• ONALYTICA B2B  |  THURSDAY, JANUARY 18, 2018
    [Lead Nurturing, Lead Scoring] Interview with Moni Oloyede
    She has a proven track record in integrated marketing, especially with establishing digital presence through SEO optimization, lead generation process, and website optimization. My first job out of college (in 2007) was with a cybersecurity firm in Columbia, MD and they were actively using Eloqua to manage their email marketing programs and to track and qualify their leads. They were an early an adopter of martech practices such as lead nurturing, lead scoring and dynamic content.
  • ONLY B2B  |  WEDNESDAY, JANUARY 17, 2018
    [Lead Nurturing, Lead Scoring] Only B2B - Untitled Article
    Just like life and business, demand generation also has its etiquettes and rules, if you break them, it will lead to poor results, wasted money and effort, and a frustrated marketer. Recently in one of our blog about Lead generation vs. demand generation , we cleared the air about lead generation and demand generation. Lead Nurturing that Maps to the Buyer’s Journey. 5 Basic Demand Generation Etiquettes Every Marketer Should Follow.
  • ONLY B2B  |  WEDNESDAY, DECEMBER 27, 2017
    [Lead Nurturing, Lead Scoring] Only B2B - Untitled Article
    18 Best 2018 B2B Lead Generation Strategies For Marketers. Have you yet planned your best 2018 B2B lead generation strategies? Well if you have not until now then you should probably know that when it comes to B2B lead Generation, 2018 is going to become the lifeblood of modern sales process. We know these lead generation strategies WILL come handy for you. This is one of the most important points to keep your eyes on among the best 2018 B2B lead generation Strategies.
  • SNAPAPP  |  TUESDAY, DECEMBER 12, 2017
    [Lead Nurturing, Lead Scoring] 30 Experts Discuss Marketing Automation Trends That Will Have The Biggest Impact On B2B Marketers In 2018
    It’s no longer a tool for spamming leads sick of impersonal emails. . . The marketing industry is embracing deeper analytics, integrations that align teams targeting leads at different stages of the funnel, and AI that can predict the results of a campaign and auto-optimize in real-time without human intervention. . . Chatbots will become a primary channel for lead and customer education. Almost every site has live chat now and a lot of bots qualifying leads.
  • ACTIVEDEMAND  |  FRIDAY, DECEMBER 8, 2017
    [Lead Nurturing, Lead Scoring] ActiveDEMAND and Pipedrive: Sales and Marketing Integration that Go Together Like Milk and Cookies
    Marketing agencies and B2B companies serious about sustainable growth for their business use a marketing automation platform (MAP) to automate marketing processes and centralize marketing campaigns, in addition to a customer relationship management ( CRM ) system to manage contacts, leads and other sales related business processes. Tight integration with your marketing platform and CRM systems allow for the transfer of lead information seamlessly between marketing and sales.
  • ACT-ON  |  THURSDAY, NOVEMBER 30, 2017
    [Lead Nurturing, Lead Scoring] 6 Ways Marketers Fall Short When Targeting B2B buyers
    B2B Marketing Demand & Lead Generation Lead Generation Lead Management Lead Nurturing Lead ScoringWith so much on the line, marketers still underestimate 6 things when targeting B2B buyers. This article outlines what those are and how to correct.
  • MODERN B2B MARKETING  |  WEDNESDAY, NOVEMBER 15, 2017
    [Lead Nurturing, Lead Scoring] The Key to Successful ABM: Marketing and Sales Alignment
    On the surface, it appears that ABM is asking sales to work with fewer leads, and that kind of change can be a scary proposition. Inverting the traditional B2B strategy of lead generation-based marketing brings in bigger, more valuable accounts and increases engagement with target and existing accounts. Conversion rates improve when sales and marketing share ownership of lead nurturing and incubation. Leads come in, and then sales takes over to work to convert them.
  • MODERN B2B MARKETING  |  TUESDAY, NOVEMBER 7, 2017
    [Lead Nurturing, Lead Scoring] Enterprise Marketing Best Practices for 2018
    A compelling engagement strategy requires robust content, an omni-channel approach to communication, and a lead scoring partnership with the sales department. Lead Scoring: Partnering with Sales to Deliver the Best Leads. You probably already have some kind of lead nurturing system, but take it up a notch and start lead scoring. Here are some lead-scoring features to look for in an engagement platform: Implicit and explicit scoring.
  • KEO MARKETING  |  MONDAY, OCTOBER 9, 2017
    [Lead Nurturing, Lead Scoring] Top 11 AI Applications in Marketing
    Applied Propensity Models – Predict given events, such as scoring a lead based on the likelihood it will convert. Predictive Analytics – Using historical data, AI can help you predict behavior, such as whether a lead will convert to a sale, the price a customer will likely pay, or the chances of a customer making a repeat purchase. Lead Scoring – Using machine learning techniques, you can score leads based on established criteria.
  • OKTOPOST  |  TUESDAY, OCTOBER 3, 2017
    [Lead Nurturing, Lead Scoring] The Missing Piece of Marketing Automation: Social Media Data
    To put your mind at rest, marketing automation is defined by Marketo a technological platform that … Marketing Automation Lead Generation Lead Nurturing Lead ScoringYou’ve heard about it, you know marketers who swear by it, and perhaps you use it yourself. I’m talking about marketing automation – one of the biggest, most valuable technologies that sometimes gets marketers thinking, what is this all about?
  • COMPUTER MARKET RESEARCH  |  FRIDAY, SEPTEMBER 29, 2017
    [Lead Nurturing, Lead Scoring] How to Create a Successful Performance-Based MDF Program
    The key thing to remember is that they are quantitative metrics, not subjective scores that only take into consideration the longevity of a business partnership. Amount of Leads: Your PB-MDF should largely depend on how many qualified leads were acquired during the program timeframe. Well-designed programs define the amount leads by authority to be eligible for funding. Channel partner submits leads, sales funnel, registered deals, and ROI forecast.
  • SNAPAPP  |  FRIDAY, SEPTEMBER 8, 2017
    [Lead Nurturing, Lead Scoring] A Simple 6 Step Guide to Building a Well-Oiled B2B Lead Generation Funnel
    A lead generation funnel. . . What is a lead generation funnel? . A lead generation funnel is no different. It’s the process of starting with, and sifting through, a large number prospects, identifying which ones are viable as sales leads, and then nurturing these qualified leads into paying customers at the end of the funnel. . Despite this, 68% of B2B organizations have not mapped out a lead gen funnel! . How lead generation works.
