A growing trend in B2B marketing today is in the realms of “lead nurturing” and “lead scoring.”

I have often found the best way to impress the sales team is to feed them a stream of high-quality leads. Events, webinars, account-based marketing, trade events and speaking engagements all offer opportunities to find and feed some leads (usually the hottest ones) to the sales team. But what happens to those that are not so hot? Typically they hit the cutting room floor or are left to die on the vine in a Microsoft Excel spreadsheet.

As part of my ongoing series discussing sales-marketing alignment with our friends at Marketo, a B2B marketing software provider, in this interview Jon Miller and I look at why B2B marketers should care about lead scoring and how they can get started qualifying and prioritizing leads. Check it out …


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About Jon Miller
VP Marketing, Marketo

Jon has the unique challenge of leading Marketing for Marketo, a company whose mission is helping other B2B marketers drive revenue and improve accountability. Jon explores best practices in demand generation, lead management, and online marketing in his popular blog, Modern B2B Marketing, and is a frequent columnist and speaker at industry events. Before co-founding Marketo, Jon was a vice president at Epiphany, a CRM strategist at Exchange Partners, and a strategic consultant for Gemini Consulting. Jon graduated Magna Cum Laude in Physics from Harvard College and has an MBA from the Stanford Graduate School of Business.