Modern B2B Marketing
Modern B2B Blogs
December 16, 2008
Nurturing Sales Leads
Posted by Jon Miller
If you ask most executives to describe where revenue comes from in their organization, they’ll usually talk about the “sales cycle” or “sales funnel”. But as we all now know, the ways buyers research and purchase B2B solutions has been transformed by search and social media. Today, companies can start building a relationship with
potential buyers long before they want to speak with sales. This means marketing needs to fill in the gap by nurturing those leads until they are ready to engage in an active buying cycle.
Check out this online video, where Marketo’s CEO explains why companies need to get started with lead nurturing and how they can use automated processes to drive 35% more qualified sales leads for the same money.
Looking for more information? Check out our complete list of lead nurturing resources and best practices.
Darin Dixon said on January 5, 2009 at 4:22 pm
Thanks for the video. I just realized that, like myself, many buyers out there are also visual. So this video was actually very helpful to me and I guarantee I will remember the information on this video far better than the text articles I read all day.
It brought to my attention how little most companies use visuals to appeal to their potential buyers. From a marketing standpoint alone, videos and seminars must have a huge impact. From your experience, what type of visual marketing tools have proven successful in the lead nurturing process?