  • CIRCLE STUDIO  |  TUESDAY, SEPTEMBER 5, 2017
    [Lead Nurturing, Lead Scoring] 4 Common A/E/C Business Development Missteps Marketing Can Remedy
    Set up lead nurturing “drip” campaigns for specific prospect types, leveraging the content created for the buyer’s journey. Monitor a prospect’s engagement with your email, website and blog and set up behavior scoring based on pre-determined “buying signals”. Frequently, a prospect will visit your firm’s website in the day(s) leading up to a meeting.
  • KEO MARKETING  |  FRIDAY, SEPTEMBER 1, 2017
    [Lead Nurturing, Lead Scoring] Best Practices for Technology Marketing
    It simplifies processes involving email marketing, CRM, lead nurturing, lead scoring, and contact management. Most importantly, marketing automation helps you generate leads. One study concluded marketing automation lead to a 14.5% Another study found businesses that use marketing automation to nurture prospects experienced an impressive 451% increase in qualified leads. Improve lead management, nurturing, and engagement.
  • SNAPAPP  |  THURSDAY, AUGUST 17, 2017
    [Lead Nurturing, Lead Scoring] What Is a Maturity Assessment? And How to Make One in 5 Steps
    For the business, it’s a discovery tool that helps better qualify leads based on responses within the assessment – to see if they’re “ready.”. . Overall, this makes the lead education process feel more organic and more personalized, as it’s not a formal sales pitch – and it’s a highly personalized experience, too. . Since Hubspot is a website platform, this is a fantastic way for them to provide valuable information to potential leads in exchange for customer data.
  • WEBBIQUITY  |  TUESDAY, AUGUST 8, 2017
    [Lead Nurturing, Lead Scoring] The B2B Checklist for Evaluating Marketing Software
    Marketing software allows you to automate processes and otherwise free up your time, while enabling you to remain on top of lead generation, nurturing, and all the rest of the tasks that consistently fill up your calendar. In other words, the software should identify leads, nurture those leads, and bridge the gap between marketing and sales almost intuitively. Guest post by Ryan Gould.
  • SNAPAPP  |  TUESDAY, AUGUST 1, 2017
    [Lead Nurturing, Lead Scoring] Demand Generation: An A-Z Guide for B2B Marketers (with Strategies & Examples)
    Before you can turn prospects into leads and leads into sales, you’ve got to get their attention. . . Demand gen vs. lead gen. How lead nurturing and lead scoring fits into your model. Nine demand generation tactics used by leading brands. Not to be confused with lead generation, demand generation initiates the first step in the customer relationship – wherever in the funnel the prospective customer may be. . Leads.
  • MARKETING ENVY  |  MONDAY, JULY 31, 2017
    [Lead Nurturing, Lead Scoring] Case Study: How Aqua Security Reached 24% Conversion to MQL
    The Challenges: Market Education and Lead Generation. While many startups are often tempted by the quick wins, Aqua’s team was clearly looking for a long term marketing strategy and goals from the outset, focusing on market education and setting up well thought-out lead nurturing campaigns. HubSpot platform to nurture contacts into MQLs. When done right, content is a great lead magnet. Lead scoring - how to determine who is a relevant lead or an MQL?
  • B2B LEAD GENERATION BLOG  |  THURSDAY, JULY 6, 2017
    [Lead Nurturing, Lead Scoring] How to do lead management that improves conversion
    In this post, I’m going to focus on how to do lead management that increases sales conversion. Here’s why: First, B2B lead conversion to actual revenue conversion is low. According to Forrester, top performers convert 1.54% of leads to revenue. And average performers turn less than 0.75% of leads into closed deals. Have you thought about the experience you want to create for your potential customer so as to optimize your lead management approach?
  • CONTENTLY  |  THURSDAY, JUNE 29, 2017
    [Lead Nurturing, Lead Scoring] Ask a Content Strategist: How Do You Use Articles to Influence B2B Leads?
    Instead, in the spirit of Contently’s accountable content series , let’s talk about something much more practical: how to use B2B content to drive leads. So, how do you—or others—use article content to influence leads in the B2B process? A lot of short-sighted marketers don’t see how top-of-funnel content like articles and videos drive leads. Shoutout to our content strategist Caerley Hill for leading the charge!) Voices B2B Marketing lead generatio
  • MODERN B2B MARKETING  |  TUESDAY, JUNE 13, 2017
    [Lead Nurturing, Lead Scoring] B2C Marketing: What No One is Talking About 
    Wealth ratings and scores such as net worth, income, total assets and propensity to spend can be instrumental in helping to maximize your organization’s revenue. This is different than the traditional B2B marketing approach, where broad-reach campaigns are employed to draw in large numbers of inbound leads. Firstly, the main principle of ABM is a very targeted approach to filling sales and marketing pipeline, as opposed to casting a large net for lead generation.
  • MODERN B2B MARKETING  |  FRIDAY, JUNE 9, 2017
    [Lead Nurturing, Lead Scoring] How to Assess the Relevancy of 3rd Party Intent Data
    This type of data can help you identify in-market buyers who haven’t yet engaged with you, prioritize your existing leads, nurture leads with personalized emails, invest in advertising more strategically, personalize your website, and more. If you want deeper funnel applications such as lead prioritization or personalized emails , you need to get intent data at the individual / contact level. Conversion Data on Socially Engaged Leads.
  • MODERN B2B MARKETING  |  WEDNESDAY, JUNE 7, 2017
    [Lead Nurturing, Lead Scoring] 7 Ways to Increase Sales with Marketing Automation
    Pass Over Sales-Ready Leads Using Lead Scoring. Tired of hearing sales complain about marketing’s unqualified leads? Determining when a prospect is sales-ready can be difficult, but a robust marketing automation platform scores leads behind the scenes. Lead scoring is an automated strategy that adds or subtracts points from each lead based on actions taken or not taken. Segment Your Lead Nurturing.
  • ACT-ON  |  THURSDAY, JUNE 1, 2017
    [Lead Nurturing, Lead Scoring] How To Use Social Media To Convert More B2B Leads With Daniel Kushner
    On a recent Rethink Podcast, he discusses how to use social media to convert more B2B leads. They discuss how B2B marketers are using social media to convert more leads, what marketers are doing right and wrong on social media, the differences between B2C and B2B social media marketing, and how to encourage your organization’s team members to becoming your social advocates. And the question was: ‘How many leads?’ It’s all about the number of leads.
