• Real Marketing Analytics for B2B Lead Generation by Lisa Cramer
  Marketing analytics used to simply be about measuring the hits on your website and the number of opens and clicks on emails. But as marketers we know that the times are changing. Today, marketers must find a way to manage leads ...
  More articles on B2B Marketing, CRM, Landing Pages, Lead Generation, Lead Nurturing, Marketing Analytics, Marketing Smarter, Metrics, ROI
• Three Ways to Improve Your Lead-Nurturing Strategy by Kathy Rizzo
  Although more than 80% of high-tech marketers say they have a lead-nurturing strategy, 64% say their strategy needs improvement, according to a February 2008 survey by TeleNet Marketing Solutions. As for which areas of overall lead-generation strategy tech marketers would like ...
  More articles on Customer Experience, Email Marketing, High-Tech Marketing, Lead Nurturing, Marketing Tips, Telemarketing
• Lead Scoring: A Leading Priority for Marketers by Lisa Cramer
  Today, leads flow to Marketing from ever-increasing online sources—email campaigns, the company Web site, Google AdWords and Google searches, webinars, online advertising, blogs, and virtual trade shows—as well as from traditional marketing activities. The sheer volume of leads, or "suspects," can ...
  More articles on Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring
• How Marketing Can Earn a Seat at the Revenue Table by Phil Fernandez
  Marketing is suffering from a crisis of credibility. So what can marketers do to be seen as part of a machine that drives revenue and profits, not just the people who throw parties and buy swag?
  More articles on B2B Marketing, Collaboration, Lead Generation, Lead Nurturing, Lead Quality, Metrics
• Five Key Steps to Measuring Your Lead-Nurturing Initiative by Kathy Rizzo
  Whether you are campaigning to gain budget approval to implement your nurturing strategy or need to illustrate ROI for an existing nurturing program (or you are just trying to evaluate your current tactics) effective measurement of your nurturing program is ...
  More articles on Collaboration, Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring, Marketing Tips
• How to Use Email Segmentation to Shorten the Sales Cycle by Stephanie Miller
  Selling now takes more time and resources then ever before. In fact, the sales cycle has become 22% longer as buyers more carefully consider their decisions. If this true for you, then consider it a great opportunity for email marketing ...
  More articles on Email Marketing, Lead Nurturing, Sales, Segmentation, Targeting, Writing
• Lead Nurturing: Cultivating Relationships and Growing Sales Through Continued Dialog by Kathy Rizzo
  Lead nurturing has become an integral component of an overall marketing strategy. While there is an ever-growing incentive to implement an effective lead nurturing strategy with business partners and prospects, determining which specific tactics to utilize can prove challenging.
  More articles on Customer Engagement, Lead Generation, Lead Nurturing, Lead Quality, Sales, Targeting
• B2B Demand Generation in the Age of Accountability, Measurability, and Automation by Mike Zavershnik
  Never before have business-to-business (B2B) marketers faced such enormous pressure in their jobs. With competition intensifying and prospective customers becoming increasingly elusive, companies are demanding that marketers deliver measurable results. Chief Marketing Officers (CMOs) are now expected to demonstrate the ...
  More articles on B2B Marketing, Lead Nurturing, Marketing Challenges, Measurement, Targeting
• Casting a Wide Net for Leads? Here's How to Get Great Results by Anna Talerico
  Here's a popular way to generate online leads: Buy a keyword ad on a search engine site. In your ad, offer free content -- such as a white paper -- to respondents who complete a short form. In theory, this type ...
  More articles on Collaboration, Landing Pages, Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring, Sales
• Five Ways to Improve Your Lead Management by Robert Moreau
