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

Marketo

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. There must be organization-wide buy-in on your company’s lead scoring criteria, or else it will only serve as another basis for the two departments to blame each other as scapegoats for lost revenue. Explicit Scoring.

Cloud Connectors & Revenue Performance Management: An Interview with Steven Woods [Video]

Oracle

So the data derived from a third-party application, or even from a homegrown Eloqua Connector like the Name Analyzer, are fed into our platform so it can be used for marketing campaigns, nurturing flows, lead scoring or communication efforts. Really, Cloud Connectors are part of a fully integrated lead management process. That’s where you can use information from D&B or Hoovers or Jigsaw. But how does it improve the quality of leads?

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Salesforce Buys Jigsaw – What it Means for B2B Marketing and Sales

Marketo

Salesforce today announced a definitive agreement to buy Jigsaw, a provider of business information and data services that uniquely leverages crowd-sourcing to build and maintain its database. Note: Jigsaw is also a Marketo customer and partner.). Like Marketo, Jigsaw is a founding member of the Marketing Cloud , an alliance of cloud-based marketing services that make internal marketing functions more efficient and external marketing programs more effective.

ActiveConversion Review - SMB Lead Management

LeadSloth

It integrates with Jigsaw to show company details like revenue, and available contacts for a specific company: contacts can be bought for $1 each directly at Jigsaw. Lead Scoring. Lead scoring works for both anonymous and known visitors: for anonymous visitors the triggers for increasing the lead score are somewhat limited, essentially page views and return visits. Lead scoring configuration.

The 6th Annual MarketingSherpa B2B Marketing Summit in San Francisco

Marketo

Some of my to-dos from the event include (though I have many more): Look into what is happening with leads that have not responded. Focus on the quality of my leads, not the quantity. And Amy Hawthorne of Reachforce told me about new content on the Reachforce blog, The B2B Lead. Tags: Lead Management Landing Page Optimization Lead Scoring MarketingSherpa B2B Marketing Summit Sales and Marketing Alignment

Eloqua Experience 2010

LeadSloth

The courses will focus both on functional topics such as multi-channel campaigns or lead scoring, as well as more strategic Revenue Lifecycle courses. The new Eloqua Cloud Connector product integrates 3rd party applications like JigSaw and Webex in the Program Builder. For example, if you want to validate a contacts’s details with the Jigsaw database, you can simply drag the “check data&# action into your program and double-click to configure it.

Eloqua 187

A Primer on Website Visitor ID and Smart Form Technology for Lead Generation

NuSpark

Long available within marketing automation, these programs complement sales and lead scoring efforts, by allowing you to capture intelligence and follow-up with firms visiting your digital destinations. You can capture contact info from Jigsaw and LinkedIn, and then easily contact those visitors or potential prospects. Here I can see how people from CDW Computer Centers navigated my website or clicked on email links via my lead nurturing efforts.

Inbound Marketing and Outbound Marketing, by Tony Soprano

Smashmouth Marketing

For years the world of b2b marketing has used outbound marketing as a source of lead generation. Services such as appointment setting, lead generation and list development are pervasive and a very common tool in the demand gen arsenal. Our goal as marketers -- get the buyers to find relevant content, then find links to vendors, then capture their name as a lead (eventually). The names can be purchased from Jigsaw , Onesource or other data sources.

Inbound Marketing and Outbound Marketing, by Tony Soprano

Smashmouth Marketing

relevancy -- just a little fun ;) For years the world of b2b marketing has used outbound marketing as a source of lead generation. Services such as appointment setting, lead generation and list development are pervasive and a very common tool in the demand gen arsenal. Our goal as marketers -- get the buyers to find relevant content, then find links to vendors, then capture their name as a lead (eventually).

Active Conversion Offers Strong Lead Management and Leaves Out the Rest

Customer Experience Matrix

Summary: Active Conversion helps marketing and sales departments make the best use of leads they’ve generated outside the system. The classic demand generation cycle starts with an outbound email campaign, captures replies on a landing page, scores the responses, and then sends qualified leads to a sales automation system and keeps the others for more nurturing. Leads can enter from channels other than email. Information can come from sources beyond the lead itself.

Power Selling Tools: Things Every Startup Sales Team Needs Selling At a Startup

delicious b2bmarketing

The tool that I have found to be the best tactical analytics tool for a sales team is Lead Lander. When I say “who&# it leads into part of the power of the site. There is also the ability to do some basic lead scoring from within the interface. This system allows you to give a score to pages on your site and then will total the score for a visitor and provide you with a total. This is where JigSaw comes in.

ActiveConversion Product Review: Demand Gen Intelligence

Green Lead's B2B

ActiveConversion is a web based solution that allows organizations to identify visitors to their website, to automatically qualify and nurture leads, to get notified when leads become "hot," and to track ROI of marketing campaigns. They are partners with Google, Jigsaw, VerticalResponse, and Salesforce.com. You're able to see your active leads, broken down by active companies, active prospects, and qualified leads. This can also include lead score.

LoopFuse Offers No-Frills Demand Generation

Customer Experience Matrix

The process to set up multi-step campaigns (which the vendor calls “lead flows”) is now quite straightforward. Users first create the lead flow and link it to recipient and suppression lists that will determine who enters the flow. Esthetics aside, however, the actual capabilities of the lead flows are still somewhat limited. This leaves out other tasks that I consider basic, such as updating data within the LoopFuse database or removing a lead from the flow.

Act-On Software Stresses Ease of Use

Customer Experience Matrix

Web analytics based on user-assigned page names, so tracking can work without building codes into the URL structure The system has some other strengths that are less unusual, but still hard to find: - anonymous visitor tracking based on IP address lookup, with automated integration into Jigsaw to look up contact names and automated alerts for visits from named accounts. In reality, Act-On actually does store the leads in a traditional database.

Act-On 137

Sales Pipeline Radio, Episode 234: Q & A with Jon Miller @jonmiller

Heinz Marketing

And so, you end up having this world where we were doing traditional demand gen, which was great, because we only called people who had high scores and we thought really actually were ready to be called. By Matt Heinz , President of Heinz Marketing.

Demandbase: A New Twist In The Lead Management Automation Market

delicious b2bmarketing

Home Forrester Research « I was recently briefed by | Main | Going Corporate » August 26, 2008 Demandbase: A New Twist In The Lead Management Automation Market [Posted by Laura Ramos ] In a recent survey of over 2100 IT professionals who buy or recommend telecom and networking solutions, we found buyers turn to peers and colleagues first, followed by vendor, industry trade, or professional Web sites, to inform their purchase decisions.

How B2B Marketers Can Get More Leads into the Funnel via Inbound Marketing

Marketo

At my previous company my success was measured by number of leads. If the total lead count was high, I was awesome. If I was short of my lead goal, I had some explaining to do. More leads equals more won deals. The problem with this kind of mindset is that more leads does not equal more deals. This is why when a marketer brings back a list of leads, they only pick out a few to follow up with. So how do marketers find the right leads?

B2B Lead Management Market Heats Up

delicious b2bmarketing

Home Forrester Research « Getting Up Close and Personal | Main | Social Technographics Data Now Available » March 20, 2008 B2B Lead Management Market Heats Up [Posted by Laura Ramos ] Since the start of this year, I’ve been receiving a boatload of briefing requests from companies wanting to show me their lead generation and management solutions. Most recently, Marketo just announced their lead management solution. Customer-centricity is essential to lead management maturity.