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? Handing off these semi-qualified and not sales ready leads to sales before adequate lead nurturing only reinforces the impression that “marketing generates crappy leads.”. So, less than 10% of all leads are actually followed up.”. MORE >>

B2B Lead Generation | Lead Nurturing. “Lead nurturing is one of the most important, yet poorly understood aspects of B2B lead generation today.&#. Jeff Ogden, President of the B2B lead generation consultancy Find New Customers. With up to 9 out of 10 visitors to your website not ready to buy, lead nurturing is one of the most important factors in B2B marketing today. Lead nurturing is the process of sharing valuable content (to them) over time, earning their trust, till they are ready to buy. MORE >>

B2B Lead Generation | Lead Nurturing. “ Lead nurturing is one of the most important, yet poorly understood aspects of B2B lead generation today.&#. Jeff Ogden, President of the B2B lead generation consultancy Find New Customers. We were contacted by a prospective client yesterday who was interested our lead nurturing services , so we felt it was time to share this post again. With up to 9 out of 10 visitors to your website not ready to buy, lead nurturing is one of the most important factors in B2B marketing today. MORE >>

Earlier this week, Marketo , the marketing automation company, held its second ever user conference in San Francisco. As a Marketo agency partner, I attended along with colleagues from Spear Marketing Group to greet clients, talk shop, and hear how other companies – including Marketo themselves – are putting technology to use in the service of improved lead management. From Marketo’s perspective, I understand the need to frame marketing automation in ever more mission-critical terms. Think you have enough content? It’s all heady stuff. Email? Really?). MORE >>

I think one mistake many marketers make is to think of their lead management requirements too narrowly — and to be honest, quite a few demand generation vendors make this mistake as well. As I wrote back in December, 2006, the fact that today's buyers take control of their buying processes using search, social media, and other online tools means that marketers need to move away from a mindset of "generating leads" and towards a model of " managing leads ". However, achieving the full benefit of lead management requires much more than just nurturing and scoring. MORE >>