Never Waste an Opportunity: The Value of Lead Nurturing

Tomorrow People

Lead Nurturing 101. Lead nurturing starts by collecting contact information in exchange for something the visitor deems of value, but with little risk. 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.

Could Facebook become a Lead Nurturing platform?

Buzz Marketing for Technology

When you think of lead nurturing platforms you typically think of firms like Eloqua, Marketo, Aprimo, LeadLife, Market2Lead, Silverpop, even is getting into the lead nurturing space. Lead nurturing starts by taking many touch points and pulling them all together into one spot so you can see patterns of activity across your customer base and get a true profile of what they are doing.


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Why You Need a Lead Nurturing Strategy


Your sales process doesn’t just stop with getting leads from various sources and calling them once. That’s why having a lead nurturing strategy is something you should start incorporating right away. Some effective lead nurturing strategies.

Market2Lead Offers Enterprise-Strength Demand Generation System

Customer Experience Matrix

Market2Lead offers the usual list of demand generation functions: outbound email, Web forms and landing pages, automated lead nurturing, integration with sales, and campaign return on investment analysis. But while many demand generation vendors simplify these features so marketers can run them for themselves, Market2Lead offers no such compromises. This is not to say that Market2Lead is especially hard to use. Market2Lead is researching this capability.

9 Benefits of Lead Nurturing


Not yet doing email nurturing of your leads? Lead nurturing allows you to develop a relationship with your leads in a timely and effective way, all with an email series you can set up once to run automatically! 9 Reasons to Use Lead Nurturing. Establish Contact Immediately - Establishing contact quickly is key to actually connecting with your leads. Lead nurturing is an opportunity to show that you are an expert in your field.

Twitter - Content - Lead Nurturing - Best of B2B Marketing

B2B Marketing Zone Posts

8 Tips for generating high quality leads that sales people love - B2B Lead Generation Blog , August 13, 2009. What IS and ISN’T Lead Nurturing - B2B Lead Generation Blog , August 26, 2009. The #1 Factor in Executing Effective Campaigns - Market2Lead , August 28, 2009. Getting Going with Lead Nurturing - Marketing Genius Blog , August 27, 2009. B2B Lead Generation Checklist: 22 Success Tips - Sales Lead Insights , August 12, 2009.

Because Email Just Isn’t Enough: Joe Payne on ExactTarget’s Acquisition of Pardot


Marketers need tools like lead scoring, lead nurturing and the ability to send sophisticated, multi-channel campaigns from a single platform. Three years ago, Oracle bought Market2Lead, a strong marketing automation solution targeting the business buyer. What we saw in both cases was that the consolidation didn’t lead to tougher competition. by Joe Payne | Tweet this I never thought I’d be an industry pundit.

Will Marketing Automation Be Free?


Industry consolidation is starting (Market2lead acquired, LeadGenesys refocused). Please leave a comment with your prediction… Webinar: The Secret To Creating Lead Nurturing Content That Converts. With the right content strategy, leads will move through the buying process more quickly and you’ll boost your conversion rates. Today announced a free version of their Marketing Automation system.

Hard Data to Justify Your Marketing Automation Investment

Customer Experience Matrix

The Heart of Growing Conversion Rates," 2008): Best in Class Average % higher Inquires to Marketing Qualified Leads (MQLs) nearly 10% 3.9% 150% MQLs to Sales Accepted Leads (SALs) nearly 75% 58% 29% SALs to Sales Qualified Leads (SQLs) nearly 61% 49% 24% SQLs to Closed Business 31% 23% 35% Incidentally, SiriusDecisions reported newer but very similar figures in the recent Neolane-sponsored Webinar 'Making the Business Case for Marketing Automation'.

Marketing Automation Trends for 2010


Kevin Joyce , CMO, Market2Lead. The vast majority of leads generated on a website never have a meaningful conversation with a sales rep. If there is no mechanism to pass the lead back to the marketing team (in an automated or semi-automated fashion), the lead is gone forever. An attached CRM system can kick the records back into a marketing automation system’s lead nurturing program and alert the assigned sales rep if the leads become active.

More Blathering About Demand Generation Software

Customer Experience Matrix

When I was researching last week’s piece on Market2Lead , one of the points that vendor stressed was their ability to create a full-scale marketing database with information from external sources to analyze campaign results. My understanding of competitive products was that they had similar capabilities, at least hypothetically, so I choose not to list that as a Market2Lead specialty. Tags: marketing software marketing automation lead management demand generation

How Workflows Take Marketing Automation to the Next Level


Lead nurturing is a crucial part of any effective marketing strategy. Because if you’re not managing your leads properly, you're wasting your time, marketing resources, and money. Workflows take lead nurturing to the next level. As one of the most powerful tools available to marketers today, workflows enable you to build stronger relationships with your leads, send higher quality leads to your sales team, and save more of your time as a marketer.

