• BOUND  |  THURSDAY, JANUARY 18, 2018
    [Lead Scoring, Marketo] The Fundamentals of Website Personalization Strategy [Part 4 of 6]
    Marketing Automation – Visitor attributes from marketing automation and CRM platforms such as marketing program participation, the pipeline stage, custom MAP fields, and lead scores. Partner examples: Marketo, Eloqua. Welcome to our six-part series on building a successful website personalization strategy. We will publish a new post each week. Sign up for our newsletter to get updates!
  • ONALYTICA B2B  |  THURSDAY, JANUARY 18, 2018
    [Lead Scoring, Marketo] Interview with Moni Oloyede
    She has worked with all the major marketing automation companies – Marketo, Eloqua, HubSpot, and ExactTarget. 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.
  • SNAPAPP  |  TUESDAY, DECEMBER 12, 2017
    [Lead Scoring, Marketo] 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.
  • NUDGE.AI  |  FRIDAY, DECEMBER 8, 2017
    [Lead Scoring, Marketo] The Ultimate 126 B2B Sales Tools Rankings For 2018
    Base: Next-generation CRM software for leading B2B sales teams. Hubspot CRM: Everything you need to organize, track, and nurture your B2B leads and customers. SugarCRM: Highest Net Promoter Score across all major CRM vendors. LinkedIn Sales Navigator: Get closer to the right people to find leads and close deals. Growlabs: Combine targeted B2B lead generation with powerful automation. Datanyze: B2B Sales Intelligence & Lead Generation Software.
  • LEADFEEDER  |  SUNDAY, NOVEMBER 26, 2017
    [Lead Scoring, Marketo] 41 Top Lead Generation Tools of 2017
    There are a lot of different ways to generate leads for your company. Email marketing, cold outreach, and content marketing are all viable options to generate leads. That’s why we’ve broken this list of tools into categories that will best fit your lead generation strategy (with a detailed explanation of how you can use each tool). Lead Data Collection. You can create surveys, customer support forms, lead forms, job application forms, and more.
  • LEADFEEDER  |  SUNDAY, NOVEMBER 26, 2017
    [Lead Scoring, Marketo] 41 top lead generation tools 2017
    There are a lot of different ways to generate leads for your company. Email marketing, cold outreach, and content marketing are all viable options to generate leads. That’s why we’ve broken this list of tools into categories that will best fit your lead generation strategy (with a detailed explanation of how you can use each tool). Lead Data Collection. You can create surveys, customer support forms, lead forms, job application forms, and more.
  • HEINZ MARKETING  |  SUNDAY, NOVEMBER 26, 2017
    [Lead Scoring, Marketo] Matt’s App of the Week: Alyce
    They offer integration with numerous sales & marketing tools (Salesforce, Marketo, Hubspot, Gainsight and more) for easy integration, reporting and even lead scoring. This is the latest in a series of weekend posts highlighting a wide variety of applications we think are pretty cool. Most have to do with sales, marketing and productivity. Check out past featured apps here. Corporate gift gift giving typically runs into one of two problems.
  • EXO B2B  |  THURSDAY, NOVEMBER 16, 2017
    [Lead Scoring, Marketo] B2B sales – alignment to the rescue!
    Marketo, a digital marketing giant, also reports that well-aligned teams have success rates that are 50% higher than those who aren’t! What “lead scoring” can everyone agree on? Due to the complexity of the products, the size of the investment and the risks involved, salespeople used to have the upper hand in the B2B transaction. However, the rules of the game have changed considerably and will continue to do so.
  • MODERN B2B MARKETING  |  WEDNESDAY, NOVEMBER 15, 2017
    [Lead Scoring, Marketo] 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  |  WEDNESDAY, NOVEMBER 8, 2017
    [Lead Scoring, Marketo] Increase Conversions With a Content Marketing Platform
    By “working,” I mean generating quality new leads and engaging our already existing leads. We wanted to dig deeper to truly understand which content was resonating with our leads. After hours of time spent combing through leads manually to find which article(s) contributed to their conversion, I knew there had to be a better way to pull this compelling data. Lead reports enhance your content strategy by helping you figure out which content is working.
  • MODERN B2B MARKETING  |  TUESDAY, NOVEMBER 7, 2017
    [Lead Scoring, Marketo] 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.
  • MODERN B2B MARKETING  |  THURSDAY, OCTOBER 26, 2017
    [Lead Scoring, Marketo] Real Life Experiences in Cleaning Up Your Marketing Data
    One of the best things about taking part in Marketo User Groups (MUGs) is that you get to hear from people that have “seen it, done it, and been there”. I had the opportunity to lead a panel discussion at the San Francisco MUG on the topic, Taking Out the Garbage: Real Life Experiences in Cleaning Up Your Data, where I was joined by Priya Malik of AppDynamics, Mitch Janning of Quantcast, Jake Dennison of Loggly, and Boris Butakov from Cord Blood Registry.
  • MODERN B2B MARKETING  |  FRIDAY, OCTOBER 20, 2017
    [Lead Scoring, Marketo] The 5 Elements of an Effective Digital Marketing Strategy for 2017 and Beyond
    We talked to six leading digital marketing experts to get their unique insights on strategy teams, tips, tools, metrics, and more. A good engagement platform should be able to use predictive analytics for content, social marketing, lead scoring, and more. Advertise your partner brands , and create and optimize content that thoroughly explains how your products and/or services integrate with other industry-leading solutions.
  • MODERN B2B MARKETING  |  FRIDAY, OCTOBER 6, 2017
    [Lead Scoring, Marketo] When Lead Management and Dating Align: Get Your Prospects to Swipe Right
    In this blog, I’ll cover tips for lead management to make sure your “first date” with a prospect isn’t your last. For businesses, this is typically done when a prospect meets their qualification criteria, generally through lead scoring. The post When Lead Management and Dating Align: Get Your Prospects to Swipe Right appeared first on Marketo Marketing Blog - Best Practices and Thought Leadership. Lead Management b2b ConsumerAlright, alright, alright.
