The Point

JANUARY 24, 2013

Key to designing an effective lead nurturing program is taking stock of your current lead management process. Giving sales a voice in the process will help ensure that, as an organization, they feel they have a stake in the new lead management program and won’t feel it’s being foisted upon them by marketing.

Lead Management 100

Lead Management Process Work Management Sales Qualified Leads 100

The Point

AUGUST 4, 2009

Do a quick Web search on “lead nurturing” these days, and you’ll find plenty of high-level, strategic content on the “whys” – how nurturing can improve demand generation ROI, increase conversion rates, accelerate sales cycles, recycle long-discarded prospects, etc.

Lead Nurturing 100

Lead Nurturing Leads Lead Marketing Qualified Leads 100

The Point

JULY 13, 2012

Which leads to another question: do certain types of campaigns even need an offer in the first place? Take lead nurturing : is it strictly essential that every lead nurturing touch include a specific, gated, call to action? I have my concerns, however, about extending it to lead nurturing and the email medium.

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Ranking Campaigns 100

The Point

SEPTEMBER 6, 2011

When marketers embark on a formal lead nurturing strategy, opportunities for process improvement can arise in unexpected ways. That was the experience for iDirect , a leading provider of satellite IP communications based in Herndon, Virginia. All-hands discovery session yields important insights, priorities.

Lead Nurturing 100

Lead Nurturing Lead Scoring Sales Qualified Leads Lead Ranking 100

The Point

OCTOBER 22, 2020

A client asks: “I know the answer is probably “it depends” but curious if you think there’s a best practice for how many follow-up nurture emails to send TOFU content syndication leads before you stop due to non-engagement?”. That could be months, or even years down the road.

Sales Qualified Leads 227

Sales Qualified Leads Lead Scoring Lead Ranking Leads 227

Zoominfo

FEBRUARY 1, 2018

As new companies join the space, existing companies will find it increasingly difficult to generate new leads. As bleak as this sounds for marketers, we remain hopeful. We’ll go out on a limb and say that, as a marketing practice, lead generation will never go extinct. That won’t change.

Lead Generation 243

Lead Generation Statistics Sales Qualified Leads Lead Scoring 243

Zoominfo

JULY 24, 2019

As new companies join the space, existing companies will find it increasingly difficult to generate new leads. As bleak as this sounds for marketers, we remain hopeful. We’ll go out on a limb and say that, as a marketing practice, lead generation will never go extinct. That won’t change. Keep reading.

Lead Generation 172

Lead Generation Statistics Sales Qualified Leads Allocation 172

The Point

AUGUST 15, 2012

You know that monthly newsletter you blast to your entire database under the guise of “lead nurturing”? And those Webinar invitations that you broadcast to every trade show lead you’ve generated since 2005? There was a time when lead nurturing was synonymous with simply staying in front of prospects.

Lead Nurturing 100

Lead Nurturing Sales Qualified Leads Lead Scoring Lead Ranking 100

The Point

DECEMBER 15, 2020

A client asks: How long should a lead be chronically non-responsive before they’re marked as “marketing suspended”? What best practices should we put in place? Over time, an accumulation of stale, non-responsive leads can bump you to a higher pricing tier for your CRM or marketing automation license.

Lead Scoring 162

Lead Scoring Lead Ranking Leads Lead 162

Adobe Experience Cloud Blog

NOVEMBER 2, 2010

We are excited to have Jep Castelein of popular lead management and marketing automation blog, Lead Sloth , contribute a guest blog post. Read below to find out the best ways to optimize your conversion rates using lead nurturing: A lot of early adopters of Marketing Automation systems are in the technology industry.

Conversion Rate 48

Conversion Rate Lead Nurturing Conversion Optimization 48

The Point

APRIL 8, 2015

The survey asked marketing operations managers and other B2B marketing executives to rank their current deployment of marketing automation software in 33 separate categories relating to either key software functionality or generally accepted best practice.

Lead Scoring 100

Lead Scoring Lead Ranking Marketing Automation Services Marketing Automation 100

Anything Goes Marketing

FEBRUARY 11, 2014

Matt Heinz has brought us probably the most practical book out there for the more advanced B2B marketer - the modern marketer. The Modern Marketer''s Field Guide is a must read for any marketer that is looking to.

Lead Scoring 100

Lead Scoring Lead Ranking Lead Nurturing Lead Generation 100

Adobe Experience Cloud Blog

SEPTEMBER 28, 2012

by Dayna Rothman IDC recently released their 2012 CMO Advisory Service Best Practices Series: Realizing the Vision of the 21st Century Lead Management. Here are some questions that IDC sought to answer with their survey: How do leading companies staff and organize teams for effective lead management?

