In the best case scenario, the SDR manages to arrange an appointment with one of your internal experts during the conversation. The SDR therefore does not sell the product, but an appointment with an expert.
The SDR repeats the call attempts at least
four times and tries to contact the lead in between via short personal emails and LinkedIn inquiries.
lead scoring
With the help of marketing automation georgia mobile database software, lead nurturing can be further optimized. You can set up lead scoring that monitors the behavior of MQLs and shows the level of engagement of a lead.
Lead nurturing emails and MQL website visits are particularly useful for measuring engagement.
You can set up lead scoring so that, for example, leads who open three out of five lead nurturing emails and also visit your product or pricing pages twice are shown to the SDR, who then calls you back immediately.
Sales and Lead Nurturing
Lead Nurturing for Sales
After lead nurturing sales takes over sales
qualified leads. If you do your lead nurturing job well, these are leads that meet the BANT criteria and agree to an appointment with an expert.
SQLs must end up in the CRM about 134 sales executives to so that sales can process and close as many SQLs as possible in deal stages. Either your marketing automation is already a CRM or you synchronize SQLs with a separate CRM.
Retargeting lead nurturing method
The lead nurturing method described here is particularly suitable for B2B products or capital goods in the B2C sector. The manual use of SDRs generates costs, but these are worthwhile for higher-value products and make the business case more efficient.
Another way to nurture leads is retargeting. This involves repeatedly displaying online ads to leads. You get the data using tracking pixels on your website or directly from your CRM.
Using targeting (e.g. on LinkedIn), you can pre-qualify leads and only display your ads to a suitable target group. With this method, it can also be useful to contact engaged leads via SDR.
In this episode of our podcast “No leads, no fun ” we talk to LinkedIn Ads expert Theresa Sturm about this topic:
Why you should use lead nurturing
Lead nurturing is an essential part of inbound marketing, which helps companies convert more qualified leads into customers.
By using personalized communication chine directory and targeted support for potential customers on their buyer’s journey, lead nurturing not only enables an increased conversion rate from marketing qualified leads to sales qualified leads, but also significantly reduces the cost per lead.
Lead nurturing offers the flexibility to integrate different methods such as email automation, SDR connect calls or retargeting strategies to optimize the lead nurturing process and guide leads more effectively through the sales and marketing funnel.
The combination of manual and machine
pre-qualification of leads, supplemented by ongoing data enrichment and personalized communication, forms the heart of this process. This makes it possible to make the engagement of the leads visible and to use their willingness to buy at an optimal time. Lead nurturing thus ensures that the valuable leads are not only generated, but also effectively “accompanied” until they actually become your customers.
Lead nurturing is a dynamic and interactive process that helps B2B companies in particular to better understand and nurture their leads and ultimately convert them into loyal customers.