  • OKTOPOST  |  TUESDAY, OCTOBER 3, 2017
    [Lead Scoring, Marketo] 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?
  • MARKETING CONVERTS  |  SUNDAY, OCTOBER 1, 2017
    [Lead Scoring, Marketo] Why We Hate POI, Dislike Hybrid, and Recommend “Unique” Lead Management
    In my last post , I framed out the three main lead management approaches in B2B SaaS. Please view this as a general list; some of these points will be more or less pronounced depending on the marketing automation platform you’re using (Marketo, Eloqua, HubSpot, Act-on, Autopilot, etc.) As such, when two or more leads or contacts are pulled back from the CRM for the same person (think same email address) they are merged. Lead Management Marketing Automation
  • MARKETING CONVERTS  |  SUNDAY, OCTOBER 1, 2017
    [Lead Scoring, Marketo] Why We Hate POI, Dislike Hybrid, and Recommend “Unique” Lead Management
    In my last post , I framed out the three main lead management approaches in B2B SaaS. Please view this as a general list; some of these points will be more or less pronounced depending on the marketing automation platform you’re using (Marketo, Eloqua, HubSpot, Act-on, Autopilot, etc.) As such, when two or more leads or contacts are pulled back from the CRM for the same person (think same email address) they are merged. Lead Management Marketing Automation
  • MARKETING CONVERTS  |  SUNDAY, OCTOBER 1, 2017
    [Lead Scoring, Marketo] Why Marketing Converts Hates POI, Dislikes Hybrid, and Recommends The “Unique” Lead Management Approach
    In my last post , I framed out the three main lead management approaches in B2B SaaS. Please view this as a general list; some of these points will be more or less pronounced depending on the marketing automation platform you’re using (Marketo, Eloqua, HubSpot, Act-on, Autopilot, etc.) As such, when two or more leads or contacts are pulled back from the CRM for the same person (think same email address) they are merged. Lead Management Marketing Automation
  • THE MX GROUP  |  WEDNESDAY, SEPTEMBER 27, 2017
    [Lead Scoring, Marketo] You’ve Got This! 4 Ways to Tune Up Your Marketing Automation Platform
    Assess your lead-scoring. A surprising number of marketers with MAPs aren’t scoring their leads at all. Or, they once were, but the scoring model fell through the cracks and became outdated. Creating or updating a lead-scoring model almost instantly boosts the value your MAP delivers. The best way to create or improve a scoring model for your MAP is to solicit input from the right folks in your organization.
  • SNAPAPP  |  WEDNESDAY, SEPTEMBER 13, 2017
    [Lead Scoring, Marketo] From Volume to Value: 3 Things S&P Global Market Intelligence Did to Transform Their Marketing
    It seems like marketing today is all about more: more content, more campaigns, more leads, more everything. By ditching the old B2B marketing playbook, and moving to a world focused on valuable, qualified leads instead of a high volume of them. . . Marketing was responsible for driving leads to sales, but many of those leads would turn out to be unqualified, meaning an inefficient use of time across both marketing and sales. .
  • LEANDATA  |  TUESDAY, SEPTEMBER 5, 2017
    [Lead Scoring, Marketo] You Had a Great Event. Now What?
    So, hopefully, we’ll collect a nice bucket of leads that keep our sales team happy and busy. But relatively little thought is given to handling lead data after it’s been captured. You just spent all that time, money and effort collecting those leads. The reality is most of those people are more suspects than ADR-ready leads. The challenge is to sift through the noise and quickly get the best leads to the sales team. We use Marketo.)
  • WEBBIQUITY  |  TUESDAY, AUGUST 8, 2017
    [Lead Scoring, Marketo] 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. Therefore, look for marketing software that infuses ABM for better sales alignment and higher ROI , such as the one made by Marketo. Those smaller divisions can become individually dated and stale, leading to complete devaluation of your software piece by piece.
  • LEAD LIAISON  |  MONDAY, AUGUST 7, 2017
    [Lead Scoring, Marketo] The Real Cost of a Legacy Marketing Automation Package
    For example, I saw a recent posting for a “Marketo Expert.” Choose a marketing automation platform that has a Support Team that will bend over backwards to help you achieve your marketing and sales goals, which simultaneously automating your lead scoring, segmentations, campaigns, and more. Choose Lead Liaison. . The post The Real Cost of a Legacy Marketing Automation Package appeared first on Lead Liaison.
  • ENGAGIO  |  MONDAY, JULY 31, 2017
    [Lead Scoring, Marketo] How You Can Use Intent Data to Overcome These 4 Common ABM Challenges
    At this point, many of us in B2B space have realized that focusing on leads as individuals and qualifying them one-by-one to hand off to the sales team no longer works. The B2B lead handoff process is broken. Research shows that upwards of 80 percent of leads generated by marketing are neglected or never acted upon by a sales rep. This leads to trouble in predicting pipeline and lost revenue down the line.
  • MODERN B2B MARKETING  |  FRIDAY, JULY 7, 2017
    [Lead Scoring, Marketo] Avoid Blind Spots in Your Lead Scoring with Social Intent Data
    Because there is more to lead scoring than just fit. The lead must also have a need for your product or service and be ready to research and evaluate solutions. Unfortunately, you can’t tell whether a lead is ready by scoring them on fit alone. If you score leads based on fit alone, you know who is qualified, but you still don’t know who is ready to talk to your sales people. That’s an important aspect of behavioral lead scoring.
  • MODERN B2B MARKETING  |  TUESDAY, JUNE 13, 2017
    [Lead Scoring, Marketo] B2C Marketing: What No One is Talking About 
    I had the pleasure of attending the Marketing Nation Summit recently where Marketo CEO Steve Lucas welcomed us to the Engagement Economy. Engagement Data— As we all know, this is Marketo’s sweet spot—an engagement platform enables us to track how an individual is currently engaging with your organization across channels and across marketing and sales for seamless communication. Using rich data is commonplace in the B2B world.
