Why Sales Should Stop Ignoring Lead Scores
Lattice
OCTOBER 24, 2018
Much to the chagrin of marketers far and wide, many B2B sales reps have been conditioned to ignore lead scores …
sales-lead Lattice
Lead Nurturing Failure or Marketing and Sales Alignment Failure?
Lattice
OCTOBER 24, 2018
A common failure among marketing and sales teams is the lack of communication. The lack of communication ultimately trickles down …
Lead Nurturing 
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Sales & Marketing Alignment: How to Synergize for Success
How to Leverage Behavioral Science Insights for Direct Mail Success
Trending Sources
Why Shared Data is Leading to Better Marketing and Sales Experiences
Lattice
MAY 10, 2016
We’re seeing extreme growth right now in marketing and sales organizations that collect an ever-growing amount of data about their prospects and customers. Getting alignment between sales and marketing is crucial for any company that wants to grow beyond its start-up stage.
Leads 100
100 
How To Make Lead Scores Relevant For Your Sales Team Again
Lattice
OCTOBER 24, 2018
You rolled out your marketing automation program over the past two years, aligned with your sales … Does this sound familiar?
Lead Scoring 184
184 
Lattice on Lattice: How Sales uses Predictive Qualified Leads
Lattice
SEPTEMBER 26, 2016
Many think that predictive lead scoring only works for companies with an abundance of inbound leads, but this isn’t the.
5 Steps to Sales and Marketing Alignment for ABM Success
Lattice
DECEMBER 11, 2019
Whether “sales isn’t converting enough leads” or marketing is “sending sales junk leads,” chances are that the reality of your sales and marketing misalignment falls somewhere in the middle. Read this story to learn the 5 key steps to sales and marketing alignment.
You Have a Predictive Lead Score, What’s Next?
Lattice
OCTOBER 24, 2018
Re-align with Sales. Once you launch predictive lead scoring, you must education your sales team on …
Lead Scoring 133
133 
In the Land of AI, Context is King
Lattice
OCTOBER 4, 2016
As a pioneer in AI solutions for B2B marketing and sales, Lattice has always believed that its not only important to get the predictions right, but to provide the right context around those predictions so that sales and marketing can take action. Sales reps can use this interactive dashboard to identify what to sell next.
Peer-to-peer 186
186 
Making the Case for Predictive Marketing and Sales
Lattice
SEPTEMBER 21, 2016
Let’s break down some different use cases where predictive marketing and sales can help companies improve the efficiency of their revenue funnel: Too many leads: The issue of having an overwhelming number of leads in your demand waterfall is a top issue for fast-growing organizations with a freemium business model.
Top of Funnel 100
100 
The Next Generation Platform for Account-Based Everything is Here!
Lattice
MAY 24, 2016
The B2B world is moving fast towards Account-Based Marketing, Account-Based Sales Development…well “Account-Based Everything.” B2B sales and marketing have an imperative to be aligned on which accounts to go after and win. They’ve seen up to 3x higher conversion rates and 15% higher sales quota attainment on average.
How We Align Linkedin Advertising With Sales Outreach In Our ABM Strategy
Lattice
NOVEMBER 5, 2019
In this post, you’re going to get an inside look at how our LinkedIn ad program works in conjunction with sales outreach. You’ll see exactly how LinkedIn has become an essential channel for generating new leads.
Outreach 100
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The SLAs You Need for Predictive to Work
Lattice
JANUARY 11, 2016
Service Level Agreements (SLAs) between marketing and sales are clear definitions create accountability for the behavior expected from each team at every stage of the demand funnel. Clarity on how leads will be handled by marketing and sales at each step of the funnel. Predictive Lead Scoring Example. Getting Started.
Lead Ranking 100
100 
All CMOs are Planning to Increase New Customer Acquisition: How Predictive Can Help
Lattice
NOVEMBER 13, 2015
But marketing and sales may not be aligned on the same path to get to that end. By incorporating predictive analytics into the mix, you can identify the right targets, plan the right strategy and get sales focused on the right opportunities. Score and Qualify Inbound Leads in Real-Time. Prioritize Sales Follow Up.
