The ROI Guy

MAY 23, 2013

The tool is leveraged as a significant element in marketing nurturing campaigns, with an example below of how they are using the tool as the next step / follow-on to thought leadership white papers and webcasts. TCO Calculator TCO Tools IBM Value Marketing TCO IT Pisello Alinean Lead Generation Lead Nurturing'

Lead Nurturing 45

Lead Nurturing Campaigns Lead Rank Lead Scoring 45

Pointclear

JULY 16, 2013

Remember that high-quality persuasive content is not your corporate brochure or a sales pitch, thinly disguised as a white paper. So your “qualified inbound lead” may consist of a person’s first and last name, the company or organization, an email address and maybe the size of the company.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

SBI Growth

MARCH 5, 2013

Low open rates – Marketing produced content (blog, white paper, etc.) Nurture content – Your LDRs don’t have any high-value content to send to prospects. CEO educational tip: Read these articles on lead nurturing and how to understand your buyer. Few people opened it. Low Click-throughs – The title worked.

Education 320

Education Top of Funnel Sales Qualified Lead Demand Generation 320

SBI Growth

JULY 25, 2013

Today’s marketers use the technology to automate the tasks associated with lead management, lead nurturing and lead scoring. They also leverage it to create and maintain a marketing lead database. Their goal is to know what resonates with buyers: Blog posts, webinars, slideshare, white papers, etc.

Outsourcing Services 257

Outsourcing Services Lead Rank Buyer Persona Lead Scoring 257

Pointclear

DECEMBER 18, 2012

While marketing is really good at parts of the lead generation process, it is not designed to handle 100% of the coverage. Marketing may try to handle lead nurturing, but this should be handled by sales. This simple change can help the sales rep nurture the client by making that personal connection.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

The ROI Guy

MAY 14, 2012

He knew this was going to be a heck of a challenge, but he did have some good value oriented white papers to start with. All with one click, the interactive white paper wasgenerated, prospect engaged, and lead captured, helping Tony fulfill his lead generation goals.

Lead Rank 64

Lead Rank Lead Scoring CRM Eloqua 64

Nutshell

JANUARY 30, 2023

Increased return on investment (ROI) : Did you know that 79% of generated leads don’t convert into sales? Many organizations have a solid lead generation strategy but don’t have a lead nurturing process in place. 4 lead scoring models Now that we’ve answered the questions “what is lead scoring?

Lead Scoring 62

Lead Scoring Lead Rank Sales Qualified Lead Leads 62

The ROI Guy

AUGUST 17, 2012

The good news is that you are already off to a great start, engaging your frugal buyers with the interactive white papers and financial calculators they need to help justify “Why Change?, “Why and “Why You?”. But just developing these tools and posting them to your website is not enough.

Lead Rank 69

Lead Rank Lead Scoring Campaigns Lead Nurturing 69

Apptivo

DECEMBER 15, 2022

When a lead engages in certain behaviors, such as returning to a website multiple times, browsing product pages, downloading white papers, guides, or other content, subscribing to a blog, signing up for email newsletters, interacting on social media, or even engaging in live chat, then they fall under MQL.

Lead Rank 52

Lead Rank Marketing Qualified Lead Sales Qualified Lead Top of Funnel 52

Sales Hacker

SEPTEMBER 24, 2022

For example, you could send them free eBooks or white papers, connect with them on social media, or make them a special offer. Lead-nurturing email campaigns. That makes sense, but you must also nurture your leads so they move from the “awareness” stage to the next steps of the sales funnel.

Paid Content 119

Paid Content Top of Funnel Funnel Ideal Customer Profile 119

LeadBoxer

NOVEMBER 29, 2020

This indication is often called a lead score, which is based on how closely an account matches your ideal customer profile and whether their behavior suggests an interest in your product. It Automatically Nurtures Leads With Tailored Content. Nurturing Leads. SharpSpring.

Sales Enablement 74

Sales Enablement Tools Ideal Customer Profile Lead Rank 74

LeadBoxer

FEBRUARY 4, 2019

Create a lead nurturing strategy. According to Forrester Research , businesses with an effective lead nurturing strategy generate 50% more sales. Gated content allows you to offer your best content in return for your prospects email information, allowing you to add more prospects to your lead nurture strategy.

