Leads need organization and consistency

Even if you’re adopting all the lead management tips we’ve covered this month, you won’t be successful without a bit of organization and consistency. If you’re a small company, it’s worth it to invest in a good CRM tool, and if you’re at a larger company, make sure you’re using yours to its full advantage. […]


Lead nurturing: even unopened emails are important

Lead management is a place where companies are usually willing to invest, but that doesn’t make it easy. It can get pretty uncertain, in fact, during the nurturing stage. When marketers don’t know exactly where prospects stand, it’s hard to meet their needs and convince them to buy. Prospects in this stage typically leave emails […]


Lead nurturing: why it matters

Lead nurturing gets a lot of attention. Wondering why? Jon Miller, co-founder of Marketo, defines lead nurturing as this: “…the art of maintaining permission to ‘keep in touch’ with potential customers as they educate themselves, with the goal of being top of mind when they are ready to move into a buying phase.” Notice that […]


Where content meets lead nurturing

Monday was all about the role data plays in lead management. Lead scoring, however, isn’t the end of it. Data should shape your entire lead management strategy — including content. Isn’t demand generation essentially smart content strategy, anyway? When it comes to content planning, consider your data a directive. The links your leads have been […]


Lead Scoring 101

Every lead management strategy tackles lead scoring, like it or not. Thanks to the data and detail-oriented tracking involved, it sounds intimidating, but today, we’re showing you just how accessible and useful it really is. Defined, lead scoring is gauging a prospect’s interest level by actions taken. The digital age has provided us with a […]


No Lead Left Behind

Yep, that’s right – our policy is No Lead Left Behind. Sometimes, despite careful nurturing, leads choose not to buy. Even if your lead management framework is smart and strategic, and your leads get the right content at the right time, some prospects get cold feet in the final stage. That’s why it’s important to […]


How does data shape lead management?

As every marketer knows, the big data conversation has taken off this year. Suddenly, we have more data at our fingertips than we know what to do with. Data and marketing are both powerful standing alone, but together, they’re unstoppable. Every aspect of marketing is influenced by data in different ways, which brings us to today’s question: How […]


Lead management: the hand off from marketing to sales

One of the biggest issues surrounding lead management is the hand off – that moment when marketing knows a lead is ready for sales to work its magic and confidently turns it over. Understanding exactly when that should happen is a challenging, yet critical part of a good lead management strategy. Many B2B companies rely […]


Lead management: the self-directed buyer

Lead management has faced big changes in the past ten years. The rise of the self-directed, knowledgeable buyer has forced marketers to focus less on blanket outreach campaigns and more on getting discovered by consumers who are looking for answers. This can be challenging, but the most successful marketers have no problem. They rely on […]

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