How Lead Scoring Makes Your Sales and Marketing Department More Efficient
Learn how lead scoring makes your sales and marketing department more efficient. Marketing automation has quickly became the hottest trend in B2B sales and marketing due to its ability to produce high quality leads that generate revenue while saving valuable resources like money, time, and energy. Lead scoring is an essential component of the marketing […]
Building Your Lead Scoring Matrix: What to Include
Include key items when building your lead scoring matrix. Before you can determine a lead score for a marketing contact, it is important to determine the criteria that will be used to calculate that score. A typical lead scoring matrix will rank leads according to explicit (demographic) and implicit (activity) criteria. Explicit scoring criteria define […]
Three Key Rules for Developing Lead Forms
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
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 […]
Implicit Lead Scoring, What Really Matters
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 […]
Three Important Criteria for Lead Scoring
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 […]
How Lead Nurturing can help a Business in a Bad Economy
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 […]
Should You Invest in Lead Nurturing?
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 […]
How B2B Lead Nurturing can Convert Even Seasoned Buyers
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 […]
Five Components in Every Effective Lead Nurturing Campaign
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 […]
Three Ways to Plug a Leaky Sales Funnel
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 […]
Fostering Jovial B2B Lead Nurturing Connections
When meeting clientele for the first time, businesses hope for optimistic outcomes which often stem from productive meetings, albeit over telephone or internet. Much like anyone would nurture important personal relationships, fostering what new leads you’ve managed to harvest from B2B lead nurturing connections should adequately reverberate your intent to remain faithful, loyal and attentive to these […]
Oracle Acquires Eloqua
Last week there was a tectonic shift in the marketing automation industry when Oracle acquired Eloqua. When Oracle acquires anyone it’s a big announcement just like it was when they bought Market2Lead and RightNow. Oracle is melding together what they call the Oracle Customer Experience (CX) that creates an end-to-end experience for customers covering service, sales […]
Build Better B2B Relationships with Lead Nurturing
Modern businesses need to focus more on building long-lasting B2B relationships than they ever have in the past. There are new businesses popping up daily and buyers are well aware of the plethora of options they have available. Global commerce has opened the doors to endless competition. Company’s need to stand out and prove themselves. […]
How to Create Effective Lead Scoring Criteria
The effectiveness of the entire marketing automation process relies on the ability to score and qualify leads based on their likelihood of conversion. The criteria developed to rank these leads must capture the demographic and behavioral characteristics of an ideal lead. Once a profile for an ideal lead is created, all leads are ranked based […]
