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Gleanster lead nurturing webinar- draft- 012411 final

Join SalesFUSION for this in-depth review of the state of lead nurturing in a b2b environment. Includes research and best practices from leading b2b research firm, Gleanster and Principle Analyst, Ian Michiels.

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The 2011 b2b lead nurture roadmap,[object Object],Presented by: ,[object Object],Kevin Miller – EVP Marketing/Sales – SalesFUSION,[object Object],Ian Michiels – Principle Analyst - Gleanster,[object Object],Session Audio Starts at 2PM EST,[object Object]
Today’s Agenda,[object Object],[object Object]
  Introduction to b2b lead nurturing
  The State of Lead Nurturing
 Justifying Investments with Tangible Metrics
 7 Types of Lead Nurturing Campaigns

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Editor's Notes

  1. The vast majority of organizations have yet to utilize lead nurturing. Most of the companies that use Lead Nurturing are Top Performers Over a third of companies are not top performers and still utilize lead nurturing, suggesting they may be able to optimize existing nurture campaigns to extract more value from lead nurturing
  2. Lead nurturing helps companies maintain a continuous dialogue with potential customers during the buying cycle resulting in:Increase revenue by maintaining relationships with potential customers who aren’t ready to buy in the short-termIncrease sales rep productivity by reducing the time sales reps spend educating leadsEducate and influence potential customers about products and solutionsBuild a brand and reputation with potential customers as a trusted advisor and a source of thought leadership