Lead nurturing is the process of sharing valuable content (to them) with prospective customers until they are ready to buy and trust you. According to Forrester Research, companies that excel at lead nurturing are able to generate 50% more sales-ready leads at 33% lower cost per lead. Our new cheat sheet on B2B lead nurturing 7 Keys to Successful Lead Nurturing is officially released. If your company is embarking on a lead nurturing program in 2011, it’s a “Must Have.&# contact-form]. MORE >>

In the B2B market, long, complex sales cycles come with the territory and can last anywhere from 6 months to 3 years. Therefore, lead nurturing is a critical part of many organizations' sales processes. In the Lead Nurturing Cookbook , we offer a recipe for building long-term lead nurturing processes marketers can implement using their marketing automation platform. First, develop the profiles of the buyers and influencers involved in the buying process. like Rules of 3 when tackling an opportunity. MORE >>

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. Sometimes all it takes is a few words in an opening paragraph to tailor an email to a different industry, or job title, or lead source. Lead source. trade show lead is likely to be at a different stage in the selling cycle compared to someone who registers for a Webinar. Take advantage of it. MORE >>

Lead Nurturing 101. Lead nurturing starts by collecting contact information in exchange for something the visitor deems of value, but with little risk. The goal is to encourage both return visits and eventually, sales. If a lead should mention a competitor in a tweet on Twitter, for example, or use specific keywords, you can automatically send that lead a Direct Tweet. Each of these examples serves as a way to engage with leads and bring them back to your website. Lead Nurturing Automates the 3 Points. Effort Versus Results. MORE >>

"Sales Checking For Leads" © All Rights Reserved Kenny Madden. Depending on which reports you may read when it comes to lead nurturing, approximately 60% or more of B2B businesses do not have a formalized lead nurturing program.  Yet, depending on these same reports from the several research organizations benchmarking such effort, companies who perform effective lead nurturing enjoy a better than 25% higher return on their efforts than those who do not.  Which begs the question: why are companies slow to adopt to lead nurturing? MORE >>