  • MODERN B2B MARKETING  |  FRIDAY, JUNE 9, 2017
    [Lead Scoring, Marketo] How to Assess the Relevancy of 3rd Party Intent Data
    As Steve Lucas, Marketo CEO, said, to win in the Engagement Economy, marketers must listen and learn before they engage. 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. Marketo User Group in Seattle, WA), the influencers they follow, and the articles they share and comment on.
  • MODERN B2B MARKETING  |  WEDNESDAY, JUNE 7, 2017
    [Lead Scoring, Marketo] 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.
  • CHIEFMARTECH  |  TUESDAY, MAY 9, 2017
    [Lead Scoring, Marketo] 57 marketing stacks and 21 essays from the 2017 Stackies & Hackies
    They’ve organized their stack around the loops between these two intertwined capabilities, featuring their own product at the heart of “run” and Marketo at the heart of “do.” How leading marketing executives tackle martech by Liam O’Connor of Lenati. How to hack your CRM for ABM, switching from leads to contacts and accounts. How leading marketing executives tackle martech.
  • THE MX GROUP  |  FRIDAY, MAY 5, 2017
    [Lead Scoring, Marketo] Rules of Engagement from Marketo Summit: How Marketing Automation Wows Your Buyers
    At the Marketo Marketing Nation Summit! The event was full of great insights, but as a marketing automation specialist, I was most interested in the keynote by Marketo CEO Steve Lucas. Use Scoring and Grading to Your Advantage. So make sure you know which leads are sales-ready by using lead scoring. For the most accurate scoring, look beyond clicks and opens. Once you’ve got lead scoring in place, take it to the next level with lead grading.
  • MODERN B2B MARKETING  |  WEDNESDAY, APRIL 19, 2017
    [Lead Scoring, Marketo] How to Define the Scope and Vision of Your Engagement Platform Implementation
    My recent switch from the enterprise consulting team to the education team at Marketo has given me greater exposure to customers who are either brand new to marketing automation or switching from another platform. Biting off more than you can chew can lead to frustration, confusion, and failure. Marketo suggests a “Crawl, Walk, Run” phased approach. For ‘newbies’ to an engagement or digital marketing platform, this might include adding A/B testing and lead scoring.
  • MODERN B2B MARKETING  |  TUESDAY, APRIL 11, 2017
    [Lead Scoring, Marketo] How to Leverage Social Intent Data for Email Marketing
    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. This behavioral data is captured in your marketing platform and can be used for a variety of things, such as audience segmentation, website personalization , advertising programs, and to inform your content strategy, campaign strategy, and scoring model.
  • SNAPAPP  |  MONDAY, APRIL 10, 2017
    [Lead Scoring, Marketo] Why I Left My Demand Gen Job to Launch SnapApp’s Interactive Strategy Team
    I’m leaving behind my beloved campaign orchestration, the challenge of lead scoring, and the geekiness of Marketo and Salesforce. And we’re being asked to show tangible progress through numbers – more leads, more conversion, more pipeline, more revenue. For many, when things get stressful, we stick to what we know works: lead-gated landing pages for content, webinars, events, etc. I just left a job I loved.
  • FATHOM  |  WEDNESDAY, APRIL 5, 2017
    [Lead Scoring, Marketo] Marketing Nation Preview: What Your Momma Never Told You About Marketing Operations
    Suffice it to say, I’m shocked that I’ll be presenting a session at Marketo Summit 2017 on the topic of Marketing Operations. Revenue Cycle Models , Buyer’s Journey, Lead Lifecycle models…Whatever you want to call them, these fancy little drawings form the backbone from whence all (marketing) blessings flow. 4. Enhanced Lead Qualification. Lead scoring is a fantastic tool, but it isn’t the be-all, end-all when it comes to lead qualification.
  • CHIEFMARTECH  |  WEDNESDAY, APRIL 5, 2017
    [Lead Scoring, Marketo] 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. We refined our marketing technology stack to include the following solutions: Marketo , an email marketing platform. Our Strategy — Blending Multi-Channel Attribution and Lead Scoring.
  • ENGAGIO  |  TUESDAY, MARCH 28, 2017
    [Lead Scoring, Marketo] The One Hack All Marketing Operations Leaders Need
    Because CRM systems haven’t adapted well to marketing and sales’s practice of selling to accounts and not leads. The truth is that leads that exist in the CRM double as people and accounts and this throws off more than just your modeling. To solve for this problem, you need lead to account matching, or L2A. In a typical CRM setup, you have leads that are created that are not associated with any account. Simplify Lead Routing.
  • INFER  |  TUESDAY, MARCH 21, 2017
    [Lead Scoring, Marketo] Interview with Infer on Predictive and ABM
    In fact, many of our customers start with predictive fit scoring prior to implementing marketing automation (MAP). At this juncture, the business challenge is to filter and prioritize leads so that sales knows which ones to work, which is a great use case for a predictive solution like Infer. In both scenarios, adoption is usually quite fast, since Infer Scores can be easily integrated into pre-existing CRM workflows, such as lead assignment and routing.
  • CONTENTLY  |  MONDAY, MARCH 20, 2017
    [Lead Scoring, Marketo] ‘Today’s Marketer Needs to Be Data-Driven’: DiscoverOrg CEO Henry Schuck on Artificial Intelligence and the Future of Martech
    It’s really just predictive lead scoring. Marketers have been doing that for the last decade with website tracking and their own leads, all without using AI. It’s really over the last four or five years that there have been dozens of predictive lead scoring companies that have added machine learning to that process. Salesforce leads the way on a lot of that. Content Marketing artificial intelligence B2B data lead scoring MarTech sales
  • SNAPAPP  |  WEDNESDAY, MARCH 15, 2017
    [Lead Scoring, Marketo] 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.) Marketo. .
  • CONTENTLY  |  TUESDAY, MARCH 14, 2017
    [Lead Scoring, Marketo] Marketing’s Artificial Intelligence Revolution Is Here
    Henry Schuck, CEO of DiscoverOrg, a sales and marketing intelligence solution, believes that Salesforce’s Einstein announcement in 2016 was mostly a rebranding of what the company formally called “predictive lead scoring.” Marketing automation software, such as Marketo, also takes care of tasks that once required hours of labor, such as sending nurture emails or qualifying leads.
