Industrial Marketing Today

DECEMBER 7, 2010

Here’s the shocking reality of B2B lead generation – 79% of marketing leads never convert into sales opportunities. B2B marketing and lead generation experts point to a lack of lead nurturing as the primary cause of this poor performance. Why is lead nurturing important? What is lead nurturing?

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Industrial Marketing Today

MARCH 1, 2011

Plenty has been written about the importance of lead nurturing in B2B and industrial marketing. If you need a quick primer, read my earlier post, “ B2B Lead Generation without Lead Nurturing is Doomed to Fail. ”. What does lead nurturing do for sales? Builds trusting relationships with permission.

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Industrial Marketing Today

DECEMBER 22, 2010

December is also a popular time for bands and musicians to release their “Best of” compilations, bloggers like to summarize their best posts and publishers publish their own “Top XX” lists. B2B Lead Generation without Lead Nurturing is Doomed to Fail. 79% of marketing leads never convert into sales opportunities.

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Industrial Marketing Today

JUNE 22, 2011

Visitors who sign up to download your white papers, eBooks and other free content definitely grow your list of contacts but calling them leads without taking the next step is premature at best if not a costly mistake. See SAL is the Glue that Binds Sales and Marketing in Lead Generation ).

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Industrial Marketing Today

NOVEMBER 9, 2010

From Marketo : Lead Scoring Success Kit. Lead Scoring Cheat Sheet. Best Practices in Lead Scoring. Using Lead Nurturing and Scoring to Deliver More and Higher-Quality Leads. (on B2B Marketing Blog > Lead Scoring. From LeadLife : Forget the ABC’s of Lead Scoring.

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Industrial Marketing Today

OCTOBER 9, 2012

Gated content or higher value content such as white papers are used for lead generation where the company provides a tangible benefit in exchange for the visitor’s contact information. These work best for middle of the sales funnel (MoFU). Webinars for middle to late stage lead nurturing content.

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Industrial Marketing Today

DECEMBER 12, 2010

Being able to prove marketing’s value with empirical data is the best defense against the C-Suite’s charge of “show me the money.”. Defining qualified leads. Marketing Qualified Leads (MQL) : A lead that has achieved a certain score based on a predetermined set of criteria and is ready to be handed off to sales. (See

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