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LeadSpace Offers A No-Memory Approach to B2B Lead Scoring

Customer Experience Matrix

But if you’re a marketer needing to identify and score B2B prospects, you’d still want to give them a look. LeadSpace, like the other vendors, scans Web sites, blogs, Twitter feeds, LinkedIn profiles, job hunting sites, and other sources to build a picture of a company’s business, managers, technologies, and similar attributes. LeadSpace does build lead scores, something its Web site doesn’t reflect.

3 Lead Scoring Problems – And How to Solve Them

Modern Marketing

Randy is experienced in developing insight-driven demand generation programs for the b2b technology sector. Few marketers would argue with the premise that “less is more” when it comes to delivering the right leads to sales. Gone are the days of inundating sellers with poorly qualified leads or “prospects” with little or no interest in buying. Challenge #1: Inability to score or prioritize all leads. LinkedIn.

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Channel Campaign Timing: The 4th Dimension of Demand Generation


Though many marketers have not thought about that since high school physics class, we can think of timing as the 4th dimension of demand generation. But let’s just focus on three that most B2B marketing and sales teams use and consider how to best time their implementation within the channel mix. Put a call-to-action on your LinkedIn or Facebook pages and offer clear benefits for receiving your emails. Identification of In-Market Leads.

How Demand Generation is Limiting Your Business Growth


Factors Limiting Business Growth: Demand Generation. While there are many factors that limit business growth, demand generation issues are one of the most common bottlenecks small and medium businesses face. Many businesses focus on generating large volumes of traffic. What are Some of the Most Common Demand Generation Issues? The first common problem businesses face is the lack of leads. How to Address These Demand Generation Issues.

4 Common Lead Scoring Snags – How To Fix Them!

Modern Marketing

Your marketing team’s lead scoring efforts have hit a snag. Sales is receiving too many “tire-kickers.” Or maybe Marketing Qualified Leads (MQLs) aren’t converting to Sales Accepted Leads (SALs). Lead scoring is a powerful tool for aligning sales and marketing , predictably driving prospects through your sales funnel and generating revenue. The Problem: Sales is finding a lot of leads are just “tire-kickers.”

33 Thought-Provoking B2B Social Media and Marketing Stats


Lead generation is still a challenge. 68% of B2B marketers rank “generating high-quality leads” as their top priority for this year. 5 B2B Lead Generation Stats and Facts. 4% say their lead-generation programs as not effective at all.

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New Research on How B2B Marketers Get More Leads


Lead generation, also commonly referred to as lead gen, continues to be one of B2B marketers’ top goals. It’s so important that if you distilled an average B2B marketer’s job description down to two words, they might well be “get leads”. Lead scoring gets more important.

7 Tactics that Are Working for B2B Lead Generation Today


I have shared many different tips and techniques in these B2B marketing and demand generation pieces on my blog. Here is a quick list of the B2B lead generation tactics that are working today. Lead scoring using behavioural data. Progressive lead profiling.

My Secret Methods for Turning Marketing Leads into Qualified Sales Leads

Modern B2B Marketing

by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. This is especially true in the handoff between marketing and sales. Aaron Ross and Craig Rosenberg , are two of the biggest advocates of having a separate sales development function.

5 Demand Generation Tips From DemandCon [Video]

Modern Marketing

Not surprisingly, the topic at DemandCon this week is demand generation. But, as everyone in sales and marketing knows, there are dozens of subtopics that fall under demand generation’s umbrella from lead scoring to content creation. We asked folks at DemandCon to give us their number one demand generation tip, and the results were wide ranging. Jennifer Pockell-Wilson , Vice President of Marketing and Demand Operations, DemandBase.

3 Lead Management Questions Sales will Ask Marketing

Modern Marketing

by Doug Sechrist | Tweet this Most of you regular readers have hopefully broached the sales and marketing alignment discussion within your organization and are on your way to a building a lean, mean, revenue-producing machine. If so, the days of “the leads suck” conversation is in the past. Now you’re onto “the leads still suck, but please give us more” conversation. Even a great lead management process will be questioned. LinkedIn.

5 Common Stages of B2B Lead Nurturing

Modern Marketing

Lead nurturing provides a structural framework for delivering specific types of content that answers buyers’ questions when they ask them. This is the stage where a lead becomes an opportunity. Many leads get stalled at the accelerator level. LinkedIn.