Work Management 48

Work Management Marketing Management Lead Management De-duping 48

Adobe Experience Cloud Blog

APRIL 10, 2011

The three things Carlos Hidalgo recommends to someone getting started with lead management include: Conducting an audit. Go though your lead management steps and determine where you are with you data, lead planning, metrics, etc. Doing some kind of lead nurturing. To learn more, watch the video below.

Lead Management 48

Lead Management Lead Ranking Marketing Management Marketing Qualified Leads 48

Adobe Experience Cloud Blog

OCTOBER 3, 2011

He went on to describe how their lead scoring and lead management processes have evolved since that initial campaign. Check out the slides to learn more about results Henry and his team have been able to improve their sales and marketing alignment. A lot has happened in a short time!

Lead Scoring 48

Lead Scoring Lead Ranking Lead Nurturing Sales Qualified Leads 48

Hubspot

MAY 28, 2012

So once you start attracting thousands of prospects and leads, you can focus on creating lead nurturing campaigns to cultivate the quality of these new connections. Tip #2: Nurture Leads That Aren't Sales-Ready. Study after study shows that email response rates decline over the age of the lead.

Work Management 28

Work Management Marketing Management Lead Management Lead Scoring 28

Only B2B

JANUARY 17, 2018

Always keep in mind that demand framework is just like a factory – it needs to have a framework in place, a sales and marketing lead management process and a closed-loop reporting system that improves conversion rates. Lead Nurturing that Maps to the Buyer’s Journey.

Demand Generation 90

Demand Generation Lead Scoring Lead Ranking Top of Funnel 90

LeadSloth

JANUARY 14, 2010

Marketing Automation. These posts are about Marketing Automation and Lead Management: Lead Management Introduction. Lead Management Features. Are You Ready for Marketing Automation? Not Ready for Marketing Automation. Demand Generation Best Practices. Lead Scoring.

Marketing Automation 100

Marketing Automation Automation Lead Scoring Lead Ranking 100

Hubspot

JANUARY 18, 2012

This means that, in order to be a truly effective inbound marketer, you'll need to continue talking to, sharing content with, and engaging those leads who may be stuck in the middle of your funnel -- caught between their first conversion and a sales call. Let's face it: those middle child leads deserve some attention, too!

Lead Nurturing 28

Lead Nurturing Stats Top of Funnel Sales Qualified Leads 28

SmartBug Media

OCTOBER 30, 2019

But first, it’s important to consider your overall marketing goals. You may just be looking for an automation solution to help follow up after an event or your needs might require in-depth lead nurturing campaigns with complex integrations. Strong emphasis on email marketing, SEO, and lead management tools.

Marketing Automation Services 60

Marketing Automation Services Enterprise Management Marketing Automation Work Management 60

The Point

AUGUST 17, 2010

Here are 5 areas that make ideal candidates for including direct mail in the marketing mix: 1. Lead Nurturing. Direct mail is tangible, personal, and gives you a measure of creative license that’s increasingly difficult with email, where even minor graphics can be a sure-fire trigger for spam filters.

Marketing Mix 100

Marketing Mix Planning Lead Nurturing Demand Generation 100

The Point

MAY 13, 2009

A client writes: “What’s best practice in terms of how many times per month you hit each key contact in your database?” This is becoming a common question, driven in part by the trend in B2B towards more proactive lead nurturing and the rapid adoption of marketing automation systems.

Lead Nurturing 100

Lead Nurturing Marketing Automation Services Database Marketing Newsletter 100

Marketing Insider Group

AUGUST 12, 2010

We discussed the great lead quality vs. lead quantity debate. And the conversation went way later than the restaurant manager and our wonderful server wanted it to. Contacts from companies that are qualified as leads but not yet passed to sales can end up landing in the target list for an email blast or an event invitation.

Work Management 100

Work Management Marketing Management Sales Qualified Leads Lead Scoring 100

markempa

MARCH 16, 2015

Check out the B2B Lead Gen Roundtable Group on LinkedIn. I founded this group, and it’s all about sharing ideas that focus on the many aspects of B2B lead generation such as lead nurturing, lead management, teleprospecting and more. Forbes: 4 Best Practices For Generating More Leads On LinkedIn.

