Lead Scoring
The ultimate resource for lead nurturing, whether you're just starting to think about lead nurturing in your business or are looking for ways to enhance and optimize your existing programs.
In the final part of our Marketing in a Downturn series, we’re examining the importance of getting your sales and marketing teams aligned. (Read Part 1: Lead Generation and Nurture and Part 2: Content, Content, Content.)
Historically, the relationship between marketing and sales has been (to put it politely) problematic, with lots of finger-pointing, and lots of valuable sales leads falling through the gaps between the two functions. But in an age of cautious spending, no company can…
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Recently, Marketo launched an in-depth survey of B2B companies to see how well they are maximizing the return on their marketing dollars. The preliminary results are in, and they are very telling. So, how do the top performing companies achieve their results? For starters, they sell more.
Seems like a no brainer, doesn’t it?
But when I say they “sell more,” I don’t mean they “sell more products and services” (although they do). What I mean is that they “spend more of their time…
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We welcome Leslie Griffey, Marketing Content Manager at Xactly Corporation, as a guest blogger.
Finding new leads, leads that haven’t yet found you, and preparing them for sales is tough work. Rewarding people to do it well is even trickier business. A good lead generation team keeps your sales team fed and focused on closing deals. It fills your pipeline, creating a steady revenue stream. The lead generation team members develop unique skills and learn how to carefully track leads to…
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It’s 10 o’clock in the morning…do you know where your leads are?
On March 6th, Brian Carroll, author of Lead Generation for the Complex Sale, shared his marketing wisdom as part of our Revenue Masters Webinar Series. Brian’s been investigating the relationship between Sales and Marketing departments around the globe for some time. Some of the statistics he’s uncovered about lead generation and lead nurturing may shock and awe you – and could lead to fisticuffs between you and your sales…
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Have you implemented a formal lead scoring and qualification process?
If not – the email below may strike a little close to home:
Dear Marketing,
As a small company, there’s a lot of work to be done, and not enough people to do it. So it’s really important that we all work together. It’s also really important that we can have open, honest, direct dialogue. So here it is, sans sugar coating:
Please stop sending us crap leads.
Earlier today I called one of the names in our database. It…
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Most of us have come a long way and have witnessed how life was before Google, or even before Twitter and LinkedIn. It is difficult to imagine the world without them now!
Similarly, we have also seen how traditional marketing use works, and how we market today with the goal to get to Closed Loop Marketing to generate more revenue. In a nutshell, with a Closed Loop Marketing approach, marketers are responsible for more than branding and product updates, and need to watch customer…
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Lead Scoring isn’t hard, but it does need regular tweaks. We have been adjusting ours every quarter or so for over three years, so I thought I would share some of our less obvious but super important scoring attributes.
Here are some of the demographics we score that you might not normally consider:
Bad data. Sometimes people will fill out a form with a first name of 111 or a first name of asdf, causing a mess in your database. How do we mark these leads as bad names? We take off…
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Once you set-up lead scoring, how do you ensure that it’s working correctly?
One of the big benefits of lead scoring is the ability to identify the best Marketing Qualified Leads (MQL) based on lead score. Even though scoring is turned on, it may not be sending MQL to Sales right away. If this is the case, ask yourself- am I using lead scores to identify these leads that have proven themselves as marketing qualified?
The orange arrow below shows an example threshold of where leads…
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Last month at Cloudforce London, Henry Seddon of QlikView wowed the audience in his presentation entitled “Sales and Marketing Alignment: Drive Revenue and Achieve Explosive Growth”.
In August, QlikView was awarded the “Most Successful Global RPM Execution” at the 2011 Revenue Performance Excellence Awards. This set the stage for a great presentation, and flocks of Cloudforce delegates poured in to hear how Qlikview had done it.
Henry, who is the VP of Global Field and Industry…
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Data from Google Insights for Search suggests lead generation is starting to slide off the radar of marketers. Or is it? The truth is that marketers are becoming more focused on more specific topics like demand generation, lead scoring and lead nurturing.
Take a look below to learn which marketing automation topics are becoming front of mind.
Embed this lead generation infographic on your web site:
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