Lead nurturing from the IMUK13 show. See the slides James Cox used.

1. hosted by
The fully-certified Hubspot Gold Partner

2. WE’VE GOT A LEAD…
NOW WHAT?
Key elements of a successful lead nurturing programme
@JamesBuzzCox @Tracepoint #IMUK13

3. WHIZZ THROUGH…
1. What is it?
2. Why do it?
3. How to do it
4. The secret thing....
@JamesBuzzCox @Tracepoint #IMUK13

4. 1. WHAT IS LEAD NURTURING?
Understand

5. buying

6. process

7.
Lead nurturing is a structured approach
to pull leads through your sales and
marketing funnel.
@JamesBuzzCox @Tracepoint #IMUK13
Clear

8. sales

9. stages

10.
Needs

11.
planning

13. 2. WHY SHOULD WE DO IT?
Keep sales focused
on the hottest...
Keep leads engaged
whilst they decide...
Get there first and
win the business
Gleanster Research
says 50% of leads are
qualified but not ready
to buy
25-50% of sales
go to the vendor
who responds
first
Only 5-25% of
leads are legitimate
and should go to
sales
@JamesBuzzCox @Tracepoint #IMUK13

14. 3. HOW TO WE DO IT…
Key steps in building improving lead nurturing....
1
Why
2
Who
3
What
4
When
5
Improve
Generate new
leads,improve
efficiency, or
re-connect?
Who’s the target
and what are we
helping
to solve?
What content
where and what’s
the irresistible
offer?
How often?
Marketing Sherpa
says 75% of leads
buy in 18 months
Measure and
improve after all
automation
frees us to focus
@JamesBuzzCox @Tracepoint #IMUK13

15. 4. THE SECRET THING
Transactional
@JamesBuzzCox @Tracepoint #IMUK13
Relationship

17. hosted by
The fully-certified Hubspot Gold Partner