{"id":49011,"date":"2020-01-28T13:40:45","date_gmt":"2020-01-28T08:10:45","guid":{"rendered":"https:\/\/vwo.com\/blog\/?p=49011"},"modified":"2025-12-12T15:38:43","modified_gmt":"2025-12-12T10:08:43","slug":"b2b-lead-nurturing","status":"publish","type":"post","link":"https:\/\/vwo.com\/blog\/b2b-lead-nurturing\/","title":{"rendered":"B2B Lead Nurturing: Learn How to Close More Deals"},"content":{"rendered":"\n

As a marketer, you are supposed to feed the top of the sales funnel<\/a> of your company with leads<\/a>. <\/span><\/p>\n\n\n\n

But do you think those leads would push themselves down the entire sales process or funnel on their own? Well, that rarely happens. You need an effective lead nurturing program for your business in order to procure quality leads that convert into sales.<\/span><\/p>\n\n\n\n

Before we jump into strategizing lead nurturing for your business<\/a>, the first and foremost step is to get your B2B marketing teams and sales teams aligned, which forms the backbone of a strong nurturing system. <\/span><\/p>\n\n\n\n

Download Free: A\/B Testing Guide<\/em><\/span><\/a><\/h2>\n\n\n

What is lead nurturing?<\/strong><\/h2>\n\n\n

Lead nurturing is the process of listening to the needs of your prospects at every stage of your sales cycle and communicating solutions to them for building trust and maintaining a connection. Such nurturing helps them convert into paying customers. <\/span><\/p>\n\n\n\n

However, you must keep reminding yourself that your prospects are smart and tech-savvy individuals, who are exploring solutions to their pain points everywhere online. It is an opportunity for you to listen to their needs and serve them along their buying journey by being <\/span>available across different channels<\/span>.<\/span><\/p>\n\n\n\n

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What is lead qualification?<\/strong><\/h2>\n\n

Lead qualification is the process of determining whether a prospect fits your ideal customer profile<\/a>. It has a high chance of becoming a customer and, most importantly, has a high probability of being a successful long-term customer.<\/span><\/p>\n\n

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Image source: Clearbit<\/a><\/figcaption><\/figure>\n<\/div>\n\n

What is lead scoring?<\/strong><\/h2>\n\n

Lead scoring is assigning a point value to your leads, based on the information they have provided. Typically, it is a score that compiles behavioral as well as demographic data that qualifies it as a significant lead.<\/span><\/p>\n

For instance, a non-business email ID could be one of the demographic data points where you could assign a score lower than those who have signed up with their professional business IDs. Similarly, communication over a call or an email could also become a behavioral data point to assign a score, basis the nature of your business.<\/span><\/p>\n

Learn more about lead scoring in this video:<\/span><\/p>\n\n\n

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