Lead Nurturing

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• How to Generate Leads via the Chamber of Commerce
  You have a very good reason to join your local chamber of commerce: "One study on consumer preferences found that 63% of consumers prefer to shop and do business with chamber members," ...
  Lead Generation, Lead Nurturing, Lead Quality, Public Speaking
• How Universities Promote Themselves: Three Tips for Marketers
  This summer, Tom Pick sat in on a number of universities' "sales pitches" to prospective students and their families. As he listened, he began to draw parallels with B2B sales. "One ...
  Customer Acquisition, Customer Relationships, Lead Nurturing, Marketing Strategy
• The Seven Elements of a Great Lead Gen Landing Page
  What's the key to crafting a B2B landing page that grabs attention—and loads of leads? It needs to be well-written, and offer real value to visitors. It needs to be ...
  Landing Pages, Lead Generation, Lead Nurturing, Web Content, Web Copy, Website Design
• Generate Leads With LinkedIn Announcements
  If you're not using LinkedIn as a lead generation tool, argues Shelly Kramer at MarketingProfs Daily Fix, you may be missing out on a very good thing: "According to data ...
  Lead Generation, Lead Nurturing, LinkedIn, Social Media, Social Networking
• How to Score Your Leads with Six Simple Questions
  "Hundreds, if not thousands, of solutions have been developed to automate lead-scoring," writes Peter Gracey at MarketingProfs. "However, those scores don't provide salespeople much valuable information." That's why he developed ...
  Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring
• The Danger of Robotic Lead-Nurturing Email Campaigns
  If your company operates in the B2B sphere, there's a good chance your lead-nurturing program includes email campaigns with triggered messages. But if those messages are too robotic, warns Ardath Albee, they might ...
  Customer Experience, Email Campaigns, Lead Nurturing
• Three Great Ways to Kill Leads
  When you troubleshoot your lead gen program's lack of closed deals, be sure to examine your sales reps' role in the process. "[A]ll too often, despite their critical contribution to ...
  Lead Generation, Lead Nurturing, Lead Quality, Sales
• Why Lead Scores Should Have Expiration Dates
  It became immediately apparent to Howard J. Sewell that something was terribly wrong with his client's lead scoring system. "The most glaring symptom was the absurdly high scores: hundreds of ...
  Lead Nurturing, Lead Quality, Lead Scoring
• What's Your Lead Gen Weakness?
  How would you rate your company's all-around lead gen game? "Some companies are good at generating B2B sales leads [and] others are good at qualifying and closing those leads," writes ...
  B2B Marketing, Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring
• The Personal Touch of an Automated Lead Nurturing Program
  "Nearly every marketing expert will agree: For a [website] visitor to become a customer, you must take the visitor through three basic stages," writes Sookie Shuen at MarketingProfs. "Those stages ...
  Email Marketing, Lead Nurturing, Sales
• Create Content for Each Stage of the B2B Buying Journey
  Not every potential buyer approaches your business with the same enthusiasm or interest. In a MarketingProfs article, Paul McKeon identifies the four stages of the B2B buying cycle—and how to ...
  B2B Marketing, Content, Lead Nurturing, Sales
• Three Lead Nurturing Email Tips From MarketingProfs
  If you sell a B2B product or service, your email strategy should include plenty of nurture. "A great lead nurturing program can have a dramatic impact on an organization's bottom ...
  B2B Marketing, Email Marketing, Lead Nurturing, Marketing Strategy
• Why Context Matters in Building Lead Nurturing Programs
  "Some people would say that nurturing is based on a marketer's goal such as building brand awareness or your company's reputation for thought leadership," writes Ardath Albee at Marketing Interactions. ...
  B2B Marketing, Brand Awareness, Lead Nurturing
• How to Recapture Lost Leads and Turn Them Into Clients
  "We have found that a large number of companies allow unfulfilled leads to fall into a great abyss, never to be contacted again," writes Mike Neumeier at the Arketi Group ...
  B2B Marketing, Lead Generation, Lead Nurturing
• What You Need to Know About Lead-Nurturing Messages
  In a post at Marketing Interactions, Ardath Albee recalls a B2B client who thought her proposed lead-nurturing messages might be too brief. Albee begged to differ. "[I]nundating prospects with more links ...
  B2B Marketing, Email Marketing, Lead Nurturing, Personalization
• Three Tips for Getting B2B Email Frequency Right
  Ardath Albee often gets questions about appropriate email frequency for B2B nurturing programs. How much is too much? How little is too little? "And, yep, wait for it—the answer is—it ...
  B2B Marketing, Content, Email Marketing, Lead Nurturing
• Four Timely Steps to Nurturing a B2B Relationship
  "You never know where you'll meet your next customer. You could be on a plane, in line for coffee or leaving a meeting with another prospect," says Mary Miller in ...
  B2B Marketing, Lead Nurturing, Marketing Tips, Sales
• How to Design a Profitable Lead-Nurturing Program Right Now
  In a brief Take 10 online tutorial at MarketingProfs, Jim Lenskold, president of Lenskold Group, spells out clear guidelines for creating targeted lead-nurturing programs that can help you boost conversions, ...
  B2B Marketing, Lead Nurturing, Marketing Tips, Sales
• How to Reduce the Stress of Tech Selling
  Though the recession is over and the economy is in recovery, most IT managers are still holding back on their spending—adding even more stress to an already lengthy sales cycle. ...
  High-Tech Marketing, Lead Nurturing, Sales
• How to Nurture Your Leads' Emotions
  More than ever, your lead-generation program must include a strong nurturing component. A DemandGen survey, notes Cheryl Goldberg at the High-Tech Communicator blog, found that nurtured leads produce a 20-percent ...
  Customer Engagement, Lead Generation, Lead Nurturing