Tag Archives: lead nurturing tips

Inside Sales & Lead Nurturing

Why is Inside Sales So Scared of Lead Nurturing?

Recent studies tell us that while the adoption of marketing automation technology continues to gain momentum, fewer than 20 percent of marketing executives say that they are fully integrating the technology into their current sales and marketing initiatives. One of the reasons for this under-utilization, and the inability of some… Read More

Top 10 Demand Generation Resolutions for 2014

It’s a new year, so what better time to get your demand generation strategy “in shape” for improved performance? Here are my candidates for 10 strategies that offer real potential for low risk/high reward: 1. Improve campaign measurement. Measuring opens and clicks may tell you something about email performance, but… Read More

gating lead nurturing content

5 Reasons to Gate Lead Nurturing Content

A client asks: “I notice that you’re recommending we gate our offer content behind landing pages as part of the lead nurturing campaign. Why is that necessary when we already know who these people are? Aren’t we just making it more difficult for people to respond?” As I discussed in… Read More

old-fashioned lead nurturing

Do You Need Marketing Automation to Do Lead Nurturing? Sort Of.

A prospective client asks: “We’re just getting our demand generation programs ramped up, and I’m not sure I’m ready for marketing automation. Do I need it in order to do lead nurturing?” My answer: “It depends how you define “lead nurturing,” but technically: no, you don’t need marketing automation in… Read More

10 Tips for Driving Lead Nurturing Success

10 Tips for Driving Lead Nurturing Success (Infographic)

When B2B companies invest in marketing automation technology, “lead nurturing” is often one of the key business objectives that spurs those organizations to take the plunge. Yet, upon deploying a new marketing automation platform, effective lead nurturing can often take months to take shape, longer still to provide the kind… Read More

If It’s Wednesday, It Must Be a Webinar Invitation

A client writes: I attended a Webinar recently at which one of the speakers prescribed scheduling lead nurturing emails on different days of the week – for example: newsletters on Mondays, product announcements on Tuesdays, Webinar invitations on Wednesdays, etc. He claimed this was an effective way to avoid campaign… Read More

Taking Stock of Your Lead Management Process: 5 Key Questions

Key to designing an effective lead nurturing program is taking stock of your current lead management process. By asking the right questions, you’ll not only uncover additional opportunities for improvement, but the information will play a key role in defining critical issues of workflow – for example: segmentation, frequency, and… Read More