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DocuSign Talks about Smart Lead Scoring at VentureBeat GrowthBeat

DocuSign Talks about Smart Lead Scoring at VentureBeat GrowthBeat Thumb

The Marketing and Sales Secrets Behind DocuSign’s Success Predictive marketing was one of the big themes out of VentureBeat’s GrowthBeat conference last week in San Francisco. With marketers having the power to add intelligence to everything we do thanks to the...

Who’s Responsible for Predictive Lead Scoring Success?

Who’s Responsible for Predictive Lead Scoring Success? Thumb

To ensure success with predictive lead scoring, it's important to clearly define roles and responsibilities. Here are two common roles that would typically be involved with the intiative within most organizations. Demand Gen Marketer: This person is responsible for...

Predictive Lead Scoring FAQs

Predictive Lead Scoring FAQs Thumb

With all of the noise in the predictive lead scoring space, it is easy to get lost in the clutter. Here's a quick look at the questions we hear most often about all things predictive lead scoring: best practices, comparing vendors, measuring impact and more. Q. How...

Sales Revenue Growth: Why Accelerating Sales isn’t the Answer

Sales Revenue Growth: Why Accelerating Sales isn’t the Answer Thumb

Most often the idea of revenue growth gets tied up with somehow accelerating the sales process. I’d like to suggest that accelerating sales has reached a point of diminishing returns. Here’s why. Transportation and communication advances have done a good job of...

A Fun Look at Traditional Lead Scoring (Cartoon)

A Fun Look at Traditional Lead Scoring (Cartoon) Thumb

Traditional lead scoring is a lot like kissing frogs. You never know if you exactly got it right until it is too late. [Cartoon Credit: Brady Bonus]

Why Sales Should Stop Ignoring Lead Scores

Why Sales Should Stop Ignoring Lead Scores Thumb

Much to the chagrin of marketers far and wide, many B2B sales reps have been conditioned to ignore lead scores over time. The scores just aren’t relevant for one reason or another, causing the rep to feel like the leads are weak and that marketing is leaving the...

Is Predictive the New New Thing in Marketing Technology?

Is Predictive the New New Thing in Marketing Technology? Thumb

It’s an exciting time to be working in marketing. We are amidst an important transformation with data at the forefront and technology steering the course for marketing and sales professionals. In just the past 12 months, almost $200 million in VC funding has gone into...

Should You Ignore Marketing Automation in your Predictive Lead Scoring Model?

Should You Ignore Marketing Automation in your Predictive Lead Scoring Model? Thumb

You’ve dedicated so much time and effort into capitalizing on your marketing automation tool. The emails. The landing pages. The campaigns. The nurture streams. You’ve collected so much data about your prospects. Email responses. Page clicks. Lead scores. Video...

How to Get Through to CMOs

How to Get Through to CMOs Thumb

With the rise of marketing technology, more and more companies are looking to get into the head of a CMO. B2B marketers and salespeople alike are trying to understand what makes a product stand out, how CMOs evaluate new technologies, along with the top challenges CMOs face day...

B2B Marketing Strategy in Three Dimensions

B2B Marketing Strategy in Three Dimensions Thumb

Last time I mentioned the importance of marketing as well as selling to all of the buying influences in an account. These days, it’s common sense to cover all the economic, technical and user buying influencers in an account if you expect to close a deal without a lot of...