The Ultimate Guide to B2B Lead Nurturing
|
|
- Edward Lawrence
- 2 years ago
- Views:
Transcription
1 The Ultimate Guide to B2B Lead Nurturing
2 What is Lead Nurturing? Your current database is a goldmine. By focusing on the leads you already have, you have the potential to apply the kind of strategies that will help you stay in front of your prospects and effectively engage with them throughout the entire sales cycle. This is the process of lead nurturing - getting more leads to Sales by employing the kind of techniques that will help you produce more revenue without the need to acquire new contacts. Working to identify what your prospects needs are and engaging with them using the right messages via effective lead nurturing processes, you will see that potential buyers, in turn, become more motivated to become Sales-ready; and this is when you can finally start to deliver more qualified leads to Sales! By developing, deploying, managing and measuring programs that target specific audiences, CMOs achieve revenue growth by developing effective offers and working with the right audiences within the sales funnel to increase closing rates, speeding up sales cycle activities, and increasing retention and brand reputation. Moving Prospects from Inquiries to Sales-ready Leads Marketing s objective is to pass on qualified leads to Sales. This means that marketing is responsible to nurture leads and attend to them until they are ready for the later stages of the pipeline. Leads that inquire about your products and brand need to be properly approached using the most fitting marketing messages. Responding to lead inquiries may include a thought leadership approach, webinars, s and other ingenuities in providing inquiries with the right information. The next stages of the pipeline process (once leads have inquired for more information), is to continue to push them down the pipeline using various content marketing strategies. At these stages, you need to provide only additional information to prospects. Educating them is a crucial process and creating a push can result in a lost opportunity. This is why it becomes essential that definitions and standards are set between marketing and Sales to work within the same parameters by identifying what a Sales-ready lead is. 2
3 The 3 Stages of Content Marketing It is no wonder that prospects spend time conducting research before making a purchase-decision. Deciding to buy means committing to a specific product or brand over the competition, let alone making a commitment to put money on the table for the purchase itself; and so it follows the bigger the purchase the more time it takes to make a purchase-decision. Stage 1: Identifying Need It s important to put out the right message in front of your target audience at the right time - and the first stages of the conversation should demonstrate your understanding of your prospect s needs. You have to prove to your prospects that you understand exactly what they need in order to improve their business processes. In fact, you are helping your prospects better understand their own needs. Not only do you demonstrate that you understand their pain points, but you also demonstrate your expertise and knowledge about their industry. Your ability to connect with your prospects by leading the way into their pain points will enable them to trust you; and this is the first stage of an effective content marketing strategy. Stage 2: Providing Social Proof One of the most credible content pieces you can use to demonstrate to your prospects that you offer the best solution is by demonstrating how you ve helped other companies achieve success. Case studies, testimonials, statistics and charts help to demonstrate that your product reduces costs and solves challenges. The second stage of your content marketing process should provide social proof - this is where we have helped other companies solve their challenging needs, and we can do the same for you. Work to demonstrate how your customers have succeeded by showing your success stories. By demonstrating that you have implemented successful solutions for people in your prospect s industry, you are providing social proof that you offer the right solution. If you have satisfied customers, make sure your prospects hear about them! Stage 3: Product Information After demonstrating that you understand your prospect s pain points and that you have satisfied customers, at the final stage of your content marketing strategy you can finally introduce your product. What is it that you offer? What solutions could be achieved? Where is the differentiating factor between your product and the competition? How does your model differ from the others and how can your product impact the bottom line? At this stage of the content marketing process you have to demonstrate why you are the best. Why it is that your solution should be chosen and why your prospects will be happy. 3
4 Types of Campaigns 1: Incoming lead processing campaign The definition of a Sales-ready lead has to be established between Sales and marketing. This is the first goal and determines which lead goes to Sales and which needs to get more attention and further nurturing. By defining a Sales-ready lead by demographic, BANT (budget, authority, need, timeline), completeness of data profile and lead score, you can determine which campaign to use, and where to send off a lead. Incoming lead processing can also take into account establishing permission for nurturing. Give a prospect the opportunity to opt-in and start a relationship with you while giving them a chance to opt-out at any time. Finally, allow prospects to customize a relationship with you. Ask prospects how often they want to hear from you and the channel of communication they most prefer text, phone call, direct mail, etc. Let them customize nurturing communications by format and interest to establish their preferences on their own terms. 