From prospecting, to lead nurturing and eventually to closed business, lead development is managing the prospect throughout the entire lead process. In telesales lead generation it starts at contacting a prospect database and talking to decision makers to uncover lead criteria to determine if a business need exists. It is also includes a database cleanse, [...]

In what ways do you keep in touch with prospects and customers? Many businesses use social media, telesales, trade shows and other events to execute “touch the customer” activities, but what about email marketing? Email marketing is a great way to conduct a lead nurturing campaign. A big part of a successful marketing strategy is [...]

You’ll hear time and time again that in lead nurturing, marketing automation is key. Make no mistake, marketing automation and the companies that specialize in it make lead nurturing very easy on businesses. These tools can help you organize your contact information, manage the contact marketing campaigns and even handle scoring prospect behavior to help [...]

Lead nurturing is about building lasting relationships with prospects until they are ready to purchase. One way to help strengthen the relationship is through timely and relevant content. Something that will speak to prospects at exactly the right time, addressing any ‘pain’ they are looking to relieve. Change it up – No one wants to [...]

Determining what buying stage a prospect is in during lead nurturing will help businesses decide what content needs to be sent. To simplify, we can break down prospect buying behaviors into three lead nurturing stages. Know there’s a problem – At this point in the buying cycle what is most beneficial to receive as a [...]

DIAGNOSE NEED Chances are you recognized the need for an automated marketing solution after reading a variety of blog posts and attending trade shows that convinced you it’s an essential element to successful marketing for your company now and well into the future. Awesome. Congratulations! You’re officially in a better spot than the 76% of [...]

by David Kirkpatrick, Reporter SUMMARY: To wrap up another year of B2B marketing, we’ve reached out to seven marketers and industry experts to offer you six tactics based on marketing lessons learned in 2011. Read on to find out what our expert sources said about lead generation, lead scoring and lead nurturing; inbound SEO; letting your [...]

Telemarketing is still a good way to sell goods and services and generate leads. Yet, what works well for companies selling to consumers isn’t going to work as well for companies selling complex products and services to businesses. Why? Because the buying processes for B-to-B and B-to-C Sales Lead Generation are completely different. Why B-to-B [...]

When it comes to lead generation, timing is everything. Sales teams have an easier time securing a lead when they are contacting a prospect during a time of need. However determining that ‘right time’ can be challenging, this is why it is wise for businesses to invest time in lead nurturing efforts. With lead nurturing, [...]

It is mentioned time and time again in lead nurturing that content which is sent to prospects must be relevant  to where they are in the buying cycle. If the information is not relevant, no matter how important, it can be seen as a nuisance and will fall on deaf ears. To ensure that this does [...]