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.
8 Questions to Help You Decide if Your Content is Good Enough
APRIL 19, 2017
No one question will help you create content that drives quality leads – leads that convert more readily to pipeline and revenue – more than this one. Is it aligned with where your audience is in the purchase process?
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.
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.
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.
17 Ways to Promote Your White Paper for Lead Generation
MARCH 3, 2016
You’ve written, designed and produced a white paper. Your objective was likely to establish thought leadership, generate leads and perhaps use it to nurture existing leads until they’re ready to buy. Link to your white paper on your home page. Sales.
18 Ways to Promote Your White Paper for Lead Generation
DECEMBER 9, 2012
Well, your firm has written and produced a white paper. A quality white paper can one of the most important content marketing vehicles to generate leads within your internet marketing plan. Your ultimate goals with white papers are typically the following: . .
Content Marketing Tips for Lead Nurturing
B2B Lead Generation Blog
FEBRUARY 9, 2015
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.
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.
6 Best Practices for Setting Up a Lead Nurturing Program
MARCH 3, 2017
To paraphrase an old saying: You can lead a prospect to your website, but you can’t make them buy. On the other hand, you can improve your chances considerably with a lead nurturing program, helping your prospects every step of the way. Easily 50 percent of the leads that your marketing team unearths are not yet sales-ready ‒ but rather than dumping that half of those prospects in the rubbish bin, nurture them to increase your haul of sales qualified leads.
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. Lead Reengagement. Personal nurturing. Lead Nurturing
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. 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.
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. I 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?
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. Marry lead nurturing with lead scoring to find when they truly become sales ready.
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. inside sales reps make contact with, and engage with, new prospects; and, as a result, 2.
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.).
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. Our new cheat sheet on B2B lead nurturing 7 Keys to Successful Lead Nurturing is officially released.
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. This is the stage where a lead becomes an opportunity. Many leads get stalled at the accelerator level.
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.
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 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. 5 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.
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. Convert Mid-Funnel Leads. When using marketing automation for lead nurturing, content can (and should) play a major role in nurturing campaigns.
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. That’s precisely when lead nurturing can have a profound impact. “We
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. How can we STOP DOING lead nurturing campaigns?
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. Here are the top 5 questions to ask about your current lead management process: 1. Do you generate leads from both end users and resellers?
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.
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. A 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.
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.
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. When you’re creating content with lead nurturing in mind, focus on delivering the most value to active leads.
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.
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.”.
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.
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. 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.
Why Sales needs Content Marketing and Marketing Automation
SEPTEMBER 20, 2011
B2B Demand Generation | The Benefit to Sales. If you’re in BtoB Sales, you may be thinking that this great content stuff and demand generation talk belongs in marketing. Now let’s talk about your world in Sales. Let’s examine a Sales scenario to illustrate the power of content marketing and marketing automation software. The point we want to make clear is this: The primary beneficiary of content marketing and marketing automation is Sales.