One Wednesday we hosted a great panel of experts to discuss in depth how to leverage content, lead nurturing and new technologies to build stronger relationships and drive more revenue. We’ve answered a couple questions here, and a couple have been posted on the expert’s blogs: Question 1: “Define Lead Scoring a little if possible”. Lead scoring helps quantify the value of a lead based on: the profile of the prospect, behavior (online and/offline), demographics and the likelihood to buy within a defined time frame. what content have they engaged?) MORE >>

Check out tomorrow’s webinar “7 Steps to Finding Untapped Revenue in Your Marketing Database&# where Jep provides key ideas for more powerful lead nurturing efforts. Join Jep on Tuesday, June 22, 2010 11:00 AM PDT where you’ll learn how to generate additional revenue from your existing leads. Tags: Lead Scoring Lead nurturing best practices Last week’s chart showed how marketers are struggling to do more with less. And like a Jack Nicholson – Diane Keaton movie – something’s gotta give. Or maybe not? Tweet This! Digg this! MORE >>

Drip campaigns are an effective way to educate new leads in an automated and consistent manner. With current lead volumes, it’s often impossible for sales people to provide detailed follow-up with each new lead. Now they can focus on those leads who responded favorably to the drip campaign. As a result, more leads turn into opportunities, and sales productivity increases dramatically. Don’t Monitor Lead Activity. Drip campaigns are a means to an end: ultimately, you want to deliver more qualified leads to the sales force. Tweet This! MORE >>

Attend: Lead Management sessions at the Demand Gen Academy conducted by Ardath Albee [The Basics of Lead Nurturing & Intro to Content Mapping]. If you want to make your life easier, yes. There are a number of reasons a content strategy is critical, but I’ll start with the simple fact that businesses are now being expected by their consumers to engage through content. Content Touches Everything. Magazines have always been good at creating content, re-purposing content, and planning ahead, but for B2B marketers this hasn’t always been the case. Drives action. Builds loyalty. MORE >>

In the past, marketing automation systems were designed to do two things, nurture leads and deliver the most qualified to Sales. Yesterday, I had the opportunity to co-present on a webinar with Amanda Batista, from DemandGen Report and Chris Parisi, from Bulldog Solutions, on the State of Marketing Automation in 2011. This was based on a report that Amanda had recently compiled for DemandGen Report. This event was great for me, because it forced me to reflect back on where the industry was just a few years ago and how aggressively it’s matured. This is where the consumer wins. Digg this! MORE >>