I came across this post today on the MarketCapture Blog. Eran points to a positive experience his client had with a webinar. In this case, the webinar helped his client close several deals that had been in limbo for a period of time. He learned, as we know at ReadyTalk, that webinars can be very powerful vehicles in progressing the sales cycle. In this case, a timely webinar on something valuable to the participants spurned action.
What is also important in this story is the use of a webinar as a touchpoint in the clients nurturing cycle. In B2B, there are a limited number of ways to engage potential prospects including things like white papers, free trials, demos and press releases. If you are not doing them now, you should add webinars to the list. They are a great way to entice qualified prospects into raising their hand since valuable content will appeal more to a qualified prospect.
[tags]MarketCapture, lead generation, web conferencing, webinars [/tags]