  • MODERN B2B MARKETING  |  THURSDAY, MARCH 9, 2017
    [Lead Scoring, Marketo] How to Generate More Leads from Your Webinar Recordings
    But for many marketers, webinars are a one-trick pony: running the webinar program , getting the leads, following up on questions, and then you’re done. I can attest—unless the product we’re talking about is obsolete or the concepts we’re discussing are outdated, we offer our recorded webinars indefinitely at Vidyard, and we reap the lead generation benefits! You can even ask for the same lead information: name, email, job title, and anything else.
  • MODERN B2B MARKETING  |  TUESDAY, MARCH 7, 2017
    [Lead Scoring, Marketo] Summit or Bust: 5 Reasons You Can’t Miss Marketing Nation Summit
    As I’m sure you’re aware, Marketo is at a turning point in its journey—one that aligns perfectly with where marketing, as an industry, is headed. I’ve been in the Summit game since 2012, and it’s always revolved around forward-thinking, edgy ideas that I could wrap my head around and encapsulate into the concept of a Marketo User Conference; a ton of marketers getting together and rapping about how they’ve been using Marketo to drive revenue at their company.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, MARCH 3, 2017
    [Lead Scoring, Marketo] CaliberMind Offers B2B Orchestration with a Twist
    CaliberMind ingests data from Salesforce Sales cloud and Marketo , Oracle Eloqua , Salesforce Pardo t, and HubSpot marketing automation systems. It also uses those vendors to find identifiers belonging to the same person (such as multiple email addresses or alternative company names) and to link contact and lead records to accounts. I spent quite a bit of time debating with myself how to classify CaliberMind.
  • VIDYARD  |  THURSDAY, FEBRUARY 16, 2017
    [Lead Scoring, Marketo] Choosing a Video Platform: What to Evaluate for Marketing and Sales
    For marketers, for example, the tool would need to not only help you manage your growing library of video content, but also enable you to measure that video content’s effectiveness, generate more and better qualified leads, and allow video to fit seamlessly with the rest of your digital activities. Lead Capture : are there opportunities to generate leads from within your videos and are they easy to set up? Then ask: where are these leads sent to?
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, FEBRUARY 10, 2017
    [Lead Scoring, Marketo] Lead Genius Adds a Dash of Artificial Intelligence to Account Based Marketing
    Lead Genius is a good example. But Lead Genius was founded in 2011 to commercialize university research into combining AI with human inputs. Like many data gatherers, Lead Genius uses a combination of Web and other sources to build company and contact lists. Lead Genius does this too. AI's contribution here is to let Lead Genius call only the companies that need human contact, reducing over-all effort substantially.
  • LISTENLOOP  |  THURSDAY, FEBRUARY 2, 2017
    [Lead Scoring, Marketo] Account-based Everything, Measuring ROI, and the Future of ABM
    Charlie: I’m the Director of Marketing of at Engagio, founded by former Marketo founder, Jon Miller. Look at Marketo, for example, as a great example of a tool that’s optimized for lead-based approaches. I come from a “demand gen” world, where we used to measure names, leads, meetings, and opportunities. At Engagio, Jon invented the concept of engagement minutes , which is the evolution of lead scoring.
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 26, 2017
    [Lead Scoring, Marketo] 3 Steps to Reduce Churn and Increase Revenue
    Goals that lead to revenue growth for marketing do not look the same as those goals for sales, for example. Leverage lead scoring across demographics, firmographics, and behavioral data to prioritize your best customers who are in the market for additional products or an upgrade. At Marketo, we map specific product offerings based on particular demographics and/or stage in the customer lifecycle.
  • SNAPAPP  |  TUESDAY, JANUARY 24, 2017
    [Lead Scoring, Marketo] How These 3 Companies Built Content-Enabled Campaigns: Paycor, Blackbaud, SnapApp
    Essentially, these are a series of strategies to align content and demand generation around a dialogue with the audience, which in turn, help bridge the gap between the marketing and sales departments to produce super marketing qualified leads (MQLs.). . And bridging that gap is more important than ever: According to MarketingSherpa , 61% of B2B marketers send all leads directly to sales, while only 27% of those leads will actually be qualified. . 500+ qualified leads.
  • SNAPAPP  |  TUESDAY, JANUARY 24, 2017
    [Lead Scoring, Marketo] How These 3 Companies Built Content-Enabled Campaigns: Paycor, Blackbaud, SnapApp
    Essentially, these are a series of strategies to align content and demand generation around a dialogue with the audience, which in turn, help bridge the gap between the marketing and sales departments to produce super marketing qualified leads (MQLs.). . And bridging that gap is more important than ever: According to MarketingSherpa , 61% of B2B marketers send all leads directly to sales, while only 27% of those leads will actually be qualified. . 500+ qualified leads.
  • MODERN B2B MARKETING  |  MONDAY, JANUARY 23, 2017
    [Lead Scoring, Marketo] How to Leverage Intent Data to Drive More Revenue
    You can use solutions like Demandbase and Marketo Web Personalization to leverage this information to personalize the content displayed. 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. Lead only?
  • LEADSPACE  |  TUESDAY, JANUARY 17, 2017
    [Lead Scoring, Marketo] How to Drive More Sales with Intent Data
    Vendors like Demandbase and Marketo website personalization leverage this information to personalize the content displayed. Marketing Automation Platforms like Marketo and Eloqua then track each page view associated with this person’s email. Using website personalization technologies like Marketo web personalization or Demandbase, a marketer can identify the company and/or industry a visitor represents based on their IP address alone.
