Filed under: Lead Generation, Lead Nurturing, Lead Scoring, Marketing Automation | Tags: Marketing, Marketing Automation, Sales
Filed under: Datarati, Lead Scoring, Marketing Automation, Marketing Cloud | Tags: Marketing Automation, Scoring
An effective lead scoring process means passing fewer, but higher quality, leads to sales. And as sales focuses their time on higher quality leads they get more wins and revenue increases. In addition to scoring basics such as demographics, activity and BANT, the white paper Are They Hot or Not? highlights other things that you should considering while building your initial scoring matrix:
- Lead Score: This is the lead score for each prospect. It’s the sum of the individual scores for each activity your prospect has acted upon.
- Company Score: If you receive multiple leads from the same company,you might want to bump those leads up by a certain amount. Company score can also be the total scores of the contacts in the company.
- Product Score: Have different scores for each product line, since the buyer’s interest will vary based on source and behaviors.
- Score Decay: If your prospect hasn’t had any activity for a certain period of time, say two weeks, and then you might want to automatically deduct points.
- Recycle: After sales follow‐up, some prospects may be determined to not really be sales‐ready, because of changes in internal budgeting, management, etc. These prospects should be returned to marketing for additional nurturing.
Make an impact on your sales productivity and your company’s revenue through effective lead scoring. Get the white paper now.
Filed under: #mktgcloud, Datarati, Lead Generation, Lead Nurturing, Lead Scoring, Marketing Automation | Tags: Demand Generation, Marketo
Filed under: #mktgcloud, Cloud Computing, CRM, Datarati, Events, Landing Pages, Lead Generation, Lead Nurturing, Lead Scoring, Marketing Automation, Marketing Cloud, Segmentation, Software as a Service, Technology, Web Analytics | Tags: Cloudforce, Marketing Cloud, Marketo, Salesforce.com
Last November, more than 18,000 people gathered in San Francisco for Dreamforce 2009, the cloud computing event of the year.
This year, Jim Steele, President, Worldwide Sales and Chief Customer Officer and the salesforce.com team will bring the best of Dreamforce to Australia for a thought leadership keynote on Cloud 2: The Future of Enterprise Computing in both Melbourne and Sydney.
Cloudforce 2 Australia is your opportunity to meet the salesforce.com executive team, to network with customers and partners, and to learn first-hand how businesses and executives across Australia and New Zealand are taking advantage of the cloud to deliver the business applications that they need in record time, with breakthrough results.
Datarati will be sponsoring this event in both Sydney & Melbourne. Be sure to come and see us demo the world’s fastest growing Marketing Automation database; Marketo.
Register Now: http://cli.gs/t2MeRJ
Filed under: #mktgcloud, A/B Testing, Analytics, Behavioural Targeting, Datarati, Lead Generation, Lead Nurturing, Lead Scoring, Marketing Automation, Web Analytics | Tags: eMetrics, Lead Nurturing, Lead Recycling, Lead Scoring, Marketing Optimisation, Sales-Ready Leads
Acquiring, nurturing and qualifying more, high quality sales leads with less effort is the key to B2B success.
At Sydney’s inaugural eMetrics Optimisation Summit, being held on 22-23 April 2010 in Sydney, I will be presenting on the following:
- How to use lead nurturing and scoring to deliver more and higher quality sales leads
- How to bring together marketing with sales to collaboratively define sales-ready leads
- How to nurture and recycle leads that are not sales-ready based on their online digital behaviour
Filed under: #mktgcloud, A/B Testing, Actionable Insights, Analytics, Behavioural Targeting, CRM, Data, Datarati, Datarati.TV, Display Media, Email Marketing, Forms, Landing Pages, Lead Generation, Lead Nurturing, Lead Scoring, Marketing Automation, Marketing Cloud, Multivariate Testing, Segmentation, Software as a Service, Testing, Web Analytics | Tags: Ad:Tech Sydney 2010
1.) DATA CAPTURE: Have a strategy of what data you plan to collect and why? i.e. Explicit data e.g. demographic data, profile data etc as well as Implicit data e.g. behavioural data (what people click on, pages they view, content they interact with and/or download. How do you plan to use that data? When do you plan to use that data? In what channel will you take action on that data e.g. email, sms, direct mail, social media, telemarketing etc.
2.) CENTRALISE ALL DATA POINTS: Centralise all your digital data into a centralised marketing automation database. This includes, paid search data, paid display data, email marketing, landing pages, web analytics data and social media data. Digital marketers are tired of living in EXCEL HELL www.excelhell.com.au Client side marketers should NOT have to live with excel spreadsheets of basic digital metrics e.g. impressions, click thrus etc.
3.) STREAMLINE METRICS & MEASUREMENT: Educate yourself to understand the metrics you’re using and why you are using them? Do these metrics relate to bottom line business metrics such as closed sales, revenue etc. With the rapid innovation of technology in the digital space, digital marketers are finding it hard to keep up with the new metrics that are being created as these new sets of digital data have never existed before. Keep it simple. Do your impressions, click thrus, conversions etc add to the bottom line revenue of your organisation? Can you prove it? Can you prove which channel is most effective and why? And most importantly, what are the variables responsible for improved conversions and sales e.g. creative, publisher, time of day, offer, channel, etc.
4.) OPTIMISE ALL CAMPAIGNS: If you don’t test EVERY paid search campaign, paid display campaign, email marketing campaign or landing page, YOU SHOULD NOT BE IN DIGITAL MARKETING. There is no more excuses for blaming this on process, time, inefficiencies etc both internal on client side or on agency side. A/B & Multivariate testing takes minutes to set up and can have an enormous impact on the success or failure of your campaigns.
5.) AUTOMATE COMMUNICATIONS: If a prospect or customer indicates some type of behaviour, either explicitly e.g. they have told you they are interested in a product or service or implicitly e.g. they have behaved in a specific way to your campaign through searching a particular keyword, clicking on a particular link in an email, downloading a specific piece of content on your website etc you must automate a dynamic message back to that individual in real-time. Prospects and customers will no longer wait. They want instant gratification, with targeted, anticipated, relevant and personalised communications in an automated way through whichever channel they have requested to receive it in.
NEXT STEPS: Need help with any of the above – contact the Datarati to get started right away!
(02) 8003 7343
Filed under: #mktgcloud, A/B Testing, Actionable Insights, Analytics, Behavioural Targeting, CRM, Data, Datarati, Datarati.TV, Email Marketing, Landing Pages, Lead Generation, Lead Nurturing, Lead Scoring, Marketing Automation, Marketing Cloud, Optimisation, Segmentation, Software as a Service, Technology, Testing, Web Analytics | Tags: Ad:tech Sydney
Watch VIDEO NOW!: http://cli.gs/eER5zT