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

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

NOVEMBER 15, 2010

Relevancy is one of the key factors in generating a consistent response from your lead nurturing emails: the more relevant your message to the reader’s job function, industry, interests, and stage in the selling cycle, the more likely he/she will be to respond. Perhaps, but maybe not. To download your free copy, click here.

Lead Nurturing 100

Lead Nurturing Segmentation Sales Qualified Leads Campaigns 100

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

LeadSloth

AUGUST 17, 2009

Earlier this year I downloaded Silverpop’s lead management workbook , and I planned to write about it. Unfortunately, not enough time… Last week I received a copy of Marketo’s Lead Nurturing workbook. Both books show how you can increase sales by nurturing all leads, from inquiry to opportunity.

Lead Management 100

Lead Management Lead Scoring Lead Ranking ROI 100

The Point

OCTOBER 15, 2019

If your organization is generating plenty of leads but those initial inquiries aren’t converting to sales qualified leads, meetings, or pipeline, a myriad of things could be at fault: 1) sales follow-up may be sub-standard in either cadence, frequency, or message. 2) lead nurturing. Better Lead Nurturing.

Sales Qualified Leads 138

Sales Qualified Leads Work Management Marketing Management Account Based Marketing 138

The Point

JULY 1, 2019

If this finding is true, and genuinely indicative of a larger trend, it could have major ramifications for the way in which B2B demand marketers manage leads. Now, I’m not about to advocate that we all dismantle our lead nurturing. Sales Alerts. Conversational Marketing.

B2B Sales 124

B2B Sales Demand Generation Agencies Top of Funnel Lead Scoring 124

Adobe Experience Cloud Blog

OCTOBER 28, 2010

A great addition to Marketo’s Resources has been the Spear Marketing Group white paper, Top 10 Tips for Lead Nurturing Success , written by Howard Sewell. Not only is it a helpful resource when starting your lead nurturing , it also embodies and reinforces so many Marketo best practices.

Lead Nurturing 48

Lead Nurturing Lead Scoring Lead Ranking Sales Qualified Leads 48

markempa

AUGUST 17, 2007

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! My advice (if you plan to do it) is to start accumulating content and building your lead nurturing library ASAP.

Lead Nurturing 120

Lead Nurturing Lead Generation Tactics Lead Scoring 120

markempa

AUGUST 2, 2016

To do that, you need to ask a question that helps you understand their motivation : What question were you hoping to answer by downloading our white paper or what motivated you to download our white paper? Learn what qualifies as lead nurturing. What is and isn’t lead nurturing? Click To Tweet.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Sales Qualified Leads 120

markempa

JANUARY 19, 2015

Tweet For the new year, I’m sharing 15 ideas on how to make your lead management more effective. This post isn’t just about generating more leads; it’s about generating better and higher quality of leads. This post isn’t just about generating more leads; it’s about generating better and higher quality of leads.

Tips 120

Tips Sales Qualified Leads Features Lead Scoring 120

The Point

OCTOBER 22, 2020

A successful lead nurturing program builds a relationship over time to where you’re the company that individual thinks of when the need occurs. For more nurture tips, see our earlier post: “ 18 Common Features of a Best-in-Class Nurture Program ”. That could be months, or even years down the road.

Sales Qualified Leads 227

Sales Qualified Leads Lead Scoring Lead Ranking Leads 227

BOP Design

NOVEMBER 17, 2020

What happens to your B2B marketing leads after they are qualified? Go into an automated lead nurturing process that hasn’t been updated in years? If you aren’t sure the answer to the above, it’s likely those hard-earned leads aren’t getting the love and attention they so rightly deserve. Qualify Your Leads.

Sales Qualified Leads 117

Sales Qualified Leads High Quality Lead Work Management Marketing Management 117

Tomorrow People

MARCH 8, 2018

To see an example, take a look at a white paper we created for our client, Coburg Banks. The transforming stage involves turning ongoing conversations into leads and leads into new customers by telling a compelling story to your prospect, whilst keeping your product or business firmly centre-stage. Stats to back this up?

Marketing Budget 267

Marketing Budget Top of Funnel Lead Scoring Lead Ranking 267

markempa

OCTOBER 2, 2006

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Nurturing 120

Lead Nurturing Lead Generation Webinar Metrics Sales Qualified Leads 120

markempa

AUGUST 23, 2006

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! " Ive written a number of times that educational content is an important tool for lead generation. Ask why they downloaded the white paper.

Lead Generation 120

Lead Generation Paper Sales Qualified Leads Generation 120

The Point

OCTOBER 8, 2015

Bear with me as I relate a quick story about lead nurturing: A few months back I became a sales lead. Perhaps I was an SQL (Sales Qualified Lead) at one point in the conversation, but no longer. I’m also a perfect candidate for lead nurturing. Get your salespeople out of the lead nurturing business.

Lead Ranking 100

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 100

markempa

OCTOBER 27, 2014

Go above and beyond, especially when it comes to those leads that fit your ideal customer profile. It can be things like giving them extra relevant content they didn’t expect or, if they attended a webinar, giving them a follow-up executive summary or an extra white paper that’s relevant. Relevance is critical lead nurturing.

Conversion Rate 120

Conversion Rate Lead Scoring Lead Ranking Ideal Customer Profiles 120

Sales Engine

MAY 17, 2016

Marketing automation and lead management systems have allowed for a near-scientific breakdown of the sales funnel. Leads in each stage of the buying process meet very specific criteria and behave in certain predictable ways. After this digital dialogue however, a sales rep still must fully qualify the lead and close the sale.