2: Drip campaign dialogues, or drip marketing campaigns, with an automated process allow marketers to better focus on targeting potential customers according to where they are in the buying process. This facilitates the process of dripping your name into your prospects minds so when the time comes to make a purchase decision, they think of you first. Get them thinking about you in the early stages. Provide them with thought leadership pieces and best practices content so your name sticks. At later stages, drip another thought into their minds send them a buyer s guide, for instance. Finally, when they narrow down their options, send them company-specific information to help them reaffirm their selection. 3: Accelerator campaigns Accelerator campaigns are used to accelerate the buying cycle with an effort to create a nudge according to specific prospect behaviours. The most popular method of doing so involves sending out a string of s that are followed by a 14-day free trial sign-up. Prospects are enticed with step-by-step instructional tips such as ways to use the software with the option of making a request to be contacted for a live walk-through if more help is needed. 4: Lead recycling campaigns For prospects that are simply not ready to buy you should still make an effort to stay in touch. By demonstrating that you are a thought leader, you can continue to send helpful content using assets via . Send out your most popular pieces. That way leads can opt-in to various campaigns to ensure that you remain on their radar. 4
5 Real-World Examples Below are real-world examples that will help you implement best practices when it comes to your campaigns. Example 1: Pros Unsubscribe option and account address Strategic use of images and graphics. Clear call-to-action: download this whitepaper Personalized format. Cons While a single CTA is effective for simple, pricebased campaigns, they are not as effective in complex sale B2B campaigns. There should be more offers each with their own CTAs Don t only offer one asset. Add some more into the mix to target different pain points and decision stages. Don t forget to present more information on what the source is about. Example 2: Pros Unsubscribe option and account address Clean, legible design Effective sidebar layout Video as an innovative content offer. Cons No need to mention internal operations such as the introduction of a new CEO High value content should be used instead of company announcements Doesn t describe what the video is about and that it would be worth a read. 5
6 Metrics that Impact ROI Head On Marketing campaign effectiveness is measured by the single most important metric - the conversion rate. The conversion rate itself is measured by the percentage of total leads that convert at each stage of the marketing funnel and sales pipeline. The conversion rate is a key metric because it allows marketing to understand the overall effectiveness of specific campaign efforts while allowing marketing to gather key insights in an effort to pinpoint which sales pipeline stages aren t yielding the kind of results we really want to see. By focusing on the conversion rate, marketers are able to define the buying process for consumers by creating a roadmap that works to get buyers from one pipeline stage to another until they have reached Won business. While prospects are shopping around to select the perfect vendor, marketers, in turn, are focusing on improving performance by measuring conversion rates at each stage of the sales pipeline to pinpoint and strengthen key areas of performance. About Demodia Demodia is a multi-award winning B2B Inbound Marketing agency delivering demand generation and content marketing services to some of the worlds leading B2B organisations. Through our offices in the UK and Switzerland, we provide businesses with the strategies and content they need to deliver innovative marketing programmes that nurture interest and deliver increased revenue. Demodia is more than just a regular online marketing or media production agency, we partner with some of the leading marketing automation and web experience management vendors to enable us to deliver a structured demand generation service built around our inbound marketing framework. uk.linkedin.com/in/sdharvey CH +41 (0) UK +44 (0) Copyright 2014 Demodia. Demodia and Prospecteer are trademarks or registered trademarks of Demodia GmbH. This list is not exhaustive. All other trademarks or registered trademarks are the property of their respective owners. All rights reserved. 6
IS YOUR WEBSITE LEAKING LEADS?
GETSMARTCONTENT ACCOUNT BASED MARKETING IS YOUR WEBSITE LEAKING LEADS? Always Relevant Marketing Catches Missed Opportunities to Connect www.getsmartcontent.com I. THE DREAM OF THE MARKETER It s the dream
BRAND AWARENESS SEO ENGAGEMENT THOUGHT LEADERSHIP LEAD GENERATION CONVERSION & ecommerce LEAD GENERATION CONTENT FOR GOALS
LEAD GENERATION CONTENT FOR GOALS TABLE OF CONTENTS 04 05 06 08 09 WHY YOU MIGHT MAKE THIS YOUR TOP PRIORITY KEY PERFORMANCE INDICATORS CONTENT STRATEGY CONTENT FOR LEAD GENERATION LEAD GENERATION WIN
Inbound Marketing Methodology
White Paper Inbound Marketing Methodology The best way to turn strangers into customers and promoters of your business. The proven methodology for the digital age Since 2006 inbound marketing has been
Lead Nurturing. Chloe 04/25/2014
Lead Chloe 04/25/2014 Questions From blind date to white wedding From leads to sales Define leads I. What is Lead? II. Lead Lead nurturing the process of building relationships with qualified prospects
10 TIPS FOR ACCELERATING YOUR PIPELINE
10 TIPS FOR ACCELERATING YOUR PIPELINE Accelerate the Funnel The average sales cycle length has increased 22% over the past five years due to more decision makers being involved in the buying process (SiriusDecisions).