Linkedin 120

Linkedin Sales Qualified Leads Lead Scoring Lead Ranking 120

Valasys

MAY 31, 2019

HG Insights uses advance data science strategies to segment & measure large chunks of unstructured digital data which can then be leveraged for precognitive marketing practices. Furthermore, the company is scalable, reliable & open & hence serves as a trusted platform for thousands of Chief Marketing Officers (CMOs).

Marketo 56

Marketo Marketing Automation Services Lead Ranking Marketing Management 56

The Point

OCTOBER 8, 2009

Except awareness and thought leadership represent only a fraction of the potential return from social media, and in fact (I would argue) place well behind the windfall that social media makes possible in the areas of lead generation and lead nurturing. expand company’s leads database and community of followers.

Demand Generation Agencies 100

Demand Generation Agencies PR Social Media Paid Search Agency 100

LEADership

AUGUST 28, 2015

This infographic from Orchestrate offers some interesting statistics which may reshape your approach to lead management. Lead generation, we all know, isn’t a straightforward process guaranteed to lead to sales. 79% of marketing leads in particular will never convert. If only it were that easy!

Marketing Qualified Leads 40

Marketing Qualified Leads Leads Lead Lead Nurturing 40

The Point

APRIL 8, 2010

Tags: B2B Marketing E-mail Lead Management Lead Nurturing Marketing Automation email design email marketing b2b demand generation b2b lead generation Demand Generation direct marketing best practices e-mail marketing lead generation marketo.

Demand Generation Agencies 100

Demand Generation Agencies Marketo Demand Generation Lead Nurturing 100

SmartBug Media

MAY 12, 2022

Email marketing. Lead management. Marketing automation. Engagement is the key to guiding someone through the buyer’s journey, and it’s vital if you want to keep that inbound marketing flywheel spinning and increasing in velocity. Engage tools include: Pop-up forms. Conversion rate optimization (CRO).

Inbound Marketing 105

Inbound Marketing Marketing Strategy Marketing & Strategy Paid Search Agency 105

The Point

MAY 6, 2010

Or even if the processes with which those leads are shepherded along the sales cycle are woefully inadequate, a company may not generate the volume of inquiries necessary in order for marketing automation to make a difference. Inevitably, much of the business case for a marketing automation solution comes down to intangibles.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Marketing Management Automation 100

Adobe Experience Cloud Blog

JUNE 1, 2012

Five B2B Social Media Best Practices To Put Into Place After Integration. Crowd Factory specializes in running social marketing campaigns such as contests, referrals, polls and social sharing features. This will be a powerful addition to Marketo’s marketing software as it will help optimize sales.

Social Media 48

Social Media Practices Marketing Automation Services Media 48

ViewPoint

JUNE 7, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Lower rates typically indicate a breakdown between marketing and sales.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

The Point

MARCH 27, 2013

A client writes: I attended a Webinar recently at which one of the speakers prescribed scheduling lead nurturing emails on different days of the week – for example: newsletters on Mondays, product announcements on Tuesdays, Webinar invitations on Wednesdays, etc. What do you think? Is this a good idea?

Webinar Metrics 100

Webinar Metrics Autoresponders Lead Nurturing Sales Qualified Leads 100

The Point

SEPTEMBER 19, 2012

Lead nurturing programs designed to convert trial users tend to focus, as they should, on the very front end of the trial period, when it’s critical to make sure the user is fully engaged with the product being tested.

Telemarketing 100

Telemarketing Marketing Automation Services Lead Nurturing Work Management 100

Adobe Experience Cloud Blog

JUNE 9, 2010

I appealed, somewhat humbly, to my readers of the Modern B2B Blog to explain that this was not to promote Marketo, but rather, share our own demand generation and lead management processes. Originally created to illustrate how Marketo achieved booming marketing results, this webinar soon became Marketo’s most popular resource.

Demand Generation 48

Demand Generation Demand Generation Lead Nurturing 48

Online Marketing Institute

JULY 31, 2009

I worry that this tool only ends up helping sales pick out cold calls to make, and is not used by marketers enough to segment, collect, and improve their prospecting databases. The lead management automation market, about which I blogged previously , continues to attract new players at a rapid rate.

Enterprise Management 40

Enterprise Management Work Management DemandBase Marketing Management 40

Adobe Experience Cloud Blog

JUNE 20, 2010

With only two marketers, we were struggling to keep up with our growing database across multiple systems. We found that using our CRM to handle our lead management and reporting ended up creating more problems, such as duplication. Report: Marketing Automation Industry Analysis and Vendor Comparison.

Marketing Automation Services 48

Marketing Automation Services Marketing Management Marketing Automation Automation 48