  • MODERN B2B MARKETING  |  FRIDAY, JANUARY 13, 2017
    [Lead Scoring, Marketo] 3 Reasons to Adopt a Scalable Marketing Automation Platform
    While our demand generation team celebrated this victory, we knew that with a lead database swelling to 70,000 entries and counting, we needed to embrace a more sophisticated, enterprise-grade marketing automation platform. That was the question that led Modernize to adopt Marketo. Here are three ways that Marketo has allowed us to tackle the challenge of scaling our marketing processes for growth: 1. The ability to connect with thousands of leads without all the grunt work?
  • MODERN B2B MARKETING  |  TUESDAY, JANUARY 10, 2017
    [Lead Scoring, Marketo] 4 B2B Marketing Tips for Running Successful PPC Campaigns
    Author: Divya Dutt When I joined Marketo three years ago, I had previous experience running paid search campaigns at a B2C company. Over the next few months in my new role, I quickly learned how to leverage marketing automation and CRM systems to measure key indicators—from lead conversions all the way to sales data—to come up with baseline numbers and let the back-end data (opportunity and pipeline) help me drive my budget and optimization decisions.
  • ENGAGIO  |  WEDNESDAY, JANUARY 4, 2017
    [Lead Scoring, Marketo] 5 Reasons Why Account-Based Marketing is Here to Stay
    Jon Miller, the co-founder of Marketo, grew the Marketing Automation community from glorified email marketing to professional Marketers who deserved a spot at the Revenue table. Now, he’s setting his sights at Account Based Marketing and maybe it’s just me, but Engagio seems to have a lot of the same ingredients as Marketo. I’ll never forget talking to the top Sales guy at a software company where I was leading demand generation. Look at the people leading the ABM hype.
  • MODERN B2B MARKETING  |  THURSDAY, DECEMBER 29, 2016
    [Lead Scoring, Marketo] 4 Ways Lead Scoring Can Reinforce Your Marketing Strategy and Grow Your Revenue [Ebook]
    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. Even if you already have a lead scoring system in place, it’s a good idea to re-evaluate it as your organization and its needs change. Lead Scoring Ultimately Drives Revenue.
  • KAPOST  |  MONDAY, DECEMBER 12, 2016
    [Lead Scoring, Marketo] Solving the Inbound vs. ABM Contest with Content
    Marketing automation platforms such as Marketo, Eloqua, and Hubspot had burst onto the scene. Lead scoring helped to prioritize and elevate active leads with firmographic fit to the sales team, which would go on to turn prospects into closed revenue. But as much as we want to believe in inbound alone (who wouldn’t want all of our leads to come in fully self-educated and looking to buy!),
  • MODERN B2B MARKETING  |  FRIDAY, DECEMBER 9, 2016
    [Lead Scoring, Marketo] 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. At Marketo, we use our own platform to do just that.
  • MODERN B2B MARKETING  |  TUESDAY, NOVEMBER 29, 2016
    [Lead Scoring, Marketo] 3 Marketing Operations Mistakes That Will Break Your Sales and Marketing Alignment
    Author: Tanya Chu What do the marketing leads look like? Where are all our leads going? Lead management is a critical piece to effective sales and marketing alignment , and without proper planning and execution, leads cannot move smoothly through the funnel. We get asked all the time about the validity of a lead or why a lead was routed to a certain person or team. This is often the result of faulty lead scoring. Centralize global scoring.
  • BULLDOG SOLUTIONS  |  THURSDAY, NOVEMBER 17, 2016
    [Lead Scoring, Marketo] 5 Steps to Optimizing a Lead Nurture Program
    Are you looking to drive more leads to your Sales team? If the goal is to get better leads to your Telesales or Sales team, do you have lead prioritization or lead scoring in place? Check out The Definitive Guide to Marketing Metrics & Analytics from Marketo via this gated page. Are the leads they are receiving a good quality? Setting up large-scale marketing campaigns takes more than just time—it takes a TON of thought.
  • MODERN B2B MARKETING  |  THURSDAY, NOVEMBER 17, 2016
    [Lead Scoring, Marketo] 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. Without strategy, people, and process, Marketo is just another email tool.
  • VIDYARD  |  FRIDAY, NOVEMBER 11, 2016
    [Lead Scoring, Marketo] Winners of 2016 Video Marketing Awards Announced at Viewtopia
    Lenovo surpassed its target of 17,000 new leads by 50% with over 25,000 and blew away its goal of 34,000 reactivated leads by engaging over 91,000 contacts. They increased the number of marketing qualified leads by 250% and improved lead quality by 200%. The company launched a personalized video campaign targeting 10,000 leads to build awareness and identify their most engaged prospects. Finalists: Cisco, Marketo.
  • BULLDOG SOLUTIONS  |  THURSDAY, NOVEMBER 10, 2016
    [Lead Scoring, Marketo] 5 Steps to Optimizing a Lead Nurture Program
    Are you looking to drive more leads to your Sales team? If the goal is to get better leads to your Telesales or Sales team, do you have lead prioritization or lead scoring in place? Check out The Definitive Guide to Marketing Metrics & Analytics from Marketo via this gated page. Are the leads they are receiving a good quality? Setting up large-scale marketing campaigns takes more than just time—it takes a TON of thought.
  • RADIUS  |  WEDNESDAY, NOVEMBER 9, 2016
    [Lead Scoring, Marketo] Top Marketing Blogs You Should Be Reading
    Marketo. Why should I read it: If there’s one thing Marketo does really well, it’s content. Whether you want to brush up on best practices for an existing strategy, wish to learn about new concepts, or simply want train yourself on a new skillset – visit the Marketo blog. The blog features a variety of content from guest posts and leading influencers that helps you master and scale your efforts across your business. Content is everywhere these days.
  • RADIUS  |  WEDNESDAY, NOVEMBER 9, 2016
    [Lead Scoring, Marketo] Top Marketing Blogs You Should Be Reading
    Marketo. Why should I read it: If there’s one thing Marketo does really well, it’s content. Whether you want to brush up on best practices for an existing strategy, wish to learn about new concepts, or simply want train yourself on a new skillset – visit the Marketo blog. The blog features a variety of content from guest posts and leading influencers that helps you master and scale your efforts across your business. Content is everywhere these days.