A Quicker, Simpler Path to Lead Management ROI
A Quicker, Simpler Path to Lead Management ROI A Step by Step Guide Lisa Cramer Co-Founder & President LeadLife Solutions lcramer@leadlife.com 770.670.6702 Because marketers are time, budget and resource-constrained,
THE ECOMMERCE MARKETING GUIDE TO FACEBOOK
ADVANCED THE ECOMMERCE MARKETING GUIDE TO FACEBOOK A publication of 2 IS THIS BOOK RIGHT FOR ME? Not quite sure if this ebook is right for you? See the below description to determine if your level matches
Powering Marketing. The Five Tenets of Modern Marketing in Financial Services and Insurance. Marketing Technology
Powering Marketing Transformation The Five Tenets of Modern Marketing in Financial Services and Insurance Targeting Engagement Conversion Analytics Marketing Technology THE FIVE TENETS OF MODERN MARKETING
Defining Social Media. 7 Golden Rules to Successful Social Media in Business
Defining Social Media Social media isn t just a handful of social networks, it s anywhere on the web where you can interact and share your thoughts with others, ie most of the internet. It s also not stand
Five Steps to Inbound Marketing Bliss. Presented by
Presented by In this ebook, we will walk you through the five-step process of running a holistic inbound marketing campaign. If you want to generate more leads and sales, keep reading! Step 1: Develop
Introduction to Integrated Marketing: LEAD NURTURING
Introduction to Integrated Marketing: LEAD NURTURING Your company probably spends a lot of time and money generating qualified leads, but how many of those result in closed deals? The truth is, there s
USING SOCIAL MEDIA EFFECTIVELY TO MAKE
[Type text] 3/23/2012 HMI USING SOCIAL MEDIA EFFECTIVELY TO MAKE THE MOST OF YOUR FARM BUSINESS Contents What Is Inbound Marketing?... 2 Part I: Introduction to Inbound Marketing... 3 Part II: Get Found
Inbound Marketing 101
Inbound Marketing 101 CONTENTS. 1 WHAT IS INBOUND MARKETING? 2 THE PHILOSOPHY: WHY INBOUND WORKS. 3 THE METHODOLOGY: HOW INBOUND WORKS. 4 THE TOOLS: A PLAYBOOK THAT WORKS. 5 ADDITIONAL RESOURCES. 1 What
Lead Scoring for Success. A practical guide to achieving better results with lead scoring
Lead Scoring for Success A practical guide to achieving better results with lead scoring Lead Scoring The Growing Need for Lead Scoring The Growing Need for Lead Scoring A company s website is still one
Grow Your Business with. Nurture Marketing. Convert leads, close sales, and build customer trust using marketing automation and Microsoft Dynamics CRM
Grow Your Business with Nurture Marketing Convert leads, close sales, and build customer trust using marketing automation and Microsoft Dynamics CRM contents 03 Introduction What is nurture marketing?
The Lead Nurturing. 5 Reasons You Can t Ignore Lead Nurturing; 10 Fundamentals for Your Success. Act-On Best Practices for Email Delivery
& The Lead Nurturing 5 & 10 5 Reasons You Can t Ignore Lead Nurturing; 10 Fundamentals for Your Success i The Lead Nurturing 5 & 10 Five Reasons You Can t Ignore Lead Nurturing; Ten Fundamentals for Your
Nurturing Beyond Your Current Pipeline. TechTarget
Nurturing Beyond Your Current Pipeline Globally consistent trend: purchasing decisions shaped online before sales contact Over 2/3s of the buying process occurs before sales is even contacted (Sirius Decisions)
Measuring the Effectiveness of Your Content Marketing
Measuring the Effectiveness of Your Content Marketing 1 Measuring the Effectiveness of Your Content Marketing A 5-Step Process to Prove Value and Grow Your Business Measuring the Effectiveness of Your
Lead nurturing: Using email marketing to convert a prospect into a sale
Lead nurturing: Using email marketing to convert a prospect into a sale Patrick Zuluaga Director PMZ Marketing Have you heard this before? Email does not work for customer acquisition but rocks for customer
BASIC LEAD NURTURE SEGMENTATIONS
BASIC LEAD NURTURE SEGMENTATIONS WHY DO YOU NEED SEGMENTATION? Segmenting your audience, the act of dividing your leads into definable and actionable parts, is essential to your marketing success particularly
2014 2014 NNBS BS Co Consul nsultiting G ng r G oroup, up, Inc I. nc. Te Tell:: 415.309. 415. 7017 309.7017
2014 2014 NBS NBS Consulting Consulting Group, Group, Inc. Inc. Tel: Tel: 415.309.7017 415.309.7017 Customers are constantly re-framing how they interact with you based on: how well you fit their evolving
INBOUNDMARKETING. For Beginners. Everything you need to know to get started.
