Which Comes First: Lead Nurturing or Inside Sales?
NOVEMBER 22, 2016
For a long time, “ lead nurturing ” was thought of as something you did with the leads that sales didn’t want. The theory was: leads come in, the sales team gets the hot ones, and the rest go to lead nurturing. Today, of course, a comprehensive lead nurturing strategy is much more than that. Do you agree?”.
5 Ways to Expand Lead Nurturing Beyond the Inbox
JUNE 8, 2016
Email may still be the workhorse in how B2B companies build relationships, maintain awareness, qualify leads and nudge prospects along the sales cycle, but these days, it pays to think about “lead nurturing” as more just an email campaign. But direct mail doesn’t have to be a “batch” process. That’s not because email is going away any time soon.
Measure Your Way to Lead Nurturing Success
JANUARY 27, 2016
Demand Gen Report just published “ Top B2B Marketers Measure Lead Nurturing Effectiveness to Boost Performance ,” a special report in which they address the whys, whats, and how tos of measuring lead nurturing’s true impact. That, ultimately, is what lead nurturing is designed to do – move leads towards opportunity and close.
Lead Nurturing in 6 Simple Steps
B2B Lead Generation Blog
DECEMBER 8, 2014
Tweet What’s the quickest, cheapest way to implement lead nurturing? I get that question frequently when I talk to marketers about lead nurturing. Lead nurturing is pretty easy to understand, but hard to execute when you have little time or budget. thought I’d share my barest-bones lead nurturing strategy. I’ll do my best to resist the urge to elaborate.
White Papers are Not Dead. They’re on Life Support.
MARCH 27, 2013
The original purpose of white papers as a B2B marketing tactic was to produce objective information, packaged as quasi-academic research, that might validate a company’s or product’s value proposition. White paper sponsors sought to educate, inform, raise comfort levels and eventually initiate sales conversations with prospective customers. Blue Paper?
5 Reasons to Gate Lead Nurturing Content
OCTOBER 30, 2013
A client asks: “I notice that you’re recommending we gate our offer content behind landing pages as part of the lead nurturing campaign. If you send the prospect directly to the content (say, a white paper) upon him or her clicking in the email, how confident can you be that the individual is expressing an active interest in your topic? Here’s why: 1.
Can You Predict Your Ideal Scenarios For Lead Nurturing?
APRIL 29, 2012
"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. Which begs the question: why are companies slow to adopt to lead nurturing? Reasons. Follow @tonyzambito.
The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)
MAY 5, 2015
This year I've been talking a lot about Nurturing. It's a critical component in the sales and marketing process; yet, most companies aren't implementing it effectively—that is, if they are at all. To be clear, lead nurturing is not an isolated activity or stand-alone “campaign” as so many in the industry have described it. Lead Reengagement. Lead Nurturin
The Link Between Lead Nurturing and Buyer Experience Marketing
APRIL 5, 2011
The new buyer experience economy has resulted in shifting the economic value of many sales and marketing tactics over the past couple of years. One approach whose value is on the rise is that of Lead Nurturing. This makes nurturing a key element of preventing buyers from disengaging from the buying cycle. Image by kardboard604 via Flickr.
The Skinny on Lead Nurturing - 11 Experts Weigh In (part 2 of 2)
MAY 7, 2015
The marketing word of the year is Nurture. Nurturing is one of the most effective, yet underutilized, activities in the sales and marketing process. Of the few companies that do try to incorporate nurturing programs—well, let’s just say they could use some help. The selling is just getting to process later in the cycle. Voice nurturing! It’s 2015.
Implementing Your Lead Nurturing Campaigns; Free Templates That Help You Plan
JULY 7, 2013
Lead Nurture Planning. Considering that around 80% of leads never turn into sales, you need a proper lead nurturing plan, including lead scoring, with the goal to transform those leads you do have into potential sales opportunities. The benefits of lead nurturing are: Automatic lead qualification, meaning increased sales productivity.
How to Find New Customers – the highly acclaimed white paper
APRIL 28, 2011
Lead Generation Companies | How to Find New Customers. This classic white paper, originally penned many months ago, has won broad acclaim, like this CEO. “ I think this white paper is excellent. The Funnelholic called it a “must read. And another CMO wrote “It’s a great read. I printed it and gave it to my entire marketing team.. discuss this white paper in the video clip below. But since it’s widely acknowledged to be the simple guide to B2B lead generation and it’s free, why not download it now?
Lead nurturing: How to combine email and phone calls to close more sales
NOVEMBER 6, 2016
When your marketing efforts start to pay off, delivering a boatload of quality leads, it’s exciting. Your sale is not won yet. You’re just at the starting gate of your demand generation process. The bare bone fact is: Leads do nothing for your organization’s bottom line unless you can convert them to sales. Lead NurturingYou want to celebrate.
