• 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? 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. link]. 20 points). 20 points). 20 points).
  • VIDYARD  |  MONDAY, SEPTEMBER 8, 2014
    [Lead Scoring, Marketo] Perfect Your Process: Proven Best Practices For Every Marketing Automation Admin
    He is currently Marketo Practice Lead at Perkuto , a marketing automation agency.  . When I first joined the marketing automation world in 2010, I was excited about bringing in a more regular process for managing leads as well as more automation to handle that process. Lead Scoring: score on consumption of content.
  • 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. In my previous role, I’d handled marketing operations and demand generation.
  • VIDYARD  |  TUESDAY, JULY 29, 2014
    [Lead Scoring, Marketo] Creating an RFP for Marketing Automation? Don’t Forget to Include Video Tracking
    There are many RFP templates available to help procure the right Marketing Automation Platform (MAP) for your needs, however, most of these templates are missing a key ingredient – the ability to track video viewing history per site visitor and use this engagement data for enhanced lead scoring and nurturing. How to get started.
  • 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. But on top of that, lead scoring enables you to filter leads based on their stage in the buying cycle.
  • MODERN B2B MARKETING  |  MONDAY, JUNE 16, 2014
    [Lead Scoring, Marketo] 4 Simple Ways to Make Automated Emails Feel Personal…AND On-Brand
    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. early, mid, and late stage), and then set parameters to determine a lead’s qualification for each level.
  • 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
    x revenue, compared with the 6 to 7 x multiples paid for ExactTarget and Responsys by Salesforce.com and Oracle and the 14 x that Marketo commands in the stock market. At that time, the marketing product was missing key marketing automation features including lead scoring, multi-step workflows, and integration with Salesforce.com.
  • 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?
  • 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? 2) Generic Scoring Campaigns.
  • 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.) In my current role, I use Marketo daily to evaluate marketing programs and their performance. Using Marketo, I can pull this data easily.
  • VIDYARD  |  WEDNESDAY, MARCH 19, 2014
    [Lead Scoring, Marketo] Using Humor to Win in B2B: How Taulia Became a Video Marketing Powerhouse
    Even more importantly, however, they’re the best video marketing role model you can have because of the way they track their video performance using integrations with Marketo and Salesforce. In fact, they’ve influenced over $125M in marketing pipeline based on lead’s interaction with video content! Email address*.
  • 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. Or worse, some systems tag any lead that is added to the database as a prospect.  This is good. 
  • 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.) Taken together, these provide a clearer picture than usual of the state of marketing automation.
  • VIDYARD  |  THURSDAY, FEBRUARY 13, 2014
    [Lead Scoring, Marketo] Tyler’s Top 5: Why the Video Marketing Platform is in a Class of its own
    By tracking this engagement data on an individual lead level, you can see exactly which pieces of content are resonating with viewers and optimize all future videos to increase engagement and attention span. This is why we have seamless integrations with leading MAP and CRM systems. 'Hello Vidyard community! ROI is the ROI.
  • 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. to $9.99
  • 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
    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. The Pedowitz Group has already started the executive-level dialog on how to lead this change. 
  • MODERN B2B MARKETING  |  MONDAY, JANUARY 6, 2014
    [Lead Scoring, Marketo] The Top Marketing Automation Posts of 2013
    Marketing Automation 101 by Jon Miller, Marketo. 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. What Physics Taught Me about Marketing by Jon Miller, Marketo. Here they are: 1. 
  • MODERN B2B MARKETING  |  MONDAY, JANUARY 6, 2014
    [Lead Scoring, Marketo] The Top Marketing Automation Posts of 2013
    Marketing Automation 101 by Jon Miller, Marketo. 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. What Physics Taught Me about Marketing by Jon Miller, Marketo. Here they are: 1. 
  • 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. Make Lemonade with Other People’s Lemons. Social Media
  • B2B LEAD BLOG  |  FRIDAY, NOVEMBER 22, 2013
    [Lead Scoring, Marketo] What is a Lead? What is a Prospect?
    'As marketing rapidly evolves with marketing automation and predictive lead scoring , metrics and definitions evolve. Lead and Prospect are two words we hear a lot in marketing and sales roles but very rarely meaning the same thing. Leads can also come in from one of the above sources. That’s it. Still confused?
