us more efficient. But if this is your leading reason for implementing a marketing automation platform, are you prepared for everything else you’ll need to do so it’s effective? And, as we talked about here , setting up lead scoring once doesn’t mean you’re done.
  • FATHOM  |  THURSDAY, SEPTEMBER 3, 2015
    [Lead Scoring, Marketo] Defining Lead Status: A Simple Yet Necessary Element of B2B Sales & Marketing Alignment
    wrote in specific detail about six different strategies for aligning both sales and marketing teams – from setting up Interesting Moments in your CRM and paying attention to activity alerts, to tweaking segmentation strategies, lead scoring and outreach cadences. They will be added to Salesforce as a lead in general ownership.
  • FATHOM  |  TUESDAY, SEPTEMBER 1, 2015
    [Lead Scoring, Marketo] Lead Scoring is Set Up and You’re Done. Not So Fast!
    You’ve spent hours collecting data, hosting meetings to align marketing and sales, and ultimately perfecting your lead scoring. You satisfactorily stretch your arms and smile just before crossing lead scoring off of your Marketo to do list. Lead scoring requires much more TLC. Or so you thought.
  • MODERN B2B MARKETING  |  TUESDAY, SEPTEMBER 1, 2015
    [Lead Scoring, Marketo] Marketo Data Tells Us: Which Channel Wins More, Faster
    So in this fourth blog in the Marketo Institute series, we’re going to look at the next two channel pipeline metrics: win rate and velocity. Without closed loop visibility from sales back to marketing, you often hear conversations like these: Marketing: “Here are some high converting leads!”. (3 months later). So, the win rate is 50%.
  • MODERN B2B MARKETING  |  FRIDAY, AUGUST 28, 2015
    [Lead Scoring, Marketo] QOTD: Are You Managing Your Event Check-In Process the Best You Could Be?
    Author: Chelsea Serrano This summer, I attended Marketo’s Seattle Block Party. As an Account Executive at Marketo, I have conversations with marketers every week, and one of the most common pain points is not being able to automate event support. appeared first on Marketo Marketing Blog - Best Practices and Thought Leadership.
  • MODERN B2B MARKETING  |  FRIDAY, AUGUST 7, 2015
    [Lead Scoring, Marketo] Why Your Content Plan Must Include Interactive Content
    Through interactive assessments, calculators, infographics, benchmarking tests, or a combination of all the above, marketers can expand their brand, generate leads, build better prospect profiles and enhance lead scoring across all marketing programs. More, higher quality leads equal more revenue. Period. Cha-ching!
  • MODERN B2B MARKETING  |  MONDAY, AUGUST 3, 2015
    [Lead Scoring, Marketo] Marketo Data Tells Us: What Is the Top Conversion Rate by Channel?
    It’s me, Johnny, with your next blog from the Marketo Institute! It’s a metric that lead generation marketers—from practitioners all the way up to CMOs—are measured on. But the ultimate conversion rate every demand gen marketer is measured on is lead to opportunity. Prospecting: Mining for leads. Takeaway? Not sure?
  • ANNUITAS  |  THURSDAY, JULY 30, 2015
    [Lead Scoring, Marketo] 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. As a Marketo specialist, I know Marketo makes sure to appeal to all types of users from beginner to expert to show the latest releases as well as product demos. Start simply with the basics. Get Logical -.
  • MODERN B2B MARKETING  |  WEDNESDAY, JULY 22, 2015
    [Lead Scoring, Marketo] Wanna Knock One Out Of The Park? Score Your Data, Score Your Leads
    It all comes down to scoring. Whether you’re scoring the quality of your data  or your leads, you need to make sure that you have a plan in place to go after quality , not quantity. Information Your Starting Lineup: Data Scoring. This is where data scoring comes into play. Lead Scoring: Your Pinch Hitter.
