Infer Unveils Account Scoring Solution

infer dashboardInfer, a provider of predictive applications, announced the general availability of its Account Scoring solution, a service designed to help businesses source more sales opportunities by ranking cold accounts based on their fit for the product and revenue potential. The new service was unveiled at the SiriusDecisions Summit in Nashville, Tenn.

Infer’s fit and behavior models positions users to analyze key signals — such as a company’s business model, technology vendors, relevant job postings, public filings, social presence, marketing automation data, product usage data, and other attributes — to produce account, contact and lead scores. The scores can then be shared with the CRM system.

Progressive B2B Marketers Take Revenue-Team Approach To Sales Alignment

The benefits of sales and marketing alignment have been well documented over the past several years, but many organizations are still not on board. More than half (58%) of respondents rated their sales and marketing operations alignment as “poor,” according to research from SiriusDecisions.

Progressive B2B organizations are re-defining the sales and marketing relationship by forming “revenue teams” or “demand gen teams” with shared performance goals. “We’ve seen an increase in the revenue team model, where members of the marketing team work with sales toward a joint goal to make their numbers,” said Chris Tratar, VP of Product Marketing at SAVO Group.

Lattice Engines Supports Account-Based Marketing Tactics With New App

placeitLattice Engines launched its Lattice Account Prioritization application, a tool designed to support the shift in B2B marketing toward account-based marketing tactics. The app is intended to leverage predictive analytics to segment and target the right accounts in their campaigns and develop personalized messages that resonate with buyers.

The Account Prioritization application positions sales teams to prioritize outbound efforts with buying intent signals and predictive account scores. This information can then be used to personalize the conversations sales reps have with target accounts.

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