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Top 10 B2B Lead Scoring Mistakes (Part 1 of 2)

The Point

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. Score inflation.

Lead Scores Too High? Maybe They Need An Expiration Date.

The Point

In the early stages of a recent client engagement, it became apparent that the schema already in place to determine and assign lead scores was, well: broken. The most glaring symptom was the absurdly high scores: hundreds of contacts had lead scores of more than 1,000, even though the supposed threshold for a sales-ready lead was a mere 100 points.

Top 10 B2B Lead Scoring Mistakes (Part 2 of 2)

The Point

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. Scoring every Web page visit the same. Too little negative scoring.

PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]

ViewPoint

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. Lead scoring models are: Based on assumptions.

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

Customer Experience Matrix

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

How Predictive Lead Scoring Takes The Guesswork Out Of Identifying The Leads Most Likely To Buy

Modern B2B Marketing

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. Lead Scoring

3 Ways to Use Lead Scoring Within Your Marketing Automation Programs

Customer Experience Matrix

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

7 Keys to Lead Scoring Success in Sales Lead Generation

Fearless Competitor

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

Research: Why Behavior Matters in Lead Scoring

Modern B2B Marketing

There are different kinds of things you can track with scoring: Fit: Fit score is based on the demographic and firmographic attributes that tell you how well the prospect compares against your ideal buyer profile – things like job title or role, industry, and company size.  In other words, how attractive is this potential lead to me ? The ROI of Behavioral Lead Scoring.

Infer Scores Now Available in Marketo Sales Insights

Infer

We’re excited to share that Infer Scores are now integrated with Marketo Sales Insights to give more reps visibility into their best-fit prospects so they can close deals faster. Once Infer is configured with your Marketo instance, any administrator can edit the standard setup for Sales Insights. How to Use Infer Scores in Marketo Sales Insights.

Time for a Pitstop: Fine-tuning Your Automated Lead Scoring

Modern B2B Marketing

You are trying to make sure your lead generation vehicles are driven efficiently and effectively—with marketing automation as your engine—to beat your competitors to the finish line.  Yet, that is what many marketers do with their marketing automation and lead management vehicles.  Activities that deserve a negative score include: Email unsubscribe. Spam complaint.

The Dangers of a “Good Enough” Solution: The 4 Major Shortcomings of Generic Lead Scoring

Modern B2B Marketing

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. Sure, some lead scoring might be better than nothing, but generic lead scoring comes with  major shortcomings. What does this mean?

The Next Big Thing in Lead Scoring: Big Data and Social Scoring

Modern B2B Marketing

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 done right can lift conversion rates and remove some of the all-too-common friction between Marketing and Sales.

Join Infer at Marketo Summit 2016

Infer

Marketo Summit is upon us yet again, and we’re geared up for a fantastic week of networking, learning, and connecting with thousands of data-driven marketers about the power that predictive can have on their businesses. Monitoring lead behavior to supercharge nurture programs. Stop by booth #706 for a demo, or schedule time to meet with an Infer exec. Where:  Room 318. Events

Top 10 Marketing Automation Mistakes

The Point

Launching lead scoring too soon. Lead scoring is a core marketing automation functionality, and a key driver for one of the primary benefits of the technology, namely sales productivity. well-planned, well-designed lead scoring schema ensures that sales reps are spending time with the leads that most merit the investment. Not setting up SPF and DKIM.

Marketo Data Tells Us: Which Channel Wins More, Faster

Modern B2B Marketing

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). Sales: “Those leads were garbage.”. So, the win rate is 50%.

Marketo + SnapApp = Integrations As Easy As Pie

SnapApp

As Thanksgiving approaches, I’m pretty thankful for SnapApp’s integration with Marketo. Maybe, but considering how much I’m in Marketo, and how much I think about ways my campaigns can engage prospects – it’s really not that weird. On top of that, you don’t always need a lead form. SnapApp’s REST API can read Marketo cookies! Weird thing to be thankful for? Real Results.

