Category Archives for "Lead Nurturing"

What is Lead Nurturing?

It is focused on consistent and meaningful communication with viable potential customers regardless of their timing to buy. Nurturing is the process of developing relationships with potential buyers at each stage of the sales process, and helps progress every step of the buyer’s journey.

Must Read Nurture Articles

The following will help you get started with developing your lead nurturing strategy and approach quickly.

4 Step Do Lead Nurturing That Helps More Customers Buy

How to use lead nurturing to revive leads and ROI

Lead Nurturing: 5 Useful Tactics to Get More Opportunities

Lead nurturing via email series and content marketing

Why is lead nurturing like ripening bananas?

Lead Nurturing: How a social business strategy can help you move from selling to helping your prospects

Leads as we know them are changing rapidly in the marketplace as prospects do their own research and make buying decisions before they interact with your organization. This change is having an impact that makes communication with potential prospects increasingly difficult. Read on to learn how Todd Wilms, Head of Social Strategy, and Adriel Sanchez, VP, Demand Generation, both of SAP, use a business model called “social business” to help their teams engage local audiences across the globe.

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Lead Nurturing based on personality and behavior, not job title

In my most recent research project, the MarketingSherpa 2012 Executive Guide to Marketing Personnel, we identified key behavioral and motivational differences between marketing specialists. Much of what we learned applies beyond HR and can improve your lead nurturing and sales efforts. The key to navigating your way to a sales-ready lead is navigating through individual […]

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Lead Nurturing: 9 questions answered on lead qualification, nurturing, and Marketing-Sales alignment

A couple of weeks ago, I presented an American Marketing Association webcast, “The One-Two Punch of Effective Lead Engagement: Accurate Lists and Powerful Content” (a replay of the webcast is posted below). The nearly 500 attendees had so many excellent questions that my webcast could have easily been an hour longer. That’s why I decided […]

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Take Two Minutes: Find Out the Critical Advantages of Lead Nurturing

Sales cycles are getting longer, according to the B2B Marketing Benchmark Report, and nearly half of marketers say that’s the biggest challenge they’re facing right now. However, lead nurturing can transform this challenge into an opportunity to drive more sales. All you need to do is give your prospects the information they need when they […]

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BNET Interviews Brian Carroll: ‘Focus on Helping, Not Closing’

Brian Carroll was interviewed by Phil Dobbie, BNET and CBS News. Brian reveals how to execute the kind of engaging lead-nurturing conversations that result in more and better-selling opportunities. Listen here, or review key points by following these timestamps: -21:20 How can salespeople strike the perfect balance between nurturing existing leads and getting more sales […]

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