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How to Develop a Lead Nurturing Program that Really Works
If you are like most B2B marketers, lead generation is at the top of your priority list. But as you may already know, generating tons of leads doesn't guarantee more sales will follow.
Startling as it may seem, research shows that longer-term leads, often lost, ignored or discarded by salespeople, represent a majority of your future sales.
The secret to successful lead generation and B2B marketing today is the process of lead nurturing, which converts more leads into sales opportunities by adding critical human touch.
In this presentation, Brian Carroll, CEO of InTouch and author of the popular book, Lead Generation for the Complex Sale (McGraw-Hill 2006) will share how you can develop a lead nurturing program that really works. This action-oriented session will provide tips and best practices that you can use immediately.
During the presentation you will learn how to:
- Develop a mutlimodal lead nurturing process that really works
- Become the “go to company” with the human touch
- Cultivate relationships as a trusted advisors
- Reengage lost leads and opportunities
- Overcome the most common nurturing mistakes
- Filter relevant content for your prospects and clients
- Leverage other people's knowledge and build content library for nurturing
- Sell more by sharing your expertise
- Use the halo effect to improve your reputation
- Nurture clients and prospects with quality content
- Generate more referrals
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