  • MODERN B2B MARKETING  |  TUESDAY, JULY 14, 2015
    [Lead Scoring, Marketo] Beacons and Chat: 2 Technologies Giving Marketers Fresh New Ways to Engage
    In my role as Director of Business Development at Marketo, I see a wide range of partners offering new and innovative ways that marketers can engage. Imagine having location data around proximity to attendance at a party or proximity to a booth that can help a marketer segment data, change lead scores, and drive follow-up email campaigns.
  • VIEWPOINT  |  THURSDAY, JULY 9, 2015
    [Lead Scoring, Marketo] PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]
    We recently asked top industry experts the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Because it has become clear that marketing automation is making it easier than ever to generate poor quality leads.
  • MODERN B2B MARKETING  |  MONDAY, JUNE 29, 2015
    [Lead Scoring, Marketo] Why Video Is Crucial to Your Marketing Automation Strategy
    Leads who watch videos as part of their journey to close cost an average of 20% less. Not only can video help you generate leads directly with the help of email gates, pop-out CTA, and in-video forms, it can also be used to measure buyer interest and tailor content journeys accordingly. How to lead score with video.
  • BUZZ MARKETING FOR TECHNOLOGY  |  WEDNESDAY, JUNE 17, 2015
    [Lead Scoring, Marketo] 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  |  WEDNESDAY, JUNE 17, 2015
    [Lead Scoring, Marketo] Jumpstart Your Engagement Marketing Strategy with Guidance from a Managed Service Provider!
    Do they start with content, nurture, or lead scoring? For Marketo users in particular, we provide a brilliant partner network, LaunchPoint , carrying the marketing and industry expertise you need. appeared first on Marketo Marketing Blog - Best Practices and Thought Leadership. Sounds amazing, right?!). The bonus here?—Not
  • MODERN B2B MARKETING  |  TUESDAY, JUNE 9, 2015
    [Lead Scoring, Marketo] 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….
  • ANNUITAS  |  THURSDAY, MAY 28, 2015
    [Lead Scoring, Marketo] Ending the Great Divide
    Sure, sending emails and creating landing pages are all functions of marketing, but managing inbound leads and sharing prospect data with the CRM, is something that when done correctly- supports the entire organization. At ANNUITAS we help marketing and sales align in what we call a Lead Management Framework℠ session. Will it be easy?
  • FATHOM  |  TUESDAY, MAY 26, 2015
    [Lead Scoring, Marketo] 5 Tips to Get the Most out of Your Pardot Campaigns
    Pardot, a B2B marketing automation platform by Salesforce, is rated highly for usability and setup when compared to its competitors Marketo, Oracle Eloqua and Act-On on G2Crowd. 85% of B2B marketers using marketing automation platforms don’t believe they are using them to their full   potential. Learn more about multivariate testing here.
  • MODERN B2B MARKETING  |  MONDAY, MAY 18, 2015
    [Lead Scoring, Marketo] 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.
  • CRIMSON MARKETING  |  MONDAY, APRIL 27, 2015
    [Lead Scoring, Marketo] 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. Source: Marketo. 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.
  • MODERN B2B MARKETING  |  FRIDAY, APRIL 17, 2015
    [Lead Scoring, Marketo] 6 Vital Features to Look for in Marketing Automation Software this Year
    Lead Scoring Capabilities. Lead scoring allows marketers to better understand a prospective customer’s finicky actions by tracking their movements in and out of the funnel. It tracks leads’ activities and monitors their level of interest and participation. Marketers have to adapt to these changes. Simple Interface.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, APRIL 15, 2015
    [Lead Scoring, Marketo] Marketo Conference: Is Predictive Modeling The Future of Marketing Automation?
    Marketo held its annual Marketing Nation Summit this week, hosting 4,000+ clients and partners. The event seemed relatively subdued for Marketo – I didn’t spot one costumed character – but the over-all atmosphere was positive. Marketo has attracted a respectable array of partners who extend its capabilities.
