What is lead nurturing?

Web Clinic Replay: How Lead Nurturing Produced $4.9 Million Pipeline Growth in Eight Months

This MarketingExperiments Web clinic replay looks at how one organization overcame stagnant sales, regardless of more marketing activity, through lead nurturing.

8 Lead Nurturing Thoughts to Share

Here are a few thoughts that I’ve had on lead nurturing recently: Lead nurturing supports the conversation of the customer before, during and after their buying process. Sowing + Nurturing = Reaping. As you sow, so shall you reap. A relationship properly sown, tended to, and helped along should reap a long and bountiful harvest. […]

Lead Generation Check list – Part 8: Lead nurturing for lead development

To help you start the New Year, I’d like to wrap up my Lead Generation Checklist Series with the secret to successful lead generation – and, for that matter, marketing in today’s B2B space: lead nurturing. At its core, B2B lead generation is about building relationships. In today’s commoditized business climate, the one thing that […]

How to Design Lead Nurturing Programs that Drive Sales webinar with Ardath Albee

You’ve probably seen a lot of discussions regarding lead nurturing lately. People want to know: How can I create enough content with my organization’s limited resources? How can we develop a nurturing program that actually builds our pipeline? What measurements will help us consistently create great outcomes? To help marketers answer these questions, I have […]

Steps for creating a true lead nurturing program

Sometimes in an attempt to vamp up lead nurturing efforts, misguided and well-meaning organizations simply start sending out more emails. When an email is misused in this manner, companies are really just training prospects to ignore or delete their messages. See What IS and ISN’T Lead Nurturing If your organization lacks a well-defined process for […]

A multi-modal approach to lead nurturing

To be successful at lead nurturing marketers can’t rely on one specific channel but rather they need to leverage a multi-modal portfolio of channels especially when you have a complex sale. Why? The goal of lead nurturing is to maintain a relevant and consistent dialog with viable future customers – regardless of their timing to […]

What IS and ISN’T Lead Nurturing

I talked with a client recently after she had just met with her third new boss in the past year to explain the company’s new lead nurturing process again. The problem was that her boss felt their current integrated marketing campaigns qualified as lead nurturing. We discussed the challenges of communicating what IS and ISN’T […]

On Inbound lead nurturing

I had a great time with being a professor at the inbound marketing university. Here’s my presentation deck on inbound lead nurturing (CV201) via #IMU for those who missed it. #8 IMU: Inbound Lead Nurturing (CV201) You can check out all the other classes or register at: http://www.inboundmarketing.com/university #8 IMU: Inbound Lead Nurturing (CV201) from […]

5 Lead nurturing tips to create relevant and engaging emails

A recent MarketingSherpa survey of email recipients found that 58% of those who stop reading, disengage, or unsubscribe after cite “lack of relevance” as a key factor. This is hugely important because most marketers rely on email as their main lead nurturing tactic. As B2B marketers, we should have it drilled into our brains that […]

5 Lead Nurturing Time Factors to Fine Tune Your Messages

The lack of a strong lead nurturing discipline can cost your organization substantial unrealized revenue. Without lead nurturing in place to capture and cultivate early-stage leads, your marketing funnel misses out on valuable opportunities. The true value of lead nurturing comes from the technique of staying in touch with prospects while providing them with the […]

Building a Marketing Funnel and More Lead Management Tips

I was recently interviewed for an article on lead management by Chris Koch who works for ITSMA, the Information Technology Services Marketing Association. In the article titled, “Building a Marketing Funnel and Other Lead Management Tips,” I give the following five tips on how you can make your B2B lead management more effective, which are: […]

The Human Touch of Lead Nurturing/Marketing Automation

I participated in a webcast and podcast combo on the adding the human touch to marketing automation as part of the Marketing Mastery Series sponsored by Eloqua, MarketingExperiments and ON24. You can watch the webinar recording here. Because the webinar was a brief 20 minutes, we held all audience questions for a podcast interview right […]

Lead Nurturing is about Relationships, not e-mails

Carrying on the theme of my recent post on lead nurturing as trusted advisors with the human touch, I came across Mike Volpe’s post over the HubSpot Marketing Blog. I thought he did a nice job of showing the human touch in action as part of the lead nurturing process. The goal of lead nurturing […]

Lead nurturing thoughts

It’s surprising how many marketers now say they do “lead nurturing” but in reality they are just sending monthly email campaigns or monthly newsletters with some call to action. If all you do is send generic email marketing messages to your early stage leads over and over and over again, you’re missing the point. Consistency […]

Lead Nurturing as trusted advisors with the Human Touch

In today’s commoditized business climate I think what sets companies apart with a complex sale is how well they build and cultivate relationships. Over the years, I’ve observed a truth; and this truth will requires many sales people to reconsider how they think selling should be done. The truth is, average sales people think they […]

How Lead Nurturing Improves Lead Generation ROI

I know there’s a lot of emphasis on lead generation (that’s a good thing) but, getting a ton of leads doesn’t guarantee that increased sales will follow. In a complex sale, my experience is, most of the selling actually happens when the sales person isn’t there. Startling as it may seem, recent research (and even […]

On Lead Nurturing: Looking for a "hot" date?

When it comes to lead generation, the dating analogy is nothing new. But I liked what Tom Myer at the tdog.blog said on the topic of lead nurturing in his post, “If you don’t remember me on the second date, why should we go on a third?” Myer writes: “If lead generation is like dating, […]

Webinar: A Multimodal approach to Lead Nurturing for Complex Sales

Join me for a complimentary webinar hosted by the American Marketing Association and sponsored by WebEx. The secret to successful lead generation and marketing in the business-to-business space today is the process called lead nurturing, which converts more inquiries into qualified leads and qualified leads into sales. During the presentation you will learn: How multimodal […]

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What is Lead Nurturing?

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