Acquisitions 100
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Enriching Your Account Universe: Turn Data into Revenue
Lattice
MARCH 16, 2016
But smart teams understand that better segmentation is the key to B2B sales and marketing success. Because of that, I’m really excited to announce the launch of our next-generation Lead Enrichment capabilities. As a result, marketing and sales teams can create hyper-personalized segments based on technographic data (e.g.
Lead Scoring 100
100 
Now Available On the AppExchange!
Lattice
MAY 3, 2016
Regardless of whether you call it “Account-Based Marketing” or “Account-Based Sales Development” or “Account-Based Everything” this much is true: sales and marketing need to be tightly aligned around what accounts to target, what to say to the buyers within those accounts and the best way to engage those buyers.
Smiling’s our Favorite – Happy Holidays from Lattice
Lattice
DECEMBER 18, 2015
Sales doesn’t believe that marketing is sending over quality leads, and marketing thinks sales is ignoring their leads. Good news, you just heard about this company called Lattice that offers predictive marketing solutions to help bridge the gap between marketing and sales! Clearly you need to fix the problem.
Top of Funnel 100
100 
Predictive Marketing 101: How to Operationalize your Predictive Scores
Lattice
JANUARY 6, 2016
Now that you have a predictive score for your leads you probably have plans to adjust the way your sales team follows up with leads. If you’re trying to decide where to host events such as roadshows or prospect breakfasts, considering using your lead score to build a “heat map” of where your highest leads are located.
Lead Scoring 100
100 
How to Get Real ROI from Predictive Marketing and Sales
Lattice
DECEMBER 15, 2015
By supplying insights into customer and prospect buying patterns and signals it enables companies to organize go-to-market priorities, align marketing campaigns to the needs of most attractive prospects, and align sales reps to high-likelihood high-value customers and prospects.
Our Funnel is Flipped: ABM Takes Over #FlipMyFunnel
Lattice
DECEMBER 14, 2015
More and more marketers are considering abandoning lead-based marketing tactics to focus on account-based marketing. After all, sales teams don’t celebrate when they win a lead; they celebrate when they close accounts. Sangram Vajre pushed the audience to view ABM as the purple cow of B2B sales and marketing.
Sales Management 100
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Using Predictive Analytics in 2016 to Drive Full-Funnel Demand
Lattice
NOVEMBER 18, 2015
Most marketers are looking to grow revenue for their businesses by doing one or more of the following: Acquiring new high quality leads to nurture and develop programs against. Prioritizing existing leads and accounts to focus all sales and marketing efforts on the best opportunities. Acquire High Quality Leads.
Top of Funnel 100
100 
The Age of Transparency
Lattice
MAY 13, 2016
Marketing and sales teams need to be transparent with each other about what prospects they’re pursuing, and why. Finally, its critical in businesses that sales and marketing teams become more transparent with one another. During the pilot phase they adjusted the lead flow in a way that wasn’t working for the sales team.
Transparency 100
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Flipping the Funnel with Account-Based Marketing
Lattice
FEBRUARY 18, 2016
The best and the brightest B2B marketers and salespeople are getting together to tell their story of how they’re braving the transition from traditional lead generation to account-based marketing. There’s been no other conference of this scale that’s purely dedicated to account-based marketing and account-based sales.
The Makings of an Award-Winning Video Marketing Tech Stack
Lattice
OCTOBER 9, 2015
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. Most recently our holiday video ( Leads Actually ) was featured on TechCrunch as a top example. The video also has over 2,200 organic views.
Top of Funnel 100
100 Account-based Marketing: It’s Time to Flip
Lattice
OCTOBER 12, 2015
Remember, these will only work if sales and marketing are in lock-step with one another! Boost awareness among named accounts : First, identify a list of target accounts with your sales team and get your message in front of them in every way possible. Remember, companies close accounts, not leads.
Sales Enablement: Paving the Last Predictive Mile with Insights and Execution
Lattice
SEPTEMBER 26, 2016
Marketers are always looking for ways to increase alignment with sales and ensure that reps follow up on leads they.