  • B2B LEAD GENERATION BLOG  |  MONDAY, MAY 22, 2017
    [Lead Nurturing, Lead Scoring] How to Improve Lead Routing for More Sales
    Have you recently looked at your lead routing and assignment process? LeadData’s new report, The State of Lead Management , based on a survey of 527 B2B sellers and marketers found an average 25.5 % of marketing-generated leads get assigned to the wrong account owner. Over 25% of marketing-generated leads get assigned to the wrong person. LeanData also discovered sales and marketing leaders also have different opinions on lead follow-up effectiveness.
  • EMEDIA  |  THURSDAY, MAY 18, 2017
    [Lead Nurturing, Lead Scoring] Channel Campaign Timing: The 4th Dimension of Demand Generation
    Push your offer by email to your list, then have an inside sales or business development rep (BDR) follow-up by phone as part of the overall nurture process. B2B companies frequently broaden this multi-channel outreach plan into a full-fledged lead nurturing process for all but the hottest leads. Identification of In-Market Leads. The 4th dimension, according to theoretical physicists, is time.
  • TERMINUS  |  TUESDAY, APRIL 25, 2017
    [Lead Nurturing, Lead Scoring] Account-Based Marketing Worksheet: How to Map Content to Your B2B Buyer’s Journey
    ” That we need to create more content to drive inbound leads. Content is still crucial, but instead of using it to generate leads, ABM uses content as a way to engage accounts that you’ve already determined are a great fit for your solution. Instead, you should focus on vigilantly qualifying your inbound accounts, not your inbound leads. For a lot of marketers today, it’s hard to remember a time before content became the calling card of B2B marketing.
  • MODERN B2B MARKETING  |  TUESDAY, APRIL 11, 2017
    [Lead Nurturing, Lead Scoring] How to Leverage Social Intent Data for Email 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. Since we adopted Marketo in 2015, we’ve been nurturing our leads with weekly emails that provide educational content. Data: The Missing Link in Your Nurture Campaigns.
  • MODERN MARKETING  |  THURSDAY, APRIL 6, 2017
    [Lead Nurturing, Lead Scoring] Oracle Eloqua Announces New LinkedIn Lead Gen Forms App for LinkedIn Campaign Manager
    Oracle Eloqua is excited to announce the launch of their new app for LinkedIn Campaign Manager , Lead Gen Forms. Using LinkedIn Lead Gen Forms, marketers can instantly convert members into qualified leads with a just a couple of clicks on their ads -- without ever asking members to manually type in their info. With the Oracle Eloqua LinkedIn app, marketers can leverage the power of 467 million LinkedIn users to their lead generation advantage.
  • CHIEFMARTECH  |  WEDNESDAY, APRIL 5, 2017
    [Lead Nurturing, Lead Scoring] THE HACKIES: Pairing multi-channel attribution with lead scoring to improve marketing ROI
    Grew high-quality leads by 80%. Through the strategic allocation of advertising resources, we reduced our cost per lead to almost half the industry average ($35 per acquisition versus the industry average of $60 per acquisition) with a very lean marketing team. This combination allowed us to collaborate more effectively, to conduct data analysis, to measure advertising, and to nurture our potential customers. Our Strategy — Blending Multi-Channel Attribution and Lead Scoring.
  • ACT-ON  |  MONDAY, MARCH 27, 2017
    [Lead Nurturing, Lead Scoring] What Can You Do with Marketing Automation: Surprise! Its more than you think.
    Try these tactics for using marketing automation to achieve your branding objectives: – Influencer Relations: Score press, analysts, and bloggers so you can see who your most engaged and interested influencers are. – Press Release Attribution & Corporate Communication: Create trackable URLs for press releases to tie PR activity back to the lead-to-revenue process. Identify and nurture prospective employees.
  • PUREB2B  |  WEDNESDAY, MARCH 22, 2017
    [Lead Nurturing, Lead Scoring] How to Nurture Leads with Email Marketing
    It has withstood the test of time and remains a strong force to contend with in lead generation and management, as well as customer engagement. This means grouping your leads by their browsing activity, demographic information, and purchase history. Putting segmentation into action enables you to track your leads’ activity according to what category they belong to. Best Emails for Nurturing Leads. Want more ways to nurture leads and improve conversion rates?
  • SNAPAPP  |  WEDNESDAY, MARCH 15, 2017
    [Lead Nurturing, Lead Scoring] 21 Stats You Need to Know About Marketing Automation
    Leveraging automation, we’re now able to send relevant, personalized email campaigns that are time or behavior-triggered, while integrations between tools allow us to improve lead scoring efforts and deliver appropriate content based on where a buyer is at in the conversion funnel. The most commonly used marketing automation features are email marketing (89%), lead nurturing (84%), integrations with other software (CRM, mobile, social media, etc.)
  • PUREB2B  |  SUNDAY, MARCH 5, 2017
    [Lead Nurturing, Lead Scoring] 10 B2B Lead Generation Strategies for 2017
    We’re well into the New Year, and most companies are revamping their lead generation strategies to meet its demands. There is also no single lead generation strategy that works for all businesses and industries, so it helps to know which ones are the best to implement. Keeping up-to-date with the latest insights and technology will help you optimize your funnel for generating and converting leads. In the modern age of lead generation, it helps to be social.
  • B2B LEAD GENERATION BLOG  |  THURSDAY, MARCH 2, 2017
    [Lead Nurturing, Lead Scoring] 5 Useful Lead Nurturing Tactics to Get More Opportunities
    Lead nurturing is one of those things that’s easy to talk about but hard to do. In this article, I’ll share how to apply lead nurturing to help advance leads through three stages of your lead generation funnel to get more qualified opportunities. Three Lead Generation Stages You Need to Nurture. At this stage, you’re moving them from being a lead to a sales qualified opportunity. Don’t rely on just one primary lead source.
  • KEO MARKETING  |  TUESDAY, FEBRUARY 7, 2017
    [Lead Nurturing, Lead Scoring] Why You Need Inbound Marketing Experts vs. Doing it Yourself
    Inbound marketing is one of the most effective means of lead generation in the online world. It is a strategic method of drawing customers to a company’s products and services through providing content where and when the prospects want it and then nurturing them through the sales process. It is a complete integrated method of outreach, nurturing and follow-up that works with the prospects and how they search for products and services.
  • ACT-ON  |  MONDAY, JANUARY 30, 2017
    [Lead Nurturing, Lead Scoring] Customer Lifecycle Metrics, Part 3: Nurture, Score, Repeat
    This is part three in a series of five blog posts that examines the metrics you should measure throughout the five stages of the customer lifecycle: attract , capture , nurture, convert, and expand. Now it’s time to nurture those prospects and turn them into qualified leads. In part three of this series on customer lifecycle metrics, we’ll focus on the metrics that measure how well you’ve nurturing leads, building their trust, and bringing them along on the journey to buy.
