Lead Nurturing Best Practices Research and Data
MarketingSherpa just published data on lead nurturing best practices based on a survey of 1,000 marketers. Sherpa’s research focuses on the following nurturing best practices:
- Using multiple tactics rather than relying on email only.
- Timing of teleprospecting response to web inquiries – the velocity of follow-up dramtically impacts lead conversion.
- Measurement of lead quality and the impact of lead nurturing.
I encourage you check out their advice. Read MarketingSherpa: Lead Nurturing Best Practices: New Data, Charts, Tips to Put More Punch in Your Cultivation Tactics
When it comes to lead nurturing, I find that marketers lose their momentum because they lack enough edu-focused content. My advice is to start building your lead nurturing library now. Here’s a post where I share content ideas for lead nurturing and the best tactics to use. I hope you find it useful.
Related posts:
Lead Nurturing is about Relationships, not e-mails
Lead Nurturing as trusted advisors with the Human Touch
B2B Telemarketing, Direct Marketing, Email Marketing, Human Touch, Lead Nurturing, Lead Qualification, Sales Leads, Web/Tech, Webcasts/Webinars
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Brian I just wanted to call your attention to a recent whitepaper, written by CSO Insights, on the subject of lead quality. In their report, they noted that when organizations are aligned on lead quality they are perform better. They enjoy a 10% higher closing percentage and 5.7% more revenues. Here’s a link: http://genius.com/us/downloads/whitepapers/cso/?from=home
Brian – another excellent article! Lead Nurturing is a very hot topic right now in the CRM and contact management worlds and most people have no idea what they’re doing. They either never take the first step or learn all the lessons the hard way. You’ve laid all the facts out in one post! Thanks!
Hi Brian,
Most customers have now shifted their focus from clicks to leads. They are becoming ROI driven and that’s really good news.
Thanks for the nice post.
Regards
Ranjana
Great and usefel post. VELOCITY is critical. Couldn’t agree more……This topic is the source of the most pain in sales/marketing functions of companies these days…..#1 by far……you should have no shortage of prospects.