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, NOVEMBER 1, 2013
    [Lead Scoring, Marketo] Bislr: A "Marketing Operating System" That Includes Marketing Automation As An App
    had a related discussion on Wednesday with Act-On Software , which just announced its own open API and expanded partner exchange Act-On''s technical lead said part of this project involving reworking its APIs from SOAP to RESTful protocols precisely because REST connectors are easier for partners to create. think the answer is: probably not.
  • BLOG MY CALLS  |  TUESDAY, OCTOBER 22, 2013
    [Lead Scoring, Marketo] Don't Be Fooled: Introducing REAL Phone Lead Scoring
    Some of our call analytics competitors claim they offer lead scoring for phone calls. This blog post will keep you from being fooled by lead scoring pretenders. What Lead Scoring Isn''t. Some call tracking companies seem to be confusing an IVR with actual lead scoring. What Lead Scoring Is.
  • MODERN B2B MARKETING  |  THURSDAY, OCTOBER 17, 2013
    [Lead Scoring, Marketo] Power to the Marketer: Introducing Marketo’s New Dialog Edition
    'Author: Matt Zilli <Begin sales pitch> Today, Marketo announced the Dialog Edition , which will help B2B and B2C email marketers enter the wonderful world of marketing automation.  In the past few years, Marketo has built a bunch of technology around triggering, nurturing, and integrating multi-channel marketing (among other things). 
  • VOICE-BASED MARKETING  |  THURSDAY, OCTOBER 17, 2013
    [Lead Scoring, Marketo] Marketing and Sales Should Work Together to Define How Leads Get Scored and Routed
    'How do you measure the success of your lead generation campaigns? For example, when I started doing lead gen over a decade ago, the only metrics we cared about were total leads generated and cost per lead (CPL). We didn’t consider the quality of the leads or what happened to them after they came in.
  • VIDYARD  |  TUESDAY, SEPTEMBER 17, 2013
    [Lead Scoring, Marketo] From Awareness to Post-Sale: How to Use Video Throughout the Inbound Marketing Cycle
    video library lets you carefully present content you’ve mapped to the buying cycle and control the content journey that your leads navigate through. Once leads are hanging out on your website based on your attraction-stage videos, you’ll have a chance to convert them with long-form content addressing mid-funnel topics.
  • MODERN B2B MARKETING  |  WEDNESDAY, SEPTEMBER 11, 2013
    [Lead Scoring, Marketo] How to use an Event App to Capture Leads and Get Some Attendee Love
    Events are unique opportunities to meet new people and get new leads , but they also allow you to capture product interests from visiting prospects. You have a limited period of time to talk with as many people as possible, and the chances are that you’ll end up missing out on a lot of valuable lead information. Floorplan.  Forms. 
  • B2B MARKETING MENTOR  |  THURSDAY, AUGUST 29, 2013
    [Lead Scoring, Marketo] How Marketo Got 10,000 Registrants for Their “Good to Great” Virtual Event
    'Here at Marketo, we’ve found virtual events to be highly successful in driving leads and opportunities. In November 2012, Marketo hosted “Good to Great—A Marketing Virtual Event" to announce the launch of our LaunchPoint™marketing solutions ecosystem. Marketo’s virtual event Networking Lounge.
  • B2B MARKETING MENTOR  |  THURSDAY, AUGUST 29, 2013
    [Lead Scoring, Marketo] How Marketo Got 10,000 Registrants for Their “Good to Great” Virtual Event
    'Here at Marketo, we’ve found virtual events to be highly successful in driving leads and opportunities. In November 2012, Marketo hosted “Good to Great—A Marketing Virtual Event" to announce the launch of our LaunchPoint™marketing solutions ecosystem. Marketo’s virtual event Networking Lounge.
  • MODERN B2B MARKETING  |  TUESDAY, AUGUST 20, 2013
    [Lead Scoring, Marketo] Confessions of a Soon-to-Be Marketing Automation Master
    This is written based off of what I have seen working as a senior consultant for Marketo. Lead lifecycle moves from “blah blah blah” to reality in 1 hour. When we started with marketing automation our consultant mapped out our lead lifecycle. Our lead lifecycle folder in our marketing automation platform was empty this morning.
