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Shifts in B2B Buyer Behavior Support New Priorities for Demand Gen Content

The Point

Demand Gen Report has published the results of this year’s “B2B Buyer’s Survey,” and the trends identified merit close attention for those marketers involved in B2B demand generation and content development. IMPACT : Use ABM strategies to deliver personalized, relevant content to specific buying roles within large accounts.

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3 Keys to an Effective Autoresponder Program

The Point

Studies show that responding to new sales leads promptly, literally within minutes, can have a dramatic impact on the rate at which those leads are qualified, and the speed at which they convert to opportunities and, ultimately, deals. Here are 3 keys to crafting a successful autoresponder strategy: 1. Don’t try to do too much.

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3 Sneaky Tactics for Heating Your Leads Up Nearly Immediately

Prospectr

Customer stories, also called “success stories” or the more mundane “case studies,” have amazing lead generation power. With emails, for example, one Experian study found personalized emails drive 6 times more revenue than generic email blasts. Here’s a few: 1. What makes them work?

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A Follow-Up Strategy for Content Syndication Leads

The Point

It’s important to recognize that content syndication leads are not like most sales leads. When someone registers to download a white paper or podcast or case study about the business challenge that your product solves, he or she is expressing an interest in that topic, not necessarily in your product.

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The Critical Role of Testimonials in Digital Marketing

seo.co

According to Visual Website Optimizer , a case study by WikiJob proved that A/B testing customer testimonials increased their sales by 34 percent. Send an autoresponder – Every time someone makes a purchase, you can follow up via an autoresponder that asks for their input. Increases Conversion Rates.

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Why is Inside Sales So Scared of Lead Nurturing?

The Point

Recent studies tell us while the adoption of marketing automation technology continues to gain momentum, fewer than 20 percent of marketing executives say that they are fully integrating the technology into their current sales and marketing initiatives.

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How Pardot Used Interactive Content to Engage Dreamforce Attendees

SnapApp

Their quick and easy quiz allowed them to showcase their marketing automation tools as well as get more leads through interactive content ! The fun quiz highlighted one of their clients and allowed Pardot to trigger an autoresponder that was customized based off the booth visitors quiz results.