Category Archives: Lead Nurturing
Lead Nurturing and Prospecting emails that Make Me Scratch My Head and Go Hmmm….
It seems I hit a nerve with my blog post Is Email on Life Support as a Sales Effectiveness Tool. It has become one of our most popular, and it continues to generate conversation and discussion on social media.
As sales and marketing professionals, we have seen the declining effectiveness of email for prospecting, lead generation, and lead nurturing. Yet, it remains a necessary tool in our arsenal.
Lead Nurturing and Marketing Automation: Make Messaging More Personal?
Behind the scenes, marketing is tracking campaigns and sending leads to sales reps, but sales could lose good opportunities if they don’t make a personal connection. In this video, Jim Brodo, Senior Vice President, Marketing, builds on his earlier blog post, Some Do’s and Don’ts for Better Lead Nurturing and Follow Up, to further discuss the impact of marketing automation on the ability of reps to effectively nurture leads with a more personalized message. Please join him for this short video blog post.
Is Email on Life support as a Sales Effectiveness Tool?
A few months ago, I did a blog post on the Top Ten Disruptive Sales Technologies. I did not include email because it was pretty much a given, considering its serious blow to postal mail and phone tag. But it’s worth considering the question: Has the influx of new and more personal technologies put email on life support as a sales effectiveness tool?
Let’s look at two examples that suggest email may be on the way out for developing new clients and building relationships with existing clients.
Lead nurturing and lead follow up are crucial steps in content marketing – from strategy to process to the overall program.
Organizations are spending significant dollars to develop content with the hopes of building awareness, strengthening thought leadership, and driving leads. Here are some critical do’s and don’ts for becoming more efficient and effective in your lead nurturing and follow-up strategy. And, who knows, you may even better align marketing and sales along the way.
Testing the follow-up on Content-based Marketing Campaigns: Companies are Falling Flat
Content-based marketing is on the rise. It’s expected to represent 35% of the marketing budget in 2013, which, according to the latest estimates, is up 84% from 2012.
Companies are having no problem cranking out content-based marketing campaigns — with information aimed at positively influencing a customer in some way — but they seem to struggle with follow-up and nurturing leads.