B2B marketers have a plethora of tools available to gather information about marketing leads. One of the more effective methods is using online lead forms. Using a form to capture relevant data about a lead allows you to organize leads, personalize marketing messages, and score behaviors. There are three key rules for developing lead forms. […]
Use lead scoring to increase the chance of conversion. Marketing departments are collecting endless leads through demand generation activities such as email list sign-ups, events, and website registrations. Every lead has a unique profile and potential based on how they were obtained. Lead scoring is a powerful tool that can dramatically increase a company’s chance […]
ALLEN, TX – Lead Liaison posts record results. Lead Liaison, an innovative revenue generation software provider announced today that sales improved 104% from Q3 to Q4 2012. During the same period the company doubled its customer base through a series of successful product integrations. Lead Liaison develops marketing automation applications which target small to medium-sized […]
Lead scoring rules for B2B marketing automation programs may differ across various lead management architectures. An attribute such as a lead’s company position may receive higher scoring in one program than in another. But most programs will include explicit and implicit lead scoring matrices. While explicit, or physical, scoring is critical to lead qualification, it […]
Scoring the quality of leads is not an exact science, but there are ways to determine if a lead is worth nurturing toward a sales engagement. Lead scoring includes metrics that account for buying authority, interest level, budget availability, and purchase timing. In order to accurately qualify a lead’s readiness for a sales engagement, your […]
When the economy is rough, it becomes increasingly important to nurture your contacts and connections to improve the chances of converting more leads into revenue. Focus has shifted from the top of the marketing funnel, where new leads are added, and it is now more focused on the bottom of the marketing funnel, where quality […]
Even in today’s competitive B2B environment, there are still some executives wondering if they should invest in lead nurturing. Let’s take a look at why lead nurturing should be incorporated into your lead management strategy. Research done in 2012 reveals that nurturing leads increases sales opportunities 20% over non-nurtured leads. Another 2012 study shows that […]
Seasoned buyers have higher standards and are typically harder to convert without an effective lead nurturing strategy. It makes you wonder, how B2B lead nurturing can convert even seasoned buyers? The longer someone has been purchasing for a company, the less susceptible they are to sales pitches and traditional closing tools. The only thing that […]
There are certain necessary components to an effective lead nurturing campaign that every business should consider. Neglecting to first segment leads, rushing the relationship with obvious sales pitches, or offending customers by sending them irrelevant content will have a noticeably negative impact on results. Fortunately there are proven methods to improve the chances of converting a qualified […]
Do you have B2B leads that aren’t converting to sales because they are falling through the cracks of a poorly managed sales funnel? If your company’s lead management system isn’t preserving your marketing leads, you’re not alone. According to B2B experts, 80% of leads aren’t converted because of poor lead management. The good news is […]
