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Lead NurturingBenchmark Report

Key Findings DeckPublication Date: 1/2011

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೦ Insights and Best Practices from Top Performers– Top 3 reasons Top Performers use Lead Nurturing– Top 3 tactics Top Performers use to outperform peers with

Lead Nurturing initiatives– Most common challenge Top Performers face with Lead

Nurturing– Top 6 Performance Metrics Top Performers use to measure

the success of Lead Nurturing initiatives

What’s In This Deck?

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೦ Increase revenue

೦ Increase sales productivity

೦ Increase the number of sales-ready leads

Reasons to Implement

*According to Top Performers, based on 279 Qualified Survey Responses to the Q3 2010 Gleanster Survey on Lead Nurturing.

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೦ Agree upon the definition of a “sales ready” lead

೦ Enable prospect qualification with lead nurturing

೦ Align marketing content to the prospect buying cycle

Value Drivers

*According to Top Performers, based on 279 Qualified Survey Responses to the Q3 2010 Gleanster survey on Lead Nurturing.**According to Everyone Else, shown only when a notable disparity occurs relative to Top Performers.

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೦ Develop effective nurture marketing campaign content

೦ Achieving acceptable customer data quality

೦ Fostering a sales and marketing alignment culture within the organization

Challenges

*According to Top Performers, based on 279 Qualified Survey Responses to the Q3 2010 Gleanster Survey on Lead Nurturing.

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೦ Revenue೦ Email click-thru

rates೦ Lead volume in

sales pipeline೦ Cost per lead೦ Average deal size೦ New customer

acquisition rate

Performance Metrics

*According to Top Performers, based on 279 Qualified Survey Responses to the Q3 2010 Gleanster survey on Lead Nurturing.**According to Everyone Else, shown only when a notable disparity occurs relative to Top Performers.

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Download the Full Benchmark Report for Free

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೦ Gleansight: Social Media Marketing೦ Gleansight: Mobile Marketing೦ Deep Dive: Measuring the Impact of Lead Nurturing

on the Sales Pipeline೦ Deep Dive: The Seven Types of Lead Nurturing

Campaigns

Related Research from Gleanster