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Lead Scoring Strategy

B2B Marketing, Latest Technology, Latest Trends, Mail Marketing, Mail Marketing India, Marketing, Marketing Automation

7 Ways to Increase Sales with Email Marketing Automation

You know the basics of marketing automation, it streamlines, automates and monitors regular marketing tasks. But a good marketing automation platform is more than making life easier for the email marketing team – it will also help you close more deals.

So, how can you tap into various aspects of marketing automation to increase sales? Check out these seven tips:

Marketing Automation

01# Pass Over Sales-Ready Leads Using Lead Scoring

Tired of hearing about insufficient marketing leads? It can be difficult to determine when a prospect is ready for sale, but a strong marketing automation platform leads the score behind the scene.

Lead scoring is an automated strategy that adds or subtracts points from every lead based on actions taken or not done. It can be used to track demographic data to provide a high score that suits your outstanding buyer personality. When a lead reaches the limit you set, it is considered “ready for sale” and reached by the sales team.

02# Personalize Your Website

By the time a lead hits your website, your company has a substantial impact. A personal website will increase your conversion rate and make a better impression. Lead and customer data are used to personalize landing pages and other web content viewed by every lead. The experiences of anonymous web visitors can also be personal.

03# Provide Your Sales Team with the Info They Need to Follow Up

By tracking interactions with your company and providing that information for sales in an easy location, such as their CRM system, sales will be able to have a personal and impactful conversation with each sales-ready lead.

04# Keep the Conversation Going Using Triggered Emails

When a lead interacts with your company, it is important to stay on top keeping the conversation in mind. Triggered emails help turn your sales team into real customers without wasting time. For example, if a potential customer sees a pricing page, an email designed for interested customers may be sent. Triggered email has been shown to perform three times better than other types of email.

05# Segment Your Lead Nurturing

In an ideal world, all marketing leads would be up for sale. But in fact, most leads are not ready and require some nurturing before the sale.

By implementing segmented lead nurturing, you can provide specific content to each lead to push them to become sales-ready – when they are ready. Nutrition of fragmented lead made by industry, role, or company size.

06# Track Your Leads on Every Channel

Your prospects are on every channel – whether browsing on social, searching the web, going to events and more. It is important to track your prospects with your company – no matter what channel. This will help direct your message to a prospect, based on what kind of content you have with your audience. This will help increase sales as consistent content is the number one way to retain a prospect.

07# Track Your Results and ROI

Doing the same thing in expectation of different results and not cutting it in today’s digital world! Marketers need to monitor the ROI of every program they see to see what tangible results. By tracking this type of data, you’ll know which programs get the best results for revenue – and keep running those programs and cancel those that aren’t performing.

An engagement platform with marketing automation does not provide benefits for the marketing team – it can help sales more often and more efficiently and win more deals.

For more related information, Go and check out migomail and telcob.

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Lead Nurturing

What is Lead Nurturing?

Lead nurturing system is the procedure of developing relationships with buyers at each stage of the sales funnel and through every step of the buyer’s journey. Also, It focuses on marketing and communication efforts on listening to the requirements of prospects and providing the information and answers they need.

  • On average, 50% of the leads in any system are not yet ready to buy (Marketo).
  • Almost 80% of new leads never become sales (MarketingSherpa).
  • Companies that excel at lead nurturing generate 50% more sales-ready leads at a 33% lower cost (Marketo).
  • Nurtured leads make 47% larger purchases than non-nurtured leads (The Annuitas Group).

Hence, Effectively developing a Lead nurturing system in today’s buyer-driven marketplace means establishing and nurturing buyer relationships with a strategic lead scoring system, and then filling out that framework with a thorough content marketing plan.

How to Score Leads for Nurturing

Marketing and sales need to get together to progress a lead scoring strategy, to pinpoint where a particular lead is within the brand’s buying model. It is the backbone of a strong lead nurturing system because it identifies when and how to address each buyer with the most timely and significant communications.

What is Lead Nurturing?The details of any lead scoring system will be specialized to every brand, based on your industry, niche, and unique audience. There are, however, four dimensions of lead scoring that should be evaluated as you progress your strategy.

1. Lead Nurturing Fit

Lead fit describes how well a specific buyer matches the brand’s ideal prospect or usual buyer. Although, This introductory-level data will tell you if a lead is quality pursuing at all, and breaks down into three categories:

  • Demographics—The buyer’s job title, company size, location, years of experience, etc.
  • Firmographics—The company’s name, size, location, annual revenue, etc.
  • Budget, Authority, Need, Time (BANT)—Can the lead afford you? Does he have the authority to purchase? Rather, Is there a need you can answer? What is his timeline?

Most of this information is simply collected with forms in front of gated content, email subscriptions, and/or a quick Google search.

2. Lead Interest

Tracking online behavior to determine how impressive your brand is to a buyer is the next state of lead scoring. Also, Is she spending a lot of time on your site? Engaging with social networks?

3. Lead Nurturing Behavior

More closely monitoring lead behavior will specify if a lead is serious about buying, or just grabbing info. Furthermore, Assign lower values to introductory behaviors like clicking through blog posts. Also, higher values to conduct like downloading gated content or registering for a webinar.

4. Buying Stage and Timing

However, Scoring for buying state helps determine where a buyer is within the brand’s sales model. Finally, One way to score a buying state is to align behaviors with the top, middle, or bottom of your sales funnel. Attach higher scores to clicks on pricing sheets and product demos.

For more related information about Email marketing, You can check Rccess, Telcob, and Mailcot.

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