The following stats, facts & best practices support the wisdom of integrating direct mail into email marketing campaigns for incredible outcomes.

Created by Process Street in partnership with PersistIQ, this study uses an archive of over 1,000 sales emails and voicemail transcripts from some of the world…

Email one:

The initial contact should be a welcome message that aims to introduce rather than sell, such as: ‘Read how automation can increase new biz’

Email two:

This should be a ‘social proof’ follow up that highlights how others have improved their position thanks to a product or service, like: ‘Grow like [company name] grew [Firstname]’

Email three:

The third message should focus on emphasising the gain, e.g: ‘Catch the missing 30% of your pipeline [Firstname]’

Email four:

Message number four is all about the instigation of fear.

Email five:

Your last message should be a perfect, concluding, logical pitch like: ‘Prove to yourself you have marketing automation covered’

Did you know that 80% of new leads never translate into sales and companies that excel at lead nurturing generate 50% more sales ready leads at a 33% lower cost

Learn 5 proven lead nurturing tactics you can use to convert more leads into qualified opporutnities

1. DON’T DO YOUR RESEARCH
2. FAIL TO SHARE THE RIGHT CONTENT BASED ON SALES FUNNEL STAGE
3. DON’T USE EMAIL CAMPAIGNS AS A LEAD NURTURING TOOL
4. SEND TOO MANY EMAILS
5. FAIL TO FOLLOW UP

"1. Use video retargeting ads.
2. Engage in online user groups
3. Implement Live Chat
4. Send text alerts.
5. Don’t overlook the USPS."

1. Identifying, attracting, reaching and nurturing new subscribers or prospects
Through understanding essential things about the targets digital body language you can appropriately take the right action based on an appropriate trigger. 
2. Targeting hot leads
The most useful trigger for this workflow is the lead score. The lead score will allow you to decide those who need to be engaged immediately because they are ready and willing to continue along the sales funnel.
3. Re-engaging unsure or uncommitted leads
The best trigger to keep an eye for in this workflow is sudden level of activity. This is because your marketing stimuli and assets should create some impetus to act based on monitoring appropriate digital body language like social media clicks, web pages visited or even lead source.
4. Re-targeting dead-end leads
When you get any notification or trigger from your sales people or from your marketing automation system that a lead has been lost, this should trigger your activity to try and woo them back instead of letting them slip through your fingers without any effort on your part.
5. Customer retention
The best trigger here is to assign roles to your different customers in order to send them content that will keep them engaged and enhance their experience.

1. Set goals
2. Define your target audience
3. Segment your database
4. Trigger emails to follow conversions
5. Use targeted content delivery
6. Demonstrate the value and relevance of your offer
7. Craft a clear call-to-action (CTA)
8. Create a schedule
9. Review the results of your campaign
10. Keep testing

Based on the results of a July 2016 survey conducted by Salesforce’s Pardot and emedia, B2B marketers have realized a number of benefits from their lead nurturing programs. More than a third (36%) emphasized the programs are helpful simply because they generate a greater volume of leads, this was the most popular response. Another 26% mentioned the ability of lead nurturing programs to segment prospects based on their interests and behaviors, while 26% also noted the programs’ ability to improve targeting and segmentation.

Pipeline acceleration, on the other hand, demands full joint sales and marketing involvement, commitment, alignment and participation from beginning to end. When it comes to pipeline acceleration, we at SiriusDecisions talk of three core areas, or pipeline zone-focused programs. These are:

• Rapid-entry. Periodic efforts to fill the top of the pipeline with highly targeted, pre-qualified leads that have a much greater propensity to qualify through to stage one status.
• Intra-pipeline. The creation of pinpointed offers and sales enablement assets designed to keep current opportunities moving on a trajectory toward close. Intra-pipeline efforts kick in once an opportunity has been assigned a monetary value and anticipated close date.
• Last-mile. Offers designed to drive positive interactions with late-stage opportunities that when combined can provide a push across the closing finish line.

"Deciding which lead generation strategy is better for your company is a matter of measuring and multiplying the conversion rate percentages in the two strategies presented above. Here’s the key difference.

Note that Strategy 1 – “Lead Nurturing”, has two conversion rate percentages. But, Strategy 2: “Direct Conversion”, has only one conversion rate percentage.

Deciding which is the most efficient conversion strategy for you is simply a matter of measuring these conversion rates and multiplying them."

1. Influencer Relations + Press Release Attribution
2. Recruiting Top Talent
3. Brand Identity Management
4. Event Management
5. New Customer Onboarding
6. Customer Use Expansion + Retention
7. Upsell/Cross-Sell

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