18 Common Features of a Best-in-Class Lead Nurture Program

The Point

It wasn’t that long ago, when marketing automation first burst on the scene, that the height of lead nurture sophistication was the simple, automated sending of multiple, sequential emails. Modern, best-in-class lead nurture programs focus less on automation, and more on leveraging intent data, AI, social engagement, Web behavior and a host of other variables in order to deliver their messages – through a variety of channels – to the right person at the right time.

Report: One-Third of Marketers Say Lead Nurturing Has No Impact

The Point

The analysts at Demand Gen Report just published their “ 2018 Lead Nurturing & Acceleration Survey Report ” and one conclusion is no surprise: many B2B companies are still really bad at lead nurturing. It’s not just that 44% of respondents said that their lead nurturing “needs improvement.” For those companies, it makes no difference whether they nurture leads or not.

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4 Surprisingly Effective B2B Lead Nurturing Tactics

Marketing Insider Group

Nurturing leads has never been simple for B2B companies – in fact, it often tops the charts when marketing and sales teams are asked about their greatest challenges. Curious what they are and how your marketing team can use them in their lead nurturing strategies?

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. In today’s B2B Lead Roundtable Blog post, we’ll look at three lead nurture tracks you should automate to aid your email marketing efforts from a MarketingSherpa Lead Gen Summit 2013 presentation featuring Keith Lincoln, Vice President of Marketing, SmartBear. Lead Generation: 2 simple tactics to determine cost per lead [More from the blogs].

5 Reasons to Gate Lead Nurturing Content

The Point

A client asks: “I notice that you’re recommending we gate our offer content behind landing pages as part of the lead nurturing campaign. As I discussed in this earlier post , it’s not essential that all lead nurturing content be gated, or even that all lead nurturing emails have an offer in the first place, but it is a good idea to host most offer content behind a landing page and registration form, even in the context of lead nurturing.

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. If you have a complex sale, the best way I know how to do this is by combining a human touch with your sales pitch to build relationships with your lead-nurturing message. Read more on Email Marketing: 3 lead nurture paths you should automate.

How to Set Scalable Lead Nurture Workflows in HubSpot

SmartBug Media

Lead nurturing is a powerful tool you can use to ensure your brand stays top of mind with prospects. It allows you to enroll contacts into a series of drip emails and nurture them further along the Buyer’s Journey. Triggers: What causes this person to look for a solution?

Stop Cold Calling and Start Lead Nurturing

B2B Lead Generation

Tweet Earlier this week, I had a call with a CEO of a small technology company who was wondering how to optimize his lead generation. ” I gave him the following advice: Stop cold calling and start nurturing. Cold calls vs. nurturing calls. Look up the definition of “nurture.” Reaching out via the telephone in a useful manner will help build trust for your other lead generation initiatives.”

6 Lead Nurturing Strategies for Beginners

Oracle

by Jesse Noyes | Tweet this This article comes courtesy of Joe Cordo , Chief Marketing Officer at Extraprise , an Eloqua partner and lead generation services firm. There are tons of articles, posts, even graphics about lead nurturing out there. There all kinds of campaigns and terms to learn: “drip”, “trigger”, “dynamic.”. Nurturing is a critical way to keep prospects engaged and headed down the path to purchase.

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. After all, a simple monthly email newsletter to your database – something you can accomplish with only the most basic email service provider (ESP) – nurtures leads. Marketing automation simply takes nurturing to a whole new level.

How Quickly Should I Suspend or Delete Non-Responsive Leads?

The Point

A client asks: How long should a lead be chronically non-responsive before they’re marked as “marketing suspended”? Over time, an accumulation of stale, non-responsive leads can bump you to a higher pricing tier for your CRM or marketing automation license.

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? There was a time when lead nurturing was synonymous with simply staying in front of prospects. Call it “calendar-based” nurturing: a series of regularly scheduled emails, promoting different content, all to the same list. We need to talk.

Goldilocks and the 3 Lead Nurturing Programs

Oracle

When it comes to lead nurturing some programs start out too hard and some start out too soft, but don’t worry, some are just right. This Lead Nurturing Program is Too Hard. The Papa Bear mistake of lead nurturing is starting out too complex. Anytime someone mentions “automation” or “nurturing” it triggers painful flashbacks. This Lead Nurturing Program is Too Soft. This Lead Nurturing Program is Just Right.

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.) In this metaphor, the ice serves as our nurturing efforts, pushing leads along with the overwhelming weight of our email prowess. Nurture emails that are barely distinguishable from seedy spam messages stuff our inboxes. So what does a successful nurture program look like? Lead scoring.

