Marketing Insider Group

SEPTEMBER 2, 2010

58% of respondents said their role, as marketers did not end even after they handed off qualified leads to sales. One would think lead nurturing would be very important if marketing is to be held more responsible for revenues but that was not the case, it was seen as the least important role by 14 percent of the respondents ?

B2B Marketing 100

B2B Marketing Planning Paid Search Agency B2B 100

Marketing Insider Group

SEPTEMBER 2, 2010

58% of respondents said their role, as marketers did not end even after they handed off qualified leads to sales. One would think lead nurturing would be very important if marketing is to be held more responsible for revenues but that was not the case, it was seen as the least important role by 14 percent of the respondents ?

B2B Marketing 100

B2B Marketing Planning Paid Search Agency B2B 100

Marketing Insider Group

AUGUST 12, 2010

Contacts from companies that are qualified as leads but not yet passed to sales can end up landing in the target list for an email blast or an event invitation. In other companies lead nurture is a very formal and well-defined process. Marketing automation might be used to help setup triggers and automated touch points.

Work Management 100

Work Management Marketing Management Sales Qualified Leads Lead Scoring 100

Marketing Insider Group

MAY 12, 2010

And so we have to fall back on metrics that are easy to come by: response rates, clicks, impressions, registrations, attendees. Many of us are guilty of falling into the trap of activity-based reporting: I ran 10 campaigns last year, I sponsored 3 industry events, etc. We are so focused on tactical execution that we lose focus on the results.

Lead Generation 100

Lead Generation Sales Management Lead Ranking ROI 100