  • MODERN B2B MARKETING  |  MONDAY, JANUARY 23, 2017
    [Lead Nurturing, Lead Scoring] How to Leverage Intent Data to Drive More Revenue
    Does this lead and company match with my ideal buyer or could they be an influencer?). Prioritize inbound leads based on engagement. context of the individual) to optimize their lead scoring model. This scoring model attempts to quantify the intent of the visitor based on a culmination of activities. For example, when leads visit your product overview page, their lead score will increase by 5. Nurture known leads with personalized emails.
  • PUREB2B  |  THURSDAY, JANUARY 19, 2017
    [Lead Nurturing, Lead Scoring] What to do with a New Lead
    This is where marketers and sales professionals, rely on lead generation techniques. Initially, you might just have an inquiry , but this important initial step can easily turn into a lead with the right plan in place. So how do you get that inquiry to turn into a lead? This emphasizes the need for you as a marketing or sales professional to set lead generation goals for your teams. So, you’ve got a new lead. Don’t let the lead go cold. Lead the Way.
  • ACT-ON  |  FRIDAY, JANUARY 13, 2017
    [Lead Nurturing, Lead Scoring] 8 Ways to Maximize the Value of Online and In-Person Events
    Examples of event marketing goals include: Generate qualified leads: This is a common objective for webinars and trade shows, where registration data can provide important indicators about buying intent. If your objective is to generate new leads, then you’ll want to take advantage of email marketing, social media, online advertising, and perhaps even direct mail to distribute invitations automatically against your prospect database. 4 ‒ Establish your lead capture process.
  • ACT-ON  |  TUESDAY, JANUARY 10, 2017
    [Lead Nurturing, Lead Scoring] Act-On: The Ideal Mid-Market Solution
    It’s very intuitive, and in a short period of weeks we were able to set up the platform, fully integrate it with our systems, and create lead-scoring and funnel reports. In the area of implementation , Act-On earns the following scores: Overall implementation score: 8.67 (marketing automation industry average is 7.85). Customers applaud Act-On’s features and give them high marks as well: 90% approval for lead scoring and grading.
  • KEO MARKETING  |  THURSDAY, DECEMBER 29, 2016
    [Lead Nurturing, Lead Scoring] Top Digital Marketing Trends for 2017
    Automating the previously hands-on processes of lead-scoring, analytics, lead-nurturing, customer relationship management and sales enablement has produced significant results in B2B companies. 80 percent of marketing automation users saw their number of leads increase and 77 percent saw the number of conversions increase.
  • SNAPAPP  |  TUESDAY, DECEMBER 13, 2016
    [Lead Nurturing, Lead Scoring] What Is a Maturity Assessment? The Secret to Producing Hot Leads
    For the business, it’s a discovery tool that helps better qualify leads based on responses within the assessment – to see if they’re “ready.”. Overall, this makes the lead education process feel more organic and more personalized, as it’s not a formal sales pitch – and it’s a highly personalized experience, too. Maturity assessments can be an important part of larger lead scoring efforts , and can help the sales department better prioritize leads to follow up with.
  • ACT-ON  |  MONDAY, DECEMBER 12, 2016
    [Lead Nurturing, Lead Scoring] Act-On’s a Leader in the Forrester Wave™ and What That Means to You
    So, with that said, we were pretty excited to see Act-On Software named a Leader among lead-to-revenue management (L2RM) platform vendors in the Forrester Research, Inc., report: The Forrester Wave™: Lead-to-Revenue Management Platform Vendors, Q4 2016. “… What Act-On might miss in depth, it reaches in breadth,” writes author Lori Wizdo, Principal Analyst for Forrester Research in the report. It’s no longer just about connecting to a CRM or offering lead gen on steroids.
  • MODERN B2B MARKETING  |  FRIDAY, DECEMBER 9, 2016
    [Lead Nurturing, Lead Scoring] Marketing Automation for Sales Development: An Essential for Revenue Success
    In my experience as the Director of Enterprise Sales Development at Marketo, I’ve seen firsthand how marketing automation generates more quality leads and contacts that turn into great sales opportunities. Lead Scoring and Collaboration. This is a critical piece of the puzzle that allows the sales team to focus on the more qualified contacts while your marketing team works on nurturing the rest of the leads.
  • B2B LEAD GENERATION BLOG  |  THURSDAY, DECEMBER 1, 2016
    [Lead Nurturing, Lead Scoring] 4 Ways to Humanize Marketing to Fit Your Buyer’s Journey
    In this post , Jon Westenberg writes: Treating people like leads instead of humans just doesn’t work. We know when we’re treated as objects (we’re just a conversion, a click, or an increase in lead score). For more on this read, How to Put the Customer First in Lead Generation. All marketing, selling and lead generation is about one word: relationships. Check out Lead Nurturing: 4 Steps to walking the buying path with your customers.
  • ACT-ON  |  WEDNESDAY, NOVEMBER 30, 2016
    [Lead Nurturing, Lead Scoring] Successful Sales and Marketing Alignment, Part 4: When to Pass a Lead to Sales
    Part three outlined the steps to designing a successful lead process. We’ll now outline what defines a qualified lead. The “qualified lead” definition is the point at which marketing determines that a lead is ready to be handed to sales. Without a shared definition, sales usually complain marketing is sending them bad leads and marketing complains sales isn’t following up on their hard-won leads. A qualified lead must be a demographic fit.
  • BULLDOG SOLUTIONS  |  THURSDAY, NOVEMBER 17, 2016
    [Lead Nurturing, Lead Scoring] 5 Steps to Optimizing a Lead Nurture Program
    Are you looking to drive more leads to your Sales team? It might be a new webpage, a banner ad, an email nurture or another way you reach your audience with the intent to drive engagement. If the goal is to get better leads to your Telesales or Sales team, do you have lead prioritization or lead scoring in place? Are the leads they are receiving a good quality?
  • MODERN B2B MARKETING  |  THURSDAY, NOVEMBER 17, 2016
    [Lead Nurturing, Lead Scoring] 20 Ideas from Power Users to Power Up Your B2B Marketing Automation
    There is a growing range of specialized approaches and technologies available to help marketing and sales teams drive real results–starting with the core of lead lifecycle management, lead nurturing, and lead scoring, and expanding out to cross-channel nurturing, website personalization, account-based marketing , and predictive lead scoring, to name a few. Lead Scoring and Nurturing.