  • MODERN B2B MARKETING  |  TUESDAY, NOVEMBER 1, 2016
    [Lead Scoring, Marketo] 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.
  • CONTENTLY  |  MONDAY, OCTOBER 24, 2016
    [Lead Scoring, Marketo] How We Built Our Content Marketing Stack to Drive 10x ROI
    This suite model eventually gave way to the platform, as leading vendors developed software that also allow for additional plug-ins. Think of it like a web browser that you can trick out with various technologies—with companies like Salesforce, Marketo, Oracle, Adobe, IBM, Act-On, and HubSpot stabilizing your add-ons. Some leads have that instantaneous connection with a brand. Let’s examine the journey of one hypothetical lead through Contently’s stack.
  • INFER  |  THURSDAY, OCTOBER 20, 2016
    [Lead Scoring, Marketo] Infer Introduces New Connector for Microsoft Dynamics 365 to Help Amplify Sales Effectiveness
    a leading predictive sales and marketing platform that helps companies win more customers, further expanded its open ecosystem today with a new connector for Microsoft Dynamics 365 for Sales. Infer mines comprehensive customer information and buying signals from CRM, MA and web analytics systems, and returns accurate predictions and insights through connectors for Dynamics 365 for Sales , Salesforce CRM , Marketo , Oracle AppCloud , Pardot , HubSpot and Google Analytics.
  • VIDYARD  |  TUESDAY, OCTOBER 18, 2016
    [Lead Scoring, Marketo] 4 Video Marketing Strategies to Help You Get Better Results Right Now
    Either way, your priority isn’t video views, it’s about bringing in results to impress your leaders, generate leads, build pipeline and help close deals. Each day businesses are missing out new leads, and new customers using video. Build videos for the decision-makers first (but don’t forget to build out videos for the rest of your audience, too, since they will help you generate leads as well)!
  • INFER  |  TUESDAY, OCTOBER 4, 2016
    [Lead Scoring, Marketo] CEO Insights: The AI Overhype
    It will take time, just like it took Eloqua and Marketo time to build up the marketing automation category. The post CEO Insights: The AI Overhype appeared first on Infer: Predictive Lead Scoring for Sales & Marketing. Yesterday, I wrote about the last mile of AI and building sticky business applications through predictive technology.
  • INFER  |  MONDAY, OCTOBER 3, 2016
    [Lead Scoring, Marketo] CEO Insights: AI’s Last Mile
    In fact, it may make it worse, as data scientists typically want to focus on modeling, which may lead to over-investing in that aspect versus thinking about the end-to-end user experience. We had to provide open APIs and build direct integrations for Marketo, Eloqua, Salesforce, Microsoft Dynamics, HubSpot, Pardot, Google Analytics and Microsoft Power BI. Predictive is core to the value but not what we lead with.
  • INFER  |  SUNDAY, OCTOBER 2, 2016
    [Lead Scoring, Marketo] CEO Insights: AI-First, the Overhype, and the Last Mile Problem
    So naturally, we (Infer) went after CRM (Salesforce, Dynamics, SAP C4C), along with the marketing automation platforms (Marketo, Eloqua, Pardot, HubSpot) and even custom sales and marketing databases (via REST APIs). The post CEO Insights: AI-First, the Overhype, and the Last Mile Problem appeared first on Infer: Predictive Lead Scoring for Sales & Marketing. AI is hot, I mean really hot. VCs love it, pouring in over $1.5B in just the first half of this year.
  • CONTENT STANDARD  |  TUESDAY, SEPTEMBER 27, 2016
    [Lead Scoring, Marketo] The Hashtag That Could Tilt the Marketing Automation World
    They wanted more insight—via our marketing automation platform, Marketo—into which content was driving new leads and bookings. At the end of the day I’d feel something like this: I’d pull pageviews manually to show which leads viewed the content (known vs. anonymous), which company they were with, and their level/title. Lead Reports. Once the article goes through a workflow you designate, it is sent to Marketo and is ready for dissemination.
  • MODERN B2B MARKETING  |  FRIDAY, SEPTEMBER 16, 2016
    [Lead Scoring, Marketo] Top 5 Marketing Must-Haves for Asset Managers and More
    I remember asking him “Where do the leads come from?” Lead Generation Forms. If you have a website, use it for lead generation. But all that traffic is useless unless you have a way to turn it into leads. You’ll need a web-to-lead form on your website—essentially, a place for people to enter their contact information so that you can collect it. What type of information is important for your marketing and sales team to know about your leads? Lead Scoring.
  • MODERN B2B MARKETING  |  TUESDAY, SEPTEMBER 13, 2016
    [Lead Scoring, Marketo] The 3 ABM Essentials You Need to Start Off and Take Off
    To do this successfully, you need a solution that can centrally manage named account lists, seamlessly execute multi-channel campaigns efficiently, and effectively to individual target leads within these accounts—at scale—and deliver real-time insights to marketing and sales to act on. You should be able to easily view previous and current marketing activities for each account, as well as a score that indicates the status of each one.
  • INFER  |  WEDNESDAY, SEPTEMBER 7, 2016
    [Lead Scoring, Marketo] Infer Infuses Microsoft Power BI with Predictive Intelligence to Deliver Next-Generation Sales Analytics
    a leading provider of predictive technologies that help companies win more customers, today launched a new sales analytics package for Microsoft Power BI. The package combines Infer’s valuable predictions, buyer signals and scores in meaningful, detailed data visualizations. Infer’s new analytics package automatically feeds Infer’s predictive fit and behavior scores – along with defined profiles and rich customer signals – into a company’s business intelligence (BI) solution.
