The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)

Pointclear

This year I've been talking a lot about Nurturing. I feel so strongly that nurturing needs to be a focus, I asked a panel of 11 experts to weigh in on the best lead nurturing programs (and processes) and what to expect in the coming year. Lead Reengagement.

Lead Nurturing: Triple Your Marketing Return

Pointclear

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. In the last blog in this series we discussed how to keep leads from being ignored and going into a black hole by using something I call the judicial branch. Today we will discuss how lead nurturing can triple the return on most marketing campaigns: Nurturing is essential for successful lead generation—both inbound and outbound.

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The Skinny on Lead Nurturing - 11 Experts Weigh In (part 2 of 2)

Pointclear

The marketing word of the year is Nurture. Nurturing is one of the most effective, yet underutilized, activities in the sales and marketing process. Of the few companies that do try to incorporate nurturing programs—well, let’s just say they could use some help. Voice nurturing!

5 Tips for Lead Nurturing to Grow Your Sales Funnel ? Score More.

Score More Sales

5 Tips for Lead Nurturing to Grow Your Sales Funnel. Here are 5 tips to help you gain and nurture more sales opportunities: Re-educate yourself and all that you know about selling. Work to gain clarity on creating a formal process once marketing has sent potential leads to sales.

Dear CEO: Find out how well your team is nurturing its B2B sales leads

Pointclear

Standard B2B lead-generation programs produce an average 5% lead rate while advanced lead-generation programs (which include lead nurturing) produce an average 15% lead rate—three times higher. When you and your team are focused exclusively on “lead” outcomes, immediate costs are misleading and long-term costs increase dramatically. That is why you frequently hear sales say: “the leads suck.”. B2B Sales Lead Nurturing

Desperate and Fearful: Need Pipeline – Want Sales Lead Generation

Pointclear

Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. So, they settle for a cheap solution—which is how mediocre sales lead generation firms survive. The need for sales pressures the CMO to deliver leads fast. Trouble is, that CMO is also under budget pressures, so corners are cut in the pursuit of needed sales leads. CEOs need to care about lead outcomes.

Are Your Buyers Feeling the Top-of-Funnel Crunch?

Sales Benchmark Index

B2B CMO’s have guided your teams to generate enough leads for the sales team to exceed the revenue objectives. Article Marketing Strategy b2b marketing Demand Generation Dynamic Lead Nurturing lead nurturing top of funnel vince koehler

Stop Talking About How You’re So Busy

Salesfusion

Lead Nurture B2B Marketing Marketing Automation The post Stop Talking About How You’re So Busy appeared first on Salesfusion.

2014 Planning Metrics for B2B Marketing Leaders

Sales Benchmark Index

Focus on the core business drivers that B2B Marketing is fully capable of providing. The top three success metrics for B2B marketing include: Lead Generation team % of Contribution to Sales Revenue (Wins). Lead Generation team % of Contribution to Sales Funnel (Opportunities).

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B2B Lead Generation

Salesfusion

The post B2B Lead Generation appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. Best Practices Customer Interaction Lead Nurture [one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. one_half].

How B2B Buyers Search for Tech Solutions

Tenfold

What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. So, it pays to ask: How do B2B buyers search for tech solutions and how can you ensure you’re there, at every stage of their buyer’s journey? B2B Buyer Behavior.

Inbound Marketing for B2B Companies

Salesfusion

button class="lbp_secondary" link="[link] align="center" size="medium" type="wide" style="solid" icon="lightbulb" title="Learn More"]Sign Up[/button][/box] The post Inbound Marketing for B2B Companies appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion.

B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research

Pointclear

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. In our discussion, Lori shared key insights into the B2B buyer's journey as well as marketing and sales alignment. There's a lot of discussion in the marketplace about articles you've written, including "The Lead-Nurturing Payoff For The Tech Industry." Some sales professionals even believe that they can't get qualified leads from marketing.

Good Reads for B2B Marketing - Respect Your Competition

Pointclear

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. Michael Chassen''s Rules for Authentic B2B Communications. B2B Email Marketers Focus on Targeting Content.

Trick or Treat? Dreamforce Goodies for B2B Marketers

Smart Selling Tools

Fortunately, there were many Dreamforce exhibitors with tools well designed to help B2B Marketers achieve significant gains, thus extending the value of their existing technology investment. An actionable “behavioral score” is assigned to each lead.

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Is Lead Flow to the Reps Too Slow or Gridlocked?

