Marketo Launches “The Definitive Guide to Lead Scoring”
New 50+ Page Guide Defines the Best Practices for Qualifying Leads, Improving Sales Effectiveness and Driving Revenue Growth
San Mateo, CA., December 8, 2010 – Marketo, the global leader in Revenue Performance Management solutions that significantly increase customers’ marketing and sales success, today announced the availability of The Definitive Guide to Lead Scoring, a comprehensive guide developed by Marketo that provides the best practices required to turn lead scoring theory into business-building practice. Packed with more than 50 pages of expert commentary, best practice examples, and easy-to-use worksheets, the guide is a “must read” for any business leader looking to improve marketing and sales effectiveness and drive greater revenue growth.
“Lead scoring is a proven strategy and process to increase sales and marketing performance and accelerate revenue growth,” said Maria Pergolino, director of marketing at Marketo and an author of the Modern B2B Marketing blog. “We created this guide to help sales and marketing executives understand how to implement and execute the practice of lead scoring to optimize their lead generation campaigns.”
The Definitive Guide to Lead Scoring enables marketers to identify the most qualified leads and pass them to the sales team while still hot. Based on Marketo’s experience internally as well as working with more than 750 customers over the last three and a half years, the guide provides expert advice on creating effective scoring models; information on how to utilize the budget, authority, need and timeframe (BANT) process to determine sales readiness for beginners; and advanced scoring strategies that include product scoring, account scoring, and score degradation.
“This guide is critical to demystifying the art and science of scoring activities that prospects conduct along the sales funnel to becoming a lead,” said Paul Dunay, global managing director of services and social marketing for Avaya and author of Facebook for Dummies. “It’s a ‘must read’ for any marketer looking to set up a truly efficient lead management system.”
The Definitive Guide to Lead Scoring comes in an e-book format and is available at no cost to marketers and sales executives. The new guide is the third addition to Marketo’s Definitive Guides series which includes the Definitive Guide to Lead Nurturing and the Definitive Guide to B2B Social Media.
Marketo is the global leader in Revenue Performance Management. Marketo’s powerful yet easy-to-use marketing automation solutions transform how marketing and sales teams of all sizes work — and work together — to drive dramatically increased revenue performance and fuel business growth. The company’s proven technology, comprehensive services, and expert guidance – in areas ranging from demand generation to lead nurturing – are helping corporations around the world to turn marketing from a cost center to a business-building revenue driver.
Marketo was awarded the 2010 CODiE award for “Best Marketing Solution,” the “Best Sales and Marketing 2.0 Solution” from SellingPower and the “Best Marketing Automation Application” by Salesforce customers on the AppExchange. For more information, visit www.marketo.com, or subscribe to Marketo’s award-winning blogs at blog.marketo.com.