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  • B2B Lead Generation Articles on lead nurturing

           
    • What is lead nurturing?
      The Innovative Marketer | Jul 29, 2010 | Permalink
      Salesforce.com’s big Dreamforce conference is over. The keynotes have been distilled down to talking points for the media. The hangovers from the after parties have been dealt with. The Black Crowes have flown away, the hangovers from the after parties...
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    • Top 10 Triggered B2B Email Marketing Campaigns
      Anything Goes Marketing | Jul 29, 2010 | Permalink
      One of the themes for marketers in 2009 is “doing more with less�. While some marketing teams are facing cut backs and spending freezes or reductions, they still need to hit their goals which may include generating X number of leads, Y amount of influenced pipeline and/or Z amount of influenced sales. A key part of “doing more with less� is automating your email marketing campaigns. While many may label this as “lead nurturing�, it goes well beyond lead nurturing. It’s at times like this when you need a bounce in your step and powerful tools that will make it easy to keep you engaged with customers and prospects but allow you to leave work at a reasonable hour. After reading Ed Henrich’s excellent article on ClickZ Top 10 Triggered E-mail ...
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    • 8 Lead Nurturing Thoughts to Share
      B2B Lead Generation Blog / Brian Carroll | Jul 29, 2010 | Permalink
      Here's few thoughts that I've had on lead nurturing that I'd like to share and get your input on: Lead nurturing supports the conversation of the customer before, during and after their buying process. Sowing + Nurturing = Reaping. As...
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    • 10 Steps to Effective Online Marketing For Small Businesses
      Hubspot | Jul 29, 2010 | Permalink
      The following is a guest post by Peter Rastello, the founder of Inbound Market Link, an Inbound Marketing agency specializing in helping small and medium, B2B and B2C businesses to succeed on the internet. If you are a marketing professional in charge of your small/medium sized business’ (SMB) Search Engine Optimization (SEO) and Inbound marketing, you are not alone. According to Marketing Sherpa, SMBs spend roughly 20% more on staff salaries to handle SEO & internet marketing  than do large sized businesses who tend to out-source this activity. For this reason, it is critical that SMB marketers focus carefully. Here are the abbreviated 10 steps to effective marketing online:
        The Importance of Google – with approximately 80% of all searches being conducted via Google, it is critica...
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    • Affordable Transaction Economics
      B2B Marketing Confidential | Jul 28, 2010 | Permalink
      I'm always looking for more scientific ways to spend money on marketing, as people who consistently read this blog  know.  I spend a lot of time looking at Return on Marketing Investment (ROMI), for example.  Lately, I've been dealing a lot with pipeline marketing strategy, and I stumbled upon something that is probably fairly obvious, but I thought I'd outline it formally.  My friend and mentor Tim Furey wrote a book in 1999 called The Channel Advantage.  It was a great book, and its simple premise was "match the transaction to the channel that can afford to handle it."  There were other key ideas, but this was the one that stuck.  In other words, rebuy channels go through e- and tele-channels, big new servers through face-to-face.  The reason, simply, is that it costs $10 to take an...
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    • Latest B2B Marketing Trends From SiriusDecisions Summit 09
      Anything Goes Marketing | Jul 28, 2010 | Permalink
      If you’re looking for an eloquently written post on how B2B marketing has changed and recommendations on what you should do, you’ve come to the wrong page. What I have done is reviewed the tweets from the latest SiriusDecisions Summit 2009 and captured points that I thought were interesting and categorized them. Unfortunately, I wasn’t able to go (not without trying!) but as you’ll see from the comments below, some great stats and thoughts have been captured by attendees via Twitter (yet another reason to use Twitter).At some point I would like to come back to each category and focus on them specifically but for now, here is some organized Twitter talk for y’all – enjoy it: Sales and Marketing Alignmentjblock: Only 32% of sales and marketing orgs work together to def...
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    • Email Marketing Metrics You Should be Tracking
      Anything Goes Marketing | Jul 28, 2010 | Permalink
      If you weren’t aware, Canada (Vancouver specifically) will be hosting the 2010 Winter Olympics. I was inspired to write this post by a group of brave Canadian ski jumpers that are have been denied permission to compete in the upcoming games. You may be saying – wait a minute, ski jumping is an Olympic event so what’s the problem? The “problem� is that these athletes are women and the IOC has not sanctioned women’s ski jumping as an official event making it the only Winter Olympics activity that does not allow women to compete in. We’ll come back to this story – let’s focus back on email marketing.Sometimes it’s What’s Missing That Counts I was reading MarketingSherpa’s 2009 Email Marketing Benchmarking Guide looking for useful metrics and tips. I found some ex...
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    • How To Build a Lead Nurturing Culture Part I
      Anything Goes Marketing | Jul 28, 2010 | Permalink
      Are any of you out there new fathers? How about new parents? I’m still getting the hang of holding my 2 month old son while I check my emails or read a book. I’m getting much better at this juggling act and on some of those nights when he stays up I’ve been able to generate some blog post ideas – I just didn’t have the two hands needed to type until now. :) So here we are. My biggest inspiration for this post was re-reading Jim Collins’ famous Good to Great. I remember reading it years ago and recalling how it guided some of my career choices as well my management style. It was time to give it another read to see if I could get another boost of inspiration. While I was distracted by reading about how great Fannie Mae and Circuit City...
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    • B2B Marketing Trends From Eloqua Experience 09 Via Twitter
      Anything Goes Marketing | Jul 28, 2010 | Permalink
      Earlier this month I left my newborn and poor wife at home for an unforgettable week at Eloqua Experience in San Francisco. This sold out event brought together some of smartest marketers from all over the world. While there were a few keynote speakers, the conference focused on having the Eloqua community share their experiences so we could all learn from each other.The main difference this year from last year was that we not only shared our knowledge and insights with each other but with the power of Twitter, we could share these with the rest of the globe. This made the event even more exciting as tweeters could listen to speakers, engage other tweeters, tweet their experiences, and see what others were tweeting about all at the same time! To better understand, how Eloqua pulled this...
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    • 5 Mistakes B2B Marketers Need to Avoid in 2010
      Anything Goes Marketing | Jul 28, 2010 | Permalink
      2009 has been a long year but as I reflect back on my many conversations, I've created a top 5 list of items to avoid in 2010:

      1. Not having a defined social media strategy

      You would be surprised by the number of companies that say “yeah, social media is important but it’s not important to us at the moment�. In 2010 you will not have a choice but to make social media part of your overall marketing strategy. If you’re company is just breaking ground in this area, at the very least make a commitment to listen to what people are saying about you. For example, check out http://addictomatic.com/ and search for your company name. Most likely, you are being mentioned. Now search for your competitors. This may be enough of an impetuous to get moving on a reactive social med...
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    • Act Fast! 3 Reasons to Nurture Leads Immediately
      Hubspot | Jul 28, 2010 | Permalink
      The early bird gets the worm.  He who hesitates is lost.  Strike while the iron is hot.  These clichés may be just that, clichés, but it turns out that they also apply in the world of sales and marketing.  In fact, a recent review of HubSpot customers’ lead nurturing statistics shows that open rates for nurturing emails drops off drastically over the course of three weeks. A quick analysis of all customers using HubSpot’s lead nurturing shows a few outliers who have amazing late stage offers, but across the board, nearly 7% open rates on Day 1, which are higher than industry averages, were almost triple that of an email sent three weeks after a lead converted on a customers’ website.

      Why do later email sends have lower open rates?

        Urgency – right after a lead downloads so...
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    • Why Mad Men Would Fail at Marketing Today
      Hubspot | Jul 26, 2010 | Permalink
      With yesterday’s premiere of Mad Men, Madison Avenue's ad world of the 1960s appeared before our eyes again, dressed in cigar smoke and the clink of martini glasses. Despite its popular appeal, this powerful ad milieu is doomed to failure in today’s iPad-fanatic society. If the ad men of the 1960s lived today and carried the same approach to advertising, the public would immediately reject them. They would probably be the people buying flashy pop-up ads and banner ads that people close or persistently ignore. As discussed in our recent Mad Men webinar' target='_self'>Mad Men webinar, marketing has changed and big brands do advertising differently than they did in the 1960s. At least three reasons can explain this phenomenon:

      In the 1960s, Ad Agencies Were in ControlToday, Audiences ...
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    • Checklist: How to Start a Business Blog
      Hubspot | Jul 23, 2010 | Permalink
      Excellent content leaves the reader with something new that they didn’t have before. People like to get something from blogs they read. You don’t have to be Shakespeare to have a good blog.  The fact is that web sites with a blog received 55% more visitors, 97% more inbound links and 434% more indexed pages than those that didn’t have a blog. Businesses in particular can capitalize on this because businesses that blog experience 126% higher lead growth than non-blogging businesses. Can you really afford to miss this opportunity?

      1. CONTENT

      Remarkable Content – A mix of content is good. What’s remarkable? Anything relevant and useful, interesting, thought-provoking, controversial, and entertaining. Try things like current news, opinion, and media rich content. Note: this is not ...
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