Pointclear

Some companies have several inside departments to take in, qualify, nurture, and filter sales leads to such a finite extent that few leads go to anyone. If the raw lead count is high but there is a mere trickle going to the salespeople, you have a substantial problem. You are: Delaying talking to buyers and reducing your chances of making the sale by 50%, because salespeople, on average, aren’t getting the leads until weeks after they’re created.

Prevent Defense or Permit Offense? What a Football Argument Has to Do with B2B Sales Lead Generation

Pointclear

Inbound drives organic engagement and attracts leads, while outbound helps you target specific prospects more accurately. These approaches work well in both B2B and consumer marketing, covering the entire length of the lead funnel and the customer journey, respectively.”. We believe the opposite: 70% of B2B technology solution buyers want to engage with sales reps before they identify their short list. “In Sending sales leads that suck is a lose-lose plan.

Of Value Propositions and Elevator Pitches for B2B ? Score More.

Score More Sales

Of Value Propositions and Elevator Pitches for B2B. Read the award-winning blog and sign up for the twice-monthly newsletter with sales tips to grow B2B revenues. Previous post: 5 Tips for Lead Nurturing to Grow Your Sales Funnel. B2B Sales.

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170 Sales Terms From A – Z: The Updated Glossary of B2B Sales Definitions

Sales Hacker

This sales glossary is meant to reduce ramp time for new reps that are getting immersed in B2B sales jargon for the first time. Account-based Everything (ABE) or Account-based Revenue (ABR) is a framework that entails full coordination of customized care and management of targeted customer accounts across all relevant units of your organization (such as marketing, sales, finance, and product development) as well as the entire customer life cycle from lead generation to after-sales support.

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People Skills Grow B2B Sales While Tools Make it Easier ? Score.

Score More Sales

People Skills Grow B2B Sales While Tools Make It Easier. Years ago when I started in B2B sales, there was one way to keep track of customers and prospective customers – writing on lined, yellow note pads and putting these precious notes into manila file folders. B2B Sales.

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Lead Qualification & Lead Nurturing: Whose Job Is It?

Pointclear

Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? But first, let's take a look at some lead generation challenges. Cahners Research has shown that 45 percent of qualified leads will end up buying a solution from someone within a year. Think of lead generation, lead qualification and lead nurturing as progressive steps in a funnel.

Persistence Pays—How 42 Lead Qualification Touchpoints Won a $1 Billion Deal

Pointclear

While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. We know that in the lead generation, lead qualification and lead nurturing business, it takes multiple tries, across multiple cycles, to fully work a lead. B2B Telemarketing B2B Sales Increase SalesPointClear is known for its perseverance.

B2B Sales Audio Interview with Nancy Nardin on Tools to Grow.

Score More Sales

B2B Sales Audio Interview With Nancy Nardin on Tools to Grow Business. 2012 is a year of new things, and so we are pleased to launch for sellers and sales leaders a weekly audio (and sometimes video) interview with people who have made, or are making an impact in B2B professional selling.

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3 Steps to Fully Optimized B2B Prospect Development

Sales and Marketing

Teaser: B2B prospect development – the combination of lead generation, lead qualification, lead nurturing and lead hand-off to sales – is a critical element that many marketing and sales teams are failing. Dan McDade, author of "The Truth About Leads," provides three steps to help you emerge from a chaotic state, rise above average, and achieve a fully optimized state of prospect development. Issue Date: 2012-12-10.

Sales Tips from a Witch and a Ghost for Any B2B Seller ? Score.

Score More Sales

Sales Tips From a Witch and a Ghost for Any B2B Seller. Lori Richardson writes, speaks, trains and mentors B2B inside sales professionals and business owners to grow revenues. Score More Sales also does prospecting services for busy B2B companies. B2B Sales.

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4 Ways to Make B2B Sales as Smart as B2C Sales

Sales and Marketing

But the ability to gather information from different places around the web gives B2B marketers a much fuller view of a company’s profile. Though 78 percent of B2B companies already invest in analytics, many sales managers encounter their fair share of hurdles in using the findings to the best of their abilities. Otherwise, you and your sales team won’t have what you need to prioritize leads, nurture prospects, or even forecast sales — at least not reliably.

Gold Calling vs. Cold Calling

Pointclear

First, gold calling requires the caller to take strategic approach to call planning, including creating a detailed playbook, identification and segmentation your market, developing lead qualification criteria, efficient reporting on your calls, effective call training, and weekly contact between the callers and the team receiving the leads. Second, gold calling requires leads to go through a quality control process that ensures each lead passed to the field is solid gold.

B2B Sales Podcast with Michael Boylan on Value Propositions.

