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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...

Are You Ready for Predictive Lead Scoring?

Are You Ready for Predictive Lead Scoring? Thumb

A Buyer’s Guide for Predictive Lead Scoring More and more marketers are looking to experiment with predictive marketing and many are looking to optimize their demand generation efforts with predictive lead scoring. By moving from hindsight to foresight, marketers can...

You Have a Predictive Lead Score, What’s Next?

You Have a Predictive Lead Score, What’s Next? Thumb

More and more marketers are buying into predictive marketing. They are looking to take their marketing automation to the next level to lift conversions and achieve revenue growth. We’ve reviewed more than 100 customer implementations and pulled together a set of 10 best...

Predictive Marketing: The Next Frontier

Predictive Marketing: The Next Frontier Thumb

An Introductory Guide to Predictive Marketing Smart marketers are always looking for the next big thing and many sources are pointing to predictive marketing as being it. Predictive modeling for marketing was highlighted as a hot marketing technology during this...

5 Lead Management Myths: What’s Getting in the Way of Your Growth

5 Lead Management Myths: What’s Getting in the Way of Your Growth Thumb

While lead management isn’t the most glamorous marketing process, it is one of the most critical. Just like air traffic control is crucial, the process in which marketing acquires, rates, nurtures and passes leads to sales is cornerstone to the marketing and sales...

Learning New Marketing Automation Software? How to Cope

Learning New Marketing Automation Software? How to Cope Thumb

In my past marketing life, I was a HubSpot user. You know - sprockets, “smarketing”, inbound and all that fun stuff.  HubSpot’s product, people and resources were all incredibly important to me early in my career as a marketer. I drank, nay, I guzzled,...