Lead Nurturing

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• Three Ways to Improve Your Lead-Generation Efforts
  "Online lead generation requires you to erect just the right-sized barrier," writes Ian Lurie at Conversation Marketing. "Something [just] big enough to keep unqualified, unpromising leads out, while letting interested ...
  Lead Generation, Lead Nurturing, White Papers
• Target Your Marketing Content to Each Stage of the B2B Buying Cycle
  "Marketing doesn't fully understand how buyers use content," warns Paul McKeon in a Pro article at MarketingProfs. "B2B marketing is no longer just in the business of brand management and ...
  B2B Marketing, Lead Nurturing, Sales
• Don't Make These Four Mistakes With Your Leads
  As you nurture your leads, it's important to remember what "nurture" means. Because the last thing you want is to treat leads too aggressively, and so create a sense of ...
  Customer Relationships, Lead Generation, Lead Nurturing
• Three Ways to Make Email a Lead-Generation Machine
  "Social media is all the rage these days, and I'm in complete agreement that it should be part of your campaigns—but let's not overlook the power of email," writes Chad ...
  B2B Marketing, Email Marketing, Lead Nurturing
• You Can't Phone It In
  "A lot of marketers say they are 'nurturing' their prospects when in reality all they are doing is sending out nice brochures or marketing copy focused on product releases or ...
  Lead Generation, Lead Nurturing, Targeting
• Return to Sender
  You probably protect your "real" email addresses—those where you receive emails from significant others, friends and colleagues—with the ferocity of a mother bear. You might give them to trusted sources ...
  Email Lists, Lead Generation, Lead Nurturing
• Tip Your Hat to the Tried-and-True
  "Too often, we are looking for silver-bullet systems or recipes for success, while ignoring the basics," says Bill Rice in a post at the Better Closer blog. "In my experience, ...
  B2B Marketing, Lead Nurturing, Lead Quality, Sales
• 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. ...
  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 ...
  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 ...
  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, ...
  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 ...
  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 ...
  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. ...
  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 ...
  B2B Marketing, Lead Generation, Lead Nurturing