INBOUNDMARKETING For Beginners Everything you need to know to get started. 2 Bill is a Certified Inbound Marketing Specialist with Honors with 18 years of marketing experience. Not only is Bill an Inbound
A Business Owner s Guide to: Lead Nurturing
A Business Owner s Guide to: Lead Nurturing A Business Owner s Guide to: Lead Nurturing Did you know that when people visit your website, 95% of them are merely conducting research? In fact, only 5% of
Lead Generation Blueprint for Effective Inbound Marketing
Lead Generation Blueprint for Effective Inbound Marketing 2014 Jason and Nikki Christiansen, Internet Media Consultants 1 Page What every business owner needs to know about generating more quality leads.
B2B EMAIL MARKETING 6 STEPS TO BETTER 6 STEPS TO B2B EMAIL MARKETING SUCCESS. Phone: (+1) 718 303 1864. www.mailigen.com
6 STEPS TO B2B EMAIL MARKETING SUCCESS 6 STEPS TO BETTER 1 B2B EMAIL MARKETING Mailigen Email Marketing Solutions Phone: (+1) 718 303 1864 www.mailigen.com 2 60% of marketers believe email marketing produces
WHITE PAPER CRM and Marketing Automation. Integration for the Ultimate ROI
WHITE PAPER CRM and Marketing Automation Integration for the Ultimate ROI The B2B sales and marketing landscape has changed tremendously. Marketers no longer gather copious amounts of leads and hand them
Inbound Marketing The ultimate guide
Inbound Marketing The ultimate guide La Casita Del Cuco.EBOOK Inbound Marketing - The ultimate guide Version _ 02 Date _ September 2015 Introduction Inbound Marketing is a marketing philosophy which has
B2B LEAD GENERATION THE DEFINITIVE GUIDE TO GUIDE 1. INTRODUCTION TO LEAD GENERATION
B2B LEAD GENERATION THE DEFINITIVE GUIDE TO GUIDE 1. INTRODUCTION TO LEAD GENERATION 01 CONTENTS WHAT IS LEAD GENERATION? WHY IS LEAD GENERATION SO IMPORTANT? WHAT IS A LEAD? MARKETING AND SALES LEADS?
THE BLUEPRINT FOR MARKETING AUTOMATION
THE BLUEPRINT FOR MARKETING AUTOMATION Marketing automation adoption will grow by approximately 50% by 2015. -Sirius Decisions, How Marketing Automation Has Evolved in the Last 12 Months, 2012 Way More
Retargeting is the New Lead Nurturing: 6 Simple Ways to Increase Online Conversions through Display Advertising
Retargeting is the New Lead Nurturing: 6 Simple Ways to Increase Online Conversions through Display Advertising 565 Commercial Street, San Francisco, CA 94111 866.497.5505 www.bizo.com Follow us on Twitter:
Moving from tactical to strategic B2B marketing
Moving from tactical to strategic B2B marketing Introduction The definition of Marketing is The Management process which identifies, anticipates and satisfies customer requirements efficiently and profitably.
Online Lead Generation:
Online Lead Generation: A Guide for B2B Owners & Marketers Online Lead Generation: A Guide for B2B Owners & Marketers Table of Contents Introduction 21 Key Research Findings About Lead Gen The Role of
MARKETING AUTOMATION & YOUR CRM THE DYNAMIC DUO. Everything you need to know to create the ultimate sales and marketing tool.
MARKETING AUTOMATION & YOUR CRM THE DYNAMIC DUO Everything you need to know to create the ultimate sales and marketing tool. Table of Contents Introduction...3 Chapter 1: What Is Marketing Automation?...4
Attention B2B Marketing Professionals: Why you could be losing up to 80% of your sales (and what you can do to keep them.)
