A blog dedicated to advancing inbound marketing and PR


Quick Tip: 5 Criteria to Consider When Qualifying Leads

June 19,2017 | BY: Kristin Jones

How does your marketing department decide when to transfer a lead on to sales? Hopefully, you aren’t like the marketer I refer to in this video, sending every lead straight to sales.

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Topics: Sales Funnel, Lead Nurturing

What Content-Enabled Campaigns (aka Lead Nurturing) Can Do For You (Infographic)

March 24,2017 | BY: Kristin Jones

The terms used by marketers to describe today’s strategies, tools, and tactics can often overlap, intermingle or even confuse. But sometimes, a rose by any other name still smells just as sweet.

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Topics: Lead Nurturing, Content

5 Steps to Your Next Lead Nurturing Campaign

March 16,2017 | BY: Kristin Jones

You know that lead nurturing campaigns have the potential to shorten your sales cycle and boost conversion rates.

You’ve seen the statistics:

  • Only 25 percent of leads are legitimate and should go to sales.

  • Nurtured leads have a 23 percent shorter sales cycle.

  • Lead nurturing emails get 4-10 times the response rate of a standalone email blast.

So what are you waiting for? Not sure how to start?

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Topics: Lead Nurturing, Lead Generation

Do You Know How Your Lead Nurturing Campaigns are Doing?

March 09,2017 | BY: Kristin Jones

When first jumping into inbound marketing, it is easy to get caught up in the creation phase. There is so much to do—blog posts to write, calls-to-action and landing pages to create, nurturing workflows to deploy, and leads to follow up on.

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Topics: Lead Nurturing, Lead Generation

The Growth You Are Missing by Not Nurturing Leads

February 16,2017 | BY: Kristin Jones

You’ve created the content: the blog posts, the case studies, the infographics and videos.

You’ve promoted that content through social media, both organic and paid promotions.

And you’ve generated online leads.

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Topics: Sales Funnel, Lead Nurturing

Why Your Inbound Leads Aren’t Turning Into Sales

January 31,2017 | BY: Kristin Jones

Lead generation isn’t enough. Yes, it takes new leads to drive growth, and inbound marketing is a key way to generate leads that are already a step above purchased lists and cold-calls.

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Topics: Sales Funnel, Lead Nurturing

8 Pieces of the Landing Page Puzzle

January 19,2017 | BY: Kristin Jones

Winter is a great time to delve into quiet indoor pursuits that keep your mind busy, like jigsaw puzzles. The puzzles provide a great combination of attention to detail and seeing the big picture that can stimulate your brain (or drive you crazy).

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Topics: Lead Nurturing, Landing Pages

Quick Tip: Using Landing Pages to Kick Off Lead Nurturing

December 12,2016 | BY: Kristin Jones

It shouldn’t be a secret that landing pages are the key to online lead generation—they are the part of your website where visitors trade a bit of contact information for a great offer.

But what do you do with those leads once you have them?

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Topics: Lead Nurturing, Landing Pages

5 Secrets to Humanizing Your Lead Nurturing Emails

September 13,2016 | BY: Kristin Jones

We’ve detailed the benefits of using automated lead nurturing to initiate and continue a conversation with website visitors who convert into leads:

And, of course, providing instant response to interested visitors at a time when 25-50 percent of sales go to the vendor that responds first.

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Topics: Lead Nurturing, Personas

6 Lead Nurturing Emails to Use in Your Workflows

August 18,2016 | BY: Kristin Jones

When a new lead enters your system by accessing an offer on your website, three-fourths of the time, he or she is not ready to buy. Chances are, all your new lead really wants right now is information.

That means it is time to kick in an automated lead nurturing campaign. Lead nurturing emails receive four to 10 times the response rate of standalone email blasts, because they are not random—they are based on what you already know about this lead, even if all you know is what brought them to your website in the beginning.

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Topics: Lead Nurturing, Strategy


Keeping up with Kristin

KristinBW4.30.15I enjoy traveling the globe to meet with clients, educate companies about all things PR and Inbound Marketing, and speak at industry events.  Meet up with me when I’m in your city.  Where will I be next?  Meet Kristin

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