If you Google “Lead Nurturing” you will find it’s a fairly complex topic so we created this illustration as a cheat sheet to help you make sense of it.
The buying process of old times has changed. Marketers need to find new ways to reach the right customers.
Instead of finding customers with mass advertising and email blasts, marketers must now focus on being found and learn to build continuous relationships with customers.
Lead generation is an effective way to talk to relevant customers at the right time... however, lead generation in the MENA region has over 65% wastage; with tighter budgets, this calls for a more transparent and accountable process while most lead generation/Affiliate marketing work on a spray and pray method with no confirmation of authentic leads.
Thus we are proud to introduce Verify: A complete lead generation process that verifies the lead and understands at what stage of the purchase journey the lead. This means only verified leads will be delivered to the client in order to avoid wastage of time and resources.
*This product is offered to clients directly and to media agencies
How to Qualify, Score and Nurture Leads for Optimal ROIReadyTalk
B2B buyers have a growing tendency and capacity to research their purchase decisions online long before they engage with Sales. As marketers, we now need to assess which leads are ready to engage, and which are still in the independent research phase. By sending leads to Sales too early, we jeopardize the deal by scaring them off, therefore putting our marketing dollars and company revenues at great risk.
So, how do you know when your leads are ready to engage, and how do you nurture those that aren't there yet?
Both of these questions and more will be answered during this 60-minute webinar, which will cover lead qualification, scoring and nurturing strategies for optimal lead generation ROI. We will also highlight MarketingSherpa's FUEL methodology for B2B marketing effectiveness from lead generation to sales conversion.
HubSpot customer ProofreadNOW has increased prospect engagement and inbound lead activity with integrated lead nurturing capabilities, letting this small company automate key activities to make a big impact.
These slides are from a webinar with HubSpot customer Conni Eversull, Director of Sales & Marketing at ProofreadNow which was moderated by HubSpot Director of Product Evangelism, Kirsten Knipp.
Discover the trends driving the growth in vertical go-to-market strategies for B2B tech vendors and the 8 steps that you can take for vertical success.
The buying process of old times has changed. Marketers need to find new ways to reach the right customers.
Instead of finding customers with mass advertising and email blasts, marketers must now focus on being found and learn to build continuous relationships with customers.
Lead generation is an effective way to talk to relevant customers at the right time... however, lead generation in the MENA region has over 65% wastage; with tighter budgets, this calls for a more transparent and accountable process while most lead generation/Affiliate marketing work on a spray and pray method with no confirmation of authentic leads.
Thus we are proud to introduce Verify: A complete lead generation process that verifies the lead and understands at what stage of the purchase journey the lead. This means only verified leads will be delivered to the client in order to avoid wastage of time and resources.
*This product is offered to clients directly and to media agencies
How to Qualify, Score and Nurture Leads for Optimal ROIReadyTalk
B2B buyers have a growing tendency and capacity to research their purchase decisions online long before they engage with Sales. As marketers, we now need to assess which leads are ready to engage, and which are still in the independent research phase. By sending leads to Sales too early, we jeopardize the deal by scaring them off, therefore putting our marketing dollars and company revenues at great risk.
So, how do you know when your leads are ready to engage, and how do you nurture those that aren't there yet?
Both of these questions and more will be answered during this 60-minute webinar, which will cover lead qualification, scoring and nurturing strategies for optimal lead generation ROI. We will also highlight MarketingSherpa's FUEL methodology for B2B marketing effectiveness from lead generation to sales conversion.
HubSpot customer ProofreadNOW has increased prospect engagement and inbound lead activity with integrated lead nurturing capabilities, letting this small company automate key activities to make a big impact.
These slides are from a webinar with HubSpot customer Conni Eversull, Director of Sales & Marketing at ProofreadNow which was moderated by HubSpot Director of Product Evangelism, Kirsten Knipp.
Discover the trends driving the growth in vertical go-to-market strategies for B2B tech vendors and the 8 steps that you can take for vertical success.
