Lead Management Services | OneIMS Inbound Marketing
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Lead Nurturing & Management

Improve Prospect Engagement. Increase Lead to Sale Conversion

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79% of marketing leads never convert to sales. Lack of lead nurturing is the most common cause of this poor performance.

MarketingSherpa

74% of business buyers conduct more than half of their research online before making an offline purchase.

Forrester Research

Why It Matters

Lead Nurturing is a systematic way to execute customer-centric marketing strategy at scale with one-to-one personalization utilizing marketing automation technology such as HubSpot. Lead nurturing is an important part of sales and marketing, because it allows marketers to stay in touch with prospects throughout the long sales cycle that plagues the B2B market.

With 74% of prospects doing most of their awareness and consideration stage research online, marketers are attracting leads at high volume before they are ready to make purchase decision. This presents a challenge in sorting and organizing leads based on quality and sales readiness. Lead Nurturing is the key to increasing bandwidth in handling leads and overall sales effectiveness. With more than 70% of the buyer’s journey being complete before a buyer even reaches out to sales (SiriusDecisions), any lapse in communication and engagement with the prospect during the long sales cycle can leave room for competitors to seize the opportunity.

Our Approach

At OneIMS we understand that building and sustaining meaningful and profitable relationships with buyers can create a substantial revenue stream from the leads you’re generating from your demand creation efforts or from the leads you have in the sales pipeline. We custom tailor lead nurturing campaigns to address the customer lifecycle stages and help facilitate and influence the decision making process the potential buyer goes through.

A properly executed lead nurturing campaign must have specific objectives such as: re-engagement campaigns targeted toward leads who became inactive in the pipeline to warm them up for sales or top-of-mind campaigns designed to engage with leads who are not yet sales-ready to ensure they will be well educated about the products and services when time comes.

As part of our engagement, OneIMS will collaborate with your team to identify the prospects’ buying criteria and decision-making process. We help determine the digital assets that are appropriate for moving the leads through the sales funnel to accelerate the decision making process and control the buying criteria. Our lead nurturing and management specialists will help execute the campaigns using the state-of-the-art marketing automation technology and report on campaign performance based on the established service level agreement for Leads Scoring and Lead Grade.

Interested in Learning More?

Let our success create yours!

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In order to see if we are the right fit for your business, schedule a call with one of our strategists.

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