This deck explores best practices in emerging nurture marketing tactics. This deck includes top 3 reasons Top Performers use Lead Nurturing, top 3 tactics Top Performers use to maximize investments, most common challenge Top Performers face, top 6 Performance Metrics Top Performers use to measure Lead Nurturing.

1. Lead NurturingBenchmark Report Key Findings Deck Publication Date: 1/2011 1

2. Insights and Best Practices from Top Performers Top 3 reasons Top Performers use Lead Nurturing Top 3 tactics Top Performers use to outperform peers with Lead Nurturing initiatives Most common challenge Top Performers face with Lead Nurturing Top 6 Performance Metrics Top Performers use to measure the success of Lead Nurturing initiatives 2 What’s In This Deck?

3. Increase revenue Increase sales productivity Increase the number of sales-ready leads Reasons to Implement 3 *According to Top Performers, based on 279 Qualified Survey Responses to the Q3 2010 Gleanster Survey on Lead Nurturing.

4. Agree upon the definition of a “sales ready” lead Enable prospect qualification with lead nurturing Align marketing content to the prospect buying cycle Value Drivers 4 *According to Top Performers, based on 279 Qualified Survey Responses to the Q3 2010 Gleanster survey on Lead Nurturing. **According to Everyone Else, shown only when a notable disparity occurs relative to Top Performers.

5. Develop effective nurture marketing campaign content Achieving acceptable customer data quality Fostering a sales and marketing alignment culture within the organization Challenges 5 *According to Top Performers, based on 279 Qualified Survey Responses to the Q3 2010 Gleanster Survey on Lead Nurturing.

6. Revenue Email click-thru rates Lead volume in sales pipeline Cost per lead Average deal size New customer acquisition rate Performance Metrics 6 *According to Top Performers, based on 279 Qualified Survey Responses to the Q3 2010 Gleanster survey on Lead Nurturing. **According to Everyone Else, shown only when a notable disparity occurs relative to Top Performers.

7. Download the Full Benchmark Report for Free (with complete vendor landscape) 7 http://bit.ly/hXkzHt

8. Gleansight: Social Media Marketing Gleansight: Mobile Marketing Deep Dive: Measuring the Impact of Lead Nurturing on the Sales Pipeline Deep Dive: The Seven Types of Lead Nurturing Campaigns Related Research from Gleanster 8