B2B Demand Generation | Lead Nurturing and Scoring
One of the top experts in B2B demand generation, Brian Carroll, once said to me “If you 
look at a company’s website and you are unable to find good buyer-focused lead nurturing content, they are not doing lead nurturing.“
Good point, Brian, and I find a lot of companies in that situation. In fact, Sirius Decisions found very few companies happy with lead nurturing. They said, if memory serves, that fewer than 1 in 5 users of marketing automation software were doing lead nurturing.
To help those struggling, I thought it might be helpful to give you three reasons to contact an outside company to help you implement lead nurturing and scoring. But before you start, make sure you have defined your Ideal Customer Profile.
- Lead Nurturing and Scoring takes focus and dedication - as well as clear thinking.
Does that sound like you - going from meeting to meeting, bombarded with emails, etc.? Most executives we speak with have no time to think, much less focus 100% on a project like this. - The quality of the work directly affects success
The best lead nurturing programs have remarkable content and tell a story. Are you and your team good at creating remarkable content and telling stories? - Business outcomes are all that matters
Improving the flow of qualified opportunities to sales and improving revenue results is all that matter. Are your in-house people held to a high standard like this? Probably not. But you can hold an outside company to high standards.
Seems clear that companies should look outside to get these projects done quickly, effectively and right.
Companies we recommend you consider include Nuspark Marketing, Bluebird Strategies and AcquireB2B. Optionally, Find New Customers offers a Lead Nurturing and Scoring service.
“If more companies listened to (Find New Customers) a lot more would be sold.” Dan McDade, Pointclear.
