Lead Nurturing

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• B2B Lead Generation: What Top Performers Do DifferentAyaz Nanji
  The most significant gaps between the top lead generation marketers and the rest are in the use of more advanced practices, particularly integrated marketing automation and ROI metrics, according to ...
  B2B Marketing, Lead Generation, Lead Nurturing, Marketing Automation, Research Summaries, Sales, Survey Data
• Content Marketing Strategies: Tear Down Geographic Barriers to SalesSylvia Montgomery
  In professional services, relationships and referrals are the anchor of business development. In the past, those referrals were driven by geographic proximity. Today, conducting business from afar is the new ...
  Content, Content Marketing, Content Strategy, Inbound Marketing, Lead Generation, Lead Nurturing, Location-Based Marketing, Sales, Services Marketing
• State of the Sales Rep: 33% Can't Find Materials, 20% Prep in the Shower [Infographic]Ayaz Nanji
  One-third of sales representatives are "often" or "always (on a daily basis)" frustrated by their inability to quickly locate sales materials, according to a recent survey by Brainshark.
  Lead Generation, Lead Nurturing, Research Summaries, Sales, Sales and Advertising
• Three Rules for Converting Online Leads Into SalesMichael Boyette
  It's OK, you can say it: Online leads are a pain in the neck. One problem is that many firms treat online leads like traditional leads, but online leads are ...
  Customer Acquisition, Customer Relationships, Lead Generation, Lead Nurturing, Sales
• Forget the Funnel, Use the Sales Radar to Find the Invisible SaleTom Martin
  I once had to call on a prospect 52 times before we were invited to pitch. But the last client I picked up at my current firm took exactly one ...
  Content, Content Marketing, Customer Acquisition, Inbound Marketing, Lead Generation, Lead Nurturing, Sales, Web Analytics
• B2B Lead Generation: What Marketers WantAyaz Nanji
  Most pay-per-lead B2B marketers (51%) say knowing a buyer's purchasing time horizon is the most important data point they want but often don't get, according to a recent report by ...
  B2B Marketing, Email Lists, Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring, Research Summaries, Sales, SMBs
• In Content Marketing, 'People Buy on Emotion and Rationalize With Logic' Is a Mistake (Pt. 2)Catherine Sherlock
  In Part 1, we began the examination of how emotion and logic operate in the buying cycle, and we covered what sort of content to produce for the Awareness stage. ...
  B2B Marketing, Content, Content Marketing, Customer Acquisition, Customer Behavior, Customer Engagement, Digital Theory, Inbound Marketing, Lead Nurturing, Marketing Communications, Marketing Strategy, Sales, Web Content, Web Copy, Writing
• What B2B Sales Winners Do DifferentlyAyaz Nanji
  The No. 1 factor that separates B2B sales winners from their challengers is that they educate buyers with new ideas and perspectives, according to a recent report.
  B2B Marketing, Lead Nurturing, Research Summaries, Sales, Sales and Advertising
• Why You Should Make Follow-Up a Priority: Six Questions and Five TipsRebecca Wilson
  What is it that regularly blows apart business development efforts and causes marketing to fail? The lack of follow up. Yes, it can be uncomfortable to do for professionals, but ...
  Customer Acquisition, Customer Engagement, Customer Relationships, Lead Nurturing, Sales, Services Marketing
• 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, Sales, Sales and Advertising, Strategy
• 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 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 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 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, LinkedIn
• 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, LinkedIn, Marketing Automation, Online Marketing, Search Engine Marketing, Social Media, Social Networking, Web Content
• Lead-Nurturing and Marketing Automation: 15 Key Questions Answered (Questions 7 and 9)Sid Smith
  This week we answer two questions: When is a lead truly "Sales-ready," and what are some best-practices of lead scoring? And we offer two tools you can use to help ...
  B2B Marketing, Customer Acquisition, Lead Generation, Lead Nurturing, Lead Scoring, Marketing Automation, Sales