2016 Lead Nurturing Report In Partnership With Salesforce PardotVeena Glover
Lead nurturing is a powerful marketing strategy and it is evident that marketers would like to continue reaping the rewards of their nurturing programs by setting a variety of objectives that revolve around this indispensable tool.
emedia and Pardot set out to discover the latest and greatest lead nurturing strategies currently deployed by the top tier marketers to drive their prospects through the buying cycle.
This report draws its conclusions from a 2016 survey that polled a large sample of B2B marketers based in EMEA and US/NA.
Insight into the mind of your peers: Discover the benefits that marketers have reaped, challenges they've faced and the future goals that they're now aspiring to.
You'll find top tips on numerous topics including segmenting data, personalising programs and marketing automation. This report will fuel your future plans and help you to design and implement successful lead nurturing campaigns.
Organic Gardener's Guide to Lead NurturingPete Jakob
Presentation given at a seminar organised by B2B Marketing Magazine at the Century Club, London - Sept 23rd. The presentation provides 9 practical steps for improving the yield from your marketing campaigns.
This Mindmatrix presentation on sales enablement offers a step-by-step process for enabling your direct sales teams. Watch this presentation to learn-
-Why is sales enablement is so important?
-What does direct sales enablement involve?
-Why is it time to move beyond traditional marketing automation and CRMs?
-What are the 12 steps to holistic sales enablement
Simple yet crucial Steps required by anyone to generate leads and make a good use of it to flourish their business. After-all who doesn't want to grow their client prospects.
Need help planning your marketing communications? This guide was prepared for precisely that task by the senior strategists at LOOMIS, the country's leading challenger brand advertising agency. Want help with the process? Just give us a call at (972) 331-7000. Otherwise, we hope you find this to be a useful tool for your own planning efforts.
Good luck!
Mike Sullivan
President, LOOMIS
An in-depth look at the process involved in nurturing a prospect into a sales-ready lead – with or without the help of marketing automation platforms.
You'll learn:
-What lead nurturing really means
-How lead nurturing can be used throughout the customer lifecycle
-How to tell if you need a marketing automation platform
-The most effective lead nurturing tactics from email marketing, social media and webinars to in-person events
-The top 10 tips to get your lead nurturing program off the groun
How to Turn Your Webinar into a Revenue GeneratorReadyTalk
Have you ever thought about turning your webinar series into a revenue stream? What about creating a series to generate additional revenue for your company? Paid webinars are becoming more and more popular as production values increase and organizations look for additional sources of revenue.
Join our panel of experts as they talk in detail about their webinar programs and how they generate revenue using a variety of tactics. In this webinar, you will learn:
-How to create a webinar series people will want to pay for
-How to replace physical events with a paid webinar
-How to successfully promote your paid event to increase registration and attendance
-The essential tools needed for any paid for webinar program
Combine usage data, predictive analytics and best practices to understand which customers to up-sell to and who to cross-sell to. Take your subscription business to new heights using ServiceSource technology and salesforce. This is a customer success presentation from Dreamforce 2014
A quick guide on what Marketing Automation is, steps to success in launching your campaigns, how to optimise activity and enables sales to help drive revenue.
The Internet has given rise to a new dynamic where the buyer is in control. As a result, marketing teams need access to new skillsets. Get some clarity on what these are.
Marketing Automation sounds like the perfect solution, but perhaps it hasn’t delivered quite as well as you thought? Here are 10 reasons why Marketing Automation missions fail, and the solutions behind them!
Gleanster lead nurturing webinar- draft- 012411 finalSalesfusion
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.
2016 Lead Nurturing Report In Partnership With Salesforce PardotVeena Glover
Lead nurturing is a powerful marketing strategy and it is evident that marketers would like to continue reaping the rewards of their nurturing programs by setting a variety of objectives that revolve around this indispensable tool.
emedia and Pardot set out to discover the latest and greatest lead nurturing strategies currently deployed by the top tier marketers to drive their prospects through the buying cycle.
This report draws its conclusions from a 2016 survey that polled a large sample of B2B marketers based in EMEA and US/NA.
