prospect 
LeadSloth
AUGUST 24, 2010
On Thursday I’m presenting a webinar with Treehouse Interactive , called “Lead Nurturing 101″ One of the registrants sent me the following question: How much of this webinar will be about content, i.e. exactly what to say in each subsequent email in a series designed to move someone from prospect stage to buying stage?
LeadSloth
NOVEMBER 16, 2010
Often, this is based on product, company size, industry or sales channel (direct, partner, affiliate). Some companies were actively capturing more information on prospects (e.g. A recurring theme is that you need to really understand the prospect. Lead Nurturing Based on Product Usage. Segmentation came up several times.
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LeadSloth
APRIL 15, 2010
If you sell multiple products, cross-selling may work for you. If someone is interested in product A, don’t send info on product B, unless products A and B are similar or at least complementary. However, when the lead is not yet ready to buy, the campaign should resume. Data Quality.
LeadSloth
AUGUST 24, 2009
Unclear Prospect Profile(s). If possible, create personas for all people involved in the buying process. In complex B2B sales situations you cannot rely on product-centric communications, nor on discounts (&# this week 10% off!&# ). Selling Simple Products. Also, lead scoring only works if you know who you want to target.
LeadSloth
OCTOBER 20, 2009
You give them a briefing, and they create press releases and advertisements that tout your products. Ad Agencies can just buy the ad space to get eyeballs , but you pay dearly for it. As you get feedback from the prospects, you refine your content in an iterative way. This is blasted out to a mass audience. Black and White.
LeadSloth
AUGUST 30, 2009
Is productivity improved? If you don’t properly nurture early-stage prospects, they will probably buy from a competitor. Especially large organizations often talk about efficiency increases as a result of marketing automation. How does quality impact the bottom line? Are there costs savings?
LeadSloth
FEBRUARY 17, 2010
It may take a while before potential clients are ready to buy or even want to talk to a sales person. You can also use Social Networks to keep customers informed of new products and services, and giving them the opportunity to provide feedback. Lead Nurturing. Conclusion. Many of today’s customers interact with Social Media.
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