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Modern B2B Marketing

This blog is where we share Marketo's latest thinking about B2B marketing, from best practices in search engine marketing to lead nurturing to marketing accountability.
Authors: Jon Miller, VP of Marketing & Kelly Abner, Director of Marketing.
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Home / Sales Marketing Alignment

Modern B2B Marketing

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

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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 (3) | TrackBack (0)

March 03, 2008

Even though it appears that Sales is from Mars and Marketing is from Venus, the two functions have something in common that highlights the deep relationship that exists between them: the need and desire to drive revenue for their organization. This is the first in an ongoing series of podcasts with Paul Dunay of Buzz Marketing for Technology. Here, Marketo's CEO Phil Fernandez and I talk about the differences between Sales and Marketing, and how to bridge the gap.

Read Full Post: Sales is from Mars, Marketing is from Venus - Podcast

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Posted by Jon Miller on March 3, 2008 in Sales Marketing Alignment | Sales is from Mars, Marketing is from Venus - Podcast | Comments (0) | 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

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

January 10, 2008

To gain power and influence in the organization, marketing needs to speak the financial "language of business" and use repeatable and systematic methodology for creating interest and turning that awareness into revenue and cash flow.

Read Full Post: Gaining Power and Influence for Marketing

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Posted by Jon Miller on January 10, 2008 in Accountability , Modern B2B Marketing , Sales Marketing Alignment | Gaining Power and Influence for Marketing | Comments (5) | TrackBack (0)

December 10, 2007

Using dating as a metaphor, this white paper gives best practice tips for B2B marketing, including building thought leadership, lead generation, lead nurturing, determining sales-readiness and evaluating the process.

Read Full Post: Lead Nurturing - Dating for B2B Companies?

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Posted by Kelly Abner on December 10, 2007 in Lead Management , Lead Nurturing , Sales Marketing Alignment | Lead Nurturing - Dating for B2B Companies? | Comments (3) | TrackBack (0)

November 03, 2007

A 10% improvement in lead quality can result in a 40% improvement in sales productivity. Marketo Lead Management can help you increase lead quality and thereby increase sales productivity.

Read Full Post: Improving Lead Quality Can Improve Sales Productivity

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Posted by Kelly Abner on November 3, 2007 in Lead Management , Sales Marketing Alignment | Improving Lead Quality Can Improve Sales Productivity | Comments (0) | TrackBack (1)

October 25, 2007

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

Read Full Post: Lead Management Tips and Ideas

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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

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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)

September 19, 2007

Tips for improving your lead management, based on salesforce.com's own internal lead management processes.

Read Full Post: Best Practices in Lead Management

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Posted by Jon Miller on September 19, 2007 in Lead Management , Sales Marketing Alignment | Best Practices in Lead Management | Comments (0) | TrackBack (0)

September 18, 2007

How to break down the barriers between Sales and Marketing by automating the lead development / lead nurturing process.

Read Full Post: Bridging The Sales and Marketing Divide - Dreamforce 2007

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Posted by Jon Miller on September 18, 2007 in Lead Nurturing , Sales Marketing Alignment | Bridging The Sales and Marketing Divide - Dreamforce 2007 | Comments (0) | TrackBack (0)

July 31, 2007

As buyers take more control over their buying processes, building alignment between Sales and Marketing teams is now more important than ever. Yet despite the fact that they are pursuing common objectives (growth and revenue), Sales and Marketing all too...

Read Full Post: 7 Strategies To Building Sales-Marketing Alignment

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Posted by Jon Miller on July 31, 2007 in Accountability , Sales Marketing Alignment | 7 Strategies To Building Sales-Marketing Alignment | Comments (2) | TrackBack (2)

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