  • MODERN B2B MARKETING  |  FRIDAY, APRIL 10, 2015
    [Lead Scoring, Marketo] Back to Basics: 7 Things Marketing Automation Software Can Do For Your Business
    Author: Ellen Gomes One of the questions we get asked a lot at Marketo is “what features are included in a marketing automation platform, and how can these features help my business?” Luckily, marketing automation offers a wide array of features to streamline marketing campaigns—from lead management to email marketing.
  • THE POINT  |  WEDNESDAY, APRIL 8, 2015
    [Lead Scoring, Marketo] 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
  • MODERN B2B MARKETING  |  THURSDAY, MARCH 26, 2015
    [Lead Scoring, Marketo] Explosive Growth in Marketing Tech: 7 Categories to Implement Now
    Luckily, this year at Marketo’s Marketing Nation Summit , our Expo Hall has a huge selection of these technology categories and vendors. Everyone wants to convert leads. And everyone wants to convert only the best leads. But that’s a tough call—how do you know what leads are even going to convert? And it certainly is.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, MARCH 19, 2015
    [Lead Scoring, Marketo] Everstring Offers Fast, Flexible, Account-based Predictive Models for B2B Sales and Marketing
    Today, at least a dozen vendors are offering predictive models for B2B lead scoring, sales intelligence, and customer success management. Many of the original scoring vendors specialized in a single application. The approach also lets clients score anonymous leads if IP address or similar information can identify their company.
  • MODERN B2B MARKETING  |  MONDAY, JANUARY 12, 2015
    [Lead Scoring, Marketo] 3 Musts for Every Marketer’s To-Do List When Investing in Marketing Automation
    Where do the best leads come from and how do they perform? Think about how marketing will influence the entire sales pipeline, the entire customer lifecycle, lead quality, etc. Things like: Lead volume. Author: Justin Gray Well, hello there. Welcome to another blog about marketing automation. Close rate. Time to close.
  • FEARLESS COMPETITOR  |  WEDNESDAY, NOVEMBER 26, 2014
    [Lead Scoring, Marketo] Content Marketing = Sales $, otherwise, Don’t Do It
    By the way, Marketo has a great list of Sales and Marketing experts on the Marketing Moguls page. 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. How to Find New Customers (sponsored by Marketo ,). including us).
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, OCTOBER 24, 2014
    [Lead Scoring, Marketo] SalesPredict Offers Highly Automated, Highly Flexible Predictive Modeling
    In this case, the main technical differentiator is extreme automation: SalesPredict imports customer data, builds models, scores current records, and deploys the results with virtually no human intervention. Results appear as lists in a CRM interface or as scores on a marketing databaset. User interface is a second differentiator.
  • FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 30, 2014
    [Lead Scoring, Marketo] Check out Resources at Find New Customers for great free B2B marketing content
    What you will find at the Resources tab: How to Find New Customers is perhaps the best white paper ever written on BtoB demand generation,  Originally sponsored by Marketo, and edited by a top sales author, it is quite good and highly recommended to you. Lead Nurturing. Lead Scoring. Thanks Arthur! B2B Marketing.
  • MODERN B2B MARKETING  |  MONDAY, SEPTEMBER 29, 2014
    [Lead Scoring, Marketo] Traditional and Predictive Lead Scoring: a Match Made in Data Heaven
    Author: Jessica Cross By its very nature, lead scoring should be predictive – a potential customer’s score should predict whether that person is going to buy from you. But that kind of correlation hardly scratches the surface of what predictive lead scoring can do. How Does Predictive Lead Scoring Work?
  • MODERN B2B MARKETING  |  TUESDAY, SEPTEMBER 16, 2014
    [Lead Scoring, Marketo] 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
  • FEARLESS COMPETITOR  |  MONDAY, SEPTEMBER 8, 2014
    [Lead Scoring, Marketo] The Appalling State of Marketing in Florida
    Have you purchased and set up marketing automation software, such as Marketo, Pardot or Act-On Software? (20 points). Don’t worry if you get a low score.  Asking «COMPANY_NAME» 5 direct marketing questions. This blog has a new and beautiful template. What do you think of it? You can check it out here. contact-form] What do you think?