Special Bonus: Lead Nurturing Workbook to help you optimize your content and stop losing leads. Attention B2B Marketing Professionals: Why you could be losing up to 80% of your sales (and what you can
A Kuno Creative ebook. for. Marketing
A Kuno Creative ebook CREATING CONTENT for Marketing Automation Why Content Matters Content is an essential part of any online marketing strategy. Blogs, downloads and video can be used for anything from
to get more customers online
ONLINE MARKETING WITH 25 MARKETING TIPS & TRICKS to get more customers online @ 2015 ReachLocal, Inc. All Rights Reserved. REACHLOCAL is a registered trademark. reachlocal.com 1 In the perfect world, getting
3 Keys to a Successful Lead Generation Campaign
3 Keys to a Successful Lead Generation Campaign Ken Horst 612-251-8237 http://digitalmarketingwingman.com If you haven t noticed, more and more companies are starting to use marketing automation and nurture
How to Select a Lifecycle Marketing Automation Solution
How to Select a Lifecycle Marketing Automation Solution rightoninteractive.com It s a brutal world out there for marketers. After years of having budgets slashed, it doesn t look like it s getting better.
IQ CONTENT MARKETING RECOMMENDATIONS
IQ CONTENT MARKETING RECOMMENDATIONS Establish the Buyer Develop Touchpoints Drive To Conversions Discussion Outline Content Mapping & Drip Lead Scoring & Automation CREATING BUYER PERSONAS Personas are
The 4 Keys for Turning Cold Leads Into Sales-Ready Opportunities
The 4 Keys for Turning Cold Leads Into Sales-Ready Opportunities We do the Heavy Lifting for You Today s Speakers Don Wynns @Zoominfo VP, Business Development Responsible for strategic data integration
The 4 Key Actions That Define and Build A Sales Funnel That Won t Leak
The 4 Key Actions That Define and Build A Sales Funnel That Won t Leak We do the Heavy Lifting for You Today s Speakers Matt Smith @3FORWARD Co-Founder, EVP, 3FORWARD Strategic Sales Expert 25 years sales
B2B Lead Nurturing. The How and Why...
B2B Lead Nurturing The How and Why... The Author Kenneth Connolly Kenneth has enjoyed a marketing career both agency and client side. With over seven years experience writing B2B and B2C copy, Kenneth
Leveraging Marketing Automation: Positioning Your Healthcare IT Brand as a Trusted Resource in Today's Complex and Crowded Market
Leveraging Marketing Automation: Positioning Your Healthcare IT Brand as a Trusted Resource in Today's Complex and Crowded Market Guy Mansueto VP of Marketing,Phytel About Guy Mansueto VP of Marketing
Email Marketing and Marketing Automation in Complex Buying Processes
Email Marketing and Marketing Automation in Complex Buying Processes Email Marketing and Marketing Automation in Complex Buying Processes 1 Introduction We often hear the question: How is Marketing Automation
COPYRIGHT 2012 VERTICURL WHITEPAPER: TOP MISTAKES TO AVOID WHEN BUILDING A DEMAND CENTER
COPYRIGHT 2012 VERTICURL WHITEPAPER: TOP MISTAKES TO AVOID WHEN BUILDING A DEMAND CENTER For many B2B organizations, building a demand center is a no-brainer. Learn how to ensure you re successful by avoiding
Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead Management.
Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead Management. September 2012 OptifiNow September 2012 Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead
6 TOP TIPS FOR IMPROVING YOUR DELIVERABILITY BROUGHT TO YOU BY
6 TOP TIPS FOR IMPROVING YOUR DELIVERABILITY BROUGHT TO YOU BY INTRODUCTION What s the point in sending awesome email campaigns if they don t reach your recipients? Answer? None whatsoever! That s why
THE B2B FULL-FUNNEL MARKETER S HANDBOOK
THE B2B FULL-FUNNEL MARKETER S HANDBOOK Brand Awareness Content Engagement & Education Lead Generation & Sales Conversions The B2B Full-Funnel Marketer s Handbook For business-to-business marketers, the
High Performance Lead Nurturing and Lead Scoring: The Step-by-Step Guide
High Performance Lead Nurturing and Lead Scoring: The Step-by-Step Guide Most marketing organizations build a lead scoring system based on how the prospect has engaged and the frequency of engagement.
