Lead Scoring
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Lead Scoring
The Grande Guide to Lead Scoring Brought to you by © 2010 ELOQUA CORPORATION The Grande Guide to Lead Scoring 01 The Grande Guide to Lead Scoring What’s a “Grande Guide”? marketing group. How do you send all those leads to sales? > We know what the typical day is like for marketers. After Most marketing organizations simply hand-off a huge list of all, we are marketers ourselves. Between brainstorming names, or upload them to the sales database, then sit back and strategy sessions, last-minute requests and and expect sales to call them all. After a few calls, most impromptu meetings (“It’ll just take a minute, really!”), salespeople give up, deriding the leads as “junk.” And so the and trips to meet customers, you can barely find time to finger pointing begins. breathe, never mind keep up with the latest marketing trends. That’s why we’ve developed the Grande Guide > This kind of interaction is counter-productive and causes series. In the time it takes you to drink a cup of coffee, enormous inefficiencies across the organization’s revenue- you can become proficient in a key marketing topic, in bearing teams. It can put enormous strain on sales this case, lead scoring. productivity. As your sales reps work furiously to stay afloat, they’re becoming inefficient in their daily tasks … undermining What is Lead Scoring? the goal of doing more with less. > Lead scoring is an objective ranking of one sales lead According to Aberdeen Research, companies that get lead scoring right against another. This not only helps align the right have a 192% higher average lead qualification rate than those that do not. -
MARKETING AUTOMATION Solution Study
MARKETING AUTOMATION Solution Study Insights, Landscape, & Vendor Analysis MARKETING AUTOMATION Solution Study Table of Contents 1 Executive Summary 03 2 What is Marketing Automation? 05 4 Benefits of Marketing Automation 08 5 Marketing Automation Deployment Lifecycle 11 6 Vendor Selection Criteria 13 7 Marketing Automation Solutions Landscape 18 8 Analyst Bottom Line 23 Action Plan 24 Our Solution Study Methodology 34 About Demand Metric 35 MARKETING AUTOMATION SOLUTION STUDY Executive Summary EXECUTIVE SUMMARY MARKETING AUTOMATION SOLUTION STUDY 4 Executive Summary Effective Sales Enablement is a multi-stage process. In our Sales Enable- This Solution Study covers: ment Solution Study Series, we examine each functional area of Sales Enablement, from initial marketing and sales alignment to the final deal close and revenue capture. What is Marketing Automation? In this report, we focus on the second of the two foundation technolo- gies of Sales Enablement – Marketing Automation. The insights and analysis presented in this report provide marketers with a Benefits of Marketing Automation baseline understanding of the Marketing Automation landscape. If your organization is considering Marketing Automation software, currently Marketing Automation implementing a Marketing Automation system, or providing a Marketing Deployment Lifecycle Automation-related product or service, this report will provide you with fresh insights on the landscape, technology, strategies, and vendor solutions. Vendor Selection Criteria Marketing Automation Solutions Landscape Action Plan THE EVOLUTION OF SHOPPER MARKETING MARKETING AUTOMATION SOLUTION STUDY 5 MARKETING AUTOMATION SOLUTION STUDY What is Marketing Automation? WHAT IS MARKETING AUTOMATION? MARKETING AUTOMATION SOLUTION STUDY 6 What is Marketing Automation? Demand Metric defines Marketing Automation (MA) as: The strategies, processes, and software technology that enable marketing departments to automate, measure, and improve the Email performance of marketing strategies, activities, Marketing and workflows. -
Demand Generation Strategy Playbook Do You Want to Create Need for a Product and Pass on Qualified Leads to Your Sales Team?
Demand Generation Strategy Playbook Do you want to create need for a product and pass on qualified leads to your sales team? Of course you do. But you’ll need a demand generation strategy to do it right. We put together this guide to help you do just that. You’ll get the resources and tips you need to identify audiences, set up a demand gen funnel, and optimize it for further growth. Throughout the guide, we’ll be using an example company called Remote Retreats. It’s an event planning agency that coordinates corporate retreats in North America, putting the messiness of travel and logistics into the hands of experts. Let’s start strategizing. Chapters What is Demand Generation Marketing? Step 1: Define Your Audience Step 2: Make Goals and Create Your Funnel Step 3: Set Up the Tools You Need Step 4: Experiment with Paid Channels Step 5: Measure Your Successes DEMAND GENERATION STRATEGY PLAYBOOK INTRO What is demand generation marketing? 1 DEMAND GENERATION STRATEGY PLAYBOOK A simple definition of demand generation: Demand generation marketing creates need for a product or service with the goal of passing qualified leads to the sales team. INTRO: WHAT IS DEMAND GENERATION MARKETING | BUYSELLADS.COM 1 DEMAND GENERATION STRATEGY PLAYBOOK What sets demand generation apart Marketing and sales funnels are connected Demand generation covers the entire marketing process from awareness to sale. It’s a holistic, usually lengthy approach made up of different touch points and tactics. Most demand generation marketers use the trusted marketing or conversion funnel to visualize strategies. This shows how demand generation covers the entire funnel from top to bottom, including how marketers plan on re-engaging past customers to make more sales. -
Predictive, AI, ML
ShopIQ Brochure About ShopIQ ShopIQ offers enterprise-grade advanced eCommerce analytics solution for deducing the user behavior on your online store through various KPIs and machine learning models. It will enable you to identify critical opportunities and predict patterns to drive more business to your eCommerce store. Predicting user behavior and person- alized experience is the key to remain competitive. The solution provides a robust interface, powerful analyt- ics capabilities, and real-time mechanism that will con- nect all touchpoints and will help you improve sales and achieve higher revenue goals. Optimize customer jour- neys, drive functional enhancements and improve overall customer experience. Watch Video Features 25+ 275+ Quick Setup Dashboards Data Streams Get started within minutes quickly with basic features. 165+ Fully featured Analyzed Charts Single e-commerce app to analyze user behavior, engage- ment, marketing, sales, products, brands and more. Real-time Analyze and gain insights based on actual clickstream data and stop relying on sampled data. Work with sub-second latency. Keep a track of every activity on your online store in real-time and make quick business decisions. ML & AI integrated platform Built-in capability for AI and ML. Integrate advanced ma- chine learning capabilities to take critical data-driven busi- ness decisions faster. Use predictive models to analyze the pattern, segment customers and boost conversion. Boost conversions Better customer experience Improve revenue Save operational costs Drive functional enhancements Built-in lead scoring Abandoned cart/wishlist analysis Generate customer lifetime value Predictive inventory modeling Features Contd. Predictive Lead Scoring Inventory Prediction Determine propensity score for your online visitors and ShopIQ’s inventory analysis model uses past sales data to know how valuable a particular customer is for your brand determine the quantity of a product required in the inven- based on their online behavior and level of interest.