Sales Engine

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Quantifying the Value of Lead Nurturing: A Case Study

Sales Engine

Most marketing and sales leaders in the business-to-business world know that nurturing leads is important. In this article, we look at a case study of lead nurturing that finds that nurtured leads were three times more likely to convert to sales-accepted leads than traditional marketing-qualified leads.

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Can the value of lead nurturing be quantified?

Sales Engine

Most marketing and sales leaders in the business-to-business world know that nurturing leads is essential to maintain a digital connection with buyers who want to learn about a business pain, product, or service—but who are not yet interested in talking to a sales person. The sales rep rejects the lead altogether.

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How Many Leads Does Your Sales Team Need?

Sales Engine

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.

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How Many Leads Does Your Sales Team Need?

Sales Engine

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.

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Using Facebook for B2B Lead Generation

Sales Engine

Many B2B marketing leaders have resisted Facebook and other social media platforms, believing that they can’t be successful in getting leads there. So the question is not whether we should use Facebook, it’s: How do we use it to actually get results for both content distribution and lead conversion? Well, that’s changed too.

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B2B Content Marketing Strategy Should Focus on Developing Lead Intelligence

Sales Engine

In the context of digital marketing and demand generation, lead intelligence is the sales rep’s ability to predict high probability pain points that a prospect may have before trying to establish contact so that they may have a more fruitful consultative conversation. How can sales use lead intelligence used to get in front of prospects?

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How many leads do you actually need from marketing?

Sales Engine

Since it’s become more difficult for sales people to get in front of prospects, many B2B companies are relying heavily on content marketing to supply top-of-the-funnel leads that can be converted into closed business. But how do they know if those marketing efforts are having impact on the bottom line?