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Lead Nurturing & Lists: Let’s Get Started

- May 18, 2009 - 2 Comments

imageLead generation and lead nurturing are top of mind for me this week. Ok… this is usually where my head is at anyway, but this week is different. This week, we have Brian Carroll, CEO of InTouch, and author of “Lead Generation for the Complex Sale” and the B2B Lead Generation Blog, presenting to our partners on how to develop high quality lead generation and nurturing campaigns. Why is this so exciting? Well… Let’s take a look at what lead nurturing can do for your business.According to a CSO Insights report, companies with good lead generation and nurturing programs have:• 7% higher win rates• 9.3% more sales reps making quota• 16% better conversion from lead to first meeting• 62% have shorter sales cycles versus 42% of other companies• 10% shorter sales ramp up timeNow that’s something to get excited about. But keep in mind that good lead generation and nurturing requires some time and effort… not to mention a list of prospects to nurture. Some say that 50-70% of your marketing campaign success is dependent upon your list. Based on my experience, this seems to be true. Here are a couple of resources to get you started on pulling that list together.From the B2B Lead Generation Blog – On Building the Lists for B2B Lead Generation Programs Earlier posts from this blog:Your List — If You Build It, You’ll Be More Effective List Procurement — There’s No Magic Bullet Give some thought to how you can get started with your list development. If you’re a Cisco partner, plan on attending this Thursday’s virtual event to learn more about developing your lead nurturing framework. If you haven’t received an invitation, either reach out to your Cisco sales and marketing contacts or post a comment to this blog. We’ll get the registration info to you ASAP.

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  1. Such a great reminder, Ruth!... Your and Brian's approach reinforce all we learned from David Meerman Scott, author of The New Rules of Marketing & PR, at Cisco's Velocity Program. Until we can show how much we care, why would our prospects or customers care how much we know?Thanks for keeping us focused on the reason we are all in business: our customers!

  2. Hi Ruth. I would be very interested in receiving a copy of the invitation to the virtual event.