  • MODERN B2B MARKETING  |  TUESDAY, SEPTEMBER 6, 2016
    [Lead Scoring, Marketo] How to Use Surveys for B2B Lead Generation
    While lead forms are a great way to capture contact information about your prospects, they may not collect other critical information because too many fields can overwhelm potential customers. You’ve got a database full of leads who filled out their basic contact information, but what about the details beyond their job title and function? Innovative B2B marketers are using surveys as the perfect complement to lead forms. Lead Management b2b
  • INFER  |  WEDNESDAY, AUGUST 31, 2016
    [Lead Scoring, Marketo] Platform Updates: New Salesforce Reporting Package, Nested Subqueries in Profile Management, Raw Marketo Signals, Short Fields for Profiles, and More
    Our new Salesforce reporting package adds 24 new reports across Leads, Accounts, Contacts and Opportunities to help monitor performance of your Infer Fit and Behavior models directly within Salesforce. Raw Marketo Signals. Building on last month’s Marketo ABM enhancements , we’ve added even more functionality to the Marketo connector for Profile Management to help you hyper target your most engaged prospects.
  • INFER  |  WEDNESDAY, AUGUST 31, 2016
    [Lead Scoring, Marketo] Sean Zinsmeister and Microsoft Talk Account-Based Marketing
    At this year’s Marketo Summit, we had the pleasure of connecting with Alex Sessoms from Microsoft, who hosts an interview series aimed at teaching marketers how to get the most out of their ABM resources. The post Sean Zinsmeister and Microsoft Talk Account-Based Marketing appeared first on Infer: Predictive Lead Scoring for Sales & Marketing.
  • MODERN B2B MARKETING  |  FRIDAY, AUGUST 19, 2016
    [Lead Scoring, Marketo] Summer Reading for B2B Marketers: 10 Must-Read Blogs to Get Back in the Zone
    Businesses are 67% better at closing deals when sales and marketing are operating in lockstep, according to joint research by Marketo and Reachforce. One of the key strategies B2B marketers should leverage to increase productivity is lead scoring–ranking leads for their sales-readiness, sanctioned by service level agreements (SLAs) that are agreed upon by both sales and marketing.
  • INFER  |  THURSDAY, AUGUST 18, 2016
    [Lead Scoring, Marketo] Infer Grows Partner Ecosystem to Help Marketers Build Best-In-Class Programs
    Today, we’re happy to share that Infer has officially joined the Oracle Marketing AppCloud and Terminus ABM Cloud ecosystems — extending upon our long-term collaboration with companies like Salesforce , Marketo and others. Joint Oracle Eloqua and Infer users leverage Infer’s fit and behavior models to gain a new lens into their leads across multiple dimensions, and laser focus on the best prospects to engage.
  • INFER  |  THURSDAY, AUGUST 18, 2016
    [Lead Scoring, Marketo] Infer Grows Partner Ecosystem to Help Marketers Build Best-In-Class Programs
    Today, we’re happy to share that Infer has officially joined the Oracle Marketing AppCloud and Terminus ABM Cloud ecosystems — extending upon our long-term collaboration with companies like Salesforce , Marketo and others. Joint Oracle Eloqua and Infer users leverage Infer’s fit and behavior models to gain a new lens into their leads across multiple dimensions, and laser focus on the best prospects to engage.
  • INFER  |  TUESDAY, AUGUST 16, 2016
    [Lead Scoring, Marketo] Infer Launches Industry’s First Predictive Account-Based Behavior Scoring
    a leading provider of predictive technologies that help companies win more customers, today launched the industry’s most advanced account behavior scoring offering, which helps companies accelerate revenue generation by supercharging their account-based marketing (ABM) programs. Infer’s new Account-Based Behavior Scoring uses predictive analytics to help B2B companies identify marketing-qualified accounts that both look and act like ideal buyers.”.
  • MODERN B2B MARKETING  |  MONDAY, AUGUST 8, 2016
    [Lead Scoring, Marketo] Getting Started with Video for Lead Generation
    Author: Margot Mazur Lead generation is a huge part of a well rounded B2B marketing strategy. Done right, it can be an important and valuable lead generation tool, building trust with your audience and expanding your marketing strategy. . Here are four steps to set up your videos for lead generation : 1. Lead generation and events (virtual or physical) go hand in hand. Whether you’re hosting a webinar, tradeshow, or roadshow—there’s a lead form involved.
  • CONTENT STANDARD  |  WEDNESDAY, AUGUST 3, 2016
    [Lead Scoring, Marketo] Can Marketing Automation Save Your Content Strategy?
    In fact, automation can improve the entire sales process—from the quality of your leads to the information you learn about those leads, and even the efforts that go into motivating a conversion. In fact, marketing automation can accelerate the entire sales process by nurturing leads and qualifying them. According to Business 2 Community , this automation can increase qualified leads by 451 percent, helping brands advance consumers down the sales funnel.
  • MODERN B2B MARKETING  |  FRIDAY, JULY 29, 2016
    [Lead Scoring, Marketo] 4 Ways All Marketers Can Use Facebook’s Offline Conversions API to Optimize Campaigns
    As a Facebook marketing partner, Marketo was excited to be a part of their launch announcement. Before I get into the details of how you can use the new Offline Conversions API with Marketo, let’s start with some basics. Here are a few examples of offline conversion events that come to mind: MQL (marketing qualified lead). SQL (sales qualified lead). Score threshold met. Optimize Your Scoring Model. Have you set up Facebook Lead Ads within Marketo yet?
  • INFER  |  WEDNESDAY, JULY 27, 2016
    [Lead Scoring, Marketo] Infer Named a 2016 CRM Market Rising Star
    The Market Awards aim to recognize leaders in the CRM industry, and are selected based on a composite score that includes revenue, company growth, market share, customer wins, reputation for customer satisfaction, depth of product functionality, and company direction. Infer helps sales and marketing reps scour customer databases and the Web for highly qualified leads. It then summarizes the scores and the top signals behind each.
  • INFER  |  WEDNESDAY, JULY 27, 2016
    [Lead Scoring, Marketo] Infer Named a 2016 CRM Market Rising Star
    The Market Awards aim to recognize leaders in the CRM industry, and are selected based on a composite score that includes revenue, company growth, market share, customer wins, reputation for customer satisfaction, depth of product functionality, and company direction. Infer helps sales and marketing reps scour customer databases and the Web for highly qualified leads. It then summarizes the scores and the top signals behind each.