Marketing Automation 2014 Industry Overview: What the Surveys Tell Us

Customer Experience Matrix

In fact, what was most impressive was the relative consistency of the rankings, with ead nurturing, analytics, and lead scoring at the top in both surveys, email and campaign management in the middle, and list segmentation is at the bottom.

Is your website a top performer — or a black hole for sales and marketing?


Online tracking of web visitors has taken on added importance for sales and marketing. While web analytics software tells us important metrics like how many visitors we have, which pages they visit and for how long, sales and marketing need more leads. Guest post by Lisa Cramer.

Inside The Busy Mind Of A Marketer

Modern Marketing

With brand awareness, nurturing of leads , managing events and even social media duties falling squarely on marketing’s shoulders, it’s no shock that marketers have much on their minds. LinkedIn. by Jesse Noyes | Tweet this What goes on inside the head of today’s marketer?

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“Change Before You Have To”…Think Conversion NOW


Get more website hits, build bigger subscriber lists to their RSS blog feed, attract more fans on Facebook, expand network of connections on LinkedIn, find more followers on Twitter—it’s all about quantity, numbers, traffic.

“You Had Me At Revenue”: 5 Lessons From The SiriusDecisions Summit

Modern Marketing

We heard from five organizations that have taken the lead management journey: Iron Mountain, Kronos, F5, American Express and Hexaware. In most cases, the presentations were made jointly by both the head of sales and head of marketing. what’s a sales-ready lead?)

5 Islands On The Revenue Performance Management Journey

Modern Marketing

The point is to lead your industry, not settle for the status quo. To pull that off, your sales and marketing team need to be closely aligned. Marketing should understand how sales define leads. Sales need to know when and why marketing is passing a lead onto sales.

Grab Your Free Guide to Lead Nurturing

Modern Marketing

by Joe Chernov | Tweet this Anyone who follows our blog knows that we write for all marketers, not just those responsible for demand generation. In other words, Lead Nurturing is a topic that’s central to who we are, what we do, and what we know. LinkedIn.

Infer’s Artificial Intelligence Platform for Sales and Marketing Now Powers the Industry’s Largest Customer Community


Press Release: Company Doubles Customer Base and Expands Leadership Bench by Adding Pete Westenhiser as Vice President of Sales. The increasing speed of our sales cycles indicates that we’re on the precipice of mass adoption for artificial intelligence and predictive solutions.

The Role of Webinars in the Sales and Marketing Process

Modern Marketing

As illustrated below, the effectiveness of webinars spans the entire sales and marketing process, from driving awareness to lead generation and nurturing to cross-selling and upselling. Identify sales-ready leads.

[Infographic] Inside The Busy Mind Of A Marketer

Modern Marketing

With brand awareness, nurturing of leads , managing events and even social media duties falling squarely on marketing’s shoulders, it’s no shock that marketers have much on their minds. LinkedIn. by Jesse Noyes | Tweet this What goes on inside the head of today’s marketer?

Follow the Yellow Brick Road to Revenue Performance Management

Modern Marketing

In this environment the traditional disconnected approach to sales and marketing simply cannot generate the type of performance that is expected from the board of directors, the CEO, and shareholders. LinkedIn. by Jesse Noyes | Tweet this.

7 Challenges Facing B2B Lead Generation and Ways to Optimize Them


As we cursed and sweated over a bad shot or cheered on when we got lucky, the conversation drifted towards the common challenges that channel marketers struggle with in their demand generation efforts. As a result, quality leads fall through the cracks and are lost.

5 Ways to Immediately Boost Account Based Marketing (ABM)

B2B Lead Generation Blog

I recently did an interview on with Jim Obermayer founder of Sales Lead Management Association and Funnel Media Group. He is an evangelist, speaker, author who wrote the best-selling book – Lead Generation for the Complex Sale.

Demand Generation Tips: Thought Leadership With Sean Donahue of MarketingSherpa

Modern B2B Marketing

Sean is exposed on a daily basis to the latest best practices in B2B marketing and is chock full of practical demand generation advice. What are your top 3 tips to help B2B companies improve their demand generation ? Sales revenue influenced by marketing.