Insight into the mind of your peers: Discover the benefits that marketers have reaped, challenges they've faced and the future goals that they're now aspiring to.
You'll find top tips on numerous topics including segmenting data, personalising programs and marketing automation. This report will fuel your future plans and help you to design and implement successful lead nurturing campaigns.
Organic Gardener's Guide to Lead NurturingPete Jakob
Presentation given at a seminar organised by B2B Marketing Magazine at the Century Club, London - Sept 23rd. The presentation provides 9 practical steps for improving the yield from your marketing campaigns.
This Mindmatrix presentation on sales enablement offers a step-by-step process for enabling your direct sales teams. Watch this presentation to learn-
-Why is sales enablement is so important?
-What does direct sales enablement involve?
-Why is it time to move beyond traditional marketing automation and CRMs?
-What are the 12 steps to holistic sales enablement
Simple yet crucial Steps required by anyone to generate leads and make a good use of it to flourish their business. After-all who doesn't want to grow their client prospects.
Need help planning your marketing communications? This guide was prepared for precisely that task by the senior strategists at LOOMIS, the country's leading challenger brand advertising agency. Want help with the process? Just give us a call at (972) 331-7000. Otherwise, we hope you find this to be a useful tool for your own planning efforts.
Good luck!
Mike Sullivan
President, LOOMIS
An in-depth look at the process involved in nurturing a prospect into a sales-ready lead – with or without the help of marketing automation platforms.
You'll learn:
-What lead nurturing really means
-How lead nurturing can be used throughout the customer lifecycle
-How to tell if you need a marketing automation platform
-The most effective lead nurturing tactics from email marketing, social media and webinars to in-person events
-The top 10 tips to get your lead nurturing program off the groun
How to Turn Your Webinar into a Revenue GeneratorReadyTalk
Have you ever thought about turning your webinar series into a revenue stream? What about creating a series to generate additional revenue for your company? Paid webinars are becoming more and more popular as production values increase and organizations look for additional sources of revenue.
Join our panel of experts as they talk in detail about their webinar programs and how they generate revenue using a variety of tactics. In this webinar, you will learn:
-How to create a webinar series people will want to pay for
-How to replace physical events with a paid webinar
-How to successfully promote your paid event to increase registration and attendance
-The essential tools needed for any paid for webinar program
Combine usage data, predictive analytics and best practices to understand which customers to up-sell to and who to cross-sell to. Take your subscription business to new heights using ServiceSource technology and salesforce. This is a customer success presentation from Dreamforce 2014
A quick guide on what Marketing Automation is, steps to success in launching your campaigns, how to optimise activity and enables sales to help drive revenue.
The Internet has given rise to a new dynamic where the buyer is in control. As a result, marketing teams need access to new skillsets. Get some clarity on what these are.
Marketing Automation sounds like the perfect solution, but perhaps it hasn’t delivered quite as well as you thought? Here are 10 reasons why Marketing Automation missions fail, and the solutions behind them!
Gleanster lead nurturing webinar- draft- 012411 finalSalesfusion
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.
By aligning Marketing & Sales, increased ROI is show. This presentation describes how to nurture stale leads into sales-ready leads through marketing automation and lead nurturing.
Do you want to create product demand and pass on leads to sales? Of course you do, but you’ll need a demand generation strategy to do it right. Learn what sets demand generation apart, how to build and optimize your strategy, and the importance of paid marketing. Download the full Demand Generation Strategy Playbook on our website: https://hubs.ly/H0bvjyy0
Learn how a LeadLife customer, designed a successful lead scoring and nurturing system within their organization that increased their qualified leads by 78% and decreased their buy cycle time from months to weeks.
See the blueprint they used and gain valuable insight on how your organization can increase "sales ready" leads and drive marketing ROI.
