In today's B2B market, where the customer has access to volumes of information surrounding their purchase decision, there's been a major shift in the selling paradigm-a shift that all but eliminates "selling" from the process. Now Sales and Marketing professionals must insert themselves into the customer's purchasing process at a much earlier stage, helping the customer buy, through an intelligent, dynamic nurturing cycle.
B2B automated lead nurturing is comprised of three primary components-lead scoring, valuable content and dynamic messaging, all driven by prospects' behavior and profile. In a B2B environment, nurturing programs have one goal in mind-delivering interested, qualified leads to Sales in real time.
This eBook will give you the fifteen crucial steps needed to ensure success in developing:
- Effective lead scoring
- Appropriate, engaging content for each step in the sales cycle
- Proven techniques for creating and optimizing B2B lead nurturing programs