Improving Qualified Lead Generation and ROI with Lead Nurturing
Improving Qualified Lead Generation and ROI with Lead Nurturing Brian Carroll, Executive Director of Applied Research Kaci Bower, Senior Research Analyst Today, we re going to discuss 1. Key findings from
Solving the Challenge of Lead Management Automation
WHITE PAPER Solving the Challenge of Lead Management Automation How We Did It and What We Learned Table of Contents Background... 1 Business Challenges... 2 Adapting to Digital Marketing... 2 Developing
2011 B2B Marketing BenchMark Report
EXCERPT Special Rate Sponsor: 2011 B2B Marketing BenchMark Report Practical instructions to generate, Research and Insights on Elevating qualify and nurture new business Marketing Effectiveness from Lead
Inbound Marketing Report for Anchor Computer Systems. September 2015
Inbound Marketing Report for Anchor Computer Systems September 2015 Introduction First of all, thank you very much for your time on the phone last week. The information we were able to gather will prove
Lead Scoring for Success. A practical guide to achieving better results with lead scoring
Lead Scoring for Success A practical guide to achieving better results with lead scoring Lead Scoring The Growing Need for Lead Scoring Getting More Out of Leads Lead Scoring The Growing Need for Lead
$ $ HOW TO TURN FACEBOOK FANS INTO PAYING CUSTOMERS. A Guide to Using Facebook to Improve Lead Generation and Increase Sales.
1 HOW TO TURN FACEBOOK FANS INTO PAYING CUSTOMERS g$ $ $ A Guide to Using Facebook to Improve Lead Generation and Increase Sales A publication of 2 IS THIS BOOK RIGHT FOR ME? Not quite sure if this ebook
THE MULTI-CHANNEL CONTENT DISTRIBUTION GUIDE
TABLE OF CONTENTS It s Time to Cut the Content Waste 4 Identify Your Theme 7 Build Your Pillar 9 Distribute the Content 16 Optimize and Repeat 21 Appendix: Multi-Channel Content Distribution Examples 23
WHITEPAPER DETERMINE THE RIGHT ACTION FOR EACH LEAD. By: ActiveConversion
WHITEPAPER DETERMINE THE RIGHT ACTION FOR EACH LEAD By: ActiveConversion Page 1 Introduction The traditional grievance that sales has against marketing is that junk is thrown over the fence, an impolite
Online Marketing Strategy and Tactics to Drive Volunteer Recruitment and Awareness
Online Marketing Strategy and Tactics to Drive Volunteer Recruitment and Awareness 2015 Texas CASA Conference San Marcos, Texas November 6, 2015 43 Applicants 26 Advocates October 2014 September 2015 1
The Performance Marketer s Guide to Email Marketing: Engaging Your Subscribers
Fluent 2016 Page 5 The Performance Marketer s Guide to Email Marketing: Engaging Your Subscribers You ve cleared the initial hurdle of acquiring new prospects for your email marketing campaigns, but now
Attract traffic to your website. Convert traffic into leads. Convert leads into customers
The 4 Step Guideline To Online Marketing Success Intermediate Understanding and Winning with Online Marketing is as Simple as Understanding the Following Four Areas Attract traffic to your website Convert
Marketing & Sales Integrate for the Ultimate ROI
Marketing & Sales Integrate for the Ultimate ROI How CRM & Marketing Automation are the tools to help Winning and keeping customers requires modern data tactics. Marketing must deliver value with every
How is Lead Scoring Implemented? Implementing lead scoring policies is done in three phases:
Lead Scoring What is Lead Scoring? Simply put, lead scoring is an automated way to qualify leads. Successful companies have proven that focusing on quality vs. quantity of leads is an optimal strategy.
Written by: Francois Muscat, Digital Marketing Expert
Written by: Francois Muscat, Digital Marketing Expert Copyright 2013 WSI. Each WSI franchise office is an independently owned and operated business. In the past, businesses could get away with sending
EMAIL MARKETING TRENDS B2B BENCHMARKS FOR 2015
EMAIL MARKETING TRENDS B2B BENCHMARKS FOR 2015 FIND. NURTURE. CONVERT. Research Conducted by Ascend2 in Partnership with Dun & Bradstreet NetProspex OVERCOMING THE MOST CHALLENGING OBSTACLE TO EMAIL SUCCESS.
Five Ways to Grow Your Agency with Inbound Marketing
Five Ways to Grow Your Agency with Inbound Marketing 1 2 3 4 5 The inbound marketing opportunity for agencies The way B2B prospects research and buy products has changed dramatically over recent years.