  • INFER  |  TUESDAY, JULY 26, 2016
    [Lead Scoring, Marketo] Infer Scores Now Available in Marketo Sales Insights
    We’re excited to share that Infer Scores are now integrated with Marketo Sales Insights to give more reps visibility into their best-fit prospects so they can close deals faster. This Marketo view can be fully integrated within Salesforce records, where it displays Infer Scores as easy-to-understand stars and flames to help sales reps to more quickly identify and prioritize the leads that are most likely to convert.
  • THE POINT  |  THURSDAY, JULY 21, 2016
    [Lead Scoring, Marketo] 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 example, Marketo users might see links that reference something that looks like: mkto-af53353.com.)
  • MODERN B2B MARKETING  |  MONDAY, JULY 18, 2016
    [Lead Scoring, Marketo] Breaking Down the Fundamentals of Account-Based Marketing
    The objective is to cast a wide net and put out as much content as possible, in order to act as a marketing magnet and draw a large number of leads into your funnel. Once you work with sales to build an initial list, you can use lead scoring to help stack rank the accounts to make sure everyone is focused on the ones with the highest propensity to close. Tip: There are many options for predictive scoring , so take the time to research them.
  • INFER  |  TUESDAY, JULY 12, 2016
    [Lead Scoring, Marketo] Profile Management Product Updates: Account-Based Marketo Behavior Profiles, “Contains” Operator, and More
    Account-Based Marketo Activity Profiles. We’re deepening our integration with Marketo to extend users the ability to build data-rich, account-based profiles using their Marketo Activity behavioral data. For example, users can create a profile that will trigger an alert when any contact or lead from that specific account engages in activity on the company’s website.
  • WEBBIQUITY  |  TUESDAY, JULY 12, 2016
    [Lead Scoring, Marketo] 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. 1) Marketo. 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 B2B MARKETING  |  MONDAY, JULY 11, 2016
    [Lead Scoring, Marketo] How to Unlock the Full Potential of Your Customer Base
    Now that you know who they are and what they’re interested in, you can leverage lead scoring across demographics, firmographics, and behavioral data to identify opportunities to expand your footprint and create cross-sell and upsell opportunities. Author: Anastasia Pavlova Are you familiar with the Pareto principle, otherwise known as the 80/20 rule? Essentially, it states that 80% of your business wealth will come from 20% of your customer base.
  • BIZIBLE  |  MONDAY, JUNE 27, 2016
    [Lead Scoring, Marketo] How to Generate Qualified Leads and Delight Your Sales Team
    We know the age-old process: the marketing team delivers a bunch of leads to sales team and pats themselves on the back for hitting their leads goals. The sales team follows up, but only closes a small percentage of the leads they received. Marketing says Sales dropped the ball, while Sales blames Marketing for delivering unqualified leads. Below, are five strategies to help marketers delight their sales team with high-quality leads.
  • INFER  |  WEDNESDAY, JUNE 15, 2016
    [Lead Scoring, Marketo] Predictive Analytics for B2B Sales and Marketing has Certainly “Crossed the Chasm”
    This is why larger vendors, like HubSpot, are entering the market with watered-down versions of predictive scoring, which is helping to broaden awareness for the opportunity. At Infer, we see predictive scoring as a subset of a broader system of intelligence, which is the future of B2B Marketing. Predictive scores are just one criteria to bring into sales intelligence and rich, descriptive profiles of ideal customers.
  • INFER  |  TUESDAY, JUNE 7, 2016
    [Lead Scoring, Marketo] Infer Makes Headlines with Latest Product Innovations
    The folks at Demand Gen Report featured our customer Booker’s best practices in this area in the premier issue of their new “ABM in Action” e-zine : “At the onset of using predictive, Booker’s A- and B-Leads made up 17% of the business’ total raw lead volume, yet drove 74% of the company’s sales pipeline. With this knowledge, and coupled with two new attribution tools, Bizible and InsightSquared, Booker increased its A/B lead scoring by more than 25% in less than 60 days.
  • MODERN B2B MARKETING  |  MONDAY, JUNE 6, 2016
    [Lead Scoring, Marketo] The Serious Takeaways from Sirius Decisions
    For example, on my team at Marketo, we use the Marketo Marketing Automation Platform not only for acquisition marketing, but also for retention, cross-sell, and advocacy marketing. Predictive analytics is being applied to lead scoring, account targeting, personas, tactics, and content matching.
  • INFER  |  MONDAY, MAY 16, 2016
    [Lead Scoring, Marketo] The Risks of Blending Customer Signals from Disparate Sources
    These signals could include a lead’s website visits, form completes, email clicks, and maybe even free trial application usage data. For example, you might look at the lead’s company size, geographic location, industry, and job title to determine whether the lead is a fit for your product. Fit modeling data, on the other hand, is generally static in nature – providing an everlasting profile about each lead – and these two signal types do not mix well.
  • VIDYARD  |  WEDNESDAY, MAY 11, 2016
    [Lead Scoring, Marketo] Vidyard Wins 2016 Marketo Revvie Award
    Video intelligence platform honored in the “Partner of the Year, Launchpoint Technology” category for the impact of its video platform for joint Marketo customers. KITCHENER, Ontario – May 11, 2016 – Vidyard , the video intelligence platform for business, today announced it was named the winner in the “ Partner of the Year, LaunchPoint Technology ” category in the 2016 Marketo Revvie Awards. About Marketo Revvie Awards.
  • 6SENSE  |  TUESDAY, MAY 10, 2016
    [Lead Scoring, Marketo] From Da Vinci to Data: The Heroes of Modern B2B Marketing
    A world that throws out millions of dollars to buy ‘leads’ over and over again, while at the same time throwing millions to run digital ad campaigns that convert at.001%. But they are, in my opinion, evolutions of the lead-based sales and marketing tactics that were developed at the the beginning of the internet age. Yep – they sold leads. And what is a lead? How does the old lead model help us with the buying committee?
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