Modern B2B Marketing
Modern B2B Blogs
July 9, 2010
Perfect Timing – When to Call a Prospect
Posted by Bill Binch
When do you call your prospect for the first time? Within minutes of getting their contact details? Twenty-four hours after getting their details? After you’ve nurtured them a bit? This post will help you decide.
Posted by Bill Binch in Lead Nurturing | Lead Scoring | Modern B2B Sales
May 13, 2010
10 Worst Things to Do With a Qualified Sales Lead
Posted by Maria Pergolino
Marketers spend a lot of time (and money) delivering leads to sales teams. Of course, one big mistake – or even a series of little ones – can be the end of a potential sale.
Ensure you avoid these 10 worst things you can do with a qualified sales lead in your lead nurturing efforts:
1. Repeated [...]
Posted by Maria Pergolino in Lead Management | Lead Nurturing | Lead Scoring | Modern B2B Sales
November 29, 2009
Dreamforce 2009: Using Lead Nurturing and Scoring to Deliver More and Higher-Quality Sales Leads
Posted by Maria Pergolino
Last Wednesday I attended the Dreamforce session Using Lead Nurturing and Scoring to Deliver More and Higher-Quality Sales Leads. In this session, they discussed how to use lead scoring to identify and prioritize sales-ready leads. They also discussed how to use lead nurturing to establish a relationship with prospects that are not sales ready.
January 27, 2009
Marketo’s Secret Sauce for Demand Generation
Posted by Jon Miller
I frequently get asked to share how we achieve these marketing results, so I recently presented a fact-filled webinar titled Secret Sauce for Demand Generation: How Marketo Nurtures, Scores and Accelerates Leads through the Revenue Cycle. In order to share these lessons with as broad an audience as possible, we’ve made the webinar available anytime on-demand, without registration.
Posted by Jon Miller in Demand Generation | Lead Management | Lead Nurturing | Lead Scoring | Marketing Automation
August 8, 2008
B2B Marketing Best Practices – Fireside Chat with MarketingSherpa’s Anne Holland
Posted by Jon Miller
MarketingSherpa founder Anne Holland and Marketo VP Marketing Jon Miller discuss how demand generation is different from lead generation; the changing nature of B2B branding; topics in sales-marketing alignment; lead scoring; marketing ROI and accountability; and appealing to C-level executives.
Posted by Jon Miller in Accountability | Demand Generation | Lead Scoring | Modern B2B Marketing | Sales Marketing Alignment
April 9, 2008
Sales is from Mars, Marketing is from Venus – Podcast Vol II – Lead Scoring
Posted by Jon Miller
As part of our ongoing series of podcasts about sales and marketing alignment, Paul Dunay of the Buzz Marketing for Technology podcast and I recently chatted about why B2B marketers should care about lead scoring and how they can get started qualifying and prioritizing leads.
March 20, 2008
Lead Management Will Never Be The Same Again
Posted by Jon Miller
Marketers need sophisticated lead management capabilities to close the gap between marketing and sales, but marketing software has traditionally been too costly, too hard to implement and far too complex for all but a few marketers. Here are the seven key elements of a modern B2B marketing software solution.
Posted by Jon Miller in Lead Management | Lead Nurturing | Lead Scoring | Marketing Automation | Modern B2B Marketing
January 23, 2008
Align Sales & Marketing with Lead Scoring
Posted by Kelly Abner
In Marketo’s new white paper, “Are They Hot or Not?”, we quickly give you tips about how you can use lead scoring as a way to align sales and marketing. Working with your sales team, you must determine the traits that make up your “ideal” prospect, decide the level of engagement needed to create a top qualified lead, and then review your scoring methodology.
October 31, 2007
Join Marketo’s Lead Management Software Beta Program?
Posted by Jon Miller
We’re putting together a few webinars with customers and friends to show off our upcoming email marketing, lead nurturing, and lead scoring capabilities. If you are interested, learn more and sign up!
Posted by Jon Miller in Lead Management | Lead Nurturing | Lead Scoring
October 25, 2007
Lead Management Tips and Ideas
Posted by Jon Miller
Q&A session with Tricia Reilly, an expert on lead management best practices.
Posted by Jon Miller in Lead Management | Lead Scoring | Sales Marketing Alignment