7 Keys to Successful Lead Nurturing Best Practices
AUGUST 6, 2013
Give 3 to Sales and nurture the other 7 till they are sales-ready too. This is how you do lead nurturing best practices. Lead nurturing defined: The process of sharing valuable (to them) information to earn their trust so you become the preferred solution (over time.) What are lead nurturing best practices? Grab the offer below.
A Simple 2-Step Technique for Improving Lead Follow Up
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. That latter group becomes fodder for ongoing nurturing, in the hope that further education and brand awareness will ultimately result in conversion to qualified leads. There is a better way.
The Awesome Power of Lead Nurturing
JUNE 22, 2012
“Lead nurturing moves the needle in B2B marketing.” “On average, organizations that nurture their leads experience a 45% lift in lead generation ROI over those organizations that do not.” Here are some of the appearances of sales lead generation expert Jeff Ogden of Find New Customers. The Importance of Lead Nurturing – SalesBuzz Radio (The Brooks Group) (see comments on the show below.). Keys to Successful Lead Nurturing – Webinar with Data.com. Keys to Successful Lead Nurturing.
7 Keys to Successful Lead Nurturing
MARCH 9, 2011
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. Quality leads matter. No registration needed.
5 Common Stages of B2B Lead Nurturing
It's All About Revenue
JULY 19, 2011
Lead nurturing provides a structural framework for delivering specific types of content that answers buyers’ questions when they ask them. While every lead nurturing program requires some tailoring, we outlined 5 common stages a prospect will go through and the kinds of content you should deliver. This is the stage where a lead becomes an opportunity. Welcome.
3 Cool Lead Nurturing Programs You’re Not Running
It's All About Revenue
MARCH 2, 2012
In that time, I’ve seen lead nurturing go from “nice to have” to a hard-set business requirement for major, fast-growing businesses. While there’s something to be said for the standard use case meant to educate prospects, lead nurturing can do so much more. The “Introduction to Sales” Nurturing. Not only does it automate marketing processes , but it also alleviates some of the pain sales feels when trying to build relationships. The “Competitive Sale” Nurture. The“Free Trial” Nurture. Stay tuned and you’ll find out.
The Awesome Power of BtoB Lead Nurturing
JULY 30, 2012
“Lead nurturing moves the needle in B2B marketing.” “On average, organizations that nurture their leads experience a 45% lift in lead generation ROI over those organizations that do not.” Here are some of the appearances of sales lead generation expert Jeff Ogden of Find New Customers , talking about lead nurturing. The Importance of Lead Nurturing – SalesBuzz Radio (The Brooks Group) (see comments on the show below.). Keys to Successful Lead Nurturing – Webinar with Data.com.
3 Reasons why lead nurturing and scoring have NOTHING to do with software
AUGUST 1, 2011
B2B Demand Generation | Lead nurturing and scoring. Want to develop and deploy a world-class lead nurturing and scoring program in your company? Here are three reasons why Lead Nurturing and Scoring have NOTHING to do with software. Lead nurturing is about telling a great story – from Problem to Solution. right? WRONG! Keeping it fresh!
Beyond Lead Generation: How to Use Content for Sales Enablement, Lead Nurturing and Retention
Modern B2B Marketing
MAY 21, 2013
Author: Caroline Watts Many marketers consider content to be primarily used for top-of-funnel lead generation techniques. Content can help your sales teams engage more deeply with their prospects, can improve the success of marketing automation , and can help educate and retain existing clients. Convert Mid-Funnel Leads. Enabling Sales. Closing. Content Marketing
How Smart Lead Nurturing Can Grow Revenue
OCTOBER 13, 2015
Forward-thinking B2B businesses develop strategies for nurturing their prospects. In fact, Jeff Coveney believes that what sounds like a simple process actually is very challenging for most organizations. Too often nurturing also is focused only at the top of the sales funnel – ignoring the rest of the lead’s journey through the sales lifecycle. Just as the name implies, lead nurturing is about growing relationships at every stage of the buying cycle – even when potential customers don’t seem interested in purchasing your product or service.
16 Proven Ways to Get Better Opportunities Now (Part 1)
B2B Lead Generation Blog
AUGUST 2, 2016
When I’ve talked with marketers about their b2b lead generation results, I’ve heard statements like, “We’re generating a ton of leads, but they aren’t converting” or “We need to increase lead quantity” or “We need to generate more qualified leads.”. In this post, I’ll share proven ways get better opportunities from your lead generation. Because
Lead Nurturing Isn’t a Stage in the Sales Funnel
AUGUST 19, 2014
Take a look at an excerpt from a Leadspace Radio via Sales Lead Management Association with Carlos Hidalgo , CEO and founder of ANNUITAS. First of all, we have to understand that the funnel isn’t a buying process. I’ve said it before. never heard a Buyer say, ‘I’m in the sale acceptance stage of my buying process.’ We eat it up.
Taking Stock of Your Lead Management Process: 5 Key Questions
JANUARY 24, 2013
Key to designing an effective lead nurturing program is taking stock of your current lead management process. Note: it’s critically important that representatives from your sales organization have a seat at the table for this initial discovery process – not just management, but the people “in the trenches” who qualify, respond to, and follow up with sales leads.