Overview of developing and creating a lead management programme along with a clear content marketing solution integrated with possible automated marketing solutions
The purpose of this deck is two-fold:
1. provide key insights on how to build a highly effective and predictable demand gen engine
2. provide a template for a monthly demand gen dashboard that tracks the value/ROI of your actions
There are numerous other key metrics that are essential for marketing to track but are not represented in this template such as customer experience [NPS, CSAT, etc.], brand recognition & affinity, website analytics, email analytics, PR share of voice, ad campaign effectiveness, and so on and so on.
Additionally, this dashboard is not intended to replace a full sales pipeline dashboard but rather to provide insights on how marketing is contributing to sales effectiveness and revenue.
Are you struggling to generate quality leads for your B2B
business? Follow these expert tips to achieve lead generatio
success and boost your business growth
Giáo trình hướng dẫn của Hubspot.
Phối hợp công việc giữa Marketing và Sales.
Phải làm gì để công việc của 2 bộ phận đều phát triển.
Cung cấp bởi 1ketoan.com
Turn your blog idea into a dozens of influence building, inbound marketing, quality content touch points and drive traffic to your site to get more customers.
Influencer marketing isn't just for big brands or consumer products anymore. In 2024, marketers face hurdles like escalating paid channel costs, diminishing organic reach, and building trust in their ideal customer accounts. This session offers practical ways to bring influencer marketing into your organization, to provide cost-effective access to niche audiences, countering budget constraints and rising CPMs. We'll discuss the impact of social algorithms on reach, the trust deficit in traditional advertising and how influencer partnerships offer genuine connections with audiences. Attendees will gain actionable insights to integrate influencer marketing into their strategies, leveraging influencers for impactful campaigns in both B2B and B2C environments. Join us to unlock the potential of influencers in navigating the evolving marketing landscape of 2024 and driving meaningful business growth.
Key Takeaways:
- Educate on the various types of influence we can use as marketers
- Establish the problems that make influencers a priority
- Walk through some practical tactics on HOW to run a program leveraging several of these influence channels
The digital marketing industry is changing faster than ever and those who don’t adapt with the times are losing market share. Where should marketers be focusing their efforts? What strategies are the experts seeing get the best results? Get up-to-speed with the latest industry insights, trends and predictions for the future in this panel discussion with some leading digital marketing experts.
The Secret to Engaging Modern Consumers: Journey Mapping and Personalization
In today's digital landscape, understanding the customer's journey and delivering personalized experiences are paramount. This masterclass delves into the art of consumer journey mapping, a powerful technique that visualizes the entire customer experience across touchpoints. Attendees will learn how to create detailed journey maps, identify pain points, and uncover opportunities for optimization. The presentation also explores personalization strategies that leverage data and technology to tailor content, products, and experiences to individual customers. From real-time personalization to predictive analytics, attendees will gain insights into cutting-edge approaches that drive engagement and loyalty.
Key Takeaways:
Current consumer landscape; Steps to mapping an effective consumer journey; Understanding the value of personalization; Integrating mapping and personalization for success; Brands that are getting It right!; Best Practices; Future Trends
Monthly Social Media News Update May 2024Andy Lambert
TL;DR. These are the three themes that stood out to us over the course of last month.
1️⃣ Social media is becoming increasingly significant for brand discovery. Marketers are now understanding the impact of social and budgets are shifting accordingly.
2️⃣ Instagram’s new algorithm and latest guidance will help us maintain organic growth. Instagram continues to evolve, but Reels remains the most crucial tool for growth.
3️⃣ Collaboration will help us unlock growth. Who we work with will define how fast we grow. Meta continues to evolve their Creator Marketplace and now TikTok are beginning to push ‘collabs’ more too.
The digital marketing industry is changing faster than ever and those who don’t adapt with the times are losing market share. Where should marketers be focusing their efforts? What strategies are the experts seeing get the best results? Get up-to-speed with the latest industry insights, trends and predictions for the future in this panel discussion with some leading digital marketing experts.
10 Video Ideas Any Business Can Make RIGHT NOW!
You'll never draw a blank again on what kind of video to make for your business. Go beyond the basic categories and truly reimagine a brand new advanced way to brainstorm video content creation. During this masterclass you'll be challenged to think creatively and outside of the box and view your videos through lenses you may have never thought of previously. It's guaranteed that you'll leave with more than 10 video ideas, but I like to under-promise and over-deliver. Don't miss this session.