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 28, 2014
    [Lead Scoring, Marketo] 6Sense Finds B2B Prospects Using Web Site Activities
    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 Salesforce.com , Oracle Eloqua and Marketo. Formal release was in May 2014.
  • MODERN B2B MARKETING  |  MONDAY, AUGUST 25, 2014
    [Lead Scoring, Marketo] 3 Reasons You’ll Drive Better (and More) Leads with Interactive Content
    There’s always more to do – campaigns to run, technologies to master, analytics to check… And, of course, there’s the constant need to drive more leads, better leads, and faster MQLs. In fact, 78% of B2B marketers state that “generating more leads” is the biggest challenge they are currently facing. Facilitating Dialogue.
  • MODERN B2B MARKETING  |  THURSDAY, AUGUST 14, 2014
    [Lead Scoring, Marketo] Why Marketing Operations is the Heart of your Marketing Team
    Author: Courtney McAra When I first came to Marketo, I was SHOCKED by the size of our marketing operations team. What I failed to realize was that marketing operations (affectionately known as “MOPS” at Marketo) is at the core of a well-run marketing team. Boy, was I wrong. They improve, optimize, and make processes efficient. Unsure?
  • MODERN B2B MARKETING  |  THURSDAY, JULY 17, 2014
    [Lead Scoring, Marketo] How to Double Your Marketing Team…WITHOUT New Hires
    But going for a softer sell also meant that many leads were increasingly “not ready” to be handed off to sales, leading to pushback from my former colleagues on the sales team. We But after a particularly successful promotion, we were faced with a mixed blessing: more leads than we could accurately rank using our current system.
  • HINGE MARKETING  |  WEDNESDAY, JULY 9, 2014
    [Lead Scoring, Marketo] 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. Landing Pages.
  • FATHOM  |  WEDNESDAY, JULY 2, 2014
    [Lead Scoring, Marketo] 6 Reports, Alerts & Strategies for Increasing Sales & Marketing Productivity
    Chances are if you’re reading this blog, you’re in charge of leads for your company. If you’re on the marketing team, you’re likely responsible for delivering quality inbound leads to your sales team. Aligning both inbound and outbound marketing efforts helps increase efficiency and decrease time/money spent nurturing a lead.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, JUNE 27, 2014
    [Lead Scoring, Marketo] Fliptop: A Customer Data Platform for Predictive Lead Scoring, Pure and Simple
    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.
  • MODERN B2B MARKETING  |  THURSDAY, JUNE 26, 2014
    [Lead Scoring, Marketo] 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? Companies who are doing ‘the relevance thing’ well aren’t in the majority.
  • TYPE A COMMUNICATIONS  |  TUESDAY, JUNE 17, 2014
    [Lead Scoring, Marketo] 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.
  • MODERN B2B MARKETING  |  MONDAY, JUNE 16, 2014
    [Lead Scoring, Marketo] 4 Simple Ways to Make Automated Emails Feel Personal…AND On-Brand
    That means that every single message counts – especially until you’ve “stuck.” If your communications are not consistent with your products and company values, or are insensitive to information you’ve already collected, you may lose some of your highest quality leads. Create Resonance with Scoring. Choose brand ambassadors wisely.
  • MODERN B2B MARKETING  |  MONDAY, JUNE 2, 2014
    [Lead Scoring, Marketo] How Predictive Lead Scoring Takes The Guesswork Out Of Identifying The Leads Most Likely To Buy
    Lead Scoring & STP – Bringing Marketing Basics To the World Of Modern Marketing. So why are we talking about STP in the same discussion with lead scoringMarketo describes lead scoring in its Definitive Guide To Lead Scoring as a methodology for ranking leads in order to determine their sales-readiness.
  • THE FORWARD OBSERVER  |  MONDAY, APRIL 28, 2014
    [Lead Scoring, Marketo] First World Problems: What To Do With Too Many B2B Leads
    Artillery B2B Marketing Blog > The Forward Observer Are you getting lots of leads but not enough sales? Lead scoring can help you practice smart B2B sales triage, while boosting conversions and revenues. While having too many leads may sound like a nice problem to have, it can actually be worse than not having enough leads.