B2B 91

B2B Top of Funnel Decision Maker B2C 91

Apptivo

DECEMBER 7, 2022

In other words, marketers have to utilize every opportunity to nurture every lead and to nudge them to becoming a customer. Here are some key details that will make lead nurturing as easy as pie. What exactly is lead nurturing? It is a process – like nurturing a seedling into a tree.

Lead Nurturing 96

Lead Nurturing Lead Rank Marketing Qualified Lead Lead Scoring 96

Hubspot Sales

DECEMBER 26, 2017

Looks like you understand the importance of content marketing/inbound marketing based on the blogs, white papers, & testimonials -- but there's a huge missed opportunity because it doesn't seem to be gated. HubSpot has lead nurturing tools baked into our software, so any sign of a freemium model begs to be explored further.

Hubspot 141

Hubspot Lead Rank Call-back Sales Qualified Lead 141

The ROI Guy

OCTOBER 8, 2014

Traditional white papers are likely the staple of your content marketing portfolio, and for good reason. According to several recent studies from IDG and DemandGen Report, buyers still leverage white papers to help make B2B purchase decisions. How many white paper campaigns were in your inbox today alone?

Lead Rank 73

Lead Rank Lead Scoring Lead Nurturing Campaigns 73

Nutshell

AUGUST 17, 2018

With it, you can collect leads on your website, create automated lead nurturing campaigns, and send emails to a list of contacts. Once we’ve collected the email, we have an automated campaign that is tailored to them, starting with a white paper on a relevant subject.

Top of Funnel 72

Top of Funnel B2B How To Campaigns 72

Jonathan Farrington

JULY 31, 2013

Remember that high-quality persuasive content is not your corporate brochure or a sales pitch, thinly disguised as a white paper. So your “qualified inbound lead” may consist of a person’s first and last name, the company or organization, an email address and maybe the size of the company.

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Pointclear

MAY 5, 2015

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. To be clear, lead nurturing is not an isolated activity or stand-alone “campaign” as so many in the industry have described it.

Lead Nurturing 100

Lead Nurturing Lead Rank Lead Scoring Leads 100

Sales Hacker

JANUARY 9, 2020

Companies that excel at lead nurturing have 9% more sales reps making quota. This could include content formats such as white papers , case studies, testimonials, and more. . The best thing you can do is handle objections early and often in your sales cycle. Don’t shy away from them. This upfront work pays off.

Objections 73

Objections B2B Case Study Face-to-face 73

Partners in Excellence

JULY 13, 2015

It doesn’t matter how I’ve engaged the company, whether I’ve asked for a white paper or an eBook, whether I’ve enrolled in a webinar, the immediate “nurturing response” is an endless series of phone calls and emails from a sales person. That’s the surest way to lose my interest.

Buying Cycle 48

Buying Cycle Lead Gen Education Webinar Metrics 48

Klozers

JUNE 10, 2014

Once the traffic is on your website, marketing then drives the list building process via the numerous lead capture methods, such as white papers, video demos and free ebooks. With most sales leads coming from online, companies can only influence not control who visits their website and who fills in the web contact forms.

Follow-up 48

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 48

The ROI Guy

DECEMBER 23, 2010

Content that is most effective today included discounts, special offers, giveaways, recommendations / advice, webinars, videos, white papers, articles designed to deliver value, new ideas, credibility, personalization and entertainment. The more independent the content, the more credible it is.

Social Media 58

Social Media ROI Media Webinar Metrics 58

The ROI Guy

AUGUST 24, 2018

Shares a copy of the assessment report – We’ve all gotten that follow-up call, “I noticed you downloaded a white paper from our site”.

Lead Rank 45

Lead Rank Lead Scoring Eloqua Unica 45

LeadFuze

DECEMBER 31, 2021

Companies produce white papers, original research and blogs on their own websites or elsewhere in order to show off the skills of employees. There are 3 benefits of such an approach: All your marketing materials will be more effective and personal: sales pages, proposals, ads, lead nurturing emails. B2B Content marketing.

Paid Content 52

Paid Content Ideal Customer Profile Top of Funnel B2B 52

LeadBoxer

AUGUST 15, 2020

Source A lead capture page attracts potential customers by offering a free resource, such as a white paper, report, or trial of a product. This supplies your sales team with a continual source of leads. In exchange, the prospect fills out a short form with their contact information.

