SiriusDecisions Webinar: How to Evaluate Predictive Lead Scoring Vendors

Predictive scoring is all the rage amongst data-driven marketers, but how do you know which vendor is best? If you want to hit a home run for your B2B company, it’s time to educate yourself on what exactly predictive lead scoring is, and how you can choose the right partner to help you hit it out of the park.

Register-TodayInfer invites you to join one of the authors of SiriusDecisions’ new Field Guide to Predictive Lead Scoring for a free educational webinar.

Wednesday, September 24, 10:30 – 11:30am PT

SiriusDecisons

The presentation will cover:

  • The difference between predictive and traditional lead scoring
  • Key questions to ask when evaluating predictive vendors
  • Pitfalls to avoid when selecting a predictive lead scoring partner
  • Real-world predictive lead scoring success stories and use cases

Are Free Trials Worth it?

Mindflash is a cloud-based learning platform for employee and customer training and one of Infer’s most successful customers. We recently released a Mindflash Case Study that explores how companies can further take advantage of predictive scoring. Download it here.
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Like many SaaS companies, Mindflash’s business partially relies on free trials. Free trials – the double-edged sword of the SaaS community – serve as a boon for some but a bane for seemingly just as many. There have been a number of articles on the topic – from Forbes suggesting a free trial is a great marketing tool and a solid step toward establishing good will with new customers to FastCompany’s writeup on Evernote which included Lincoln Murphy‘s quote that “…for most startups, freemium is a cop-out.” 
My take: For SaaS companies, free trials are increasingly becoming table-stakes – your customers simply expect them. So the question becomes –

“How can I ensure that I’m working the right leads from my Free Trial channel?”

Can’t wait to give all our D leads to my new reps

I was in a meeting with a prospect today talking about Infer. We were demoing the slider and explaining how we set buckets for the A, B, C, and D leads.

It was pointed out that the D leads contain a tiny percentage of the overall revenue.

The prospect then jumped in with something that caught me a little off off-guard. He said, “I can’t wait to give all our D leads to my new reps!”

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Now as a former inside sales rep, I sat there thinking, wow that’s a little cruel. Poor new guy. They’re going to spend their first month trying to sell to people who aren’t a fit for the product. That’s a tough start. And at what point do you tell your new rep that they’ve only got D leads in their queue?

Impact of Predictive Scoring (60 Seconds)

This short video provides a visual explanation of the value unlocked by predictive scoring. When you turn on Infer you see this instant change in behavior across all of your reps. All of a sudden your effort is almost perfectly aligned with the revenue opportunity.

Turning on Infer unlocks a huge amount of dead weight. That energy can be shifted into more productive endeavors; whether that means doubling down on your top performing leads and following up more aggressively, or finding new sources of profitable leads.

AdRoll Success Story


To maintain their amazing growth trajectory and stay one step ahead of the competition, AdRoll has instilled a culture of data driven decision making. Infer helps them scan thousands of signals from across the web so that they can identify which customers are most likely to convert. At AdRoll they have one set of leads that convert at 4x the baseline, and one set that will never convert. Infer helps them tell the difference between the two. As their Sales Reps think about who to call out to, Infer ensures they’re focused where they’ve got the best shot at winning.

New Infer Product Demo

We’ve got a brand new demo to showcase how companies are using Infer’s Predictive Lead Scoring inside of Salesforce. See how it works, how easy it is to setup, and why it’s a game changer for sales and marketing. For more videos visit or Infer’s Demo Center.

Two approaches to scoring leads – Fit vs. Behavior

This post originally appeared on the Salesforce Blog

While some companies aggressively pursue every lead that is created, others are leveraging lead scoring to work smarter. If you can programmatically spot your good leads, chances are you’ll be able to increase win rates and conversion.

So what makes a good lead?

A good lead has two key ingredients

Fit Score (also referred to as an explicit score)

Intended to capture how much an incoming prospect resembles a likely buyer. For example you might look at the lead’s company size, geographic location, industry, and job title, to determine if it is a fit. A quick look at its employer’s website might give you other clues regarding their business model or online presence.

Behavioral Score (also referred to as an implicit score)

Intended to capture how much a prospect is engaged with your company. This could include the lead’s website visits, form completes, email clicks, and maybe even application usage data.

Infer’s Salesforce AppExchange App

We’re excited to share our AppExchange App just in time for Dreamforce! It includes custom fields, pre-built dashboards, and a configuration tab to define your lead buckets. You are welcome to install the package and check it out, but we’ll need to build you a model to light up the scores. The process is fully automated so it requires no work on your part. We have pre-built connectors for Salesforce, Eloqua, and Marketo. If you’re interested in learning more, contact us and we’ll get you started.

Infer's AppExchange Listing