We’ve talked a lot this month about lead management — from scoring and grading your leads, to automating follow-up and lead nurturing. As we wrap up March, it’s time to delve a little deeper. If you downloaded our Complete Guide to Lead Nurturing released earlier this week, you read about the wide range of capabilities that lead nurturing provides in our chapter on “10 Nurturing Campaigns Worth Trying.” Let’s take a quick look at three of these campaigns that you probably haven’t explored yet, as well as some best practices for each. And don’t forget to download our full guide [...]Continue Reading...
Nurtured leads produce, on average, a 20% increase in sales opportunities versus non-nurtured leads. (DemandGen Report)
It’s hard to ignore statistics like the one above. Lead nurturing has proven itself to be a pivotal and indispensable part of modern-day marketing strategies, but many marketers still struggle to understand what it is and how they can use it to their benefit. Can it help them utilize their database to its full potential? What about helping to alleviate some of the tensions between marketing and sales?
The answer to both questions is yes. Lead nurturing isn’t one of the most sought-after features of a marketing [...]Continue Reading...
So you’ve decided to invest in a lead nurturing strategy. Great! Now what?
Just like with anything worth doing, making the decision to move forward with lead nurturing is only half the battle. The other half is the preparation and work needed to see your idea become a reality. Before you can put your lead nurturing programs on autopilot, you’ll need to develop one very important thing: content, the fuel that makes lead nurturing run.
The type of content you create will depend on the stages of your sales cycle, your audience, and the types of programs you’re looking [...]Continue Reading...
Date: Thursday, February 6, 2014
Time: 2:00PM EST
Description: Lead nurturing…for sales? You bet! Join Mathew Sweezey, Marketing Evangelist at Pardot, a salesforce.com company, as he explores the types of lead nurturing programs that are prime for a sales team’s use to help increase lead flow and deal conversion.
- How sales teams can benefit from the use of lead nurturing
- What types of lead nurturing approaches sales teams can use effectively
- When to use select lead nurturing approaches
MATHEW SWEEZEY, Marketing Evangelist – Pardot, a salesforce.com company
Mathew is the head of thought leadership for B2B marketing at Pardot, a salesforce.com company. A [...]
Last week, Ken Krogue, President and Founder of InsideSales.com, and Derek Grant, Director of Sales at Pardot, teamed up for a webinar on the importance of lead nurturing. Sales and Marketing: Shifting Lead Nurturing into Overdrive discussed the process of moving leads from awareness to interest to need without draining your sales reps’ time — and if there’s one thing that attendees could take away from this hour-long webinar, it was this: the benefits of lead nurturing are too powerful to ignore.
But whether you’re just getting started with your first campaign or you’re an old pro, there are a lot of [...]Continue Reading...
Date: Thursday, January 23, 2014
Time: 2:00PM – 3:00 PM EST
Description: Both sales and marketing teams are being challenged with bringing in prospects, engaging leads and bringing home the deals. Lead nurturing has historically been known as a marketing tool and has quickly become a successful part of the overall strategy that supports and drives sales deal success.
So, just how does sales leverage lead nurturing? Join Ken Krogue, President and Founder of InsideSales.com, and Derek Grant, Director of Sales at Pardot, a salesforce.com company, to find out!
KEN KROGUE, President and Founder of InsideSales.com
DEREK GRANT, Director of Sales – Pardot, a [...]
Last year, the sales funnel was the talk of the town. How can marketers make the sales funnel more efficient? How can sales and marketing work together to shorten the length of the sales cycle?
Well, guess what — 2014 poses some of the same questions. Sales funnel efficiency isn’t any less important now that the calendar has jumped back to January 1st. If anything, it’s more important, and should be a critical component of your 2014 goals.
To make goal-setting a little easier, let’s break down the sales funnel into three stages: lead generation (top of the funnel), [...]Continue Reading...
According to recent research, 70% of the buying process is now complete by the time a prospect is ready to engage with sales.
It’s a stat we throw around a lot in our content, and not without good reason: it concisely explains the fundamental need for personalized marketing — and, on a scaleable level, lead nurturing.
If you made it out to Dreamforce last month, you may have caught a presentation by Pardot’s own Mathew Sweezey called, “7 Must-Try Tips for Lead Nurturing.” And whether you’re new to the whole idea or a lead nurturing veteran, you hopefully came away with [...]Continue Reading...