  • THE FORWARD OBSERVER  |  MONDAY, APRIL 28, 2014
    [Lead Scoring, Marketo] First World Problems: What To Do With Too Many Leads
    Artillery B2B Marketing Blog > The Forward Observer Are you getting lots of leads but not enough sales? Lead scoring can help you practice smart B2B sales triage, while boosting conversions and revenues. While having too many leads may sound like a nice problem to have, it can actually be worse than not having enough leads.
  • THE FORWARD OBSERVER  |  THURSDAY, APRIL 24, 2014
    [Lead Scoring, Marketo] Work Hard, or Work Smart? Automate Your B2B Lead Nurturing
    Automated lead nurturing will help you keep in touch. According to Brian Carroll , author of Lead Generation for the Complex Sale , up to 95% of qualified prospects on your Website are there to research and are not yet ready to talk with a sales rep, but as many as 70% will eventually buy from you or one of your competitors. How soon?
  • THE FORWARD OBSERVER  |  THURSDAY, APRIL 24, 2014
    [Lead Scoring, Marketo] Work Hard, or Work Smart? Automate Your Lead Nurturing
    Automated lead nurturing will help you keep in touch. According to Brian Carroll , author of Lead Generation for the Complex Sale , up to 95% of qualified prospects on your Website are there to research and are not yet ready to talk with a sales rep, but as many as 70% will eventually buy from you or one of your competitors. How soon?
  • BLOG MY CALLS  |  WEDNESDAY, APRIL 16, 2014
    [Lead Scoring, Marketo] Q1 Phone Lead Score Data: 29% of Calls are 'Great Leads'
    For example, it can tell if a caller purchased something, set an appointment, became upset, or, in this case, was a good lead. Lead Scoring for Phone Calls. By now marketers are familiar with lead scoring for web leads. We actually give the lead a score from 0-100. They were great leads.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, APRIL 9, 2014
    [Lead Scoring, Marketo] Vocus Purchased by Private Equity Firm GTCR: This Could Be Interesting
    At that time, the marketing product was missing key marketing automation features including lead scoring, multi-step workflows, and integration with Salesforce.com. But it only allows one score per customer. Salesforce.com synch is bi-directional and works with lead and contact records. Those were all added last month.
  • ANNUITAS  |  TUESDAY, APRIL 8, 2014
    [Lead Scoring, Marketo] Data Touches Everything at the Marketo User Summit #MKTGNATION14
    I’m almost done with the first day here at the Marketo Marketing Nation Summit, and I have noticed a trend, and it centers on data. Jenny shared some interesting workflow and data validation scenarios that were laser-focused on addressing the data relationship between records in CRM and Marketo. What has driven rise of Amazon? Netflix?
  • MODERN B2B MARKETING  |  FRIDAY, APRIL 4, 2014
    [Lead Scoring, Marketo] The Dangers of a “Good Enough” Solution: The 4 Major Shortcomings of Generic Lead Scoring
    Let’s take a look at a “good enough” solution in the context of lead scoring, a very important function which sorts the good leads from the bad ones. A “good enough” solution offers only basic lead scoring. How will he or she know what product a lead is interested in? We call these solutions “good enough”.
  • E-LIGN  |  THURSDAY, MARCH 20, 2014
    [Lead Scoring, Marketo] The 2014 Digital Marketing Ecosystem
    How do leads flow from the website into the CRM? Marketing is pushed to only pass over MQLs (marketing qualified leads) instead of the flood that frustrates the sales team. Without marketing automation, they don’t have the ability to create a Lead Score. How does lead data flow into the marketing automation tool?