Lead Capture 135

Lead Capture Paid Content Lead Rank Lead Scoring 135

The Pipeline

APRIL 15, 2011

White Paper. Tags: Attitude , Communication , execution , Guest Post , how to sell better , Lead Nurturing , Marketing , Marketing Automation , Prospecting , qualifying. Hey , if you liked this post, please subscribe so you don’t miss another post… Subscribe Here to receive posts in your in-box automatically. Voice mail.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

Partners in Excellence

NOVEMBER 2, 2011

I may have asked for a white paper. Related posts: When Nurturing Becomes Pestering. Lead Nurturing Or Harassment? I’m still getting those emails from that marketing company—two a day. I don’t recall opting in, but I did once comment on their blog. Am I off base?

Cold Calling 95

Cold Calling Prospecting Conference Jigsaw 95

Customer Centric Selling

AUGUST 2, 2013

Today''s marketers use the technology to automate the tasks associated with lead management, lead nurturing and lead scoring. They also leverage it to create and maintain a marketing lead database. Their goal is to know what resonates with buyers: Blog posts, webinars, slideshare, white papers, etc.

Outsourcing Services 45

Outsourcing Services Training Lead Rank Buyer Persona 45

The Pipeline

JULY 29, 2011

This is small business lead nurturing. As you grow your inbound strategies, follow one of the leading software and content providers in this small and medium business space, Hubspot. White Paper. Ask what their timeline is and schedule action items and follow-ups in conjunction with them. Time Management.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

Nutshell

AUGUST 27, 2018

Examples include sending them a white paper prior to the call, being mentioned as a referral from another client, commenting on some of their social media posts, or shaking their hand at a networking event. Create a lead magnet to entice people to provide their contact info. Or, your sales team can follow up with them directly.

Sales Qualified Lead 126

Sales Qualified Lead Closing Lead Rank Lead Scoring 126

Zoominfo

JULY 11, 2018

Buyers say they will share information in exchange for webinars (79%), white papers (76%), third-party/analyst reports (66%), e-books (63%), and case studies (57%) ( source ). B2B buyers say prescriptive content that lays out a formula for success is the most popular type of content ( source ). B2B Content Marketing Distribution.

Top of Funnel 255

Top of Funnel B2B Marketing Social Media 255

Sales Hacker

APRIL 15, 2022

Also, be sure to give special attention to exit criteria so reps can use them as a checklist before moving leads further along the pipeline. Improve lead nurturing. Sales reps cannot rush their leads into signing a contract, but they can improve lead nurturing techniques to provide them with the most relevant information.

Sales Operations 88

Sales Operations Revenue Scale B2B 88

Nutshell

JUNE 11, 2018

Whether you have a lot of customers asking for case studies on our product, or you’ve noticed that most of your customers have some questions that a white paper would provide good answers to, you actually understand what our contacts are specifically looking for when it comes to content. What is lead nurturing?

Lead Rank 63

Lead Rank Inbound Top of Funnel Sales Qualified Lead 63

Nutshell

JUNE 11, 2018

Whether you have a lot of customers asking for case studies on our product, or you’ve noticed that most of your customers have some questions that a white paper would provide good answers to, you actually understand what our contacts are specifically looking for when it comes to content. What is lead nurturing?

Lead Rank 63

Lead Rank Top of Funnel Inbound Sales Qualified Lead 63

OnePageCRM

JUNE 20, 2017

Use retargeting campaigns and email drip sequences to educate your leads and to monitor their level of engagement. If they downloaded your white paper then never opened another email, they might not have the problem your product solves. Segment your lead nurturing campaigns accordingly for each type of customer.

Top of Funnel 41

Top of Funnel Inbound Sales Qualified Lead Cold Calling 41

Nutshell

JUNE 11, 2018

Whether you have a lot of customers asking for case studies on our product, or you’ve noticed that most of your customers have some questions that a white paper would provide good answers to, you actually understand what our contacts are specifically looking for when it comes to content. What is lead nurturing?

Lead Rank 48

Lead Rank Inbound Top of Funnel Sales Qualified Lead 48

Zoominfo

JULY 21, 2019

Buyers say they will share information in exchange for webinars (79%), white papers (76%), third-party/analyst reports (66%), e-books (63%), and case studies (57%) ( source ). Popular Content Types B2B buyers say prescriptive content that lays out a formula for success is the most popular type of content ( source ).

Top of Funnel 100

Top of Funnel B2B Marketing Social Media 100