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Modern B2B Marketing

This blog is where we share Marketo's latest thinking about B2B marketing, from best practices in demand generation and lead nurturing to accountability and marketing & sales alignment.
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Home / Lead Scoring

Modern B2B Marketing

January 27, 2009

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.

Read Full Post: Marketo's Secret Sauce for Demand Generation

Posted by Jon Miller on January 27, 2009 in Demand Generation , Lead Management , Lead Nurturing , Lead Scoring , Marketing Automation | Marketo's Secret Sauce for Demand Generation | Comments (0) | TrackBack (0)

August 08, 2008

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.

Read Full Post: B2B Marketing Best Practices - Fireside Chat with MarketingSherpa's Anne Holland

Posted by Jon Miller on August 8, 2008 in Accountability , Demand Generation , Lead Scoring , Modern B2B Marketing , Sales Marketing Alignment | B2B Marketing Best Practices - Fireside Chat with MarketingSherpa's Anne Holland | Comments (0) | TrackBack (1)

April 09, 2008

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.

Read Full Post: Sales is from Mars, Marketing is from Venus - Podcast Vol II - Lead Scoring

Posted by Jon Miller on April 9, 2008 in Lead Scoring , Sales Marketing Alignment | Sales is from Mars, Marketing is from Venus - Podcast Vol II - Lead Scoring | Comments (4) | TrackBack (0)

March 20, 2008

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.

Read Full Post: Lead Management Will Never Be The Same Again

Posted by Jon Miller on March 20, 2008 in Lead Management , Lead Nurturing , Lead Scoring , Marketing Automation , Modern B2B Marketing | Lead Management Will Never Be The Same Again | Comments (6) | TrackBack (0)

January 23, 2008

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.

Read Full Post: Align Sales & Marketing with Lead Scoring

Posted by Kelly Abner on January 23, 2008 in Lead Scoring , Sales Marketing Alignment | Align Sales & Marketing with Lead Scoring | Comments (2) | TrackBack (0)

October 31, 2007

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!

Read Full Post: Join Marketo's Lead Management Software Beta Program?

Posted by Jon Miller on October 31, 2007 in Lead Management , Lead Nurturing , Lead Scoring | Join Marketo's Lead Management Software Beta Program? | Comments (1) | TrackBack (0)

October 25, 2007

Q&A session with Tricia Reilly, an expert on lead management best practices.

Read Full Post: Lead Management Tips and Ideas

Posted by Jon Miller on October 25, 2007 in Lead Management , Lead Scoring , Sales Marketing Alignment | Lead Management Tips and Ideas | Comments (0) | TrackBack (0)

September 20, 2007

Lead scoring can help improve win rates and revenue per deal. Here's how one company designed their lead scoring system.

Read Full Post: Drive Revenue With Lead Scoring

Posted by Jon Miller on September 20, 2007 in Lead Management , Lead Nurturing , Lead Scoring , Sales Marketing Alignment | Drive Revenue With Lead Scoring | Comments (2) | TrackBack (0)

April 04, 2007

Many B2B companies have a chasm between the pay-per-click campaigns that generate clicks and the campaigns that help turn those clicks into customers. When the goal of search marketing is to drive high-quality leads to sales, no B2B pay-per-click campaign...

Read Full Post: Four Steps to Better Business Leads From Search

Posted by Jon Miller on April 4, 2007 in Lead Management , Lead Nurturing , Lead Scoring | Four Steps to Better Business Leads From Search | Comments (1) | TrackBack (0)

December 18, 2006

As part of the lead management process, make sure to measure the "depth" of your relationship with a target company. By depth, I mean both the number of contact names you have at the company as well as the quality...

Read Full Post: 8. Measure relationship depth

Posted by Jon Miller on December 18, 2006 in Lead Management , Lead Nurturing , Lead Scoring , Modern B2B Marketing | 8. Measure relationship depth | Comments (0) | TrackBack (2)