  • CONTENTLY  |  TUESDAY, NOVEMBER 15, 2016
    [Lead Nurturing, Lead Scoring] How to Fix a Broken Lead-Nurturing Strategy
    Here’s where my marketing brain kicks in: The way a glacier moves feels a bit like lead nurturing. (Or Or at least, lead nurturing in a perfect world.) In this metaphor, the ice serves as our nurturing efforts, pushing leads along with the overwhelming weight of our email prowess. Nurture emails that are barely distinguishable from seedy spam messages stuff our inboxes. So what does a successful nurture program look like? Lead scoring.
  • ACT-ON  |  TUESDAY, NOVEMBER 15, 2016
    [Lead Nurturing, Lead Scoring] Successful Sales and Marketing Alignment, Part 3: Designing the Lead Process
    With this post, you’ll find out how to design a successful lead process. The customer journey is rarely a linear path, but it’s important to try to map out what the ideal scenario might be and then come up with plans for any detours your lead may take on the road to conversion. The most basic version of the lead process tracks the flow of leads from the point at which they are generated, to the point at which they are passed to sales, to the feedback loop on lead quality.
  • BULLDOG SOLUTIONS  |  THURSDAY, NOVEMBER 10, 2016
    [Lead Nurturing, Lead Scoring] 5 Steps to Optimizing a Lead Nurture Program
    Are you looking to drive more leads to your Sales team? It might be a new webpage, a banner ad, an email nurture or another way you reach your audience with the intent to drive engagement. If the goal is to get better leads to your Telesales or Sales team, do you have lead prioritization or lead scoring in place? Are the leads they are receiving a good quality?
  • DISTRIBION  |  WEDNESDAY, NOVEMBER 9, 2016
    [Lead Nurturing, Lead Scoring] Email Marketing Trends and Stats
    of digital retailers agree that email marketing is the leading marketing tactic for generating ROI. 65% of B2B marketers have not established lead nurturing, and 79% of B2B marketers have not established lead scoring. 79% of marketing leads never convert into sales due to the lack of lead nurturing. Between 30-50% of leads that enter a sales pipeline represent future opportunity but are not yet ready to buy.
  • ANNUITAS  |  THURSDAY, NOVEMBER 3, 2016
    [Lead Nurturing, Lead Scoring] Dating and B2B – Swipe Left and Move on from Marketing Campaigns
    Given that buyers’ accessibility to research and planning content has led to slightly longer purchasing cycles ( buyers are 57% through purchase decision before engaging with a vendor according to CEB ) it is no wonder that a long-term program-lead strategy is more effective than a predefined set of campaigns. of B2B marketers continue to send all leads directly to their Sales teams as soon as a form is filled out according to the 2016 ANNUITAS Survey.
  • ANNUITAS  |  THURSDAY, NOVEMBER 3, 2016
    [Lead Nurturing, Lead Scoring] Dating and B2B – Swipe Left and Move on from Marketing Campaigns
    Given that buyers’ accessibility to research and planning content has led to slightly longer purchasing cycles ( buyers are 57% through purchase decision before engaging with a vendor according to CEB ) it is no wonder that a long-term program-lead strategy is more effective than a predefined set of campaigns. of B2B marketers continue to send all leads directly to their Sales teams as soon as a form is filled out according to the 2016 ANNUITAS Survey.
  • ANNUITAS  |  THURSDAY, NOVEMBER 3, 2016
    [Lead Nurturing, Lead Scoring] Dating and B2B – Swipe Left and Move on from Marketing Campaigns
    Given that buyers’ accessibility to research and planning content has led to slightly longer purchasing cycles ( buyers are 57% through purchase decision before engaging with a vendor according to CEB ) it is no wonder that a long-term program-lead strategy is more effective than a predefined set of campaigns. of B2B marketers continue to send all leads directly to their Sales teams as soon as a form is filled out according to the 2016 ANNUITAS Survey.
  • SNAPAPP  |  THURSDAY, NOVEMBER 3, 2016
    [Lead Nurturing, Lead Scoring] Where to Place Interactive Elements in Your Marketing Videos
    Bonus tip : Ask a sales qualifying question at some point to help establish lead quality. By adding interactive layers on top of this video for the three bullet points – Segment leads, Nurture leads, Score leads – Brightcove could have callout boxes that link to a related article or video for each bullet. A very powerful attribute of adding interactive layers to your marketing videos is the positioning of a lead form anywhere you want.
  • VIEWPOINT  |  WEDNESDAY, NOVEMBER 2, 2016
    [Lead Nurturing, Lead Scoring] Seven Ideas to Increase Sales (Reading time: Five minutes or Less)
    Here are some best practices involved with increasing sales: Lead generation, lead qualification, lead nurturing: For every dollar you have closed, you have left two dollars on the table. Validation and calibration of lead scoring : Your scoring needs calibration. There isn't a senior executive at any company across the globe that doesn't want more sales.
  • MODERN B2B MARKETING  |  TUESDAY, NOVEMBER 1, 2016
    [Lead Nurturing, Lead Scoring] 4 Ways to Optimize the Middle of the Funnel
    At the top of the funnel, marketing increases traffic and fills the database with new leads through paid ads, social media, search, referral programs, and a variety of other channels. But in between, we need to nurture and qualify our leads by encouraging them to engage with our content until they’re sales-ready. The marketing team develops content to educate leads and identifies the leads who show buying intent by implementing a behavioral lead scoring model.
  • ACT-ON  |  MONDAY, OCTOBER 3, 2016
    [Lead Nurturing, Lead Scoring] What You Get When You Buy Technology
    Look first to the programs that drive revenue, such as advertising or email nurturing campaigns. Use case: Let’s say you want to move from an email marketing program to a marketing automation system, in order to be able to do a new process: lead nurturing. Lead scoring. Automated transfer of qualified leads to CRM. “Nobody ever got fired for buying IBM.”.
  • PUREB2B  |  SUNDAY, SEPTEMBER 25, 2016
    [Lead Nurturing, Lead Scoring] Why Businesses Need Marketing Qualified Leads
    In marketing and sales, we’re always on the lookout for leads. However, not all leads are created equal. Leads that have the biggest impact on your bottom line are Marketing Qualified Leads (MQLs). What is a Marketing Qualified Lead? Simply put, a marketing qualified lead is a prospect that the marketing department has judged likely to convert into a customer, based on analytics and lead intelligence. This is where lead scoring comes in.
  • INFER  |  TUESDAY, AUGUST 30, 2016
    [Lead Nurturing, Lead Scoring] How Belly Aligned Marketing and Sales to Build a Successful Inbound Sales Organization
    Lessons on How Belly Retooled its MarTech Systems and Processes to Increase Leads by 125% and Close Rates by 30%. We de-emphasized cold calls, and invested heavily in Web-based leads for this transition. Over the past year, we have made significant progress in growing our inside sales team, and retooling our technologies and processes to grow leads and sales. We have seen a 125% increase in total lead volume over last year, and a 30% improvement in deal close rates.