  Marketing departments perform many tasks throughout the year: hiring good talent, keeping quality employees, choosing the right communications strategy, improving ROI, and generating higher quality leads for Sales. But with increasing competition and diminishing budgets, achieving these goals is becoming ...
  More articles on Collaboration, Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring, Marketing Tips, Sales
• Lead-Generation Case Study: How Multiple Touches Can Lead to Profit Multiples by Paul McKeon
  Salespeople are notoriously poor in following up on qualified leads. In fact, experts say, sales does not follow up on more than 70% of leads. Why? Field salespeople in most organizations are compensated, motivated, and managed to focus on short-term ...
  More articles on Collaboration, Lead Generation, Lead Nurturing, Lead Quality, Marketing Tips, Sales
• Eight Ways to Improve your Online Lead Tracking by Michael Ortner
  Do your salespeople still ask, "How did you hear about us?" when a prospect calls? Do you list your contact information on your homepage? Do you display the same 800 number for all of your Web site visitors? If the answer ...
  More articles on Landing Pages, Lead Generation, Lead Nurturing, Marketing Tips, Web Analytics, Web Copy, Website Design, Websites
• Three Strategies (and How to Use Them) to Make Your Sales Funnel Flow Faster by Michael Webb
  When your company is well synchronized with market needs, prospects buy and money flows. Unfortunately, few companies can maintain a constant flow. Salespeople churn out demonstrations, samples and proposals. Marketing departments churn out newsletters, ad copy and brochures. But not ...
  More articles on Collaboration, Lead Nurturing, Sales, Targeting
• Is It Time to Revamp Your Communications Plan? by Barbara Bix
  If your sales cycles seem to be dragging, it may be time to revamp your communications plan. Done well, your communications programs can generate demand for your solutions, create a sense of urgency, attract prospective buyers' attention, and keep ...
  More articles on Copywriting, Customer Engagement, Lead Nurturing, Sales
• If a Lead Falls in a Forest, Does Anyone Hear? by M.L. Hartman
  Generating leads is easy. There, we've said it. Pick a decent list, say something meaningful, toss in an offer, and plenty of folks will respond. Plenty. If you want more, do it again. But if you want qualified leads—people that ...
  More articles on Lead Generation, Lead Nurturing, Lead Quality, Sales
• Are White Papers Just for Technical Marketers? by Barbara Bix
  If your company sells complex products or services, you may want to take a page from the high-tech marketers' book. Continue to use conventional collateral to differentiate your solution and demonstrate value. Then, see if you can create independent demand ...
  More articles on Collaboration, High-Tech Marketing, Lead Generation, Lead Nurturing, Targeting, White Papers, Writing Whitepapers
• Lead Nurturing: Ripening the Right Bananas by Brian Carroll
  Imagine your marketplace is a field of banana trees. Your marketing people are those who nurture and pick the bananas. Bananas are harvested when they are green, and they turn yellow as they ripen. Roughly 95% of your leads are ...
  More articles on B2B Marketing, Case Studies, Lead Generation, Lead Nurturing, Marketing Smarter, Sales, White Papers
• Trust Tools for Tough Times by Jill Griffin
  Your company needs to show its customers, through both word and deed, that it always acts in their interest.
  More articles on Collaboration, Customer Acquisition, Customer-Centric, Customer Experience, Customer Relationships, Lead Nurturing, Sales, Surveys
• Guest Articles: Good for Some, Bad for Others by Bobette Kyle
  Publishing third-party articles on a Web site is a marketing strategy that can be right for one site, yet wrong for another.
  More articles on Lead Nurturing, Marketing Strategy, Thought Leadership, Websites
• Three Common Mistakes in Using Webinars for Lead Conversion by Todd Davison
  Converting a Webinar registrant to a customer takes more than a powerful presentation on the day of event.
  More articles on Lead Generation, Lead Nurturing, Lead Quality, Sales, Thought Leadership, Webinars

