I'm excited to share some events coming your way. I'm participating in two webinars that will help you get a handle on designing nurturing programs that drive sales and how to integrate 3 "must have" components to make it happen.

Date: November 19, 2009
Time: 11AM Pacific, 1PM Central, 2PM Eastern

Brian Carroll, CEO of InTouch, and the B2B Lead Generation Roundtable are sponsoring this webinar where I'll share insights to help marketers create a nurturing program that parallels how your prospects move through their buying process.

I'll discuss:

• The Nurturing Cycle - which is different than lead generation activities.
• What's changed in the buying process, and how you adapt.
• Mapping content to buying stages - it's really not so hard when you answer questions.
• How a style baseline can help to ensure relevance with every touch.
• What you can learn from the content your buyers read.
• And more!

I'm also giving away a lead nurturing guide to all attendees and several autographed books to a few randomly selected attendees. Please join us!

But, there's more!

3 Must-Haves for Successful Lead Nurturing resulted from a brainstorm with Craig Rosenberg and the Focus.com folks.

Date: December 8, 2009
Time: 10AM Pacific, 12 Noon Central, 1PM Eastern

This webinar is a panel discussion moderated by Craig that brings together 3 of us who spend a lot of time in the trenches to discuss the critical components B2B companies need to incorporate to develop and execute successful lead nurturing programs.

I'm, of course, discussing content. Brian Carroll is plugging in The Human Touch that's the hinge for complex sales and Scott Mersy from Genius.com is pulling it all together with the critical role played by Marketing Automation Technology.

The three of us are focused on helping you learn best practices for:

• Incorporating the evolving opportunities the Internet empowers for building relationships that shorten time to revenue.
• Developing contextual stories that relate to your prospect’s specific situations—their challenges, issues, and opportunities.
• Creating online content and communication strategies that promote offline conversations.
• Generating levels of responsiveness that build engagement across the buying process.
• Providing information salespeople can actually use in a way that’s intuitive for them.
• How to use contagious content to facilitate prospect progression.
• How to transform handing off sales-ready prospects so our sales teams can take immediate action to follow up.

Read the original blog entry...