A blog dedicated to advancing inbound marketing and PR


How Scoring Leads Improves Closure Rates

August 24,2017 | BY: Kristin Jones

Lead generation is essential. But it isn’t enough. While increasing the overall number of leads generated through inbound marketing should increase sales based on sheer volume, it can also set up your sales department to chase more dead ends, unless you are also scoring leads and qualifying them to pinpoint those most likely to be successful sales.

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Topics: Lead Nurturing, Lead Generation

Quick Tip: Give Lead Nurturing Emails a Kick with Video

July 31,2017 | BY: Kristin Jones

Looking for a way to increase click-through rates on your automated lead nurturing emails? Video marketing company Wistia says it has found a secret formula that works.

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Topics: Lead Nurturing, Inbound Marketing

Keep Lead Nurturing Content Closely Tied

June 27,2017 | BY: Kristin Jones

What sets lead nurturing emails apart from other email marketing?

Three key characteristics are behind the response rates that are typically 4 to 10 times as high as those of standalone email blasts:

1. Lead nurturing emails are “opt-in” tactics—not a purchased list.

2. Nurturing emails include calls-to-action for specific offers.

3. Those offers are targeted and closely related to the lead’s initial interaction with your website.

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Topics: Lead Nurturing, Content

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


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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