Hi ,
In our last newsletter, we discussed how to turn decision makers into customers. But
there's a whole lot
more to it than that. First you need to find that lead, discover the decision maker, and get a chance to tell them about why your offerings are so
important.
One of the best, most efficient ways to accomplish this laundry list of goals is by building
relationships with your prospects. A great step towards gaining the trust of your prospect is through using a lead nurturing process. In
this month's newsletter, we'll share some ideas on why and how you should build a lead nurturing program. Here's what you'll find in this month's
newsletter:
We hope you find these articles helpful and informative. If you have any questions on the topics
raised in these articles, or if you have suggestions for an article, story, theme, or idea for the newsletter, please contact
us.
Enjoy!
Matthew Parente
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Surviving and Thriving with Demand Generation: How to Win More Sales-Ready Leads
Marketers across B2B and B2C businesses alike are essentially concerned
with demand generation--they must create demand for their product,
service, and brand. Learn the key principles behind developing demand
generation campaigns as well as the tactical nuts and bolts of
executing those strategies through marketing automation.
This previously recorded Webcast
(originally presented 4/15/08), presented by the American Marketing
Association will walk you through the
steps you need to more closely align sales and marketing so that it
will be easier to:
- Increase and capture online leads
- Score leads to prioritize sales efforts
- Nurture leads and effectively build interest over time
- Demonstrate ROI for multi-channel campaigns
Watch the Webcast >>
(free; registration required)
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Lead Nurturing - Ripening the Right Bananas
Imagine your marketplace is
like a field of banana trees. Your marketing people are those who
nurture and pick the bananas. Bananas are harvested when they are
green, and they turn yellow as they ripen. Fully 95% of your leads are
like harvested green bananas, and, off the top, your sales team needs
only the other 5%, those that are ripe.
Read
article >>
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Lead Nurturing 101
Giving a non-sales-ready lead to a sales person is a recipe for disaster. Imagine how the first
call might go:
Jim,
my name is Mike, and I'm your sales rep from Widgets R-Us. I saw you
downloaded our whitepaper "10 Ways to Improve Profits through Widget
Optimization" and I wanted to know if you have any questions.... Oh,
you haven't read it yet? That's OK. Do you mind if I ask you a few
questions? Do you have a Budget approved to buy widgets? Are you the
Decision Maker? When do you expect to purchase a Widget solution?....
Oh, I see, you're just researching right now. OK, I'll call back next
month. Bye!
Read
article >>
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Green Cars, Green Homes ... and now Green
Companies
Michelle Naquin, CEO of the Green Technology Alliance (GTA) was interviewed on KUT,
the flagship station for NPR in
Texas.
Listen to the interview
>>
Aperio Marketing is a proud partner
of the Green Technology Alliance.
To help us, you can take one easy action: Sign up for the GTA newsletter. In it, you will
discover ways to:
- Grow or launch a green technology.
- Find resources and organizations in Austin.
- Locate resources for your specific technology.
- Learn more about the green and sustainable economies movement.
- Read Austin Green Community news.
Sign
up today for the GTA newsletter >>
Discover your marketing elements.
