Why Lead Nurturing Success Means Not Asking for the Sale

The Point

But don’t equate “staying in touch” – or lead nurturing success – with simply asking the prospect over and over whether he or she is ready to buy. The post Why Lead Nurturing Success Means Not Asking for the Sale appeared first on The Point.

Lead Nurturing Basics: How to Nurture the B2B Buyer’s Journey in 5 Steps

Act-On

Wondering what is lead nurturing? Lead nurturing is the process of building relationships with your buyers at every stage of their buying process (and your sales funnel). Ready to start lead nurturing?

Which Comes First: Lead Nurturing or Inside Sales?

The Point

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.

Measure Your Way to Lead Nurturing Success

The Point

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.

Lead Nurturing’s Biggest Challenges

Marketing Insider Group

Lead nurturing is a vital part of B2B marketing because it‘s a key strategy in driving prospective customers towards a purchase decision. The post Lead Nurturing’s Biggest Challenges appeared first on PureB2B.

10 Tips for Driving Lead Nurturing Success (Infographic)

The Point

When B2B companies invest in marketing automation technology, “lead nurturing” is often one of the key business objectives that spurs those organizations to take the plunge. Here are some tips for driving lead nurturing success.

Lead Nurturing in 6 Simple Steps

B2B Lead Generation

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.

Lead Nurturing: Unique tracks and impactful tests

B2B Lead Generation

Tweet I was recently interviewed by Marketo for their Definitive Guide to Lead Nurturing eBook, and I wanted to share some ideas that didn’t find their way into the guide as well as some additional thoughts on lead nurturing with you. This is the essence of lead nurturing.

5 Useful Lead Nurturing Tactics to Get More Opportunities

B2B Lead Generation

Lead nurturing is one of those things that’s easy to talk about but hard to do. In this article, I’ll share how to apply lead nurturing to help advance leads through three stages of your lead generation funnel to get more qualified opportunities. Three Lead Generation Stages You Need to Nurture. At this stage, you’re moving them from being a lead to a sales qualified opportunity. Don’t rely on just one primary lead source.

The 3 Biggest Problems With Lead Nurturing

Modern Marketing

Marketing automation and lead nurturing seem to go hand-in-hand. In fact, according to the 2014 B2B Enterprise Demand Generation Study conducted by ANNUITAS, 75% of respondents stated they are using lead nurturing. Marketing Automation Does Not Equal Lead Nurturing.

How To Measure Lead Nurturing Performance

Marketing Insider Group

I was asked to answer a few questions recently for a paper by DemandGen Report and Vidyard on measuring lead nurturing. You can access the full report here, but here is the full Q&A providing some thoughts on lead nurturing and measurement of content performance.

Why is Inside Sales So Scared of Lead Nurturing?

The Point

One of the reasons for this under-utilization, and the inability of some marketers to deploy, for example, automated lead nurturing at every stage of the selling process, is resistance from the sales organization, and in particular, Inside Sales.

How to Fix a Broken Lead-Nurturing Strategy

Contently

Here’s where my marketing brain kicks in: The way a glacier moves feels a bit like lead nurturing. (Or Or at least, lead nurturing in a perfect world.) Nurture emails that are barely distinguishable from seedy spam messages stuff our inboxes. Lead scoring.

B2B Marketers still struggle with lead nurturing

Biznology

I thought it was widely understood by now that staying in touch with a prospect who has shown some interest in your product or service can triple, even quadruple, lead-to-sales conversion rates. I was struck by the mere 35% of responders who say nurturing is essential to their business.

Email Marketing: 3 lead nurture paths you should automate

B2B Lead Generation

Tweet Marketing automation can help you manage lead nurturing efforts in a complex marketplace. Automating a sales nurturing track is significantly different from a content nurturing track as it turns up the dial on complexity.

Content Marketing Tips for Lead Nurturing

B2B Lead Generation

Tweet I was asked by a reader to provide some examples of what lead nurturing touches may look like. Lead nurturing is something that’s fairly easy to understand, but for many, it’s become a frustrating thing consistently execute for two reasons: Lack of content. I’ve found that many marketers get stuck on not having enough good and effective lead nurturing content. My advice is to start accumulating and building your lead nurturing library now.

Lead Nurturing: What it is, and what it is not

B2B Lead Generation

Tweet Building on my post last week , I was reminded of a conversation I had with a marketer who was meeting with her new boss to explain the need for a new lead nurturing strategy. We discussed the challenges of communicating what is and isn’t lead nurturing.

Why Organizations Should Stop Focusing on Lead Nurturing Campaigns

ANNUITAS

The stats, guides and tips to effective lead nurturing abound in the B2B marketplace and yet with all of this information, still only a fraction of B2B companies are using or effective in the use of lead nurturing according to MarketingSherpa.

6 Ideas to Create More Relevant Lead Nurturing Emails

B2B Lead Generation

1 lead-nurturing tactic. So, how do we better align align our email and nurturing messages with what is relevant to our audience? Read more on how to put your customers first in lead generation. Read more on Email Marketing: 3 lead nurture paths you should automate.

Lead Nurturing: Why good call scripts are built on storytelling

B2B Lead Generation

In this B2B Lead Roundtable Blog post, we’ll break down a call script used for voicemails from a lead nurturing experiment to better understand how positioning your “ask” at the right time can aid your lead nurturing efforts.

Do You Need Marketing Automation to Do Lead Nurturing? Sort Of.

The Point

Do I need it in order to do lead nurturing?”. My answer: “It depends how you define “ lead nurturing ,” but technically: no, you don’t need marketing automation in order to nurture leads. Marketing automation simply takes nurturing to a whole new level.