3 Cool Lead Nurturing Programs You’re Not Running

Oracle

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. The “Competitive Sale” Nurture. Why not use lead nurturing programs to help differentiate your solution? The“Free Trial” Nurture.

6 Steps to Ramp Up Trigger Marketing

Oracle

One modern marketing tactic, which puts the customer in the center of the digital experience and harnesses the power of marketing automation, is triggered programs. Triggered programs are based on a customer’s profile data, preferences and digital body language. " Old habits die hard ," sings Mick Jagger, but don’t worry, getting started with triggered programs and becoming a "trigger happy" marketer is much easier than you think.

9 Steps to an Awesome Lead Nurturing Workflow

SmartBug Media

If you haven’t been implementing lead nurturing into your inbound plan, you may be missing out on engaging the 96 percent of your website visitors who aren’t ready to buy. Let’s aim for higher conversion rates and increased engagement by rolling up our sleeves, adding some awesome lead nurturing workflows, and really making a connection via email. It can be easy to make one workflow of lead nurturing messages apply to all of your conversions.

Eloqua Blog: Lead Nurturing Markie – Runner Up

Eloqua Tips and Tricks

Eloqua Blog: Lead Nurturing Markie – Runner Up. Nurture. Today I am going to focus on Nurture and I will share with you my exact Markie submission from 2012. 2012 Markie Submission – Best European Lead Nurturing Program. Do you have a sophisticated lead nurturing program that has measurable results? Who was the target of your nurturing campaign? (ex: Push sales ready leads over to sales. Marketing Qualified Lead (MQL).

Lead Nurturing & Increasing Client Retention: How to Decrease Customer Churn

Sharpspring

Proper Lead Nurturing is Key to Reducing Client Attrition. Creating effective lead nurturing campaigns for Credit Union 2.0’s s key to success is creating automated lead nurturing campaigns for credit unions that increase the probability of a sale. provides content and sales funnels to help increase lead generation. was able to leverage marketing automation for nurture campaigns specific to each client.

Lead Nurturing Emails That Convert

Vision6

So the challenge remains: How can you leverage email to win over your quality leads? The answer: Lead nurturing emails! The beauty of lead nurture emails is their highly customised nature, allowing you to guide your potential customers through each phase of the sales funnel.

Lead Nurturing Strategies to Keep Senior Living Prospects Engaged

SmartBug Media

This means nurturing these leads is critical in order to move them down the funnel. If you are responsible for marketing a senior living community (or communities), here are four scenarios in which lead nurturing will work wonders. This is where marketing comes in to ensure that these leads are being slowly nurtured. With this info, create a lead nurture workflow that is still top of the funnel but geared toward the community’s region/location.

6 Steps to Ramp Up Trigger Marketing

Oracle

One modern marketing tactic, which puts the customer in the center of the digital experience and harnesses the power of marketing automation, is triggered programs. Triggered programs are based on a customer’s profile data, preferences and digital body language. " Old habits die hard ," sings Mick Jagger, but don’t worry, getting started with triggered programs and becoming a "trigger happy" marketer is much easier than you think.

10 Simple Reasons Why Your Lead Nurturing Strategy Isn?t Working

PureB2B

When it comes to lead management, attracting potential buyers is only the beginning. Remember that for a lead to be considered successful, it must ultimately turn into a sale. To get there, you’ll need to be proactive about nurturing each step in the sales conversion process. Lead nurturing is the process of sending relevant content to your leads. A good lead nurturing program has: A clear goal. Lead Nurturing Mistakes to Avoid.

5 Ways to Use Trigger Campaigns to Effectively Nurture Leads

Act-On

What is an email trigger campaign and how can you use this digital marketing tactic to improve lead nurturing and close more deals? Demand and Lead GenerationRead this blog to find out!

Work Hard, or Work Smart? Automate Your B2B Lead Nurturing

The Forward Observer

Automated lead nurturing will help you keep in touch. According to Brian Carroll , author of Lead Generation for the Complex Sale , up to 95% of qualified prospects on your Website are there to research and are not yet ready to talk with a sales rep, but as many as 70% will eventually buy from you or one of your competitors. That’s why lead nurturing is now more important than ever. Call your leads every few weeks to “check in” and ask if they’re ready to buy.

Implementing Your Lead Nurturing Campaigns; Free Templates That Help You Plan

NuSpark

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. Remember, lead nurturing is the process of delivering highly relevant content to prospects that may have shown some interest in your company but not ready to buy. Save time following up on bad leads. .

