Lead Scoring 101: How to Use Data to Calculate a Basic Lead Score When most people start implementing inbound marketing, they're primarily worried about getting enough new leads in the funnel. But once you have a lot of leads, you need to figure out who‘s really interested in your product and who’s just starting to look around. That's where lead scoring comes in. In this article, I’ll share lead scoring models for you to consider, important data to look at, and best practices for effective lead scoring. Table of Contents What is lead scoring? Lead Scoring Models How to Determine What Data to Look At Is one lead score enough? How to Calculate a Basic Lead Score Lead Scoring Best Practices Improve Your Sales With Lead Scoring What is lead scoring? Lead scoring is the process of assigning values, often in the form of numerical “points,” to each lead you generate to evaluate the likelihood of them becoming a customer. You can score your leads based on multiple attributes, including the professional information they‘ve submitted to you and how they’ve engaged with your website and brand across the internet. This process helps sales and marketing teams prioritize leads, respond to them appropriately, and increase the rate at which those leads become customers. Learn more about the concept of lead scoring in the video below: Every company has a different model for assigning points to score their leads, but...

7 Best Practices for Lead Nurturing Emails Lead nurturing emails allow you to build a relationship with your leads and move them down the sales funnel until they are ready to become a customer. It’s one of the best lead nurturing tactics you can use and an essential part of an email marketing strategy. Why? Because lead nurturing emails radically increase the chances of your leads making a purchase. You no longer have to hope that they will buy your products. Rather, you’ll slowly warm them up until they make that decision. In this post, you’ll learn best practices for creating high-performing lead nurturing emails to drive your leads to make a purchase. How does lead nurturing work? A potential customer may have several types of interactions with your business. They may add something to their cart, subscribe to a mailing list, take advantage of a promotion, or set up a meeting with one of your salespeople. Lead nurturing refers to the process of staying in contact with your customer throughout each of these stages. You provide valuable resources, discount codes, or reminders to make a purchase. Overall, to nurture a lead is to build and maintain a helpful, mutually beneficial relationship with them. The goal is to guide them toward making a purchase. (Tip: If you’re unfamiliar with lead nurturing, we encourage you to take our free lead nurturing course.) Are lead nurturing emails effective? Yes. As social media has grown over time, using lead nurturing emails to...

7 Amazingly Effective Lead Nurturing Tactics As companies adopt inbound marketing as a way to generate more leads, the importance of having an effective lead nurturing strategy becomes very clear. In most cases only a relatively small percentage of your inbound leads will be ready to make an immediate purchase, leaving upwards of 90% of your inbound leads on the table. Implementing an effective lead nurturing strategy can have a huge impact on the results of your inbound marketing strategy. In 2018, lead generation, sales, and lead nurturing were the top three organizational objectives for content marketers.  How to Nurture Leads Lead nurturing is the purposeful process of engaging a defined target group by providing relevant information at each stage of the buyer’s journey.  You want to actively move the prospects you’ve created through your marketing and lead generation efforts, to the point where they become paying customers. Some tactics on how to nurture leads are through targeted content, multi-channel nurturing, multiple touches, timely follow-ups, and personalization. Despite the clear benefits of lead nurturing, marketers can struggle to build the right strategy around it. According to the 2019 Lead Nurturing & Acceleration Survey, 60% of respondents gave their nurture programs a failing grade. There’s a huge opportunity for savvy marketers like you to implement effective lead nurturing strategies and gain an advantage over your competition.So you are probably wondering… Which lead nurturing tactics work best? What do super successful marketers do differently? ...