•  

Enter your email address:

Delivered by FeedBurner

Subscribe via RSS



Latest

Customer Marketing: The Opportunity Most Marketers Miss

Customer Marketing: The Opportunity Most Marketers Miss Thumb

Who is marketing to your customers, or installed base? You? Or your competition? Your competition will certainly be marketing but if you are not also, then you have a problem. Depending on the business, as much as 80 percent of revenue comes from the existing customer...

Why The Time is Ripe for Predictive Marketing

Why The Time is Ripe for Predictive Marketing Thumb

Predictive marketing works by taking all the data in the world – from both internal (e.g., CRM, marketing automation, etc.) and external (e.g., blogs, websites, government sites, social media channels, etc.) sources and applying modern data science to questions such as:...

Turbo-Charge Your Lead Engine with Predictive Lead Scoring #MKTGnation14

Turbo-Charge Your Lead Engine with Predictive Lead Scoring #MKTGnation14 Thumb

We’re live at The Marketing Nation Summit in San Francisco this week. Earlier this morning, Brian Kardon joined Beki Scarbrough of CA Technologies for our session at The Marketing Nation Summit to discuss the power of predictive lead scoring. Making the Shift from...

A #MKTGnerd’s Guide to #MKTGnation14

A #MKTGnerd’s Guide to #MKTGnation14 Thumb

The Marketing Nation Summit, Marketo’s annual user event, is a week away and we can’t be more excited. With keynotes featuring Hillary Rodham Clinton and Beth Comstock, it's one power packed agenda. Here’s a look at five sessions at the Summit you...

Lead Nurturing Failure or Marketing and Sales Alignment Failure?

Lead Nurturing Failure or Marketing and Sales Alignment Failure? Thumb

A common failure among marketing and sales teams is the lack of communication. The lack of communication ultimately trickles down and can wreak havoc on a multitude of goals. Communication issues can affect reporting, understanding of goals and responsibilities, productivity...

Helping Marketing to Help Sales to Help Marketing

Helping Marketing to Help Sales to Help Marketing Thumb

It might sound like a ditsy question, but who are you giving your leads to? Answering it can shed a great deal of light on how you market because it can tell you how much work you need to do in the marketing and sales process, and how much you can expect your sales...

Not All Predictive Models are Created Equal

Not All Predictive Models are Created Equal Thumb

Two key ingredients are required for efficient, highly predictive models - data and analytics. While the data is crucial, the algorithms and analytics behind the predictive models are the engines that do most of the heavy lifting and differentiate good predictions from great...

No MQL Left Behind – Alignment Tips & Tactics for a Smooth Handoff to Sales

No MQL Left Behind – Alignment Tips & Tactics for a Smooth Handoff to Sales Thumb

Our precious, precious, MQLs. We hunt them down, we nurture them up, and, finally, we pass them over to sales. But if an MQL is passed to sales and no one is there to follow up, does it really exist? Here are some simple tips for making sure the handoff is smooth and the...

Improving Data Quality: Safety in Numbers

Improving Data Quality: Safety in Numbers Thumb

In many ways, data is the lifeblood of a B2B organization. In particular, both Sales and Marketing invest heavily in data to help them find the right prospects, get them the right messages, and equip them with the best information possible leading up to a sales call. Without...

Predicting Buyer Intent: Top Predictive Attributes

Predicting Buyer Intent: Top Predictive Attributes Thumb

[Note: This is a repost of an article for DestinationCRM.] In an instant, lead scoring is able to imitate the research habits of the best sales professionals. It measures the expected value of a lead—its likelihood of purchase—by communicating information from a...