15 Need-To-Know Lead Qualification Stats for B2B Marketers (with Takeaways)


A well-oiled inbound sales machine means reps spend less time working low quality leads, and more time closing sales. More leads in, more revenue out. In fact, almost half of B2B sales reps list lead quantity and quality as their top challenge: ( Source ). Sales teams are spending too much time working leads that aren’t ready to buy, or don’t have any to work at all. This lead qualification is a major problem for many B2B organizations.

B2B Social Media Strategy - Best of B2B Marketing Zone

B2B Marketing Zone Posts

Lead generation metrics should emphasize opportunities not just leads - B2B Lead Generation Blog , October 27, 2009. Podcast: Why sellers don’t have the right tools to help buyers buy - B2B Lead Generation Blog , October 15, 2009. Who cares what you’re selling, what are customers buying - Market2Lead , October 21, 2009. The Return on YES in Lead Nurturing - Marketing Interactions , October 18, 2009. Best of B2B Marketing. October 2009.

B2B Social Media Content Strategy - Best of B2B Marketing Zone - September 2009

B2B Marketing Zone Posts

Lead Generation Check list – Part 3: Develop and intensify your Ideal Customer Profile - B2B Lead Generation Blog , September 14, 2009. Pull versus push for more effective lead nurturing campaigns - Market2Lead , September 29, 2009. Lead Generation Tip - Make Your Social Media Presence Known - Smashmouth Marketing , September 4, 2009. Best of B2B Marketing. September 2009. Featured Sources.

Social Media - Twitter - Measurement - Sales - Best of B2B Marketing Zone

B2B Marketing Zone Posts

Lessons on Using LinkedIn for Lead Generation - B2B Lead Generation Blog , July 29, 2009. Definitions for marketing leads for use in lead generation - Market2Lead , July 14, 2009. Social media’s impact on web forms and landing pages - B2B Lead Generation Blog , July 24, 2009. Leads Don’t Suck - Good Leads Are… - Smashmouth Marketing , July 16, 2009. Lead Nurturing and Scoring - Marketing Genius Blog , July 14, 2009.

Top 40 B2B Marketing Blogs - B2B Marketing Zone


Beyond having the best blogs as sources of content, much of the growth has to do with the site's ability to generate "Best Of" lists such as: Twitter - Content - Lead Nurturing - Best of B2B Marketing Social Media - Twitter - Measurement - Sales - Best of B2B Marketing Zone Twitter - Content - Social Media - B2B Marketing Best Of June Subscribing to the Best Of B2B Marketing Zone is a great way to get the best from these sources.

Top 32 B2B Marketing Posts and Hot Topics of Social Media Forecast

B2B Marketing Zone Posts

HP, P&G) to the channel… The Difference Between B2B Leads and Personas - Marketing Interactions , April 17, 2010 B2B marketers have relied on lead definitions to define their marketing programs for years. The biggest disconnect for companies is that a marketer’s definition of a lead can often be quite different than how sales defines what they need to accept a lead as qualified for follow-up. Could Facebook become a Lead Nurturing platform?

What Your Sales & Marketing Teams SHOULD Be Talking About


After all, if you’re going to effectively close customers and generate more business for your company, you’re going to need to make sure your marketing team is not only providing your sales team with quality leads, but that you’re also providing them with the information they need to have the best shot at converting those leads into customers. Your sales team needs to know what kind of lead volume and quality to expect, so they can prepare accordingly.

4 Failing Marketing Relationships You Need to Fix ASAP


Is your sales team upset with your marketing team for sending them subpar leads? There’s no doubt about it, SEO is hugely important in attracting leads. Studies show that these types of bells and whistles distract consumers from your main offering and will lead visitors off your site. By taking control of her company’s site, she’s increased their traffic from 1,000 hits a month to 15,000/month , and sees hundreds of more leads coming in than before.

Demandbase: A New Twist In The Lead Management Automation Market

delicious b2bmarketing

Home Forrester Research « I was recently briefed by | Main | Going Corporate » August 26, 2008 Demandbase: A New Twist In The Lead Management Automation Market [Posted by Laura Ramos ] In a recent survey of over 2100 IT professionals who buy or recommend telecom and networking solutions, we found buyers turn to peers and colleagues first, followed by vendor, industry trade, or professional Web sites, to inform their purchase decisions.

B2B Lead Management Market Heats Up

delicious b2bmarketing

Home Forrester Research « Getting Up Close and Personal | Main | Social Technographics Data Now Available » March 20, 2008 B2B Lead Management Market Heats Up [Posted by Laura Ramos ] Since the start of this year, I’ve been receiving a boatload of briefing requests from companies wanting to show me their lead generation and management solutions. Most recently, Marketo just announced their lead management solution. Customer-centricity is essential to lead management maturity.