Additional research from Forrester , CSO Insights , Brian Carroll and Marketo demonstrates that lead nurturing does produce measurable results as follows: Reduced the number of marketing-generated leads ignored by sales to as low as 25%. Content is what drives the lead nurturing engine. It is not just about posting a bunch of white papers, case studies, online demos and webinars on your website and hoping that someone will download and read. The Definitive Guide to Lead Nurturing from Marketo. Source: Marketing Sherpa/ KnowledgeStorm). MORE >>

With so much content online, it's getting harder to attract attention. Ideally you want to provide content that your readers find so valuable they talk about it and pass it along. If you're able to produce something entertaining, like this humorous video from Kadient or this witty interactive quiz from Marketo, great. Just producing the type of content your prospects and customers are looking for can be enough to set you apart. Do More With Case Studies You can use case studies for more than demonstrating the value of your solution. MORE >>

This data, from a recent study on sales leads by Vorsight and The Bridge Group was appalling. That’s where lead scoring comes in and our friends at Marketo published The Definitive Guide to Lead Scoring. Marketo’s workbooks are famed for their simplicity and elegance and this an another great one. Shares 8 case studies from companies that are creating success with lead scoring. More than 50 pages of content. B2B Lead Generation | Only 1 out of 5 companies have a lead scoring methodology in place. It’s really ugly. So go grab it now. MORE >>

Today, Find New Customers hosted a webinar with Jon Miller, VP, Marketing at Marketo.  One of the key principals he shared was the process of mapping content to the way your customers buy.  clickpredictions2010[1] by Click Documents, sponsored by Marketo. Once we understand their specific concerns, we can start creating or finding content to fit the specific need of the buyer at that stage. Two key points raised by Jon in this webinar: Ensure the content is valuable to them, and not just you. Find other content and reuse it (with permission). MORE >>

If you post blog content to your Facebook or LinkedIn or Google Plus page, add those also. Start with a prominent headline (“Subscribe” works just fine) and consider descriptive selling copy that “sells” the various options: “Get instant notice of our new posts by following this blog through RSS or Twitter, or become an email subscriber and receive a convenient monthly summary of new content in your inbox. Offer downloadable content. simple text link will do the trick: White Paper: 5 Keys to. Take a hard look at your sidebar. Promote subscriptions prominently. MORE >>