  • MODERN B2B MARKETING  |  THURSDAY, MARCH 20, 2014
    [Lead Scoring, Marketo] Why Marketing Automation, Why Now?
    first purchased marketing automation (Marketo, specifically) while working at an another company several years ago. Using Marketo, you can clone whole programs (email, landing pages, etc.) so your team is not setting up programs from scratch each time. Using Marketo, I can pull this data easily. Which city are you? Comic Sans!
  • MODERN B2B MARKETING  |  THURSDAY, MARCH 6, 2014
    [Lead Scoring, Marketo] When Sales “Intelligence” is Actually Sales Interruption
    Author: Michael Berger There are many sales intelligence tools in the marketing automation space, all touting to help sales’ productivity by providing insight into buying behavior and helping sales to identify the hottest leads. In other words, they harm sales productivity. First, consider the “three P’s”.  This is bad.
  • FEARLESS COMPETITOR  |  WEDNESDAY, MARCH 5, 2014
    [Lead Scoring, Marketo] Check out all the great content at Find New Customers
    Originally sponsored by Marketo and edited by a top sales author, this white paper is a classic and has been downloaded thousands of times. Keys to Successful Lead Nurturing. Part of our 7 Keys series, this quick read shares key information on lead nurturing. Keys to Successful Lead Scoring. Answers here.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, FEBRUARY 13, 2014
    [Lead Scoring, Marketo] Marketing Automation 2014 Industry Overview: What the Surveys Tell Us
    Mintigo’s conclusion across 186,500 B2B companies was that just three percent were using the most common marketing automation systems: Oracle Eloqua , Marketo, HubSpot, and Salesforce.com Pardot. million for Marketo.) As the Pepper Global slide suggests, different vendors are strongest in different customer segments.
  • 3D2B  |  TUESDAY, FEBRUARY 11, 2014
    [Lead Scoring, Marketo] Do This One Simple Thing to Boost Qualified B2B Leads
    What would you do if your company leadership landed you with a big hairy audacious goal of increasing leads by 2000%? It just takes a step-by-step process to pre-qualify leads on the Internet, and respond to the crème de la crème quickly. It’s time to speed up your internal processes and dial your most promising leads ASAP.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, JANUARY 31, 2014
    [Lead Scoring, Marketo] More New Systems Challenge the Marketing Automation Status Quo
    It also provides the rest of the standard marketing automation functions, including landing pages and microsites, Web behavior tracking, lead scoring, and integration with Salesforce.com. The only standard marketing automation function that’s missing is lead scoring, which is due for release next month.
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 23, 2014
    [Lead Scoring, Marketo] Are Your Leads Ready to Buy? 5 Crucial Ways to Score Your Leads
    Author: Frank Passantino If you’re in marketing, you probably know better than to pass “any old lead” over to your sales team. Yesterday on the blog, we shared our new infographic about defining a lead, but how do you score your leads once you’ve found them? Promising leads might be rejected; bad leads might be pursued.
  • MODERN B2B MARKETING  |  FRIDAY, JANUARY 17, 2014
    [Lead Scoring, Marketo] 9 Signs You’re Ready to Adopt Marketing Automation
    Author: Amy Guarino As the VP of Business Development at Marketo, I frequently hear from agencies whose clients are considering marketing automation. Sign #6: A Need for Lead Scoring. Your sales team can’t tell a good lead from a bad one. Sign #2: Inability to Scale. Sign #3: High Cost Errors. Sign #8: Not Enough Budget.
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 9, 2014
    [Lead Scoring, Marketo] How to Create Gravity-Defying Social Marketing with Marketing Automation in 8 Simple Steps
    As we explain in our new ebook, Marketo Social Marketing: Launch Your Marketing to the Moon! If your social marketing is fully integrated with your marketing automation, you can also use it to develop relationships with early-stage prospects, gather data, nurture leads, and turn customers into advocates. Use social sign-on.
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 9, 2014
    [Lead Scoring, Marketo] How to Create Gravity-Defying Social Marketing with Marketing Automation in 8 Simple Steps
    As we explain in our new ebook, Marketo Social Marketing: Launch Your Marketing to the Moon! If your social marketing is fully integrated with your marketing automation, you can also use it to develop relationships with early-stage prospects, gather data, nurture leads, and turn customers into advocates. Use social sign-on.
