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Lead Nurturing - Best Practices
 

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, ...

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 Lead Nurturing - Best Practices Presentation Transcript

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