SMB Marketing Automation Blog » Lead Nurturing

5 Expert Tips for Better Lead Nurturing

Michael Ward — Tue, 22 Mar 2011 18:39:47 +0000

According to most sales statistics, 95% of your prospects are merely browsing and as many as 70% of them will eventually buy what you’re selling. Only 5% of those prospects, if that, are ready to buy right now. That means most of your leads are just sitting there lying dormant. Of course, they’re not really [...]

Lead Nurturing for Success and 4 Tips for Overcoming Objections

admin — Mon, 19 Jul 2010 17:51:06 +0000

Talented sales people have known for years that the best way to keep the pipeline full is to identify prospects, develop relationships with them and then close the sale when the time is right. But, if it were that easy, very few sales people would ever find themselves “excused” from work due to lagging numbers. [...]

Shaping Marketing Automation…and Beyond

admin — Tue, 29 Jun 2010 13:45:44 +0000

It’s hard to believe how fast marketing automation is evolving – and the wealth of information available about the space. If you have a Google Alert set for “marketing automation,” you know what we mean. With that in mind, we’d like to give a quick shout-out to a few folks that help the rest of [...]

What’s Your Sign…I Mean Score?

admin — Thu, 17 Jun 2010 18:01:58 +0000

I’m not sure anyone really asks, “What’s your sign?” as a pick-up line these days, but with the rising popularity of marketing automation, perhaps more people should be asking, “What’s your score…lead score, to be exact?” Isn’t it every sales person’s dream to know exactly how qualified a prospect is and the intended purchase timeframe? [...]

Integrating Automated Lead Nurturing with Old School Sales Techniques

admin — Tue, 22 Sep 2009 23:39:24 +0000

I met with a client this morning who currently uses Net-Results to track website visitors and identify companies coming to her site. When she sees one who could be a good prospect, she picks up the phone and attempts to call the person who came to her site. She doesn’t always get to the right [...]