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Five Ways to Make the Most of Case Studies
People love case studies. Whether used to get the attention of prospects or to strengthen the credibility of your firm, case studies have proven many times over that they are effective. Casey Hibbard, author of Stories That Sell, even considers them your most powerful sales and marketing asset.
You can post them on your Web site, distribute them at events, or use them as a leave-behind after meeting with a prospect. Some large organizations even base their entire advertising campaign on them. But somehow people do not always think of using them to nurture leads. That is a terrible waste, especially when those success stories already exist, so it does not require any effort to create new content. Here are at five ways to leverage case studies for lead nurturing purposes. Discover the one that works best for you.
10 Dos and Don’ts of Lead Nurturing
The rising popularity of lead nurturing is no surprise in a struggling economy. There are simply not enough low hanging fruits anymore, thus the need to maintain a relationship with long term prospects until they become sales ready. Though there is an ever-growing plethora of articles, step-by-step guides and webinars on the subject, there is still some confusion on what is and what is not lead nurturing and how to make it work. And while there is more than one way to successfully implement a lead nurturing strategy, knowing the 10 Dos and Don’ts of Lead Nurturing will help you avoid the most common mistakes.
This is a recurring question in business-to-business (B2B) marketing, and with good reason; with all things being equal, the quality of the list is the number one success factor of any direct marketing program. Finding a good list is not an easy task, but first you need to know what is considered a “good” list and to familiarize yourself with the world of lists so you can ask the right questions.
Five small changes for big benefits
Sales cycles are getting longer and you know you need to change something about your marketing, but where should you start? Listening to industry experts can be confusing, and determining which tactics to use can prove challenging. One piece of advice… better to start small, than to not start at all.
An economic slowdown means a tendency to slash marketing budgets. As a result, the marketing department needs to justify every marketing dollar they spend, and case studies are not always a top priority, especially considering the return on investment is hard to quantify. Nevertheless, case studies can really help your organization achieve its revenue objectives.
Four lead nurturing strategies to overcome a downturn
The news is definitely not getting any better on the economic front. As a result, you may already be dealing with a reduced marketing budget and the pressing need to do more with less. Nevertheless, now is the time to start planting seeds if you want to harvest later. See how lead nurturing strategies can help you survive the recession and strengthen your competitive position once the economy gets better.
Are you ready for your next event?
Find out with our detailed checklist that covers planification, preparation, promotion and post-event follow-up.
The pitfalls of using seminars to generate leads
So what makes the difference between a seminar that generates leads and one that doesn’t? The purpose of this whitepaper is to help you identify 10 common pitfalls, so you will have a better chance of getting the results you’re aiming for.
What is in your nurture marketing arsenal?
Our clients often ask us what type of content they should use to sustain the interest of early stage leads. We have put together a list of 14 nurture offers you need to consider.
Nurture marketing: Top 5 myths
Some people have developed misguided notions about nurture marketing. The psurpose of this article is to clear them up, starting with 5 widespread myths.
More leads or better leads? That is the B2B dilemma given that the quality of leads is inversely correlated to the quantity of leads. In other words, if the definition of a qualified lead is too strict, the firm will generate less leads. That is, unless the problem can be defined in a different manner.
The three essential steps to planning lead generation activities
A “must read” if you’re just starting to plan your lead generation activities.