Infer Releases Profile Management Platform to General Availability; Adds Net-New Profile Builder


Press Release: Proven Account-Based Marketing and Demand Generation Workflows Help Businesses Move Up-Market with Predictive. Our latest capabilities extend this unrivaled customer success by bringing Infer’s unique profiling concept to the task of net-new lead generation.”.

Interview with Moni Oloyede

Onalytica B2B

She has a proven track record in integrated marketing, especially with establishing digital presence through SEO optimization, lead generation process, and website optimization. They were an early an adopter of martech practices such as lead nurturing, lead scoring and dynamic content.

BtoB Leading Edge: 10 Sharp Tips taken from the Cutting Edge Demand Generation Virtual Conference

Modern B2B Marketing

Yesterday’s BtoB Leading Edge, Demand Generation in the Digital Age was a great way to make sure your organization’s demand generation programs are best-in-class.   With almost 5,000 registrants, it is clear that B2B marketers are concerned about getting the most out of their demand generation and lead management programs.   (This means use LinkedIn differently than you use Facebook.)     4.

Avoid these 10 Marketing Automation Rookie Mistakes

Modern Marketing

They need to get buy in from marketing, sales and IT. Take your company’s lead scoring strategy. Lead Scoring. This will lead to dirtier data, which will in turn leave you scratching your head over what’s going wrong with the system.

BMW can imprint eyelids, we’ll drive demand.

Modern Marketing

It’s likely that I’m being critical of the BMW project because I am just returning from a two-day marketing and sales boot camp. with representatives from Eloqua’s sales (thanks Benny Rachamim and Jill Rowley !) Dave Lewis, CEO of DemandGen, led our group in an intriguing conversation about our lead scoring and lead nurturing practices. LinkedIn. by Amber Stevens | Tweet this. Have you seen this video? Take a look.

Summer Reading for B2B Marketers: 10 Must-Read Blogs to Get Back in the Zone

Modern B2B Marketing

Dynamic Duo: Close More Deals with Sales and Marketing Alignment. Dynamic Duo: Close More Deals with Sales and Marketing Alignment. Do you have what it takes to align with sales to close more deals? 5 Ways to Boost B2B Sales Through LinkedIn Social Selling.

Four Problems with Account-Based Marketing


Events and technologies focused on ABM are springing up, and my feeds and inbox are peppered with success stories, blog posts and sales pitches. It has lead to a lot of spirited debate at here at ANNUITAS and in my professional circles — and not everyone is a fan.

Marketing Automation Trends for 2010


Sales & marketing alignment. 1) We’re at a point where we have lot of data about marketing performance, but it’s a big challenge to turn it into actionable information (2) we’re actively tweeting, blogging and using LinkedIn, but how can that be effectively managed, and how can it be measured? (3) David Raab , Raab Associates & author, Raab Guide to Demand Generation Systems. Demand Generation?

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.

Why Marketers Need to Think Like Data Scientists (And How to Do It)

Content Marketing Institute

If you walk into a meeting in a next-generation data-driven organization and announce, ‘I think this campaign is going to work,’ you could risk being humiliated in front of your colleagues and asked to leave the room.”. Demand generation. Lead scoring.


Dreamforce 2012 Database Marketing News – “Ferrari in the Garage”


In talking with folks on the show floor at Dreamforce, everyone from demand generation/customer acquisition leaders to sales operations to CMOS & VPs of Marketing, the marketing automation technology deployed and its sophistication is all over the map.

Demandbase vs ReachForce SmartForms – Eloqua Topliners Discussion


Eloqua has done an amazing job of connecting demand generation and marketing automation folks in a vibrant, helpful space where marketers routinely dig in on tough challenges, ask for — and receive — help from their peers, and trade insights to inform their purchase decisions. Recently on Topliners, marketers weighed in on lead scoring solutions in a discussion of the merits of ReachForce SmartForm vs Demandbase.


How to Leverage Social Intent Data for Email Marketing

Modern B2B Marketing

We nurture our prospects and customers with the goal of increasing conversions and generating revenue, yet many of us are struggling to engage enough of our audience via email. Here at Socedo , getting our leads to engage with our emails is an ongoing challenge.

Demandbase API vs ReachForce Form Appending Solutions


Landing page and web form optimization for B2B isn’t just about conversions, it’s about speeding up marketing nurture and generating more revenue. SmartForms appends a survey’s worth of B2B data to leads at the moment of acquisition. Lead Scoring