  • LEAD LIAISON  |  THURSDAY, AUGUST 18, 2016
    [Lead Nurturing, Lead Scoring] Buzzwords in Marketing Automation: Inbound Marketing
    Then, marketers finally woke up and realized that inbound marketing is the way to get qualified leads. Then, you convert visitors into leads. You do this with calls-to-action and lead generation forms on your website. Next, you go for the close with lead nurturing. Marketing automation software has the power to track leads as they engage with different types of content. Inbound Marketing: its meaning and how it relates to marketing automation.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, AUGUST 16, 2016
    [Lead Nurturing, Lead Scoring] 5 Ways to Immediately Boost Account Based Marketing (ABM)
    I recently did an interview on CRMRadio.today with Jim Obermayer founder of Sales Lead Management Association and Funnel Media Group. It’s a live streaming weekly program right here on the Funnel Radio Channel for at work listeners brought to you by the Sales Lead Management Association and many others with your host Jim Obermayer, hey Jim! He is an evangelist, speaker, author who wrote the best-selling book – Lead Generation for the Complex Sale. So nurturing?
  • ANNUITAS  |  THURSDAY, AUGUST 4, 2016
    [Lead Nurturing, Lead Scoring] Why Lead Nurturing Isn’t A Score
    Yet so many marketers today refer to “nurturing” as something that happens only when a prospect doesn’t attain a certain score after one or two marketing touches instead of part of a broader Lead Management Framework ℠. And that “nurture program” is merely a notion of emailing that prospect whatever one-off communications are sent to everyone else in the database – whenever everyone else receives them. It’s not merely a score, but a way to do all of the following: 1.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, AUGUST 2, 2016
    [Lead Nurturing, Lead Scoring] 16 Proven Ways to Get Better Opportunities Now (Part 1)
    When I’ve talked with marketers about their b2b lead generation results, I’ve heard statements like, “We’re generating a ton of leads, but they aren’t converting” or “We need to increase lead quantity” or “We need to generate more qualified leads.”. Marketers spend a lot of time and effort generating inbound leads, but they often struggle getting those leads to convert into customers after they hand them off to sales.
  • ACT-ON  |  FRIDAY, JULY 22, 2016
    [Lead Nurturing, Lead Scoring] Rethink Marketing Automation – for the CASL-Compliant Marketer
    Influencer relations – Score the actions of press, analysts, and bloggers so you can see who your most engaged and interested influencers Be aware of the pages they visit on your site, what they’re interested in, and the emails (pitches, press releases, events) that they’re engaging with. Press release attribution and corporate communications – Create trackable URLs for press releases to tie PR activity back to the lead-to-revenue process.
  • THE POINT  |  THURSDAY, JULY 21, 2016
    [Lead Nurturing, Lead Scoring] Top 10 Marketing Automation Mistakes
    Launching lead scoring too soon. Lead scoring is a core marketing automation functionality, and a key driver for one of the primary benefits of the technology, namely sales productivity. A well-planned, well-designed lead scoring schema ensures that sales reps are spending time with the leads that most merit the investment. For further information on a related topic, download our free white paper on “ Top 10 Tips for Lead Nurturing Success.”.
  • WEBBIQUITY  |  TUESDAY, JULY 12, 2016
    [Lead Nurturing, Lead Scoring] The 14 Best Marketing Automation Tools
    Marketing automation software tools can be very helpful in making lead nurturing and sales acceleration efforts more effective—even if the category is badly misnamed. An enterprise-grade marketing automation and analytics platform with solutions for lead management, email marketing, consumer marketing, customer base marketing, and mobile marketing. Marketing automation tool combining email marketing, lead management, and reporting with sales alignment.
  • MODERN MARKETING  |  WEDNESDAY, JUNE 22, 2016
    [Lead Nurturing, Lead Scoring] B2B Lead Nurturing Myths That Promote Sales Pipeline Leaks
    Myths are plentiful when it comes to B2B lead nurturing. Let’s step back a minute and ask a key question, “Why is lead nurturing so important?” ” Well, the data is in and according to Forrester , businesses that put nurturing at the forefront of their lead generation strategies produce 50% more leads while slashing costs by 30%. Lead nurturing works. You Can Nurture a Complex Sales Cycle with Email Alone.
  • INFER  |  TUESDAY, JUNE 14, 2016
    [Lead Nurturing, Lead Scoring] How Marketing Helped Social Tables Increase Leads and Revenue 400+%
    Lessons from Using a Smorgasbord of Approaches including Content Marketing, Social Marketing, Lead Generation, and Predictive Analytics. With our free mobile applications and 14-day free trial on our Website, we had figured out a way to consistently generate about 1400 leads per month. The Business Development team would pursue most of these leads, but they were often not great. An online (aka, “low-touch”) sales model for smaller leads.
  • ACT-ON  |  TUESDAY, MAY 24, 2016
    [Lead Nurturing, Lead Scoring] Demand Generation 101: 7 Tactics For Generating High Quality Leads
    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. Successful demand generation programs aren’t just about the sheer volume of leads. A successful program is measured by: The quality of your leads. Demand generation is conducted through a number of different tactics to generate leads. Lead nurturing. Lead scoring.
  • IKO-SYSTEMS  |  THURSDAY, MAY 19, 2016
    [Lead Nurturing, Lead Scoring] Lead Generation Tweaks for Building a Better Sales Pipeline
    In the following post, we’re going to look at how a balance of modern sales can be improved through often overlooked lead generation practices. Exclusive Bonus Content: Download Here 3 Steps to Calculate your outbound lead generation goal. Outbound and Inbound Lead Generation Realities. Lead generation capabilities are most effective when in balance. These will be based upon buyer personas and prior engagements across your multi-touch lead engagement strategy.
  • IKO-SYSTEMS  |  THURSDAY, MAY 19, 2016
    [Lead Nurturing, Lead Scoring] Lead Generation Tweaks for Building a Better Sales Pipeline
    In the following post, we’re going to look at how a balance of modern sales can be improved through often overlooked lead generation practices. Exclusive Bonus Content: Download Here 3 Steps to Calculate your outbound lead generation goal. Outbound and Inbound Lead Generation Realities. Lead generation capabilities are most effective when in balance. These will be based upon buyer personas and prior engagements across your multi-touch lead engagement strategy.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, MAY 17, 2016
    [Lead Nurturing, Lead Scoring] FlipMyFunnel Conference on Account-Based Marketing Comes to Austin on June 7
    The most fundamental is an account-based view of your customer and prospect data: while traditional marketing automation systems are organized around individual leads, ABM demands organization around accounts. Account based lead scoring is also a relatively recent improvement that still isn’t universally available. And lead nurture campaigns are still primarily organized around individuals.
