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MQL, SQL, or unqualified . Use your MQL and SQL definitions, as well as any analytics and buyer personas, to audit and update the status of the leads you currently have. While this shouldn't be done too often, it's helpful to let the entire team know that your contact database isn't full of bad leads and bad data . . Nurture leads consistently Companies that actively nurture leads make more sales and spend a third less on lead acquisition compared to companies that don't. By tailoring lead nurturing strategies for various segments, such as placing them on behavior- or interest-based nurturing journeys, your team can move more opportunities and MQLs through the funnel more quickly. Is your sales team struggling with the whole inbound marketing thing ? We support you. We help you prepare sellers for Inbound Marketing success, to break down silos and align sales and marketing in the new year.


Banner-audit-hubspot-smartbound . Create more lead capture opportunities Aside photo retouching from landing pages and high-value content assets, think about other opportunities to capture information from potential leads. Networking events are a good way to generate leads . Don't limit yourself to email and closed content, and experiment with various tactics, such as running contests on Facebook or using cards on Twitter. Returning to buyer personas and evaluating where leads gather can be a good indicator of where lead capture campaigns can be carried out on paid social networks. Try the new tactics with a decent budget and see what happens.




Send a genuine and fast follow-up Whenever a lead provides their contact information, regardless of whether it's a free trial or a content offer, follow up with that lead. Preferably by email. And do it quickly. Messages should be direct and clear about the logical next steps associated with your action. When the lead takes an action that requires a sales call , that call must occur in five minutes or less. In fact, leads are times more likely to become qualified if they are contacted within minutes of converting.