The Biggest Lead Scoring Mistake
NOVEMBER 24, 2015
Modern Marketers know it’s important to score leads, and lead scoring is a well-known best practice. However, not all lead scoring programs will do the job and in fact, some can actually harm your demand generation efforts if not developed correctly.
Traditional vs. Predictive Lead Scoring
NOVEMBER 13, 2015
Lead scoring is a methodology used to rank prospects against a scale that represents the likelihood that a lead will turn into sales and/or the perceived value that each lead represents to the organization. However, not all lead scoring is created equal.
Is Your Business Ready for Predictive Lead Scoring?
NOVEMBER 19, 2015
Perhaps your sales team is losing confidence in your current lead scoring method because they’re not seeing conversions, or maybe you’re launching a new product and are evaluating how to create the most effective demand generation program so your team can hit the ground running.
4 Ways Lead Scoring Can Reinforce Your Marketing Strategy and Grow Your Revenue [Ebook]
Modern B2B Marketing
DECEMBER 29, 2016
Author: Tanya Chu If you didn’t have much time to delve into your lead scoring this year, it’s not too late to make the business case to do so in 2017! How you structure (and restructure) your lead scoring can give you insights into how your marketing strategy is performing.
PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]
JULY 9, 2015
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? Lead scoring models are: Based on assumptions.
Lead Scoring’s Worst Enemy: “Stuff Marketing”
JANUARY 16, 2015
Lead scoring is a marketing science in the purest sense – it makes calculated predictions based on consistent demographic and firmographic data paired with objectively tracked behaviors. The post Lead Scoring’s Worst Enemy: “Stuff Marketing” appeared first on CMO Essentials.
3 Reports Every Marketer Should Run to Measure Lead Scoring Effectiveness
It's All About Revenue
AUGUST 4, 2013
by contributor | Tweet this Editor’s Note: Today’s blog post comes courtesy of Alexandre Papillaud , Director, Global Demand Center at McAfee. Lead scoring is a widely discussed strategic topic among marketing automation users. MQLs Converted by Lead Score.
Traditional vs. Predictive Lead Scoring: Hard Math
MARCH 30, 2016
Exclusive Bonus Content: Download Here How to Calculate a Lead Score – Without a Calculator. When pursuing new business, lead scoring is a pivotal step in creating a list of qualified leads. Does lead scoring apply to your business?
How Predictive Lead Scoring Takes The Guesswork Out Of Identifying The Leads Most Likely To Buy
Modern B2B Marketing
JUNE 2, 2014
Lead Scoring & STP – Bringing Marketing Basics To the World Of Modern Marketing. This is essentially the STP (Segmenting, Targeting and Positioning) process covered in Marketing 101. So why are we talking about STP in the same discussion with lead scoring?
Traditional and Predictive Lead Scoring: a Match Made in Data Heaven
Modern B2B Marketing
SEPTEMBER 29, 2014
Author: Jessica Cross By its very nature, lead scoring should be predictive – a potential customer’s score should predict whether that person is going to buy from you. But that kind of correlation hardly scratches the surface of what predictive lead scoring can do.
3 Ways to Use Lead Scoring Within Your Marketing Automation Programs
Customer Experience Matrix
JULY 1, 2012
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.
Optimize the Sales Funnel with Lead Scoring
FEBRUARY 20, 2014
I‘ve been in sales for 20 years, and I can say for certain that new sales leads are vital to a company’s continued existence. However, once marketing gets those leads flowing, it soon becomes apparent that there’s more to success than just pure volume. What Is Lead Scoring?
6 Lead Scoring Lessons for Better Lead Conversion
FEBRUARY 27, 2014
Lead scoring has changed the game for sales and marketing professionals over the past several years, and we’re starting to see much more widespread adoption of the practice and the marketing automation technology that makes it possible. The lead scoring caveat.
Infer Keeps It Simple: B2B Lead Scores and Nothing Else
Customer Experience Matrix
AUGUST 22, 2013
One of these categories is systems for B2B lead scoring. The models are applied to new records as they enter a client’s system, creating scores that are returned to marketing automation and CRM to use as those systems see fit.
10 Things Your CEO Needs to Know Now about B2B Demand Generation
MAY 20, 2013
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. B2B demand generation works the same way.
Why Companies Should Do SCORE BEFORE hiring Demand Generation Managers
SEPTEMBER 3, 2014
I believe SCORE will enable businesses to craft a world-class demand generation process, and get much better results, than hiring a demand generation manager first. So you will have fully documented processes and metrics to hand to a new employee.
Lead Scoring Strategies for Agencies: Best Practices
NOVEMBER 20, 2014
How can agencies help businesses develop lead scoring strategies that get results? To find out, I talked to Sam Boush, President of Lead Lizard, a marketing automation agency (and Act-On partner ) based in Portland, Oregon. Settling the Score. Build a scoring framework.
Demand Gen Report Uncovers Value of Marketing Automation in B2B Lead Scoring
DECEMBER 7, 2015
Demand Gen Report, a lead publication for B2B marketing professionals, recently released a special report on strategies for improving lead scoring. Amplify Lead Scoring with Marketing Automation. ePromos Automates Lead Routing.
Looking for best-practices BtoB demand generation? Start with fundamentals first!
APRIL 2, 2013
Buffer Best-practices BtoB demand generation is built upon a strong foundation. Lots of companies are working to create best-practices BtoB demand generation (aka digital marketing) programs. Agreed Lead Definitions. Content mapping to buying process.
Demand Generation 101: 7 Tactics For Generating High Quality Leads
MAY 24, 2016
Demand generation, aka “demand gen,” isn’t just about leads. Demand gen is about creating high quality leads that engage with your brand – and eventually turn into revenue. That’s where demand gen comes in. What a demand gen program looks like.