Increasing qualified lead generation and ROI with lead scoring
Increasing qualified lead generation and ROI with lead scoring Jen Doyle, Senior Research Manager, MarketingSherpa Kaci Bower, Research Analyst, MarketingSherpa Today we re going to discuss: 1. Key findings
MARKETING METHODS TO ATTRACT CUSTOMERS
THE TOP 8 WAYS TO LEVERAGE NEW ONLINE MARKETING METHODS TO ATTRACT CUSTOMERS A PRACTICAL GUIDE TO DIGITAL MARKETING TABLE OF CONTENTS 3 Inbound Methodology 9 Mobile Friendly Website 12 Blog Regularly 17
WHITEPAPER GUIDE TO LEAD NURTURING. By: ActiveConversion
WHITEPAPER GUIDE TO LEAD NURTURING By: ActiveConversion Page 1 Introduction Industry surveys indicate that only 10 to 25 percent of all leads are sales-ready, meaning prospects are interested and ready
Partner Marketing Playbook. A guide to integrating the SharedVue platform into your existing marketing mix
Partner Marketing Playbook A guide to integrating the SharedVue platform into your existing marketing mix SharedVue Marketing Playbook foreword In a busy world of managing relationships with customers
WHAT IS LEAD GENERATION?
wowanalytics WHAT IS LEAD GENERATION? Lead Generation: the beginning... In today s business market, generating new business is becoming increasingly difficult. With attention space scarce, companies need
LEAD NURTURING STRATEGY WHITE PAPER. November 2013
LEAD NURTURING STRATEGY WHITE PAPER November 2013 TABLE OF CONTENTS 1. EXECUTIVE SUMMARY 2. INTRODUCTION 3. WHAT IS LEAD NURTURING? 4. OUTLINING AN EFFICIENT LEAD NURTURING STRATEGY 4.1. BUYER PERSONA
MANAGING YOUR EMAIL LIST
MANAGING YOUR EMAIL LIST Ensuring you reach the right people at the right time with a relevant message. 866.915.9465 www.delivra.com 2013 Delivra Professional Email Marketing Software and Consulting 2
10 Tips For Lead Management
10 Tips For Lead Management Demand Generation Software Buyers Kit Ten Tips For Best Practice Lead Managment Only 25% of new leads are sales-ready. 25% are disqualified. How do you handle the remaining
the ultimate guide to email marketing for insurance agents
the ultimate guide to email marketing for insurance agents what s in here? Email marketing & content marketing...3-4 Email marketing best practices...5 Email campaigns for insurance agents...6 AgencyBloc
HOW TO PRODUCE DIRECT MAIL
HOW TO PRODUCE DIRECT MAIL A SIMPLE GUIDE TO SUCCESSFUL DIRECT MAIL SEPTEMBER 2015 CONTENTS INTRODUCTION 02 STRATEGY 03 AUDIENCE 05 CREATIVE 07 PRODUCTION 10 FINANCE 12 EVALUATION 13 REGULATION 15 HELP
Landing Pages 101. Specifically, a landing page allows for greater testing, enabling you to:
Landing Pages 101 By Erik Bower During the last five years, online marketing has experienced explosive growth, moving beyond simple email blasts to pay-per-click, banner ads, online promotions, webinars
Lead Management Best Practices
WhitePaper Lead Management Best Practices An effective, integrated approach using the 6 pillars of lead management: content marketing, lead capture, lead nurturing, lead scoring, opportunity handoff, and
CRM Marketing Automation Buyers Guide
2 CRM gn n i io t e at k ar om M ut A Buyers Guide CHAPTER 1 Introduction M Contacts e Process The term CRM (Customer Relationship Management) has long been used in the enterprise world, but is becoming
Case Study: How ECI Telecom increased CTR and conversions at the top of the funnel by over 200%
Case Study: How ECI Telecom increased CTR and conversions at the top of the funnel by over 200% Michelle Mogelson Levy Associate Vice President, Marketing Programs ECI Telecom Most challenging processes
The B2B Marketing Landscape...2. Why Marketing Automation?...3. Maximize ROI...4. Drive Sales & Accelerate the Funnel...6
Table of Contents Interested in what marketing automation can do for your marketing and sales teams? Peruse through our CMO Toolkit to get information about the marketing automation capabilities that you
Introduction to Integrated Marketing: Lead Scoring
Introduction to Integrated Marketing: Lead Scoring Are You Making The Most Of Your Sales Leads? Lead scoring is a key missing link in many B2B marketing strategies. According to a recent Gartner study,
The Spark Small Business Guide: Graduating from Email Marketing to Marketing Automation
The Spark Small Business Guide: Graduating from Email Marketing to Marketing Automation MARKETING AUTOMATION is technology that allows you to nurture leads through automated campaigns. Because marketing
Marketing Automation. Improve Efficiency, Lower Costs, and Maximize Revenue
