Industrial Marketing Today

OCTOBER 7, 2010

According to Marketo , a 10% increase in lead quality = 40% increase in sales productivity. I also found an archived webinar from Eloqua that goes into greater details about lead scoring. Webinar: What Online Dating & Lead Prioritization have in Common. Leads sent to sales 1,372 1,058. Opportunity win rate 31.3%

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Industrial Marketing Today

DECEMBER 7, 2010

Additional research from Forrester , CSO Insights , Brian Carroll and Marketo demonstrates that lead nurturing does produce measurable results as follows: Reduced the number of marketing-generated leads ignored by sales to as low as 25%. The Definitive Guide to Lead Nurturing from Marketo. How do you nurture leads?

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Industrial Marketing Today

NOVEMBER 9, 2010

From Marketo : Lead Scoring Success Kit. on demand webinar). I hope you find these resources helpful. Note: Some of them do require you to register before downloading). Lead Scoring Cheat Sheet. Best Practices in Lead Scoring. Using Lead Nurturing and Scoring to Deliver More and Higher-Quality Leads. (on

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Industrial Marketing Today

OCTOBER 13, 2010

Jon Miller, VP Marketing, Marketo wrote in a recent post , “By eliminating the need for registration in order to gain access to your white papers, eBooks, and other valuable content, you remove the initial barriers to building relationships with prospects. David is not alone in voicing this opinion. See White Papers: Lift Your Barrier?

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