A Lack of Content Marketing Strategy Impedes Demand Generation
JANUARY 28, 2014
According to The 2014 Marketing Score Report by PR 20/20 “Organizations are missing opportunities to generate and nurture leads due to enormous gaps in their content marketing programs.”. Content must be scored according to where in the buying cycle it is consumed.
Deliver More Sales Qualified Leads Using Predictive Intelligence
JUNE 21, 2016
One of the biggest challenges today’s B2B marketers face is generating sales qualified leads (SQLs). Why leads aren’t qualified. Oftentimes, marketers just don’t have the tools necessarily to identify which leads are sales qualified.
Lead Qualification: The Secret Sauce of B2B Lead Generation Marketing
SEPTEMBER 26, 2013
The Number One rule in B2B marketing: Never, ever, pass an unqualified lead to your sales force. In this kind of situation, the lead should stay with the marketing team, where the relationship can be developed, and nurtured, until it’s ready to take up a salesperson’s valuable time.
The B2B Lead Generation Ecosystem and WPO [Infographic]
APRIL 18, 2016
The “Internet Marketing Lead Generation Ecosystem” infographic below was created by the Chicago SEO agency , Straight North. Its purpose is to serve as a blueprint to demonstrate how multiple online marketing channels can be joined to create one online lead generation campaign.
5 Keys to Revenue-Boosting Demand Generation
AUGUST 25, 2015
In its place, these silo slayers have created a new revenue beast — the demand generation department. Treating leads like gold, it moves them from marketing to sales without any of the traditional barriers of a silo, nurturing these leads into long-term business.
Step 4: Lead Scoring – What is it and what does it have to do with lead nurturing?
AUGUST 29, 2014
You bought marketing automation and set up lead nurturing. The answer is lead scoring ! To set up lead scoring , think hard on what demonstrates buyer behaviors. You also want to define a point value that makes a Marketing Ready Lead, such as 75 or 100 points.
Marketing: What Has Not Changed —7 Tactics to Drive Better B2B Lead Generation
APRIL 21, 2015
Sales Cycle: B2B marketing involves a multi-step buying process, meaning a longer sales cycle. B2C has a single-step buying process with a shorter sales cycle. Innovation is the key—our customers demand it, and therefore, it has to be customer-centric.
B2B Demand Generation expert Mac McIntosh – Interviewed by Find New Customers
AUGUST 3, 2011
Find New Customers is pleased to present our interview with one of the top experts in B2B demand generation today , Mac McIntosh. Mac is also publisher of Sales Lead Report ® and B2BMarketing Technology Insights ™. What role does social media play in B2B demand generation today?
Find New Customers | Great content on B2B demand generation and always FREE
JUNE 28, 2011
B2B Lead Generation | Free content at Find New Customers. With CMOs saying the lack of quality sales leads is their #1 challenge (MarketingSherpa), they need a lot of help too. A free Education section on B2B demand generation.
Buying software is easy. Fixing lead generation is hard.
MAY 25, 2011
B2B Lead Generation | Buying stuff is easy – fixing problems is hard. Unfortunately, there’s no “Wonder Herb in B2B lead generation and marketing either. Agree on the common definition of a lead and identify key trigger events which drive decisions. (So
Don’t Hire a Person to Head B2B Demand Generation – Unless He has a Plan like SCORE!
AUGUST 16, 2013
When hiring a B2B demand generation manager, don’t just hire a person – hire a process! Like SCORE too – Simple, Clear, Optimal Revenue Enhancement! Every company of 250 employees or more needs a best practices sales lead generation program.
Doctor, Heal Thyself! Why companies are unable to diagnose their own demand generation challenges
SEPTEMBER 12, 2011
B2B Demand Generation | Why Outside Experts are Needed. Companies lack the ability to diagnose their own B2B lead generation shortcomings and challenges. They needed to first “Lay bare the process the company was using.
5 Signs to Qualify Your Demand Generation Play
NOVEMBER 26, 2013
Despite all the research, trends analyses and best practice sharing, a majority of B2B marketers struggle to determine what the most effective demand generation plays are. FOUNDATION IS SHAKY : For demand generation strategy to work seamlessly, you need a strong foundation.
Almost 3 out of 4 B2B leads are NOT sales-ready. Better crank up Demand Generation
FEBRUARY 7, 2012
In a Marketing Sherpa Case Study The Complex Sale: Lead scoring effort increases conversion 79% (click the link for the full case study) But we summarize here. It was found that almost 3 out of 4 leads (73%) being passed to sales are not sales-read y. By implementing Lead Scoring , the number of leads went down and revenues went up. Fewer leads means higher revenue. Lead scoring needs to be part of your marketing strategy.
Find New Customers Helps Businesses Keep SCORE to Improve Demand Generation
MARCH 19, 2012
New Demand Generation Program from the lead generation company Find New Customers, uses Innovative Methodology to Improve Qualified Lead Generation, Increase Conversion Rates and Make More Sales. “In Jeff Ogden.
Forrester finds b2b marketers lagging with demand generation
JULY 6, 2011
B2B Demand Generation | Companies are struggling with demand generation today. From BtoB Magazine Marketers Lagging in Demand Generation. “I find it sad how badly most companies are doing in B2B demand generation today. Instead of complaining about the poor economy, if more invested in quality demand generation programs, they’d put up vastly better results.
How to Create Content Maps That Actually Work in Sales Lead Generation
JULY 26, 2013
How to Create Content Maps That Actually Work in B2B Demand Generation. Content is critical in B2B sales lead generation. Content MUST be relevant to buyers and the proper role of content is to MOVE the prospective buyer through the buying process.