Lead Ranking 136

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Top of Funnel 136

markempa

OCTOBER 6, 2006

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

BtoB 120

BtoB Lead Generation Paper Generation 120

The ROI Guy

SEPTEMBER 13, 2011

The Interactive White Paper is hosted on the Alinean XcelLive™ platform , which has a number of lead capture options and connectors to several of the most popular marketing automation / CRM solutions. Each tool has its own registration form, which can be customized.

Paper 40

Paper Marketing Automation Services Leads Lead 40

The Point

OCTOBER 14, 2010

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. Use multiple excerpts from your new white paper as blog posts (or tweets).

Marketo 100

Marketo Impressions Demand Generation Agencies Lead Nurturing 100

The Point

JUNE 27, 2012

But when lead generation, lead nurturing , customer marketing and social media programs all require a constant feeding of new, compelling content, what do you do when the pace of new programs outstrips your ability to generate that content? For today’s B2B marketer, content is the fuel that feeds the demand generation engine.

Campaigns 100

Campaigns Peer-to-peer Lead Nurturing Paper 100

The Point

JUNE 29, 2009

Here’s an interesting post by Mike Damphousse of Green Leads that I found through Funnelholic (thanks Craig) on how lead nurturing impacts the effectiveness of calling campaigns designed to secure qualified sales appointments.

Lead Gen 100

Lead Gen Sales Qualified Leads Leads Lead 100

The Point

MAY 10, 2011

A prospect just responded to one of your marketing emails, filled out the registration form, and wants the free white paper you offered. If you use a marketing automation system, you can track when (or if) the prospect has accessed the white paper by clicking on the link you provided. Congratulations.

Fulfillment 100

Fulfillment Paper Lead Nurturing CAN-SPAM 100

B2B Marketing Zone Posts

SEPTEMBER 8, 2009

What IS and ISN’T Lead Nurturing - B2B Lead Generation Blog , August 26, 2009. Getting Going with Lead Nurturing - Marketing Genius Blog , August 27, 2009. How to Launch an eBook or White Paper - Authority Rules , August 6, 2009. Tips To Improve Your Lead Management Strategy , August 27, 2009.

Lead Nurturing 40

Lead Nurturing Twitter B2B Marketing Lead Ranking 40

The Point

MARCH 3, 2010

The conclusions drawn in the article hold particular relevance for marketers engaged in lead nurturing, especially when those nurturing programs are constrained by a perceived lack of relevant offers. white papers) tends to perform better than does promotional content (e.g. News and articles, at 84%. In a word: no.

Lead Scoring 100

Lead Scoring Lead Ranking Lead Nurturing Webcast 100

markempa

JANUARY 12, 2015

It’s not about more leads; it’s about doing better with the ones you already have. In this extended post, I’ll share 15 ideas on how to make your lead management more effective. To do that, you need to ask a question: What question were you hoping to answer by downloading our white paper? Here’s how.

Sales Qualified Leads 120

Sales Qualified Leads Tips Features Generation 120

Sales Engine

JUNE 20, 2017

MARKETING AUTOMATION AND LEAD MANAGEMENT SYSTEMS have allowed for a near-scientific breakdown of the sales funnel. Leads in each stage of the buying process meet very specific criteria and behave in certain predictable ways. After this digital dialogue, though, a sales rep still must fully qualify the lead and close the sale.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Top of Funnel 120

The Point

JULY 14, 2015

In an era when “demand generation” and “content marketing” are virtually synonymous, most B2B sales leads are the result of a prospect downloading or requesting content. This is the point in the process – call it lead follow up – where a formal, systematic lead nurturing program can have the greatest impact on conversion rates.

Sales Qualified Leads 100

Sales Qualified Leads Marketing Qualified Leads Lead Ranking Top of Funnel 100

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

KoMarketing Associates

APRIL 25, 2013

Generate more leads, generate better leads, and improve the rate to which lead opportunities turn into closed wins for the sales teams. A marketing automation solution is one tool B2B marketers use for succeeding at these lead management challenges. But all that content should be producing leads for you.

Search Engine Marketing 120

Search Engine Marketing Marketing Automation Services Search Marketing Marketing Automation 120

BOP Design

DECEMBER 2, 2020

Develop and nurture a relationship with your prospect by sharing informative white papers that are chosen based on their needs/questions. Contact us to schedule a personalized consultation to discuss your current processes for lead generation and lead nurturing. Read more: Common mistakes that turn prospects away.

B2B Sales 74

B2B Sales Top of Funnel Automation Personalization 74

markempa

JUNE 7, 2005

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Paper 120

Paper Lead Generation Generation B2B Thought Leadership 120

markempa

AUGUST 11, 2005

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! As a result, Grams believes that hes generating better qualified leads. As a result, Grams believes that hes generating better qualified leads.

Lead Generation 120

Lead Generation Paper Webinar Metrics Sales Qualified Leads 120

ANNUITAS

OCTOBER 6, 2010

Lead nurturing is a hot topic right now. It seems that most of my recent conversations with prospects, customers and others in the B2B marketing industry are centered on lead nurturing. My personal experience is that marketers definitely want to (and in some cases, are planning to) deploy lead nurturing of some kind.

Lead Ranking 100

Lead Ranking De-duping Work Management Lead Qualification 100

ViewPoint

MARCH 1, 2016

The real potential of lead nurturing is ignored. Effective follow-up on pipeline, nurture and no-response prospects can triple the revenue from marketing campaigns. Read this white paper to learn more. However, that is overly simplistic and lacks critically important metrics.

ROI 159

ROI Lead Ranking Marketing Qualified Leads MQL 159