Leads 100
100 
Combining Storytelling and Science to Create Real Revenue
Lattice
MAY 31, 2016
Multiple sessions touched on the need for companies to use advanced analytics to support the creation of engaging, personalized buyers journeys that will enhance the customer experience and ultimately lead to more purchases. I’ve talked before about how I think there needs to be a resurgence of storytelling in the B2B world.
Storytelling 100
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Marketing Nerds Take Over MME16
Lattice
MAY 2, 2016
Executives from Oracle, Integrate, Demandbase, MediaMath, 6Sense, Mintigo and Lattice Engines participated, and discussed the key reasons why data-based ABM programs are driving higher conversion rates and increased alignment between marketing and sales.
Get the Inside Scoop on Account-Based Everything
Lattice
AUGUST 9, 2016
Because true account-focused programs are bigger than just marketing, they are integrated efforts between marketing, sales, and sales development teams. Marketing and sales need to join together to list out key segmentation criteria, which could include revenue, employees, industry and more. The final step is ‘How.’
Intent Data for Account-Based Marketing: Diamond in the Rough or Just Plain Pixie Dust?
Lattice
MAY 4, 2016
It is a time-based signal that, when used with predictive scores for your leads and accounts, will let you figure out when the best time is to reach out to the account. Because intent data shows which companies are actively interested in a particular topic or solving a particular problem.
Intent Data 100
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Top Takeaways from #SDTechX
Lattice
NOVEMBER 24, 2015
The event was organized around providing marketing, sales and product professionals with guidance on optimizing and managing all technology. Proper training, staff selection and the documentation of playbooks or processes is critical to long term success with technology in marketing and sales.
Marketing’s Role in the Age of the Customer
Lattice
MAY 17, 2016
Over the past few years there has been a power shift in the B2B space, away from marketing and sales teams and toward the customer. Marketing is more than just creating leads, it’s also about customer experience and brand, and at the intersection is how these elements of demand generation and experience fit together.
Forrester 100
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The ABM Revolution is Here!
Lattice
APRIL 22, 2016
But rather than overthrowing a government, this revolution has completely turned established lead generation tactics on their head, and is shaking up marketing teams from coast-to-coast. Like any good revolution, the ABM revolution has come in with a bang, smashing through existing traditions and creating a frenzied mob.
A Lattizen Year in Review – Top Content
Lattice
DECEMBER 28, 2015
Thanks to our customers, partners and team, we’ve been able to triple our customer win growth , expand our offering beyond North America with partnerships with Stein IAS and Leadteq , and announce several new products to help sales and marketing professionals master the data deluge and deliver measurable gains to their bottom lines.
One Company | One City | One Lattice
Lattice
JANUARY 25, 2016
Except when one of your sales VP tells everyone to go to a place called “Double Deuce” for karaoke and a mechanical bull. It’s also worth noting all of the communications to employees leading up to the event. After Lattice’s CEO, Shashi Upadhyay, gave out a handful of awards to deserving employees, it was time to eat!
Preparing your Enterprise for AI: Lessons from predicting sales for B2B
Lattice
OCTOBER 5, 2016
My company Lattice built an AI-based marketing & sales solution from the ground-up. We first introduced an AI-based X-sell/Up-sell recommender for B2B sales & marketing in 2010. End users need explanations not orders – A sales rep is never satisfied with a purchase probability because it is not actionable information.
Marketing AI 190
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One Size Does Not Fit All – Part 2
Lattice
APRIL 11, 2016
Leads and customers are likely to behave differently in different countries; what you learned from one country or region is not always applicable to a different one. Imagine that your win rate is 1% in Europe; you probably don’t have enough salespeople to follow up on each lead. Sales Teams Alignment. Geo-Sensitive Models.
Lead Ranking 100
100 
The Most Important Metric for Predictive Marketers
Lattice
DECEMBER 10, 2015
A few weeks ago I published an article in AdExchanger titled “Should A Data Scientist Lead Your Marketing Team?”. This leads to two questions: a> Can you model buying behavior accurately? The customer with the closed sale should be the one with the higher probability according to the model.
Lead Ranking 100
100 
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