Marketo’s “Secret Sauce” Marketing Approach

Fearless Competitor

B2B Lead Generation | Learning from the Best. Marketo , sponsor of our white paper, How to Find New Customers , is one of the fastest growing companies on Earth. Marketo recently toured the country hosting Revenue Rock Star events. The President of Find New Customers attended the Marketo event in NYC. Jon Miller. How did they do it? Sophisticated and savvy marketing.

Marketo Data Tells Us: What Is the Top Conversion Rate by Channel?

Modern B2B Marketing

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. The darker shade of green indicates where leads converted at a higher rate. What Is Conversion Rate?

What is Lead Scoring?

Modern B2B Marketing

by Katie Byrnes Marketo’s third installment of definitive guides is The Definitive Guide to Lead Scoring. Over the course of the next few weeks we will be doing a series of posts on lead scoring. So, what is lead scoring ? Lead scoring is a shared sales and marketing methodology for ranking leads in order to determine their sales-readiness.

6 Things to Consider When Building Your Lead Scoring Matrix

Modern B2B Marketing

by Andrew Spoeth Long gone are the days where you acquire a lead and send it automatically to sales. Today, in B2B marketing, constructing a strong lead management system is vital to top line revenue growth, and lead scoring plays a significant role in this. Many B2B sales and marketing teams already have basic lead scoring in place. Individual lead score

Profile Management Product Updates: Account-Based Marketo Behavior Profiles, “Contains” Operator, and More

Infer

Account-Based Marketo Activity Profiles. We’re deepening our integration with Marketo to extend users the ability to build data-rich, account-based profiles using their Marketo Activity behavioral data. For example, users can create a profile that will trigger an alert when any contact or lead from that specific account engages in activity on the company’s website.

Social Media Helps Your Leads Score More Gold

WindMill Networking

How do you combine social media with lead scoring? I’ve been working with a company that recently launched a new B2C social media consulting service. This led me to reflect on the impact of social media on lead scoring, which is a mathematical system for ranking leads. Quick Review — What’s a Lead Score? How does that work?

How To Know If Your Lead Scoring System Is Broken

Modern B2B Marketing

by Andrew Spoeth If there is a kink in your revenue cycle, chances are your lead scoring system isn’t what it could be. When you consider that nearly 75% of leads are not sales ready when they first enter your system, any breaks in your lead scoring system can result in significant lost revenue. Highly scored leads aren’t converting.

4 Marketing Automation Must-Haves For Beginners

ANNUITAS

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. Scoring can often be a challenge when setting up your first program, but don’t give up quickly.

Getting Started with Lead Scoring and How to Optimize Deployment

Modern B2B Marketing

by Katie Byrnes In the most recent Revenue Masters webinar reviewing Marketo’s latest eBook, The Definitive Guide to Lead Scoring , Andrew Spoeth, Sr. Program Marketing Manager at Marketo, shares the top things you should consider when improving lead scoring strategies at your company. Define what constitutes a sales-ready lead. Sales log.

Infer Grows Partner Ecosystem to Help Marketers Build Best-In-Class Programs

Infer

Today, we’re happy to share that Infer has officially joined the Oracle Marketing AppCloud and Terminus ABM Cloud ecosystems — extending upon our long-term collaboration with companies like Salesforce , Marketo and others. The post Infer Grows Partner Ecosystem to Help Marketers Build Best-In-Class Programs appeared first on Infer: Predictive Lead Scoring for Sales & Marketing.

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Platform Updates: New Salesforce Reporting Package, Nested Subqueries in Profile Management, Raw Marketo Signals, Short Fields for Profiles, and More

Infer

Our new Salesforce reporting package adds 24 new reports across Leads, Accounts, Contacts and Opportunities to help monitor performance of your Infer Fit and Behavior models directly within Salesforce. Raw Marketo Signals. Now that Profile Managemen t contains granular data from Marketo, you can construct profiles based on conditions such as the specific websites a user has visited.

Inspiration in the Nation: Marketo Summit Preview

SnapApp

For Marketo users (full disclosure – that’s me!), the biggest marketing event of the year is almost here: Marketo Summit ! That means better profiling, segmentation, nurturing, and lead scoring. So open up during the Marketo Summit  and listen to all the things our peers are doing. Inspiration In The Marketing Nation. Inspiration comes from many places.

