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    Lead Nurturing Blog Posts

    Turn those lukewarm leads into ones who are ready to buy by following the advice in these blog posts.

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    6 Essential Nurturing Workflows For Every B2B Company

    By Olivia Allen

    Not everyone is ready to buy your product or service the first time they come to your site and that’s okay. With the right amount of time and information they will warm up to your brand, assuming they’re the right persona for your product or service, of course.

    Nurturing campaigns are essential for keeping people who visit your site but aren't ready to immediately buy engaged with your brand. Essentially these campaigns are a series of emails aimed at keeping you top of mind while building trust and moving your lead further along the buyer's journey.

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    13 Email Workflows You Should Be Using in Your Marketing Automation

    By Pamela Vaughan

    Are your contacts going with the flow, or are they just sitting dormant in your marketing database? If you don't have any automated email workflows set up, your answer is probably the latter -- which means you're missing out on some major opportunities to nurture and engage your existing contacts.

    Did you know that B2B marketers who implement marketing automation increase their sales pipeline contribution by an average of 10% according to a report by Forrester? But wait ... there's more.

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    What to Do When Your Prospect Takes a Strange Turn in the Buyer’s Journey

    By Ryan Nicholson

    [Cue Twilight Zone Music] There is another dimension beyond which is known to most marketers. It is a dimension that is vast and chaotic and as timeless as the sales process itself.

    It is the middle ground between the introduction and the close, between engagement and disengagement, it lies between the deepest of our marketing fears and the heights of our marketing knowledge. This is the 4th dimension of the sales funnel. It is an area which we’ll call… The Sales Continuum.

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    Phones Aren't Just for Texting: How Calls Fit Into the Customer Journey [Infographic]

    By Amber Tiffany

    I've got a pretty big thing for phone calls. (I bet your sales reps do too.)

    Why? Often times, it takes a lot of interest to get someone on the phone. In fact, inbound phone calls are 10-15X more likely to convert than website leads, according to Conversion Scientist.

    The trouble is that many marketers don’t know where to start when it comes to driving more inbound phone calls to their business.

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    How Marketing Can Work With Sales to Close More (and Better) Leads

    By Hadar Duek

    In my job at HubSpot, I chat with marketers very often about what problems they're facing. One of the most common issues I hear about is lead flow -- a marketing department generates hundreds of leads per month, but many of them aren't closing.

    Nobody knows where to turn. Sales points fingers at marketing. Marketing points fingers at sales. They both shrug, unsure of how to proceed.

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    How to Create a Compelling Business Case Study: The Ultimate Guide & Template

    By Carly Stec

    Struggling to earn the trust of potential new customers?

    Before you can expect them to open up their wallets, you need to start the sales process by demonstrating your ability to deliver on what your product or service promises. 

    Sure, you could tell them that you're great at X and that you're light-years ahead of the competition when it comes to Y and Z, but at the end of that day, that's just lip service.

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    How and When to Follow up With All Types of Leads

    By Doug Davidoff

    In the sales and marketing world, there are few issues that are getting more attention than the issues surrounding lead management and follow up. In my experience, clarity around lead management, qualification and response times are the crucial linchpin to align sales and marketing efforts.

    It’s a rather scary statistic, but according to a study most recently done for Harvard Business Review, 71% of qualified leads are never followed up with. What’s more is, of the leads that are followed up on, they’re only touched an average of 1.3 times. This represents tremendous opportunity costs not only in revenue, but in the customer/prospect experience as well.

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    How to Expand Your Lead Nurturing Strategy Beyond Just Email [SlideShare]

    By Lindsey Gusenburg

    Lead nurturing is a critical part of a marketer’s job, especially in the B2B space. Forrester suggested that a B2B buyer’s journey could be anywhere from 65-90% complete by the time he or she contacts the vendor to move forward with a sale. This reality of a modern buyer’s behavior has added a layer of complexity to both the strategy and technology we use to guide leads through the sales funnel.

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    Is "Nurture" Code for "Neglect"?

    By Jamie Grenney

    Do you ever wonder how much hidden potential is buried in your lead nurturing pile? The truth is, many businesses have leads that slip through the cracks. Maybe on the surface it didn’t appear to be a good lead, maybe the timing was off because they weren’t quite ready to buy, or maybe your inside sales team was just spread too thin at the time the lead came

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    What Is List Segmentation? [FAQs]

    By Niti Shah

    We all like to focus on the sexy stuff. In inbound marketing, this often means focusing on front-facing channels. You know: the sleek, mobile-optimized website design. The well-designed landing pages with attractive CTAs. The well-rounded social media presence. These are the parts of inbound marketing that turns visitors into leads.

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    7 Free Sales Tools to Help Close More Deals

    By Anum Hussain

    Imagine getting a phone call in which someone tells you your home has been broken into and the FBI is investigating. Your heart would drop, right? Mine did.

    But then, about 5 seconds into the call, the message took an unexpected turn: No one had broken into my home, but rather, I was just being warned that break-ins that the FBI

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    Is it Time to Kill Lead Nurturing as We Know It?

    By Guest Blogger

    iStock 000019316456Large advanced

    Psst. Wanna know a secret? I’m no longer sure that lead stages exist.

    I know I shouldn’t admit it. After all, lead stages have been around since 1898, when Elias St. Elmo Lewis proposed the AIDA (Awareness, Interest, Desire, Action) sales model.* They’ve survived because they make intuitive sense and because they’re a useful way to organize marketing programs.

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    HootSuite Partners With HubSpot to Offer Social Media Lead Nurturing #ClosedLoopSocial

    By Rebecca Corliss

    hubspot and hootsuiteThe news is out, and we're excited to announce that HubSpot and HootSuite are teaming up to make the world of marketing an even better place. Team HS & HS are launching a new product integration, a record-breaking webinar, multiple ebooks, and more, all centered around a single idea: we should make it easier for marketers to generate, nurture, and manage leads via social media, so they can finally "close the loop" on their social media marketing efforts (what we're calling 'closed-loop social' for short).

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    8 Mistakes That Kill Lead-to-Customer Conversions

    By Corey Wainwright

    mofu mistakesMarketers spend plenty of time fretting over what sometimes seems like a lofty lead generation goal. But luckily (for the leads and the sales organization), marketers are also still thinking about what happens to those leads once they enter the CRM. While leads were once given the cold shoulder upon entering the middle of the funnel -- sales isn't ready to talk to them, and marketing is worried about generating more leads -- now effort is being expended to nurture those leads to a point at which they're uber-qualified and ready to buy your awesome product or service.

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    30 Thought-Provoking Lead Nurturing Stats You Can't Ignore

    By Pamela Vaughan

    middle child tshirt p235131644586895367zv087 400We've got some news for you, inbound marketers, and it might come as quite a shock: your job doesn't necessarily stop at lead generation (GASP!). Just because a website visitor has downloaded your awesome ebook or registered for your informative webinar doesn't exactly mean he or she is ready to chat with one of your sales reps and jump right into a purchasing decision. (Sorry, but someone had to break it to you.)

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    How to Use Email to Transform Leads Into Sales

    By Andy Pitre

    Let's start with some common sense: don't spam your leads. Lead nurturing is a powerful tool for driving leads further down your funnel and delivering more qualified leads to your sales team. The grand, utopian vision of lead nurturing is that you can take a large group of early-stage leads, send them a series of deeper funnel offers, and separate the sales-ready leads from the tire kickers without wasting valuable man hours.

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