  • FEARLESS COMPETITOR  |  FRIDAY, AUGUST 9, 2013
    [Lead Scoring, Marketo] 7 Keys to Lead Scoring Success in Sales Lead Generation
    'Combined with a best-practices lead nurturing program, lead scoring helps you “separate the wheat from the chaff” and identify likely buyers at optimal times. “When given fewer, but better leads, salespeople win more deals and drive more revenue.” ” Dan McDade in The Truth About Leads.
  • THE POINT  |  THURSDAY, AUGUST 8, 2013
    [Lead Scoring, Marketo] Top 10 B2B Lead Scoring Mistakes (Part 2 of 2)
    'When a client says “We set up lead scoring but sales doesn’t pay any attention,” it’s a sure sign that something is amiss – and more likely the problem doesn’t rest with sales. Here’s Part 2 of our discussion of the most common B2B lead scoring mistakes.
  • MODERN B2B MARKETING  |  MONDAY, AUGUST 5, 2013
    [Lead Scoring, Marketo] 3 Lessons From My First 100 Days of Marketing Automation
    While there are distinct personalities and in some cases, very different regional marketing requirements, having marketing automation as a foundation for the marketing effort leads to an efficiency of effort and communication (same platform for execution, same goals, same challenges) which allows the marketers to get on with their marketing.
  • THE POINT  |  THURSDAY, AUGUST 1, 2013
    [Lead Scoring, Marketo] Top 10 B2B Lead Scoring Mistakes (Part 1 of 2)
    'Lead scoring has quickly become an integral part of a demand generation marketer’s arsenal. well-planned, well-designed, and optimized lead scoring schema can be a key contributor to sales productivity, sales engagement, and the rate at which inbound leads convert to Sales Qualified Leads, opportunities, and deals.
  • DIGITAL B2B MARKETING  |  THURSDAY, JULY 25, 2013
    [Lead Scoring, Marketo] 6 Cringeworthy Marketing Technology Failures
    However, when emails with personalized links are shared, your new hot lead may actually reflect the behavior of multiple individuals. On Facebook and across their site, Marketo believes I am actually Lauren, one of my colleagues. Marketing Technology Adobe eloqua Facebook marketo Neolane VerticalResponse This happens: 2.
  • BLOG MY CALLS  |  WEDNESDAY, JULY 17, 2013
    [Lead Scoring, Marketo] Top 4 Services to Integrate with LogMyCalls
    Imagine being able to assign a lead to a different sales rep if the Missed Opportunity indicator on a phone call is too high. Or, send a follow-up email via the CRM if the Lead Score indicator is above 80%. Tools like Hubspot and Marketo can have any call information easily pushed into their dashboards. Plug and play.
  • FEARLESS COMPETITOR  |  MONDAY, JULY 15, 2013
    [Lead Scoring, Marketo] The Definitive Guide to B2B Demand Generation – How to Find New Customers – is right here and free
    This great white paper on B2B demand generation was originally sponsored by Marketo , and we appreciate that. Jeff Ogden , the Fearless Competitor, is an award-winning marketing expert and President of the  sales lead generation company   Find New Customers. Name and email and you are done. Did I mention it’s free?
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JULY 10, 2013
    [Lead Scoring, Marketo] Optify Lets Agencies Provide Small Business with Marketing Automation, Distributed Marketing, and Sales Enablement
    Finally, Optify has expanded into conventional marketing automation over the past 18 months and most recently added basic contact management and distribution of lead information, scores, and alerts to sales people. By contrast, the fourth trend seems to be driven by recognition that small business presents a huge opportunity.
  • MODERN B2B MARKETING  |  TUESDAY, JULY 9, 2013
    [Lead Scoring, Marketo] What’s on Your Marketing Bucket List?
    We actually just checked this off of our marketing bucket list at Marketo! We have really focused on this here at Marketo and have worked to build a great customer community. Here are some other suggestions to consider for your marketing bucket list: Build a robust lead nurturing process. The key is to think big but start small.
  • MODERN B2B MARKETING  |  FRIDAY, JULY 5, 2013
    [Lead Scoring, Marketo] Your Company has Graduated to Marketing Automation– Now What?
