Lead NurturingBenchmark Report<br />Key Findings Deck<br />Publication Date: 1/2011<br />1<br />
Insights and Best Practices from Top Performers<br />Top 3 reasons Top Performers use Lead Nurturing<br />Top 3 tactics To...
Increase revenue<br />Increase sales productivity<br />Increase the number of sales-ready leads<br />Reasons to Implement<...
Agree upon the definition of a “sales ready” lead<br />Enable prospect qualification with lead nurturing<br />Align market...
Develop effective nurture marketing campaign content<br />Achieving acceptable customer data quality<br />Fostering a sale...
Revenue<br />Email click-thru rates<br />Lead volume in sales pipeline<br />Cost per lead<br />Average deal size<br />New ...
Download the Full Benchmark Report for Free (with complete vendor landscape)<br />7<br />http://bit.ly/hXkzHt<br />
Gleansight: Social Media Marketing<br />Gleansight: Mobile Marketing<br />Deep Dive: Measuring the Impact of Lead Nurturin...
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Lead Nurturing - Best Practices

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This deck explores best practices in emerging nurture marketing tactics. This deck includes top 3 reasons Top Performers use Lead Nurturing, top 3 tactics Top Performers use to maximize investments, most common challenge Top Performers face, top 6 Performance Metrics Top Performers use to measure Lead Nurturing.

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Lead Nurturing - Best Practices

  1. 1. Lead NurturingBenchmark Report<br />Key Findings Deck<br />Publication Date: 1/2011<br />1<br />
  2. 2. Insights and Best Practices from Top Performers<br />Top 3 reasons Top Performers use Lead Nurturing<br />Top 3 tactics Top Performers use to outperform peers with Lead Nurturing initiatives<br />Most common challenge Top Performers face with Lead Nurturing<br />Top 6 Performance Metrics Top Performers use to measure the success of Lead Nurturing initiatives<br />2<br />What’s In This Deck?<br />
  3. 3. Increase revenue<br />Increase sales productivity<br />Increase the number of sales-ready leads<br />Reasons to Implement<br />3<br />*According to Top Performers, based on 279 Qualified Survey Responses to the Q3 2010 Gleanster Survey on Lead Nurturing.<br />
  4. 4. Agree upon the definition of a “sales ready” lead<br />Enable prospect qualification with lead nurturing<br />Align marketing content to the prospect buying cycle<br />Value Drivers<br />4<br />*According to Top Performers, based on 279 Qualified Survey Responses to the Q3 2010 Gleanster survey on Lead Nurturing.<br />**According to Everyone Else, shown only when a notable disparity occurs relative to Top Performers.<br />
  5. 5. Develop effective nurture marketing campaign content<br />Achieving acceptable customer data quality<br />Fostering a sales and marketing alignment culture within the organization<br />Challenges<br />5<br />*According to Top Performers, based on 279 Qualified Survey Responses to the Q3 2010 Gleanster Survey on Lead Nurturing.<br />
  6. 6. Revenue<br />Email click-thru rates<br />Lead volume in sales pipeline<br />Cost per lead<br />Average deal size<br />New customer acquisition rate<br />Performance Metrics<br />6<br />*According to Top Performers, based on 279 Qualified Survey Responses to the Q3 2010 Gleanster survey on Lead Nurturing.<br />**According to Everyone Else, shown only when a notable disparity occurs relative to Top Performers.<br />
  7. 7. Download the Full Benchmark Report for Free (with complete vendor landscape)<br />7<br />http://bit.ly/hXkzHt<br />
  8. 8. Gleansight: Social Media Marketing<br />Gleansight: Mobile Marketing<br />Deep Dive: Measuring the Impact of Lead Nurturing on the Sales Pipeline<br />Deep Dive: The Seven Types of Lead Nurturing Campaigns<br />Related Research from Gleanster<br />8<br />
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