  • SNAPAPP  |  TUESDAY, MAY 10, 2016
    [Lead Nurturing, Lead Scoring] The Need-to-Know About Bottom-of-the-Funnel Marketing Content
    Top-of-the-funnel content is where your marketing creates awareness, brand identity, and new leads. Middle-of-the-funnel content is where you continue to nurture leads, score them based on engagement, and identify their specific interests in the product. These two categories get a lot of attention from content creators and demand gen teams tasked to produce as large a number of MQLs (marketing qualified leads) as possible. Lead Nurture and Scoring Program.
  • WEBBIQUITY  |  MONDAY, APRIL 18, 2016
    [Lead Nurturing, Lead Scoring] The B2B Lead Generation Ecosystem and WPO [Infographic]
    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. The middle section of hexagons highlights the reporting, contacting and lead validation process, which should be managed by more experienced internet marketers.
  • MODERN MARKETING  |  THURSDAY, APRIL 7, 2016
    [Lead Nurturing, Lead Scoring] Don't Let Your Marketing Automation Feel Like a Bad Amusement Park Ride
    As a marketer, that should be your goal for every interaction—a lasting impression that carries a lead from first touch through new business. If your system is full of half-filled records or your nurture streams are misaligned, it might be time for an update. Interactive content both resonates more deeply with your audience and gives you tools to improve lead profiles , lead scoring , and nurture streams ; so your marketing amusement park experience is perfect every time.
  • VIDYARD  |  MONDAY, APRIL 4, 2016
    [Lead Nurturing, Lead Scoring] 4 Ways Video Makes Your Marketing Automation Better
    They’ve become crucial in capturing more leads, but also helping to identify better leads. With features like automated lead nurturing, grooming new business has become a very methodical and exact process. Video gives you more accurate lead scores. The type of video watched should modify the lead score, since a prospect who has watched a full video tour of your product is probably more interested than one who simply watched your latest April Fools’ video.
  • IKO-SYSTEMS  |  WEDNESDAY, MARCH 30, 2016
    [Lead Nurturing, Lead Scoring] Traditional vs. Predictive Lead Scoring: Hard Math
    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. The difference between qualified and unqualified leads is comparable to the difference between customers and contacts. . Lead scoring is the ranking process by which businesses identify, rank, and aggregate the best leads for their sales people to pursue. .
  • IKO-SYSTEMS  |  WEDNESDAY, MARCH 23, 2016
    [Lead Nurturing, Lead Scoring] Do You Qualify?: The Leads Test You Must Pass
    Naturally, a question such as this should turn your mind towards your prospecting machine and your capabilities when it comes to harvesting leads and creating conversions with cold emails. So let’s get into the nitty gritty and talk about the fine points of what differentiates a qualified lead from an unqualified lead. And how you can fill your sales pipeline with only qualified leads. What is a qualified lead? Need – Does the lead need my product or service?
  • HUBSPOT  |  TUESDAY, MARCH 15, 2016
    [Lead Nurturing, Lead Scoring] 7 Amazingly Effective Lead Nurturing Tactics
    As companies adopt inbound marketing as a way to generate more leads, the importance of having an effective lead nurturing strategy becomes very clear. In most cases only a relatively small percentage of your inbound leads will be ready to make an immediate purchase, leaving upwards of 90% of your inbound leads on the table. Implementing an effective lead nurturing strategy can have a huge impact on the results of your inbound marketing strategy.
  • VIDYARD  |  TUESDAY, FEBRUARY 23, 2016
    [Lead Nurturing, Lead Scoring] Businesses See 500% Lift in Email Conversion with Personalized Video
    Here are some great examples of how leading B2B companies have used personalized video, and the amazing results they’re seeing. Personalization helped lead to more conversions on our email campaign, but it also kept them engaged longer with the message we were trying to deliver, which is what really matters.”. Cetera Financial Group uses video content to capture the interest of new prospects and increase engagement in their lead nurturing programs.
  • VIDYARD  |  MONDAY, FEBRUARY 22, 2016
    [Lead Nurturing, Lead Scoring] Businesses See 500% Lift in Email Conversion with Personalized Video from Vidyard
    times and open rates by 400 percent while re-engaging cold, unresponsive leads within their funnel. Personalization helped lead to more conversions on our email campaign, but it also kept them engaged longer with the message we were trying to deliver, which is what really matters.”. Cetera Financial Group uses video content to capture the interest of new prospects and increase engagement in their lead nurturing programs.
  • WEBBIQUITY  |  TUESDAY, FEBRUARY 16, 2016
    [Lead Nurturing, Lead Scoring] 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. But nearly 60% also rank this as their biggest challenge, and just 16% of marketers rate their lead generation efforts as “very” or “extremely” effective. The top three responsibilities (in order of importance) of B2B marketers are brand and positioning, lead generation, and brand communications followed.
  • LEAD LIAISON  |  TUESDAY, FEBRUARY 2, 2016
    [Lead Nurturing, Lead Scoring] Mistakes with Marketing Automation – and How to Fix Them
    While marketing automation has become an increasingly popular approach for generating quality leads and driving them through the sales funnel efficiently, it’s not uncommon for marketers to make mistakes in implementing marketing automation tools. Focusing on Selling Instead of Nurturing. Lead nurturing is one of the most powerful benefits of a marketing automation tool.
  • BIZIBLE  |  FRIDAY, JANUARY 22, 2016
    [Lead Nurturing, Lead Scoring] Eight B2B MarTech Leaders Share Their Perspective On Marketing Operations
    The lead hand-off from marketing to sales is seamless.”. It helps marketing ops build a full and complete profile of who customers are, what they’re doing, how you can pass better leads to sales, and how you can move leads down the funnel.”. On Lead Routing And Scoring: “While challenging, lead nurturing can be a fruitful program when organizations take a strategic approach to moving prospects through the funnel.
  • ACT-ON  |  TUESDAY, DECEMBER 22, 2015
    [Lead Nurturing, Lead Scoring] Tips to Improve Customer Loyalty: Necessity is the Mother of Retention
    Extend Your Lead Gen Strategy to Customer Marketing. Download this comprehensive eBook to learn 10 tactics to build a successful lead nurturing campaign in today’s inbound, multichannel, custom-tailored B2B marketing world, including how to re-engage your customers. . Rank your customers by engagement to find advocates – just like you would do with lead scoring. Use positive reviews from brand ambassadors in your lead nurturing campaigns.