    You’re ready to see an exponential increase in click-throughs on your emails, registrations for your webinars, and number of leads generated from every marketing campaign. Cost per Net New Lead Acquisition by channel. Start with smaller efforts within the marketing department, such as lead lifecycle development or process improvement.
  • WRITTENT  |  THURSDAY, JUNE 20, 2013
    [Lead Scoring, Marketo] How to Triple Your Audience and Lead Generation With Content Syndication
    As Marketo’s Ravali Ravulapati points out, it’s not the right option for every content marketer but it can be a powerful boost if you’re operating on a shoestring budget. Lead Quality Could Drop: While your lead generation may go through the roof, your new leads might be after your free eBook, not your product or service.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, JUNE 14, 2013
    [Lead Scoring, Marketo] Mintigo InterestBase Harvests Web and Social Data for Marketing and Sales
    Infer starts with your own customer data, enhances it with information mined from the Web, and generates predictive scores. The system uses this data to assign individuals and companies such attributes as job title, company size, technologies used, hiring plans, and interest scores for products and topics.
  • FEARLESS COMPETITOR  |  THURSDAY, JUNE 13, 2013
    [Lead Scoring, Marketo] Top B2B Marketing Expert Looking for Companies with a Problem with Sales Leads
    'Is your company struggling to create enough sales leads to keep sales funnels full? You need a good sales lead generation program to create quality sales leads. With a lack of qualified sales leads, you need to diagnose the problem. If so, we should talk. list of our marketing awards is below.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JUNE 5, 2013
    [Lead Scoring, Marketo] Why Marketing Made Simple TV beats the pants off Find New Customers
    'Find New Customers is a B2B sales lead generation company founded by Jeff Ogden in February 2009 (Not early 2013 as claimed by a certain Atlanta firm). This is why: Find New Customers, the sales lead generation company , has worked with firms like Protegrity, Comodo and KeyedIn to help them with their BtoB demand generation programs.
  • FEARLESS COMPETITOR  |  MONDAY, MAY 20, 2013
    [Lead Scoring, Marketo] 10 Things Your CEO Needs to Know Now about B2B Demand Generation
    This man badly needs the help of a marketing leader well versed in B2B demand generation, who can  create a program to fill sales funnels with warm leads. However, setting proper expectations is important, because warm leads don’t simply appear – it’s a lot of work and it takes considerable time. love salespeople.
  • B2B LEAD BLOG  |  THURSDAY, MAY 16, 2013
    [Lead Scoring, Marketo] Demandbase API vs ReachForce Form Appending Solutions
    SmartForms appends a survey’s worth of B2B data to leads at the moment of acquisition. The solution is now deployed with more than 100 B2B clients using marketing automation platforms like Marketo, Eloqua, Pardot, Hubspot, Act-On and CMS systems including WordPress, Drupal, Sitecore and many other web pages. Lead Scoring
  • B2B LEAD BLOG  |  THURSDAY, MAY 16, 2013
    [Lead Scoring, Marketo] Demandbase API vs ReachForce Form Appending Solutions
    SmartForms appends a survey’s worth of B2B data to leads at the moment of acquisition. The solution is now deployed with more than 100 B2B clients using marketing automation platforms like Marketo, Eloqua, Pardot, Hubspot, Act-On and CMS systems including WordPress, Drupal, Sitecore and many other web pages. Lead Scoring
  • VOICE-BASED MARKETING  |  TUESDAY, MAY 14, 2013
    [Lead Scoring, Marketo] What’s the Difference between Marketing Automation and Voice-Based Marketing Automation?
    If you aren’t familiar with traditional marketing automation, it’s a very popular technology that marketers use to capture, score, nurture, and report on web leads. While traditional marketing automation tools work great with online interactions, they simply don’t work if a lead picks up the phone and calls you. Lead Generation.
  • MODERN B2B MARKETING  |  MONDAY, MAY 6, 2013
    [Lead Scoring, Marketo] Interaction Analysis as a Leading Indicator of Funnel Conversions
    Conversions to marketing qualified leads are 10% below where they were last quarter. If you have a good lead scoring model in place you are already scoring this interaction across channels — so you can use score as a proxy for interaction. If scoring models are different you will not be comparing like to like.