Lead Nurturing: You can’t automate trust

B2B Lead Generation

Tweet I recently had coffee to catch up with my friend Jill Konrath and we were talking about new opportunities, ideas for the improvement of lead nurturing and I’m currently pondering my next book. As you might guess, we both experienced lead nurturing follow-up after those visits. Marketing automation can help you manage lead follow-up and lead nurturing, but you can’t automate trust. I think a perfect way to do this is through lead nurturing.

5 Ways to Make Your Lead Nurturing Emails Stand Out

Modern B2B Marketing

That’s where lead nurturing comes in. Lead nurturing is the process of building effective relationships with potential customers throughout the buying journey. Drip marketing is like a monologue whereas lead nurturing is having a 1-1 conversation.

Best B2B Lead Posts in 2014: Lead generation, lead nurturing and content marketing

B2B Lead Generation

Read on to find out what B2B Lead Roundtable Blog posts were shared the most as well as the three topics B2B marketers valued most in 2014. Topic #1 — Lead generation is king. Lead generation was a huge topic for 2014 and for good reason. Lead nurturing, that is.

5 Simple Ways to Take Your Lead Nurturing Program to the Next Level

The Point

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? We need to talk.

Survey: Lead Nurturing Efforts Need Improvement for Most B2B Marketers

KoMarketing Associates

B2B marketers are still turning to lead nurturing campaigns to drive sales and grow their customer base, but are their efforts paying off? The “2017 Lead Nurturing and Acceleration Survey Report” from DemandGen recently shed light on how lead nurturing strategies are helping marketers achieve their objectives. The majority (30 percent) claimed that generating sales-ready leads was the largest benefit, with responses averaging 3.8

Do Lead Nurturing Campaigns Always Need an Offer?

The Point

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? In his post, Jon proposes extending the rule to lead nurturing, and states that “some of the best (lead nurturing) emails provide useful and compelling content in the email itself” – that is to say: without an offer.

Lead Nurturing’s Biggest Challenges

PureB2B

Lead nurturing is a vital part of B2B marketing because it‘s a key strategy in driving prospective customers towards a purchase decision. While they might not be customers from the get-go, prospects turn into warm leads faster if you invest the time and effort to communicate regularly after their first contact. Technology has allowed marketers to scale their lead nurturing campaigns with readily available automation tools and easy-to-use CRM software.

4 Steps to Lead Nurturing: Walking the buying path with your customers

B2B Lead Generation

Tweet Lead generation can take you on a long hike. The one thing I can guarantee you about the journey is that more is not better if you don’t know how to nurture. The goal of lead nurturing is to help progress leads from initial interest toward purchase intent.

Lead Nurturing & the 80/20 Rule

The Point

The lead nurturing program they implemented included 40+ (yes, forty) separate and distinct tracks of emails, tailored to different audience segments, product interests, and stages in the lead lifecycle.

Lead Nurturing: The Power of a Drumbeat

Sales Engine

This strategy is called lead nurturing. Consider these research findings: Nurtured leads produce, on average, a 20 percent increase in sales opportunities versus non-nurtured leads. The fourth and final nurture, then, is to drive the decision.

Lead nurturing via email series and content marketing

B2B Lead Generation

Tweet Lead nurturing involves a number of activities and channels such as “under the hood” tracking and scoring of prospects behavior and engagement with your campaigns as well as follow-up telephone at times whenever that tactic fits into an overall lead nurturing program.

Lead Nurturing: Triple Your Marketing Return

ViewPoint

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. In the last blog in this series we discussed how to keep leads from being ignored and going into a black hole by using something I call the judicial branch. Today we will discuss how lead nurturing can triple the return on most marketing campaigns: Nurturing is essential for successful lead generation—both inbound and outbound.

The State of B2B Lead Nurturing [New Benchmark Research]

Modern Marketing

Bizo recently released a survey that found lead nurturing is a critical tool for marketers, but at the same time, there is plenty of room for optimization, particularly when it comes to email. Lead nurturing, however, still has its share of challenges. Lead Nurturing

Learn Holistic Lead Nurturing

LeadSloth

Would you like to learn how Lead Nurturing can turn more of your leads into revenue? On a single afternoon in New York City, Silverpop brings together several expert speakers to discuss Holistic Lead Nurturing strategies. What Is Holistic Lead Nurturing?

Lead Nurturing and Personalization

ActiveDEMAND

Lead Nurturing and Personalization Here, we’re going to explain why personalization is a vital part of lead nurturing in marketing. It happens more often than you’d think, even with a lead nurturing strategy in place. What is Lead Nurturing?

B2B Lead Nurturing Myths That Promote Sales Pipeline Leaks

Modern Marketing

Myths are plentiful when it comes to B2B lead nurturing. Let’s step back a minute and ask a key question, “Why is lead nurturing so important?” Lead nurturing works. You Can Nurture a Complex Sales Cycle with Email Alone.

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)

ViewPoint

This year I've been talking a lot about Nurturing. I feel so strongly that nurturing needs to be a focus, I asked a panel of 11 experts to weigh in on the best lead nurturing programs (and processes) and what to expect in the coming year. Lead Reengagement.

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 Statistics of Lead Nurturing for B2B

NuSpark

You know what lead nurturing is… Here’s my definition. Lead Nurturing is the process of communicating to a lead on an ongoing basis in order to educate, inform, continue to qualify and build a relationship until the lead is sales-ready. Most importantly, a sound lead nurturing marketing program has proven to increase revenues for firms. It’s why I continually promote the entire lead management cycle, from email capture to sales.