No shock, but not every demand gen lead is qualified, informed and ready to buy. In fact, in most cases, they’re not. Luckily, if you nurture leads, you’ll grow engagement and get them ready for sales. Here are some tips: The first segment that needs nurturing? Brand new leads, particularly if they responded for…
Marketo Summit Presentation Nurture 101
For those of you who missed it, here is the link to my presentation on nurture at Marketo Summit. There’s a lot of good information on nurture in general and also some hints on how Marketo does their nurturing. Take a peek here. Nurture 101 at Marketo Summit
10 “How To’s” for Customer Nurturing
For demand generation marketers, it’s easy to feel like once you’ve made the sale, you’re done. But crossing the finish line is only part of the job. Customers need to be retained, upsold and cross sold. And it never hurts to get referral business. Here’s a few hints on customer…
How to Audit and Improve Your Nurture Streams
Nurturing is a hot topic – and right now, almost all of my projects are focused on nurturing. Just in case this is on your list, here is the process that worked for me: First, determine a prospect story arc – the experience for a prospect from the time they…