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. But a new study from Bizo and Oracle Marketing Cloud suggests that business marketers are still struggling to get the most value from lead nurturing programs. I was struck by the mere 35% of responders who say nurturing is essential to their business.

Designing an off the shelf lead nurture engine for Oracle

Eloqua Tips and Tricks

Designing an off the shelf lead nurture engine for Oracle. A few years back Oracle asked me to design an off the shelf partner lead nurturing engine that they could use to enable their partners to market to their own databases on a shared instance of Eloqua. They essentially wanted me to architect what I had created when I came runner up to Sony for the best EMEA lead nurturing campaign in their Markie awards on a much larger scale. Overall Lead Ratings.

Segmentation, Social Media Drive Lead Nurturing Success for iDirect

The Point

When marketers embark on a formal lead nurturing strategy, opportunities for process improvement can arise in unexpected ways. That was the experience for iDirect , a leading provider of satellite IP communications based in Herndon, Virginia. All this presents real challenges for both demand generation and lead management. First, the company invested in Marketo , a leading marketing automation platform that integrated well with the company’s CRM system, Salesforce.com.

5 Lead Nurturing Strategy Considerations

Strategic-IC

A considered lead nurture strategy is important to support your sales and marketing activities and ensure prospects keep moving through the funnel. We explore 5 lead nurture tips to consider for an effective process. Why is Lead Nurturing Important? Wouldn’t it be great if every lead that visited your site was ready to buy? However as you know, only a small percentage of leads will be purchase-stage ready after initial contact with you.

Work Hard, or Work Smart? Automate Your Lead Nurturing

The Forward Observer

Automated lead nurturing will help you keep in touch. According to Brian Carroll , author of Lead Generation for the Complex Sale , up to 95% of qualified prospects on your Website are there to research and are not yet ready to talk with a sales rep, but as many as 70% will eventually buy from you or one of your competitors. That’s why lead nurturing is now more important than ever. Call your leads every few weeks to “check in” and ask if they’re ready to buy.

Lead Nurturing; How to Transform your Leads into Revenue

Inbox Insight

Lead generation is an essential element of demand generation but if you think the work stops there, here’s some bad news…. 79% of marketing leads don’t convert ( HubSpot). But before you hang up your coat, here’s a collection of lead nurturing best practices worth exploring. Why persevere with lead nurturing? Not surprising then, 74% of companies say converting leads into customers is their top priority ( Hubspot ).

Can You Predict Your Ideal Scenarios For Lead Nurturing?

Tony Zambito

"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. Yet, depending on these same reports from the several research organizations benchmarking such effort, companies who perform effective lead nurturing enjoy a better than 25% higher return on their efforts than those who do not.

How to Craft a Lead Nurture Cadence: Best Practices to Build Relationships

LeadCrunch

Sometimes your leads need a little love. Even if all signs point to qualified, most leads aren’t ready to buy Johnny on the spot. Getting them there is all about nurturing the relationship. A nurture cadence. Lead nurture can transform budding relationships into bonafide partnerships. But, successfully nurturing a relationship from early prospect to ready-to-buy client takes the right tone, content, and timing. B2B Content marketing B2B Lead Gen

7 Amazingly Effective Lead Nurturing Tactics

Hubspot

As companies adopt inbound marketing as a way to generate more leads, the importance of having an effective lead nurturing strategy becomes very clear. In most cases only a relatively small percentage of your inbound leads will be ready to make an immediate purchase, leaving upwards of 90% of your inbound leads on the table. Implementing an effective lead nurturing strategy can have a huge impact on the results of your inbound marketing strategy.

5 Lead Nurturing Tips You Need To Know Now

Opt Intelligence

Your lead generation efforts have helped you build a solid email list. Now you’ve got to turn those leads into actual customers. Through effective lead nurturing. Often called a drip campaign, this schedule of triggered emails is designed to pull your leads through the funnel, driving conversions and sending them into the next cycle of repeat customers. Here are five fast facts about lead nurturing you need to know NOW. Congratulations!

An Effective Lead Nurturing Guide to Boost Conversions

Opt Intelligence

Lead generation is an incredibly important part of any marketing strategy. Yes, it typically costs less to keep and upsell existing customers, but there are only so many ways to create repeat purchases , particularly in longer lead time verticals. That’s why it’s so important to keep your pipeline full of new leads. But a lead is only that: a lead. That’s where lead nurturing comes in. How Lead Nurturing Works.