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Actionable Lead Scoring

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Ask a startup how they generate new customers and, chances are, they’ll talk in terms of marketing qualified leads and sales qualified leads. Marketing qualified leads (or MQLs) are website visitors who have the potential to become great customers: they’ve actively engaged with your company, and they look like a good fit for getting value from your product. Sales qualified leads (or SQLs) have gone a step further, taking an action that suggests a willingness to actually buy…

This post originally appeared on Clearbit’s Blog. When Simon Whittick joined Geckoboard as its first VP of Marketing, he took all the standard steps to attract more visitors to their site, convert them, and grow the SaaS company’s revenue. He and his team wrote content for their popular blog, ran paid advertising campaigns, and set up email nurture campaigns. At the end of his first year, he was as successful as almost any other marketing executive in…

In the past year we talked with hundreds of SaaS companies about their marketing technology infrastructure. While we’re always excited when a great company comes to us looking to leverage MadKudu in their customer journey, we’ve noticed two very common scenarios when it comes to marketing technology. We have seen (1) companies looking to put complicated systems in place too early, and (2) companies that are very advanced in their sales organization that are impeding…

Marketing & sales alignment is fragile. Sales pushes back on leads whose scores diverge with their intuition: “why am I getting assigned to a lead based in India. We never close deals in India.” “Why is this lead scored low? We’re supposed to be going after accounts just like this.” When sales pushes back on lead scoring, they lose confidence in the lead score. They stop using it to prioritize outreach, and don’t followup with…

We’ve mentioned on countless occasions the importance of having a Smarketing SLA. In this article we provide instructions to create your first sales SLA report in Salesforce. Pre-requisites While other CRM will soon be documented, the focus of this “how to” is really on setting up Salesforce and building Sales SLA reports to measure the consistency of your SDR team’s follow up. General considerations To create the SLA Report, you’ll need to have the right…

I don’t think I’m giving away any trade secrets by revealing that SDRs aren’t always the biggest fans of lead scores. Whether implementing a lead score built internally or a solution like MadKudu, SDRs are in the precarious position of being the primary users and having very little influence over the score itself. SDRs carry a lot of intuition of what makes a lead good or bad. They aren’t surprised when a lead they perceive…

There’s no better way to get your story out there than to create engaging content with which your target audience identifies. At MadKudu, we love sharing data-driven insights and learnings from our experience working with Marketing Operations professionals, which has allowed us to take the value we strive to bring our customers every day and make it available to the marketing ops community as a whole. As interest in our content has grown, it was…

Every week during our check-in, MadKudu Co-Founder & CRO Francis Brero & I talk about our current priorities. Our regular call also become an opportunity for Francis to download some knowledge from his time working with some of the top SaaS Sales & Marketing organizations – like applying lead scoring to funnel analysis. What started as an effort to onboard me with recordings & note-taking has turned into a series I call MadOps. A lead score…

Every week during our check-in, MadKudu Co-Founder & CRO Francis Brero & I talk about our current priorities. Our regular call also become an opportunity for Francis to download some knowledge from his time working with some of the top SaaS Sales & Marketing organizations, such as Account-Based Engagement. What started as an effort to onboard me with recordings & note-taking has turned into a series I call MadOps. As we saw recently with the…

99% of the B2B SaaS companies I talk to don’t segment their free trial users. This is a shame because we all know our trial users can be very different from one another. For example, have you heard of accidental users? Those users signed up thinking your products was doing something else and leave soon after realizing their mistake (much more common than what you might think!). Or what about tire-kickers? Yes, a surprisingly large number of people like to…