#GoPredictive with Infer at Dreamforce 2016

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We’re officially kicking off the countdown to Dreamforce 2016!  With over 2,000 sessions to choose from over four days that span industries, specialties, and roles, there’s truly something for everyone. We’re looking forward to connecting with many of you there, so we’ve put together a list of where you can find us at the big event. See you in San Francisco!

Visit our Booths, #2104 & #2212. Drop by one of our two booths located in Moscone South, where you can meet the Infer team (we’ll be wearing the green Infer t-shirts below!), chat with some of our best and brightest customers, or get a demo of our predictive solutions like Predictive Scoring or Profile Management. You can also pre-schedule a demo here.

Act-On Improves Marketing Efficiencies by Embracing Predictive Marketing

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At Infer, we’re fortunate to work with forward-looking marketers around the world. As more companies join the predictive revolution, we love sharing their great success stories — and marketing automation innovator Act-On is no exception. To support its focus on the mid-market CMO, the company’s marketing team adopted Infer Predictive Scoring and gained a better understanding of how closely each lead fits Act-On’s ideal customer profile.

In a recent conversation with Act-On CMO, Kevin Bobowski, he discussed why his team adopted predictive, how it has changed their workflows, and several benefits that they’ve realized in just their first year of using Infer.

Sean Zinsmeister Discusses All Things Product, Predictive, and ABM

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Sean Zinsmeister recently joined Hana Abaza from Uberflip for “Flip the Switch,” which is a great weekly marketing podcast series that interviews growth-oriented marketing leaders about how they get results, approach problems and drive growth. Sean and Hana chatted about why product marketing should be the core of your content marketing strategy, the underlying truth about ABM that no one talks about, and how businesses are using predictive analytics help companies determine where to spend their marketing efforts and identify valuable untapped whitespace.

You can listen below, or on our podcast channel on SoundCloud.

Predictive Analytics: Why They Make Your Content More Impactful

This byline by Infer’s Sean Zinsmeister was originally published on the Salesforce blog.

Customers today have an insatiable appetite for information, making content a vital part of how sales and marketing teams communicate, educate and influence prospects throughout the buying cycle. But, there are some clear indicators that we need to get smarter about how we view content marketing and its relevancy to our customers and businesses. The stats are sobering: a recent study found that 50% of content gets eight shares or less; another uncovered that 60-70% of B2B content goes unused; and Forrester discovered that 90% of content is ignored by B2B sales teams. It’s clear that there’s misalignment between the content that’s being created and its intended audience.

Introducing Infer Form Monitor: How a Simple Marketing Challenge Sparked Internal Innovation

As it’s often said, necessity is the mother of all invention. Recently, we decided to re-architect our Pardot Marketing Automation, and as part of this project, we began looking for a way to test all of the forms on our website in order to make sure they were working properly. Any Marketing Operations person will tell you that the last thing they want to worry about is whether they are forfeiting leads because of a broken form.

As we looked to the market for a solution to this problem, we were surprised that none existed — and, certainly not one that worked easily with WordPress and Pardot. So, we kicked off an internal project to find a better way to monitor the health of website forms. The result was our brand new Form Monitor, which is a simple WordPress plugin that comes fully integrated with Pardot and can be downloaded on the WordPress marketplace.

In the spirit of idea generation and innovation, we want to share our learnings with our friends in the broader marketing community. So, we sat down with our Senior Director of Product Marketing, Sean Zinsmeister, to learn more about the inspiration for the plugin, how it takes a big load off MOPS, and lessons learned along the way.

3 Growth Hacks to Boost Revenue Upwards of 10%

This byline by Infer’s Sean Zinsmeister was originally published on the Salesforce blog.

Every sales leader, in every company, is searching for a killer growth angle. We all want to know how to squeeze more out of our pipeline. The best go-to-market managers differentiate themselves by pinpointing key segments where they can close deals quickly. However, this isn’t a code many people can easily crack. Whether you know it or not, your company is sitting on at least some “white space” of untapped opportunities that are already in your funnel. Few businesses realize how much potential revenue they’re actually leaving on the table, but we’re seeing more and more elite sales and marketing shops figure out how to turn pipeline gaps into revenue growth upwards of 10% – and I’ve had the privilege of learning from several of them.

One thing I’ve noticed in top-notch Sales VPs is that it all starts with how good they are at forecasting pipeline. But even when management is great at predicting how much revenue each rep and each channel will bring in, high-growth companies are never quite on target. That’s why identifying gaps is crucial to meeting sales goals. Once you determine where your team is missing the mark, you need to make adjustments quickly to address those gaps. This could mean reassigning territories, changing the makeup of the team, mandating training programs, etc. Good managers go through this cycle again and again to optimize and perfect sales motions until they hit or exceed their number.

The second stage in that sales management cycle – identifying gaps – is the toughest to nail, especially as a company evolves. But I’ve found that the gray area of discovering hidden gems already sitting in a CRM or Marketing Automation system is actually one of those variables that can have a large impact on the topline.