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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.

Marketing / August 8, 2016 5 Email Campaign Ideas to Help Increase Conversion Rates [Infographic]
5 Email Campaign Ideas to Help Increase Conversion Rates [Infographic]

By Lindsay Kolowich

email-drip-campaign-ideas.jpeg

As businesses adopt inbound marketing and generate more and more leads, the need for an effective lead nurturing strategy becomes clear very quickly.

After all, 50% of leads aren't ready to buy at the time of first conversion, so lead nurturing -- especially through email -- is the smartest way for marketers like us to reach them.

Why is Read More

Marketing / January 7, 2016 The Executive's Guide to Effective Lead Nurturing Programs
The Executive's Guide to Effective Lead Nurturing Programs

By Doug Davidoff

Let’s start with some scary stats. According to SiriusDecisions 98% of MQLs never result in closed business. Additionally, 54% of sales reps won’t make quota. All this despite record investments in marketing automation and sales enablement tools.

Now consider that the top priority among B2B marketers is increasing the number of contacts/leads generated (Source, State of Inbound 2015). Of course, a close second priority is converting contacts/leads into customers. Over the last five years, I’ve seen the focus on lead generation increase significantly among small and mid-market businesses (SMEs). As recently as 2013, I would regularly engage executives who had reached out to me to discuss a sales problem in an effort to teach them that the cause of their sales problem was how they were (or more accurately weren’t) generating leads. Today I get to do much less teaching as more and more executives have increased their focus on lead generation.

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Marketing / December 30, 2015 6 Essential Nurturing Workflows For Every B2B Company
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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Marketing / October 3, 2015 21 Powerful Ways to Grow Your Email List [Infographic]
21 Powerful Ways to Grow Your Email List [Infographic]

By Carly Stec

This post originally appeared on HubSpot's Agency Post. To read more content like this, subscribe to Agency Post.

I think we can all agree that things taste that much sweeter when we actually earn them: the promotion you got, the first car you bought with the money you saved mowing lawns for three summers, or the free coffee you received after the cashier punched the final hole in your rewards card.

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Marketing / October 1, 2015 13 Email Workflows You Should Be Using in Your Marketing Automation
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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Marketing / July 29, 2015 What to Do When Your Prospect Takes a Strange Turn in the Buyer’s Journey
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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Marketing / July 21, 2015 Phones Aren't Just for Texting: How Calls Fit Into the Customer Journey [Infographic]
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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Marketing / June 5, 2015 How Marketing Can Work With Sales to Close More (and Better) Leads
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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Marketing / May 29, 2015 How to Create a Compelling Business Case Study: The Ultimate Guide & Template
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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Marketing / December 23, 2014 How and When to Follow up With All Types of Leads
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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Marketing / August 7, 2014 How to Expand Your Lead Nurturing Strategy Beyond Just Email [SlideShare]
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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Marketing / March 12, 2014 Is "Nurture" Code for "Neglect"?
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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Marketing / August 26, 2013 How to Turn Your Blog Subscribers Into Valuable Business Leads
How to Turn Your Blog Subscribers Into Valuable Business Leads

By Pamela Vaughan

With so much emphasis on quality content these days (and rightfully so!), it's easy to forget about some of the other things that make an effective blog tick. But let me tell you -- building a successful business blog isn't just about creating content. And if that's the only thing you're focusing on, you're definitely not using your blog to its fullest potential.

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Marketing / April 26, 2013 11 Clever Ways to Nurture Leads With Your Business Blog
11 Clever Ways to Nurture Leads With Your Business Blog

By Pamela Vaughan

When it comes to the role of business blogging in inbound marketing, there's no question that it fits quite nicely into the 'Attract' stage of the methodology. Because blog content makes excellent social media fodder and is naturally discoverable through search engines, it can be a phenomenal way to attract new visitors and prospects to your website.

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Marketing / July 18, 2012 Is it Time to Kill Lead Nurturing as We Know It?
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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Marketing / June 6, 2012 HootSuite Partners With HubSpot to Offer Social Media Lead Nurturing #ClosedLoopSocial
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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Marketing / April 5, 2012 The Metrics You Need to Measure Lead Nurturing Success
The Metrics You Need to Measure Lead Nurturing Success

By Corey Wainwright

marketing analytics ebook intermediate

This is an excerpt from our new ebook, How to Unlock the ROI of Your Marketing Analytics . Download your free copy if you want to learn more about using data to make actionable improvements to your marketing.

Successful inbound marketers don’t make decisions based on feelings -- their decisions are based on data. But where does that data come from? Why, their marketing analytics, of course!

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Marketing / January 20, 2012 8 Mistakes That Kill Lead-to-Customer Conversions
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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Marketing / January 18, 2012 30 Thought-Provoking Lead Nurturing Stats You Can't Ignore
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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Marketing / January 17, 2012 How to Use Email to Transform Leads Into Sales
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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