  • FEARLESS COMPETITOR  |  MONDAY, APRIL 29, 2013
    [Lead Scoring, Marketo] Who is the Hero of our Story? You are!
    'With so many businesses struggling to create enough qualified sales leads, who’s the hero of our story? Your employer’s to blame, because they have not invested fully in a best-practices sales lead generation program. They have not purchased marketing automation like Marketo or Eloqua. We feel your pain. You are!
  • KOMARKETING ASSOCIATES  |  THURSDAY, APRIL 25, 2013
    [Lead Scoring, Marketo] B2B Search Engine Marketing & Marketing Automation: An Interview with Marketo’s Jon Miller
    'Lead generation is at the top of almost every B2B marketer’s responsibility list. Generate more leads, generate better leads, and improve the rate to which lead opportunities turn into closed wins for the sales teams. Marketo is considered a leader in the lead management / marketing automation industry.
  • MODERN B2B MARKETING  |  THURSDAY, APRIL 25, 2013
    [Lead Scoring, Marketo] Research: Why Behavior Matters in Lead Scoring
    'by Jon Miller (@jonmiller) Marketo’s Definitive Guide to Lead Scoring defines lead scoring as a “shared sales and marketing methodology for ranking leads in order to determine their sales readiness.”. In other words, how attractive is this potential lead to me ? The ROI of Behavioral Lead Scoring.
  • MODERN B2B MARKETING  |  WEDNESDAY, APRIL 24, 2013
    [Lead Scoring, Marketo] Ten Fantastic Facts About The History of Internet Marketing
    Ten Fantastic Facts About The History of Internet Marketing was posted at Modern B2B Marketing - Marketo Best Practices Blog. | [link]. B2B Marketing Lead Scoring Modern B2B Marketing 'by Dayna Rothman As internet marketing grows at a rapid pace, it has accumulated quite a history. Tweet This]. Tweet This]. Tweet This].
  • MODERN B2B MARKETING  |  TUESDAY, APRIL 23, 2013
    [Lead Scoring, Marketo] Staple Yourself to a Lead
    would like to suggest to agencies and companies to “Staple Yourself to a Lead” to understand how a prospect engages with your company.  No Lead Left Behind. Any time a lead is transitioned from marketing to sales, you leave yourself open to losing leads in the hand-off. Staple yourself to a lead
  • MODERN B2B MARKETING  |  MONDAY, APRIL 15, 2013
    [Lead Scoring, Marketo] The Top Takeaways from Marketo Summit to Bring Back to Your Office and Implement
    The 2,800 of us attending last week’s Marketo Summit all came for various reasons and got the opportunity to attend different agenda tracks. The inside sales rep is key to ensuring proper lead handling and is the day-to-day grease to your alignment engine [Tweet This]. Sales says “those leads are junk”.
  • MODERN B2B MARKETING  |  FRIDAY, APRIL 12, 2013
    [Lead Scoring, Marketo] 5 Techniques For Lead Management Success That You Probably Aren’t Using
    'by Dayna Rothman Lead management is the ability to capture, respond, and manage incoming leads. When spending so much time and money on creating the perfect campaign, you want to make sure you have numerous best practices in place to manage your leads throughout the entire lifecycle. Score leads using implicit behavioral data.
  • KOMARKETING ASSOCIATES  |  THURSDAY, APRIL 11, 2013
    [Lead Scoring, Marketo] 10+ Essential Research Reports & Guides for B2B Marketers
    At the forefront are lead generation, lead nurturing, and building a brand that distinguishes the organization from the competition. Optify B2B Lead Generation Report. Aberdeen Group: Lead Scoring Prioritization. Aberdeen’s guide to lead scoring is a few years old but still relevant and frequently referenced.
  • MODERN B2B MARKETING  |  THURSDAY, APRIL 4, 2013
    [Lead Scoring, Marketo] CRM Series: 3 Ways CRM Integration Creates Alignment and Drives Sales
    The company helps businesses generate and manage leads better through marketing automation processes and technologies. We all know “that guy” – the marketer who hangs his hat on lead generation alone. We’ll call this marketer Lead Rex. Rex’s method of throwing leads over the wall may have been passable in the good ol’ days.
