Lead Nurturing: How-to articles covering the latest marketing tactics, tips, and strategies.

• How to Properly Close the Loop... and the SalePeter Gracey
  First impressions matter a great deal. That's why you need to structure your sales calls to establish rapport and drive toward a sense of trust and camaraderie with your prospects. ...
  Customer Behavior, Customer Relationships, Lead Nurturing, Management, Sales, Sales and Advertising, Telemarketing
• Four Foundational Elements of Marketing Analytics SuccessMark Emond
  A lot of marketing organizations today think that they are on the path to greater insight because they now have analytics technology. The reality is that it takes a significant ...
  CRM, Customer Acquisition, Customer Insight, Data, Lead Generation, Lead Nurturing, Marketing Automation, Marketing Operations, Measurement, Metrics
• Why Lead Nurturing Is Like Hosting a Dinner Party (and Nine Ways to Do It Right)Charlotte Varela
  Lead nurturing and dinner parties require the host (marketer) to build and maintain relationships through conversation, rapport, and trust. And both involve careful planning...
  Content Marketing, Customer Acquisition, Customer Relationships, Lead Generation, Lead Nurturing, Personas, Sales, Web Content, Website Design, Websites
• Sales and Marketing at War: The Game of Thrones [Infographic]Verónica Maria Jarski
  Though not competing for the Iron Throne, Sales and Marketing have long warred against one another in struggles worthy of a "Game of Thrones" TV episode. Pardot has mapped out ...
  Customer Acquisition, Lead Generation, Lead Nurturing, Lead Quality, LinkedIn, Marketing Automation, Sales and Advertising, Twitter
• The Magic Behind the Curtain: Marketing Automation [Infographic]Verónica Maria Jarski
  How is marketing automation like the Wizard of Oz? Without being noticed, both work furiously behind the scenes to produce an experience that works like magic. Check out the following ...
  Customer Engagement, High-Tech Marketing, Lead Nurturing, Marketing Automation, Marketing Tips
• Grow Revenue With Big Data: Get Sales and Marketing on the Same Page [Infographic]Verónica Maria Jarski
  To meet revenue goals, Sales and Marketing should work together. Unfortunately, they often don't. Why is that? Check out this infographic to learn about reasons for the clash and some ...
  Lead Generation, Lead Nurturing, Lead Quality, Marketing Tips, Sales
• Texting Prospects (at the Right Time) Boosts ConversionLenna Garibian
  Though email messaging is an important part of the selling process, texting can be an effective way to supplement email and phone channels, according to a study by Leads360. Sales ...
  B2B Marketing, Customer Communications, Lead Nurturing, Mobile Marketing, Research Summaries, Sales, SMS
• Avoid These Three Deadly Sins of Sales MessagingTim Riesterer
  Salespeople's lips moving—that's how deals get done. The entire deal rides on what you have to say even more than what you have to sell. So here's how you'd better ...
  B2B Marketing, Content, Customer Acquisition, Lead Generation, Lead Nurturing, Positioning, Presentations, Sales
• Lead Nurturing and Marketing Automation: 15 Key Questions Answered (Questions 11, 12)Sid Smith
  This installment of our series answers two questions: Are blogging and social media viable lead nurture tools? And do all demographics respond well to lead nurturing?
  B2B Marketing, Blogging, Content, Content Marketing, Customer Acquisition, Customer Behavior, Demographics, High-Tech Marketing, Inbound Marketing, Lead Generation
• Lead Nurturing and Marketing Automation: 15 Key Questions Answered (Questions 8, 10)Sid Smith
  This installment answers two questions: "What's the difference between inbound and outbound marketing? (and which is better?)" and "With so much content to create, where do we focus our efforts?"
  B2B Marketing, Blogging, Content, Content Marketing, Customer Acquisition, Digital Theory, Direct Marketing, Inbound Marketing, Lead Generation, Lead Nurturing

Lead Nurturing: Podcasts containing in-depth interviews with smart marketers from all walks of life.