Score More Sales

B2B Sales Podcast With Michael Boylan on Value Propositions. Join our B2B Value Proposition Contest for some great prizes. Read the award-winning blog and sign up for the twice-monthly newsletter with sales tips to grow B2B revenues. Talking or Writing Too Much in B2B Sales.

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Review of SNAP Selling Author and B2B Sales Trainer Jill Konrath.

Score More Sales

Review of SNAP Selling Author and B2B Sales Trainer Jill Konrath Live. This leads me to my day with Jill Konrath at the front of the room. Her company, Score More Sales also offers B2B prospecting services. Of Value Propositions and Elevator Pitches for B2B. B2B Sales.

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How Prospecting is Like Online Dating: 5 Mistakes Online Daters Can Teach Salespeople

DiscoverOrg Sales

We’re convinced that prospecting is a lot like online dating, the mistakes online daters make provide great illustrations to help get more leads, sales, or fill open requisitions. Thankfully, it’s not a trend that can easily be implemented in the B2B sales world (we hope).

Does Your Sales Team Know How to Follow-Up on a Lead?

Pointclear

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. In the last blog in this series we discussed lead nurturing , and how an advanced lead generation program that includes nurturing can triple your sales.

PowerViews with Craig Rosenberg: Growth Hacks & Consumerized B2B Software

Pointclear

He is also author of a popular sales and marketing blog, Funnelholic , where he shares B2B content with an edge. Craig specializes in lead generation, lead qualification, and B2B marketing and sales. They’re generating tons of leads.

Seven Ideas to Increase Sales (Reading time: Five minutes or Less)

Pointclear

Here are some best practices involved with increasing sales: Lead generation, lead qualification, lead nurturing: For every dollar you have closed, you have left two dollars on the table. Validation and calibration of lead scoring : Your scoring needs calibration. B2B SalesThere isn't a senior executive at any company across the globe that doesn't want more sales.

B2B Sales Podcast with Michael Boylan on Prospecting and The.

Score More Sales

B2B Sales Podcast With Michael Boylan on Prospecting and the Power to Get In. There’s no doubt in B2B selling that getting the top of your funnel (or front end of your sales pipeline) is incredibly important and in a tough economy, can be difficult on a consistent basis.

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Refine B2B Sales Process in 2012 with Tools and Attitude ? Score.

Score More Sales

Refine B2B Sales Process in 2012 With Tools and Attitude. They need to be nurtured and they need clear guidelines for success. Nurture their strengths, acknowledge their successes. Of Value Propositions and Elevator Pitches for B2B. B2B Sales.

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Scheduling an Appointment With an "Uncloseable"

Pointclear

A competitor in the teleprospecting business recently published a list of B2B companies based on how easy or hard they were to work from a lead-generation standpoint. At the bottom of the list were what they called “uncloseables,” meaning these were companies that this competitor was not able to generated leads from. One of the uncloseables on their list was a company from which PointClear generated a sales-qualified lead that we turned over to a client in the middle of 2016.

Talking or Writing Too Much in B2B Sales ? Score More Sales

Score More Sales

Talking or Writing Too Much in B2B Sales. Previous post: People Skills Grow B2B Sales While Tools Make It Easier. Next post: 5 Tips for Lead Nurturing to Grow Your Sales Funnel. Of Value Propositions and Elevator Pitches for B2B. 5 Tips for Lead Nurturing to Grow Your Sales Funnel. Talking or Writing Too Much in B2B Sales. B2B Sales. Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking.

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B2B Sales Podcast with Ziglar on Football and Goal Setting ? Score.

Score More Sales

B2B Sales Podcast With Ziglar on Football and Goal Setting. Of Value Propositions and Elevator Pitches for B2B. 5 Tips for Lead Nurturing to Grow Your Sales Funnel. Talking or Writing Too Much in B2B Sales. B2B Sales.

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Two Truths and a Lie

Pointclear

I thought it might be fun to look at the truths and lies around B2B marketing. Nurturing triples the return on lead generation programs. Send me your answer and your version of a B2B marketing “Two Truths and a Lie.”. In a week or so I will tally the results and publish a blog with your responses and more detail about the truths and lies in B2B marketing. Lead Generation B2B Marketing Lead Nurturing

Is Your Marketing Message Just Noise?

Sales Benchmark Index

A BPM provides the marketing team a blueprint for effective demand generation and lead management. In the B2B world, most buyers are at stasis. BLUEPRINT FOR EFFECTIVE LEAD GENERATION. Buyer Process Maps produce a blueprint for effective Lead Generation.

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