  • VIDYARD  |  TUESDAY, DECEMBER 1, 2015
    [Lead Nurturing, Lead Scoring] Aligning your Video Strategy to the Buyer Journey
    Integrating viewership data captured in Vidyard into your lead scoring and lead nurturing programs in Marketing Automation will help you prioritize and progress your hot leads faster. We think there is a tremendous opportunity for video marketing strategists to make phenomenal gains in turning viewers into leads with this approach. Travelling as much as I do for work can be tough on my family. They usually don’t take too much interest in my trips.
  • ACT-ON  |  FRIDAY, NOVEMBER 20, 2015
    [Lead Nurturing, Lead Scoring] How to Apply Lifecycle Marketing for Your Agency Clients
    To refine the targeting process further, you’ll want to create “buyer personas” – semi-fictional representations of target buyers that will enable your team to plan effective segmentation, lead qualification, and content creation for your clients. If you begin with marketing automation, you’ll have the gold-standard basics like email, website visitor tracking, landing page creation, list segmentation, lead scoring, form creation, tracking and reporting, and more. Nurture.
  • HUBSPOT  |  TUESDAY, NOVEMBER 17, 2015
    [Lead Nurturing, Lead Scoring] 10 Tactics Marketers Can Take to Improve Their Relationship with Sales
    The effectiveness of the alignment will determine how well your organization attracts leads, converts them into customers, and closes deals. Your relationship with sales isn’t just about a simple lead hand-off—it’s the foundation of your company’s revenue growth. At the top of the funnel, your leads have just been introduced to your company. Unfortunately, this widens the sales and marketing gap and often leads to messaging that isn’t targeted to the right buyers.
  • TERMINUS  |  FRIDAY, NOVEMBER 13, 2015
    [Lead Nurturing, Lead Scoring] Confessions of Former Lead Marketers on Switching to Account-Based Marketing
    When it comes to shifting from lead generation – in which marketers produce as many leads as possible before qualifying them later in the process – to account-based marketing, where an organization strategically considers and communicates with prospects, there’s a simple quote to sum it up. You can watch the full webinar here: When you’re doing lead-based marketing , you try to catch as many fish as you can at the top of the funnel.
  • SALESFUSION  |  THURSDAY, NOVEMBER 12, 2015
    [Lead Nurturing, Lead Scoring] When an Email Marketing Tool Isn’t Enough
    Marketing automation platforms, on the other hand, allow for significantly more than that, including lead scoring, landing pages, website tracking, social and CRM tie-ins, event and webinar integrations and much more. An email marketing platform helps you conduct effective email marketing campaigns, which of course leads to several benefits around brand awareness and lead generation. Helping drive more qualified leads to sales. Prioritizing leads.
  • MODERN MARKETING  |  MONDAY, NOVEMBER 9, 2015
    [Lead Nurturing, Lead Scoring] Why Lead Nurturing is Now Marketing’s Domain
    Once upon a time, B2B lead nurturing was strictly the domain of the sales team. Using trade shows, print ads, and occasionally broadcast spots, B2B marketers generated leads, which were passed along to the sales department. Salespeople then followed up with the leads, nurturing them on the phone and sometimes even with a three-martini lunch. This mythical lunch was a part of the lead nurturing process.
  • MODERN MARKETING  |  MONDAY, NOVEMBER 9, 2015
    [Lead Nurturing, Lead Scoring] Why Lead Nurturing Is Now Marketing’s Domain
    Once upon a time, B2B lead nurturing was strictly the domain of the sales team. Using trade shows, print ads, and occasionally broadcast spots, B2B marketers generated leads, which were passed along to the sales department. Salespeople then followed up with the leads, nurturing them on the phone and sometimes even with a three-martini lunch. This mythical lunch was a part of the lead nurturing process.
  • MODERN MARKETING  |  FRIDAY, NOVEMBER 6, 2015
    [Lead Nurturing, Lead Scoring] Oracle Named Leader in SiriusDecisions Marketing Automation 2015 SiriusView Report
    Their 2015 SiriusView Report compares the leading vendors of B2B Marketing Automation Platforms. W hen Sirius conducts its comparison of vendors a broad range of criteria is taken into consideration, such as lead scoring, lead nurturing, web personalization, sales enablement and many more. Oracle Eloqua scored "above industry standard" to "far above industry standard" in 10 of 11 categories.
  • VIDYARD  |  TUESDAY, OCTOBER 20, 2015
    [Lead Nurturing, Lead Scoring] Vidyard Announces Winners of 2015 Video Marketing Awards
    They also created net new leads for the sales funnel, helped take deals off the table as a result of the conference and drove a high NPS score for the event. Lattice Engines uses video extensively throughout the buying journey and has invested in a technology stack that enables them to maximize engagement in content, track viewers to improve lead scoring and nurturing, empower sales with customer insights and understand the ROI of video investments.
  • HUBSPOT  |  MONDAY, OCTOBER 5, 2015
    [Lead Nurturing, Lead Scoring] It's Not You, It's Them: 7 Signs Your Lead Is a Terrible Fit
    There's a really big difference between passing off leads to your sales team, and passing off qualified leads to your sales team. While a mixed bag of leads will often leave them tied up on calls that won't translate to much for the business, a list of qualified leads will set them on a path that might actually result in a sale. Start by defining what a quality lead means to your business. 7 Signs Your Lead Is a Terrible Fit. Lead scoring.
  • MARKETING ACTION  |  THURSDAY, SEPTEMBER 24, 2015
    [Lead Nurturing, Lead Scoring] 6 Steps to Fix a Leaky Pipeline
    Lead generation often focuses on one thing above all others – funneling as many leads as possible into the sales pipeline. That’s a good thing; it helps make sure your sales reps have plenty of qualified leads when it comes time to close those deals. But what if your lead pipeline has sprung a leak? What if you’re spending your energy pouring leads into a defective lead system that’s gushing those high quality leads you labored to create?
  • LEADERSHIP  |  FRIDAY, SEPTEMBER 11, 2015
    [Lead Nurturing, Lead Scoring] A 10-Point SLA for Sales and Marketing
    We have previously analyzed why sales people don’t follow up on the leads provided by marketing. But it doesn’t prove anything and these numbers don’t translate into leads!”. They don’t follow up on the leads we generate – they lose time and don’t convert. Sales complains that Marketing does not generate enough volume of leads and many of the leads they are given are not properly qualified; hence they cannot close. Some things just don’t change.
<< 1 2 3 4 5 6 >>