See all 28 marketing articles related to Lead Nurturing

• Follow the Leader
  "Marketing analytics used to simply be about measuring the hits on your website and the number of opens and clicks on emails," says Lisa Cramer in an article at MarketingProfs. ...
  More articles on Email Campaigns, Lead Generation, Lead Nurturing, Marketing Analytics, Metrics
• One Size Fits Nobody
  "In light of the economy, more and more marketers are concerned with late-stage leads," says Karen Landis in a recent post at the My Educated Guess blog. "While many marketers ...
  More articles on B2B Marketing, Channel Marketing, Lead Nurturing, Targeting
• Are You Drippy or Loopy?
  Although B2B marketers may use the terms drip marketing and closed-loop marketing interchangeably, they are actually two distinctly different approaches to lead nurturing, says Maria Pergolino in a recent post ...
  More articles on B2B Marketing, Collaboration, Email, Landing Pages, Lead Nurturing, Personalization
• In Search of the B2B Holy Grail
  Surefire lead nurturing may well be the Holy Grail of B2B marketing. Marketers remain in constant pursuit of the golden tactics that will consistently convert prospects into paying customers. Well, ...
  More articles on B2B Marketing, Lead Generation, Lead Nurturing, ROI
• Your ROI's Sick? Don't Blame the Downturn.
  Jon Miller wrote an interesting article for MarketingProfs last summer that deserves a second look. Its title: "The Definitive Guide to B2B Marketing in a Recession." ('Nuff said?) One point ...
  More articles on B2B Marketing, Lead Generation, Lead Nurturing, Recession, ROI, Targeting
• Was It Something I Didn't Say?
  In a recent Marketing Interactions blog, Ardath Albee asks: "[W]hat happens when the frequency and recency of a lead's engagement stalls?" Often, B2B marketers will roll these leads into a ...
  More articles on B2B Marketing, Customer Engagement, Lead Nurturing
• Ditch the Pitch
  According to Justin Hitt, B2B sales teams routinely get it wrong when seeking new customers. "The problem is, not every sales person knows who makes a good client," he explains. ...
  More articles on B2B Marketing, Customer Relationships, Lead Nurturing, Lead Quality
• Help Me, Guide Me, Grow My Leads
  According to a recent white paper from Pontiflex, online lead generation grew 71% in the 2006-2007 timeframe, more than twice as fast as the online ad market. But conducting a ...
  More articles on B2B Marketing, Lead Generation, Lead Nurturing

See all Daily Posts in our library

Lead Nurturing case studies, deconstructing real life examples and illustrating lessons learned

• How a Targeted Lead-Development Program Earned an IT Company 34% Yearly Growth for Five Years (and Counting)by CenterBeam
  CASE STUDY: For IT company CenterBeam, sales is indeed a numbers game, but not in the traditional sense. Rather than trying to engage as many leads as possible, the company's sales force instead nurtures a smaller quantity of well-qualified prospects.
  More case studies on Case Studies, Email Marketing, Lead Generation, Lead Nurturing, Targeting
• How a Technology Firm Upped Webinar Attendance, Improved Lead Nurturingby Objectivity, Inc.
  By hiring an outside expert in lead optimization and leveraging its full range of data, San Francisco-based Objectivity increased turnout for its webinars an average of 10%. The quality of the leads is high as well: More than 30% of the leads typically score high enough to be handed off to sales.
  More case studies on B2B Marketing, Case Studies, Lead Generation, Lead Nurturing, ROI, Sales, Webinars

See all Case Studies in our library

Lead Nurturing online seminar broadcasts from the best minds in marketing

• How to Develop a B2B Lead Nurturing Program that Really WorksAttendee rating:  - 12/20/2007
  More seminars on B2B Marketing, Customer Relationships, Lead Generation, Lead Nurturing, Referrals, Sales, Thought Leadership
• Crash Course #9: Direct Marketing Techniques for B-to-B Lead GenerationAttendee rating:  - 3/1/2007
  More seminars on B2B Marketing, Direct Marketing, Lead Generation, Lead Nurturing, Lead Quality, Measurement, ROI
• Lead Generation, Qualification and TrackingAttendee rating:  - 3/10/2005
  More seminars on Lead Generation, Lead Nurturing, Lead Quality, Measurement, ROI, Sales

See all On Demand Seminars in our library

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.
  More tools on 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
  More tools on 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.
  More tools on Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring, Sales

See all Tools and Downloads in our library