10 Tips for a Successful Trade Show Follow-up Campaign
AUGUST 18, 2014
Research has long suggested that the majority of leads generated by trade shows never receive follow-up by company representatives. 2010 study concluded that fewer than 70 percent of exhibitors have any formalized plan or process in place for how leads are followed up after the show. Prompt response to show leads is critical. Any response (e.g. But don’t overdo it.
7 Tips for Using Buyer Personas in Lead Nurturing
DECEMBER 12, 2013
Sam Boush is the president of Lead Lizard , a B2B marketing agency that helps enterprise clients get the most out of their demand generation tools. Full disclosure: Lead Lizard and Act-On are partners.) One of the agency’s strengths is lead nurturing. The focus is on the buyer, not on your company’s sales funnel. Tip 6: Bring in Sales. Now what?
5 Ways to Segment Your Lead Nurturing Campaign
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. Lead source. Don’t dump all inbound leads into the same bucket. Take advantage of it. Job function.
5 Ways to Immediately Boost Account Based Marketing (ABM)
B2B Lead Generation Blog
AUGUST 16, 2016
recently did an interview on CRMRadio.today with Jim Obermayer founder of Sales Lead Management Association and Funnel Media Group. In the interview, we talk a little shop about the fundamentals of account based marketing, what’s new (and unchanged) in the world of the complex sale, and how empathy marketing is the way forward. Was it re-engaging past leads? Break].
How Do We Find People Who Are Ready to Buy Our Product?
JULY 27, 2016
For example, if you offer prospects a broad, educational white paper on trends in your product category, you’re more likely to generate a wide spectrum of leads, some more qualified than others, and many who are only mildly curious about your solution. Does that mean you should only ever use late stage content? No it doesn’t. But don’t limit yourself to those offers.
Lead Nurturing For Professional Services
JANUARY 6, 2014
Lead nurturing is often something of a mystery to professional services executives. That’s where lead nurturing has an essential role to play. Lead Nurturing Defined. This initial phase is often referred to as lead generation. The third phase of the business development process is closing the sale. Lead Nurturing Best Practices.
B2B Content Marketing for Lead Nurturing and Retention
SEPTEMBER 10, 2012
But content can do more than generate demand; the right content can also be invaluable to a successful lead nurturing campaign. Relevant content can take marketing automation process to the next level, and it can also help sales and account managers build better relationships with prospects and customers. Lead Building the Old Fashioned Way. About Caroline Watts.
Never Waste an Opportunity: The Value of Lead Nurturing
MARCH 5, 2012
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. 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.
Agencies Anonymous: 6-Step Program to Overcoming Lead Nurturing Failures
Modern B2B Marketing
MAY 7, 2013
Now that I got that confession out of the way, let’s admit it: Lead nurturing is not easy. Nurturing practices vary by company, industry, and buyer persona. You’ve seen the topic in countless blog posts, webinars, white papers – you name it. So, how do companies nurture leads successfully? What about your processes and proven methods?
15 Tips to Generate More Leads in 2015 (Part 1, featuring tips 1-5)
B2B Lead Generation Blog
JANUARY 12, 2015
Tweet It’s a new year, and you’re likely kicking off marketing and lead generation programs to drive more new leads for 2015. Most new leads go nowhere. Often, it’s because Sales and Marketing have not agreed on a true lead definition and have not created a joint process for finding who’s ready to buy and building relationships with those who aren’t.
15 Tips to Generate More Leads in 2015 (Part 2, featuring tips 6-10)
B2B Lead Generation Blog
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. These 15 tips (across all three blog posts) will help make your lead management more effective. Define lead nurturing — and which leads you should nurture.
Step 4: Lead Scoring – What is it and what does it have to do with lead nurturing?
AUGUST 29, 2014
You created content marketing – ebooks, white papers, videos, case studies, etc. You bought marketing automation and set up lead nurturing. The answer is lead scoring ! To set up lead scoring , think hard on what demonstrates buyer behaviors. You also want to define a point value that makes a Marketing Ready Lead, such as 75 or 100 points.
Lead Gen: A proposed replacement for BANT
B2B Lead Generation Blog
SEPTEMBER 9, 2013
Tweet According to the MarketingSherpa 2012 Lead Generation Benchmark Report , 24% of marketers ask a timeline-to-purchase question on their lead capture forms. Q: Please select the most important fields that you need to collect from your leads on the lead generation form. Lead qualification in a post-BANT world. Lead qualification does not start with prospects.
What Sales Really Needs from Marketing
AUGUST 2, 2011
B2B Demand Generation | What Sales Really Needs. Sales is generating over 1/2 of their own leads, as per the 2011 Lead Management Optimization study by CSO Insights. Why are salespeople poor at lead generation? Sales is poorly equipped to deal with this reality. What does Sales really need to be effective? Why does sales need help from marketing?