  • B2B LEAD BLOG  |  TUESDAY, JANUARY 7, 2014
    [Lead Scoring, Marketo] Revenue Marketing Gets its First Big Conference: REVTalks
    In the early part of 2012, I was knee deep in writing Rise of the Revenue Marketer.   The BIG IDEA for the book was always to highlight and share how executives were leading the transformation of marketing from a cost center to a revenue center. Be a participant in the executive-level dialog on how to lead this change. Lead Scoring
  • MODERN B2B MARKETING  |  MONDAY, JANUARY 6, 2014
    [Lead Scoring, Marketo] The Top Marketing Automation Posts of 2013
    Marketing Automation 101 by Jon Miller, Marketo. #1 in Marketing Automation, #2 in the Overall Contest. Marketo’s IPO may have been in May, but Jon Miller’s February post and companion e-book, The Definitive Guide to Marketing Automation , was the real coming out party for data-driven marketers. Here they are: 1.  Marketing Automatio
  • MODERN B2B MARKETING  |  MONDAY, JANUARY 6, 2014
    [Lead Scoring, Marketo] The Top Marketing Automation Posts of 2013
    Marketing Automation 101 by Jon Miller, Marketo. #1 in Marketing Automation, #2 in the Overall Contest. Marketo’s IPO may have been in May, but Jon Miller’s February post and companion e-book, The Definitive Guide to Marketing Automation , was the real coming out party for data-driven marketers. Here they are: 1.  Marketing Automatio
  • MODERN B2B MARKETING  |  FRIDAY, JANUARY 3, 2014
    [Lead Scoring, Marketo] Embracing the Age of the Customer: How to Become Customer Obsessed
    At a recent webinar with Cory Munchbach, analyst at Forrester Research, and Jon Miller, Marketo’s co-founder and VP of Marketing, the two speakers clarified exactly that. At Marketo, we do this with our Customer Engagement engine , which places each potential (or current) customer on a suitable track. What is “Customer Obsession”?
  • MODERN B2B MARKETING  |  FRIDAY, JANUARY 3, 2014
    [Lead Scoring, Marketo] Embracing the Age of the Customer: How to Become Customer Obsessed
    At a recent webinar with Cory Munchbach, analyst at Forrester Research, and Jon Miller, Marketo’s co-founder and VP of Marketing, the two speakers clarified exactly that. At Marketo, we do this with our Customer Engagement engine , which places each potential (or current) customer on a suitable track. What is “Customer Obsession”?
  • MODERN B2B MARKETING  |  THURSDAY, DECEMBER 12, 2013
    [Lead Scoring, Marketo] How to Multiply Your Webinar ROI: Repurpose Your Webinar Content
    Some attendee information might be sent off to the sales team, so they can follow up with “hot leads,” and the webinar recording is uploaded onto the company website. These not only encourage attentiveness, but can also be used to gather more data points about your audience for lead scoring, tailored follow-up, and more.
  • B2B LEAD BLOG  |  THURSDAY, DECEMBER 5, 2013
    [Lead Scoring, Marketo] Learn It! Engagement Streams
    Each element in the flow is hand coded, and it’s tough to adjust elements overall since each unique step leads to another unique step. Enter the Marketo engagement module. Launched earlier this year, most Marketo users haven’t yet adopted it, based on feedback from Marketo users around the country.
  • MODERN B2B MARKETING  |  TUESDAY, NOVEMBER 26, 2013
    [Lead Scoring, Marketo] A Lesson From Martha Stewart and iCracked: Taking Social Monitoring to the Next Level
    For example, Twitter for Salesforce syncs Twitter data with Marketo, so you can send automated alerts to your colleagues. As these prospects voice their pains, consider increasing their lead score to inform your sales team that they might have an interest in your product. 3. Make Lemonade with Other People’s Lemons.
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