Key Takeaways:
How to use the Video Matrix
How to use additional "Lenses"
Where to source original video ideas
Short video marketing has sweeped the nation and is the fastest way to build an online brand on social media in 2024. In this session you will learn:- What is short video marketing- Which platforms work best for your business- Content strategies that are on brand for your business- How to sell organically without paying for ads.
Most small businesses struggle to see marketing results. In this session, we will eliminate any confusion about what to do next, solving your marketing problems so your business can thrive. You’ll learn how to create a foundational marketing OS (operating system) based on neuroscience and backed by real-world results. You’ll be taught how to develop deep customer connections, and how to have your CRM dynamically segment and sell at any stage in the customer’s journey. By the end of the session, you’ll remove confusion and chaos and replace it with clarity and confidence for long-term marketing success.
Key Takeaways:
• Uncover the power of a foundational marketing system that dynamically communicates with prospects and customers on autopilot.
• Harness neuroscience and Tribal Alignment to transform your communication strategies, turning potential clients into fans and those fans into loyal customers.
• Discover the art of automated segmentation, pinpointing your most lucrative customers and identifying the optimal moments for successful conversions.
• Streamline your business with a content production plan that eliminates guesswork, wasted time, and money.
Come learn how YOU can Animate and Illuminate the World with Generative AI's Explosive Power. Come sit in the driver's seat and learn to harness this great technology.
In this presentation, Danny Leibrandt explains the impact of AI on SEO and what Google has been doing about it. Learn how to take your SEO game to the next level and win over Google with his new strategy anyone can use. Get actionable steps to rank your name, your business, and your clients on Google - the right way.
Key Takeaways:
1. Real content is king
2. Find ways to show EEAT
3. Repurpose across all platforms
When most people in the industry talk about online or digital reputation management, what they're really saying is Google search and PPC. And it's usually reactive, left dealing with the aftermath of negative information published somewhere online. That's outdated. It leaves executives, organizations and other high-profile individuals at a high risk of a digital reputation attack that spans channels and tactics. But the tools needed to safeguard against an attack are more cybersecurity-oriented than most marketing and communications professionals can manage. Business leaders Leaders grasp the importance; 83% of executives place reputation in their top five areas of risk, yet only 23% are confident in their ability to address it. To succeed in 2024 and beyond, you need to turn online reputation on its axis and think like an attacker.
Key Takeaways:
- New framework for examining and safeguarding an online reputation
- Tools and techniques to keep you a step ahead
- Practical examples that demonstrate when to act, how to act and how to recover
Top 3 Ways to Align Sales and Marketing Teams for Rapid GrowthDemandbase
In this session, Demandbase’s Stephanie Quinn, Sr. Director of Integrated and Digital Marketing, Devin Rosenberg, Director of Sales, and Kevin Rooney, Senior Director of Sales Development will share how sales and marketing shapes their day-to-day and what key areas are needed for true alignment.
Financial curveballs sent many American families reeling in 2023. Household budgets were squeezed by rising interest rates, surging prices on everyday goods, and a stagnating housing market. Consumers were feeling strapped. That sentiment, however, appears to be waning. The question is, to what extent?
To take the pulse of consumers’ feelings about their financial well-being ahead of a highly anticipated election, ThinkNow conducted a nationally representative quantitative survey. The survey highlights consumers’ hopes and anxieties as we move into 2024. Let's unpack the key findings to gain insights about where we stand.
Traditional Store Audits are Outdated: A New Approach to Protecting Your Bran...
Digital marketing lead nurturing illustrated [infographic]
1. NAME
1
B
B
A
A 2 3
1 2
2
3
1
1
Lead Nurturing Illustrated
Lead nurturing is about keeping conversations going over time, building relationships and allowing the creation of interest in products and/or services while bringing the
leads to sales-ready status. It is about cultivating and maintaining mind share, building and sustaining interest in what you have to offer, and developing trusted
relationships with those who could possibly be your next customer. Lead nurturing is exceptionally effective in articulating your value proposition to maintain, in a subtle
and consistent manner, a stream of relevant information that is important for the audience to know.
