B2B Marketing Zone lead nurturing Archives - Act-On Marketing Blog

5 Steps to Creating a Successful Lead Scoring Program

In order to nurture your leads, it’s important to have an idea about where they are in the buyer’s journey. Are they just becoming aware that they have a problem? Are they considering all their options for solving the issue

Nurturing Leads With Webinars: Awareness is Just the Beginning

The buyer’s journey has changed due to the high-quality information now easily available to prospects. B2B technology buyers are using this information in the early stages of the buying process and aren’t engaging directly with salespeople until much later. However,

Customer Lifecycle Metrics, Part 3: Nurture, Score, Repeat

This is part three in a series of five blog posts that examines the metrics you should measure throughout the five stages of the customer lifecycle: attract, capture, nurture, convert, and expand.  So, you’ve attracted the attention of your prospects

5 Tips for Creating Amazingly Effective Email

Marketers have been using email for many years, and for good reason. Email marketing provides a dependable way to deliver a wide variety of cost-effective marketing messages. Plus, unlike annoying pop-up ads that are impossible to close, or intrusive ads

Get it in Writing: The Benefits of a Sales and Marketing SLA

Service level agreements (SLAs) between sales and marketing are a critical part of ensuring the efficient creation, development, and flow of leads. However, establishing and enforcing SLAs can be a huge challenge for many organizations. We recently spoke with Sam

7 Tips for Using Buyer Personas in Lead Nurturing

Sam Boush is the president of Lead Lizard, a B2B marketing agency that helps enterprise clients get the most out of their demand generation tools. (Full disclosure: Lead Lizard and Act-On are partners.)  One of the agency’s strengths is lead

Nurturing Relationships In A Long Sales Cycle

  Here is the shortest sales cycle I can think of: You’re driving along a country road. You come to a small town. You park outside the antique shop you came to see, and browse its wares. When you walk