))
Nurturing beyond the sequence
Manage episode 461126198 series 3570889
Контент предоставлен Orum. Весь контент подкастов, включая эпизоды, графику и описания подкастов, загружается и предоставляется непосредственно компанией Orum или ее партнером по платформе подкастов. Если вы считаете, что кто-то использует вашу работу, защищенную авторским правом, без вашего разрешения, вы можете выполнить процедуру, описанную здесь https://ru.player.fm/legal.
Welcome to the latest episode of Bold Calling, Orum's award-winning podcast. Today, we're explore modern demand generation and the art of nurturing leads effectively with two demand generation leaders: Sarah Reece, Head of DemandGen at Orum, and Chris Miller, Head of DemandGen at Warmly.
Key Topics Covered:1. Redefining Nurturing
Sarah’s hot take: “Nurturing used to mean dumping low-quality leads into email workflows. Today, it’s about resonating with your ICP and partnering with sales.”
Chris’s perspective: “Nurturing is a continuation of the brand experience. It’s about trust-building at every stage.”
2. Why Nurturing Matters
Marketing’s role doesn’t end at MQL—it’s about maintaining influence throughout the buyer’s journey.
The importance of “above the funnel” nurturing: 93-95% of your audience isn’t in-market at any given time.
3. Effective Nurturing Channels
Sarah: “Your brand channels—podcasts, blogs, webinars—are the most effective tools for creating trust.”
Chris: “Nurturing is context-dependent. Tailor your approach to the prospect’s journey.”
4. Aligning Sales and Marketing
The importance of collaboration: “Focus on the needs of the prospect, not departmental goals,” says Chris.
Sarah’s approach: Let sales take the lead in nurture touchpoints to make engagement more personal.
5. Quick Wins for Better Nurturing
Simplify: “Do less,” advises Chris. Overcomplicated workflows often lead to poor outcomes.
Personalize: Sarah suggests shifting from automated marketing emails to personalized sales outreach.
Use the phone: Real conversations build trust and gather valuable insights.
“Good nurturing is just good marketing. Marketing’s job isn’t done at MQL or awareness.” – Chris Miller
“Once we know who a prospect is, we should treat them like we know them.” – Sarah Reece
“93-95% of your audience isn’t in-market. Surround them with messaging for when their moment of need arises.” – Sarah Reece
Warmly – A platform for full-funnel orchestration.
Orum – The leading sales dialer for efficient and effective outbound calling.
Share it with your network and subscribe to Bold Calling for more insights into sales, marketing, and demand generation.
17 эпизодов
Поделиться