Lead Sources:
Leads are accumulated through various lead gener-
ation channels (trade shows, webinars, mailers, etc.)
Outcome:
Without lead nurturing: Marketing funnel misses valuable opportunities
With lead nurturing: Stop leads from leaking out. Widen reach and
recapture opportunities.
• Three kinds of Lead Characteristics: Demographics, BANT
(Budget, Authority, Need, Timing), Behavioural Indicators.
• Lead Characteristics are critical signifiers that determine
the sales-readiness of a lead.
Treshold
Total Points
Sales Funnel
Website
Survey Form Web Meeting Tweet
Download
Email
Newsletter
After six months:
80 percent of leads: typically lost, ignored, discarded
20%
bought
(from promoter
or competitor)
15%
would
buy soon
65%
interested in buying
Demographics BANT
(Budget,
Authority,
Need, Timing)
Behavioral
Indicators
are qualified
marketing leads
but not yet
sales-ready
Qualified marketing leads vary in terms of sales
acceleration and hence need their journey through
the sales funnel customised to fit different needs
25% are
unqualified and
irrelevant and
may be safely
discarded
25% of the leads
are sales-ready
and can go
directly to the I
sales team for
prospecting
Web Meeting
Opened
Not OpenedFilled Up
a Web form Whitepaper
Email
Direct
Mail
Trade
Show
Web
Google
AdWords
Downloaded
Not
Downloaded
Web Meeting
Tele-call Meeting
Content mapping for lead nurturing is the process of preparing and
organizing your content so that it can be distributed to your prospects at
the right time based on their needs and stages in the buying cycle. A
content map based on buyer person ae:
• Helps organize content that can address questions at various
stages of the buying cycle.
• Creates a blueprint for content distribution through multiple
channels.
• Serves as the primary content inventory for the purpose of ref
erence and re-purposing.
Nurturing involves maintaining a relationship with leads through
regularly-scheduled, customized communications, such as "Drip
Campaigns".
• Lead nurturing is scheduled at regular intervals to deliver the
benefits of a multi-touch campaign.
• With lead nurturing systems, subsequent action points in the
campaign can be based on the precise activity of the lead
("branched-logic" campaign).
• These campaigns guide prospects individually through the
funnel according to their lead characteristics.
50%
Early stages - Low acceleration:
Stay-in-Touch Campaigns
-Campaigns that'drip'relevant
content to prospects over time,
gradually educating and building
trust for your company
End-of-funnel - High acceleration:
Campaigns that try to accelerate
prospects towards the sale by
providing relevant'nudges' based on
specific lead characteristics or sales
updates
Lead Handoff:
Leads are pushed from
marketing to sales.
End User
Content Mapping with Buyer's Persona
What is lead nurturing worth?
Lead Characteristics
Lead Scoring
Branched Logic - Automated Lead Nurturing Systems
Tehnical
Decision Maker
Economical
Decision Maker
Influencer
Lead Recycling:
Leads are cycled back to the
top of the funnel for further
nurturing because the lead
was not yet ready to buy
after proposal.
Lead scoring ranks a lead's level of interest and sales readiness according
to a pre-determined scoring methodology. Marketing communications are
customized to match the prospect's lead characteristics and degree of
"sales-readiness". Every activity the prospect does is given a score. When
the scores reach a pre-determined threshold, the lead is deemed
sales-ready and transferred to the sales team.
S A L E S
M A R K E T I N G
P R O S P E C T I N G
Q U A L I F Y I N G
S A L E S
P R O P O S A L
Q U O T E
Mid-funnel - Medium
acceleration:
Lead Lifecycle Campaigns
-Campaigns that ensure
movement and interaction
with prospects, even if they
are not yet sales-ready
10
10
5 15
20 20 5
aericon.com