Research Library > Genius Inc > The Essential Marketing Automation Handbook: 15 crucial steps to successful B2B Marketing Automation

The Essential Marketing Automation Handbook: 15 crucial steps to successful B2B Marketing Automation

White Paper Published By: Genius Inc
Genius Inc
Published:  Nov 13, 2009
Type:  White Paper
Length:  50 pages

In today's B2B market, where the customer has access to volumes of infor¬mation surrounding their purchase decision, there's been a major shift in the selling paradigm-a shift that all but eliminates "selling" from the process. Now Sales and Marketing professionals must insert themselves into the custom¬er's purchasing process at a much earlier stage, helping the customer buy, through an intelligent, dynamic nurturing cycle. B2B automated lead nurturing is comprised of three primary components-lead scoring, valuable content and dynamic messaging, all driven by pros¬pects' behavior and profile. In a B2B environment, nurturing programs have one goal in mind-delivering interested, qualified leads to Sales in real time. This free 50-page guide will give you the fifteen crucial steps needed to ensure success in developing: •Effective lead scoring •Appropriate, engaging content for each step in the sales cycle •Proven techniques for creating and optimizing B2B lead nurturing programs



Tagsmarketing automation, b2b, sales, genius, b2b, lead generation, demand generation, lead scoring