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Modern B2B Marketing

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.

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 [...]

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.

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.

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.

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!

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.