  • BLOG MY CALLS  |  TUESDAY, APRIL 2, 2013
    [Lead Scoring, Marketo] What About Lead Scoring for Phone Calls?
    Companies like Eloqua, Pardot, Marketo, and Hubspot do a remarkable job with online lead scoring. They have defined the marketing automation and lead scoring space. But what about lead scoring for calls? How does online lead scoring work? How does phone lead scoring work?
  • MODERN B2B MARKETING  |  FRIDAY, MARCH 29, 2013
    [Lead Scoring, Marketo] Accelerate Demand using Rich Media
    90+%  of your B2B marketer colleagues will tell you they are yet to generate leads from social media pages. What if you could generate leads directly off your Company’s Facebook page? Here are a few key ways on how to accelerate your demand using rich media: Boost Top-of-Funnel Leads. Email response rates continue to drop today.
  • BLOG MY CALLS  |  THURSDAY, MARCH 28, 2013
    [Lead Scoring, Marketo] Lead Scoring: A Marketing and Call Tracking Guide
    Lead scoring is a process for ranking leads based on sales readiness or on interest level. All leads are NOT created equal. Some leads are ready to buy right now, others will require effort and time—sometimes substantial—before they are ready to make a purchasing decision. How do you score phone leads?
  • MODERN B2B MARKETING  |  WEDNESDAY, MARCH 20, 2013
    [Lead Scoring, Marketo] Best Practices for Marketing Automation from 11 Experts
    by Dayna Rothman Today’s guest post is from Sam Boush, President of Lead Lizard. He is an expert in marketing automation and lead management best practices. Best Practice #1: You Can’t Automation A Process That Doesn’t Exist—Always Map Your Lead Flow. Tehra Peace, Content Director, Lead Lizard. What’s the alternative?
  • FEARLESS COMPETITOR  |  THURSDAY, MARCH 7, 2013
    [Lead Scoring, Marketo] The Definitive Guide to BtoB Demand Generation – How to Find New Customers
    'Buffer Need to craft a best-practices sales lead generation program? ” Those definitive guides from Marketo are terrific content, but Find New Customers has our own “definitive guide.” This great white paper is a superb guide to help companies like your create best practices sales lead generation programs.
  • MODERN B2B MARKETING  |  TUESDAY, MARCH 5, 2013
    [Lead Scoring, Marketo] John McTigue On The Intersection of Content and Marketing Automation
    Marketers are beginning to realize that the quality of content is crucial to success in both lead generation and lead nurturing. also think lead intelligence will improve as content consumption becomes a more effective indicator of buy cycle stage and lead score. Marketing is no longer a one-way conversation.
  • FEARLESS COMPETITOR  |  FRIDAY, MARCH 1, 2013
    [Lead Scoring, Marketo] Happy Birthday, sales lead generation company Find New Customers – belatedly
    'Buffer On February 13, 2009, the sales lead generation company Find New Customers was born. We also have a lot of great content on BtoB marketing, lead nurturing, lead scoring, and more on sales lead generation  - all of which can be found at www.findnewcustomers.com. Who should talk to Find New Customers?
  • MODERN B2B MARKETING  |  FRIDAY, FEBRUARY 22, 2013
    [Lead Scoring, Marketo] The Next Big Thing in Lead Scoring: Big Data and Social Scoring
    Ran is the VP of marketing for Leadspace , a pioneer in social lead targeting. An increasing number of CMOs view lead scoring, the process of ranking leads based on their sales-readiness , as a key component in their B2B marketing strategy. Lead Scoring Modern B2B MarketingAnd for a good reason.
  • FEARLESS COMPETITOR  |  TUESDAY, FEBRUARY 19, 2013
    [Lead Scoring, Marketo] “All there is in business is (digital) marketing and innovation” – Peter Drucker
    Give Sales a few high quality leads – then they sell them all and everyone is happy. Every company needs to invest in digital marketing and build an awesome B2B demand generation program that delivers those high quality sales leads. Gentle, ongoing lead nurturing to earn trust. Digital Marketing). ?  Peter F. Drucker.