• The Tension Between Marketing and Sales Exposed! Silverpop's Ellen Valentine on Marketing Smarts [Podcast]by Matthew Grant
  Ellen Valentine, product evangelist at Silverpop and my guest this week on Marketing Smarts, has an interesting perspective on the perennial tension between Marketing and Sales: Technology is to blame! And it's likely the solution, too...
  B2B Marketing, Content Marketing, Customer Acquisition, Email Marketing, Email Service Providers, Lead Generation, Lead Nurturing, Lead Scoring, Marketing Automation, Marketing Operations

Lead Nurturing: Online seminar broadcasts from the best minds in marketing

• The Art of Sales Conversations: Winning Clients and Increasing RevenueBroadcast on 10/27/2011 with Mike Schultz
  Master the skills needed to influence prospects through better sales conversations during this insightful PRO seminar. Learn how uncovering your clients' needs throughout the conversation process can help you increase their desire to buy from you (and for full price).
  Customer Acquisition, Customer Relationships, Lead Nurturing, Relationship Marketing, Sales
• Leveraging Email, Mobile, and Social Media to Engage and Retain CustomersBroadcast on 11/18/2010 with Joel Book
  You'll discover how two innovative companies—ScottsMiracle-Gro and Volvo Construction Equipment—integrate email, mobile and social media to attract, engage and retain customers.
  Customer Engagement, Customer Retention, Digital Marketing, Email Marketing, Lead Nurturing, Mobile Marketing, Social Media
• Shift Your B2B Marketing into High Gear: Lead Management, Social Media & Integration (FREE)Broadcast on 3/25/2010 with Roy Young, and featured MarketingProfs B2B Forum Speakers
  Get expert advice on how to turn more leads into customers through the latest techniques in lead management and integration of social media into your marketing programs.
  B2B Marketing, Customer Acquisition, Email Campaigns, Lead Generation, Lead Nurturing, Social Media
• How to Develop a B2B Lead Nurturing Program that Really WorksBroadcast on 12/20/2007 with Brian Carroll
  Generating tons of leads doesn't guarantee more sales will follow. The secret to successful lead generation and B2B marketing today is the process of lead nurturing, which converts more leads into sales opportunities by adding critical human touch.
  B2B Marketing, Customer Relationships, Lead Generation, Lead Nurturing, Referrals, Sales, Thought Leadership
• Crash Course #9: Direct Marketing Techniques for B-to-B Lead GenerationBroadcast on 3/1/2007 with Ruth Stevens
  In this seminar you will learn the essentials of generating qualified leads and tracking them to closure. Using examples from companies like IBM, Sprint, and Dun & Bradstreet, this seminar reviews the process of lead generation campaign planning and execution.
  B2B Marketing, Direct Marketing, Lead Generation, Lead Nurturing, Lead Quality, Measurement, ROI
• Lead Generation, Qualification and TrackingBroadcast on 3/10/2005 with Ruth P. Stevens
  This seminar reviews the process of lead generation campaign planning and execution, and then focuses in depth on how to qualify and nurture inquiries, and convert them to the kinds of leads that sales people will love. Finally, you will learn how to track the leads to closure and connect the revenue back to the specific marketing campaign, so you can deliver a demonstrable ROI, even in a multi-channel environment.
  Lead Generation, Lead Nurturing, Lead Quality, Measurement, ROI, Sales

Lead Nurturing: Tutorials — tactical marketing know-how in just 10 minutes from subject matter experts

• Take 10: Using Email to Nurture Your Leads on a BudgetReleased on 3/16/2012 with Christine B. Whittemore
  In just 10 minutes, you'll learn how to effectively nurture your leads via email without breaking the bank.
  Customer Relationships, Customer Retention, Email Campaigns, Email Marketing, Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring, Take 10
• Take 10: 6 Steps for Designing Profitable Lead Nurturing ProgramsReleased on 10/1/2010 with Jim Lenskold
  Join Jim Lenskold as he guides us through the six key steps for designing (and making the case for) targeted lead nurturing programs that educate and engage the most valuable of these leads.
  Lead Generation, Lead Nurturing, Marketing Tips, ROI, Take 10

Lead Nurturing: Marketing downloads for the busy professional

• B2B Lead Generation: Marketing ROI & Performance Evaluation Study
  MarketingProfs research studies the effectiveness and performance of lead generation comparing quantity to quality.
  B2B Marketing, Collaboration, Lead Generation, Lead Nurturing, Lead Quality, Metrics, ROI, Sales, Surveys
• B2B Sales Lead Generation: Integration of Web 1.0 and Web 2.0 Media
  Research on how Web 1.0 and Web 2.0 can be used in effective Lead Generation campaigns
  Lead Generation, Lead Nurturing, Lead Quality
• Lead Generation How-To Guide
  Great product, great sales team, great marketing collateral - now what? People to sell to, of course. Put your lead generation tactics under the microscope with this enlightening how-to guide. Get more and better qualified leads, faster today.
  Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring, Sales