Advanced Lead Scoring – Beyond Behavior and Demographics

Modern B2B Marketing

by Maria Pergolino When speaking to our customers, I often find that lead scoring has helped their organization considerably. But as I dig into the details of their business, I find that attributes critical to the success of their deal don’t fit into their current scoring model. Here are a few creative ways to score leads.

True Influence InsightBASE Simplifies Use of B2B Intent Data

Customer Experience Matrix

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

The Definitive Guide to Marketing Metrics by Marketo

Fearless Competitor

Rock-solid marketing metrics on key measures that drive revenue results, such as (What percentage of marketing source leads closed? You’ll find answers in Marketo’s just released Definitive Guide to Marketing Metrics. Written by Jon Miller, Co-Founder and VP of Marketing at Marketo , this white paper shows why Jon has one of the sharpest minds in B2B marketing today.

The Marketo Revenue Rockstar event, NYC

Fearless Competitor

Yesterday, I had the opportunity to attend the Marketo Revenue Rockstar event in NYC. did a great presentation on how B2B marketers have evolved from basic lead generation, to demand generation to revenue marketing. Final speaker was Jon Miller, VP of Marketing and co-founder of Marketo, who delivered his “Secret Sauce&# presentation. As one of the fastest-growing companies in history, he shared some interesting facts on the huge role of marketing in Marketo. If you were as good as Marketo, Find New Customers would not exist.). Debbie Qaquish.

Infer Introduces New Connector for Microsoft Dynamics 365 to Help Amplify Sales Effectiveness

Infer

Infer Inc. , a leading predictive sales and marketing platform that helps companies win more customers, further expanded its open ecosystem today with a new connector for Microsoft Dynamics 365 for Sales. CRM Lead Scoring News & Announcements Press ReleasesInfer’s Dynamics 365 for Sales connector is available beginning November 1. About Infer.

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Infer Infuses Microsoft Power BI with Predictive Intelligence to Deliver Next-Generation Sales Analytics

Infer

Infer Inc. , a leading provider of predictive technologies that help companies win more customers, today launched a new sales analytics package for Microsoft Power BI. The package combines Infer’s valuable predictions, buyer signals and scores in meaningful, detailed data visualizations. Lead Scoring Predictive Intelligence Press Releases Profile Management Uncategorized

Lead Scoring: What’s Hot and What’s Not

Modern B2B Marketing

by Rick Siegfried When we say a lead is “hot,&# what do we mean? Exactly when is a lead “cooked” enough to go to sales? The most essential aspect of lead scoring is that it is a shared methodology between sales and marketing. Explicit Scoring. Just to be thorough, I’ll mention relationship scoring, such as previous relationship (ex-customer, etc.)

Data Touches Everything at the Marketo User Summit #MKTGNATION14

ANNUITAS

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. The first session I attended was called Marketo & Salesforce: Helpful Audits, Alerts, & Workflow for Rapidly Growing Companies and featured our newest team member Jenny Robertson sharing her experiences from  Navicure , building out both Marketo and SFDC workflows and rules to help solve some very common data quality issues. The third session I attended today was Turbo-Charge Your Lead Engine with Predictive Lead Scoring.

Marketing Automation, Set It and Forget It

Puzzle Marketer

Marketing automation combines technology, typically hosted, with business processes that score leads based on fixed criteria like title and size of company, as well as dynamic criteria, such as which web pages the person viewed, whether the individual attended a webinar or clicked through to an offer. That process is generally called “lead nurturing,” which is a popular buzzword in the industry. Automate processes like these and scale the number of touch points, leads generated, and sales routed. Instead, trickle the leads automatically as they come in.

Setting Yourself Up for Marketing Automation Success

Fathom

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. If lead scoring is your main reason for investing in marketing automation, perhaps investing in a standalone tool to help arm your sales team with the data they need is a better route. Marketing automation. It’s a marketer’s dream.

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Lead Scoring Best Practices

Marketing Finger

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