  • MODERN B2B MARKETING  |  FRIDAY, JANUARY 18, 2013
    [Lead Scoring, Marketo] The Key to Sales and Marketing Alignment: The Sales Development Rep
    One of the keys to creating this synergy is the effective use of a Sales Development Team (you may call this inside sales, lead qualification, or even business development). Here are some common questions about the Sales Development process that your organization will want to answer: When should Marketing pass a lead to the SDRs?
  • ONPATH  |  WEDNESDAY, JANUARY 16, 2013
    [Lead Scoring, Marketo] Algonquin College accelerates student recruitment with Salesforce using OnPath Business Solutions
    To help adjust to this demographic shift, Algonquin College hired OnPath Business Solutions to deploy Salesforce with Marketo to revamp its student recruitment process. Within the first year of rollout, Algonquin College increased lead generation by 23% and reduced collateral fulfillment time by >50%.
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 3, 2013
    [Lead Scoring, Marketo] Marketing Automation—Three Success Tips from John D. Rockefeller
    Rockefeller were a marketer today, there is no doubt that he would be finding success using marketing automation for lead scoring, lead management, lead nurturing, and so much more.  In marketing, many of us spend too much time wildcatting for leads.  by Kelly Waffle When people hear the name, John D.
  • MODERN B2B MARKETING  |  WEDNESDAY, JANUARY 2, 2013
    [Lead Scoring, Marketo] How to Develop Great Content that Generates Demand
    by Dayna Rothman Relevance is the key to creating content for demand generation that impacts lead generation , lead nurturing and lead scoring. Instead, you must create multiple pieces of content relevant to buyer roles and buyer stages, enticing a lead to engage with your content multiple times during the buying cycle.
  • MODERN B2B MARKETING  |  WEDNESDAY, DECEMBER 19, 2012
    [Lead Scoring, Marketo] Why Marketing Automation and Inbound Marketing are BFFs
    by Jon Miller Inbound marketing is: The process of helping potential customers find your company – often before they are even looking to make a purchase – and then turning that early awareness into brand preference and, ultimately, into leads. They do this by creating relevant and compelling content to attract and convert leads.
  • MODERN B2B MARKETING  |  FRIDAY, DECEMBER 14, 2012
    [Lead Scoring, Marketo] 4 Tips to Succeed With Marketing Automation
    As you become familiar with the platform you’re probably doing some targeting, you’re using email effectively as a channel, and the quality of the leads you’re sending to sales is much better than before. Marketo just released some great new client services capabilities to help you succeed with marketing automation.
  • MODERN B2B MARKETING  |  THURSDAY, NOVEMBER 15, 2012
    [Lead Scoring, Marketo] Mega-List of Features in Marketing Automation (That You Won’t Find in CRM)
    Salesforce recently rebranded their social marketing application as the Marketing Cloud, and their website says you can use their solutions to “optimize campaigns from lead to close, on every channel”. Similarly, Note: Although he was an independent consultant when he wrote that post, Jep is now the Director of Expert Services at Marketo.).
  • WINDMILL NETWORKING  |  THURSDAY, NOVEMBER 15, 2012
    [Lead Scoring, Marketo] How Marketing Software With Social Features Can Increase ROI
    The benefits are obvious: good campaign content gets a big boost through viral distribution, more engagement – and more leads. recently experienced an interesting integration of social media into emails and landing pages when I received an invitation to a  Marketo  webinar. Hard work. Too many gaps. 1) Webinar invitation email.
  • MODERN B2B MARKETING  |  TUESDAY, NOVEMBER 6, 2012
    [Lead Scoring, Marketo] Lead Qualification Best Practices: Sniff: “Inspect What You Expect”
    by Stephanie Yung Every lead a Marketo Sales Development Representative calls into goes through an initial prospecting process, called “the sniff test”. This process happens before an initial call and helps our Sales Development Representatives prepare for a relevant conversation with a lead. What is your lead interested in?
  • MODERN B2B MARKETING  |  THURSDAY, NOVEMBER 1, 2012
    [Lead Scoring, Marketo] What is the Difference Between Email Marketing and Marketing Automation?
    With marketing automation , you have access to powerful features like multi-step campaigns, lead scoring, and analytics, which will make your email tactics much more strategic. Instead, you can focus on creating multi-stage, automated campaigns to nurture your leads while you get other work done. Feature Comparison.
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