Marketing Automation Improve Efficiency, Lower Costs, and Maximize Revenue MDR s Free Webinar Series October 6, 2011 Copyright 2011 Market Data Retrieval 1 MDR s Free Webinar Series Provide customers added
Lead Scoring, Prioritization, Routing & Nurturing
Take your business to the next level Lead Scoring, Prioritization, Routing & Nurturing Free Sales and Marketing Audit Call 410-977-7355 Lead Scoring, Prioritization, Routing & Nurturing About the Author
ONLINE MARKETING FUNDAMENTALS
ONLINE MARKETING FUNDAMENTALS How to Get More Customers and Supporters Online By Shane Rasnak www.shanerasnak.com What We ll Be Covering Why most organizations get terrible results with online marketing
8 Ways to Generate More Leads From Online Marketing
8 Ways to Generate More Leads From Online Marketing Contents Introduction 3 1. Optimise your SEO 4 2. Increase your IP targeting 4 3. Increase your social media presence 5 4. Web Presence 6 Landing pages:
Marketing Automation RFP and Planning Guide
Marketing Automation RFP and Planning Guide A Publication of 2 An RFP should help your company identify the right partner to support your marketing goals for many years to come. Finding the right marketing
CommuniGator. Segmenting your email lists
CommuniGator Segmenting your email lists 7 wonders of email segmentation Customise your emails through segmentation All kinds of emails land in our inbox every day, whether it s newsletters, offers, vouchers,
3 KEYS TO TRANSFORMING SALES & MARKETING WITH INBOUND MARKETING
3 KEYS TO TRANSFORMING SALES & MARKETING WITH INBOUND MARKETING 2 2011 by Mark Mathson This work is licensed under the Creative Commons Attribution 3.0 United States License. Please feel welcome to share
JOURNEY OPTIMIZING YOUR CUSTOMER S
How Ektron s Guided Optimization helps marketers predict customer behavior and convert digital interactions to immediate results OPTIMIZING YOUR CUSTOMER S JOURNEY In this ebook you will learn how search
to Maximize Return on Investment with Marketing Automation
4 Ways to Maximize Return on Investment with Marketing Automation 4 Ways to Maximize Return on Investment with Marketing Automation The Challenge: Maximising the time and money you invest in the online
Benchmark Survey: Marketo Benchmark on Revenue Performance Custom Report For: Justin Gray
Benchmark Survey: Marketo Benchmark on Custom Report For: Justin Gray Dear Justin Gray, and sales executives are constantly asking their organizations questions such as: How much should we be investing
Creating Effective Landing Page LeadFormix Best Practices
The rapid growth of the Internet has made today s buyers more informed than ever. In order to attract such informed buyers, and meet marketing goals, you need to strategically plan your marketing strategy.
THE COMPLETE GUIDE TO LEAD NURTURING
THE COMPLETE GUIDE TO LEAD NURTURING Maximize your revenue with lead nurturing. Lead nurturing, also called drip marketing, is one of the most powerful and sought-after features of a marketing automation
10 Steps To Getting Started With. Marketing Automation
So the buzz about marketing automation and what the future holds for marketing in general finally got to you. Now you are ready to start using marketing automation and are not really sure where to start.
The Partner s Guide to the Best Kept Secrets of Online Lead Generation
The Partner s Guide to the Best Kept Secrets of Online Lead Generation Executive Summary Professional services firms may not be left with a choice as to whether or not to do inbound marketing and online
FOUR STEPS TO EFFECTIVE INBOUND RESPONSE MANAGEMENT
FOUR STEPS TO EFFECTIVE INBOUND RESPONSE MANAGEMENT 02. TABLE OF CONTENTS STEP 1. TIME TO CALL PAGE 4 STEP 2. EFFECTIVE LEAD QUALIFICATION PAGE 6 STEP 3. CATEGORIZING / DISPOSITIONING LEADS PAGE 8 STEP
LEAD NURTURING 5 REASONS YOU CAN'T IGNORE LEAD NURTURING 10 FUNDAMENTALS FOR YOUR SUCCESS
LEAD NURTURING 5& 10 5 REASONS YOU CAN'T IGNORE LEAD NURTURING 10 FUNDAMENTALS FOR YOUR SUCCESS According to a report from Forrester Research, companies that excel at lead nurturing generate 50% more sales-ready
GETTING CUSTOMERS ONBOARD:
GETTING CUSTOMERS ONBOARD: 6 STAGES TO ENSURE YOUR SAAS FREE TRIAL CONVERTS A Xander Marketing White Paper The SaaS Marketing Agency INTRODUCTION For SaaS businesses, providing a free trial is one method
Marketing Automation
An Introduction to Marketing Automation Simon Harvey Managing Director Demodia GmbH Agenda Introduction What is Marketing Automation? Vendor Overview Using Automation Successfully Case Studies About Me