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Work smarter, not harder in 2023. Download the 2023 Full-Funnel ABM Playbook.

Get the Most out of your Online Lead Generation Efforts [Part 3]

By Nick Price

This is the final part of a 3 part series explaining how to get the most out of your lead generation campaign.

Lead conversion rates | How to increase conversions

Providing qualified prospects to the sales team that will increase lead conversion rates.

If you’ve been following the playbook outlined in parts 1 (How to increase conversions) and 2 (How to improve conversions), congratulations! You’re well on your way to increasing your lead conversion rates.

At this point, you have generated, qualified and nurtured your leads by:

  • Creating an awesome piece of content that sets out to educate and inform the reader by providing them with thoughtful insight regarding the topic at hand.
  • Publishing and sharing it where the right people will actually see it.
  • Collecting your prospects’ contact information through carefully designed forms and registration pages.
  • Putting those prospects through the ringer lead nurturing process in order to accurately qualify and categorize them based on their intention to purchase your product.

Once those steps have been completed, it’s time for your qualified lead to be transferred from marketing to sales — the “hand-off.” If you have been truly efficient throughout the lead gen process, all of the prospect’s data will be passed into your CRM system for the sales team to incorporate into their pitch, and they’ll be that much closer to converting that lead into a sale.

It’s important to keep in mind that not every lead will close tomorrow.

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Due to the large scope of enterprise sales, the B2B buying process takes time, and you may need to employ re-engagement tactics during this time in order to increase lead conversion rates while they advance down the sales funnel.

This concludes our three part series. Sound off in the comments section if you’d like to share some of your own best practices to help increase lead conversions.

Thanks for reading!


Nick Price

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