lead nurturing (Page 2)

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In the sales and marketing world, there are few issues that are getting more attention than the issues surrounding lead management and follow up. In my experience, clarity around lead management, qualification and response times are the crucial linchpin to align sales and marketing efforts.

It’s a rather scary statistic, but according to a study most recently done for Harvard Business Review, 71% of qualified leads are never followed up with. What’s more is, of the leads that are followed up on, they’re only touched an average of 1.3 times. This represents tremendous opportunity costs not only in revenue, but in the customer/prospect experience as well.

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Madcashcentral Cash Content Curators provides valuable Advertising, Business & Marketing recommendations, resources, tools and opportunities.

lead_nurturingLead nurturing is a critical part of a marketer’s job, especially in the B2B space. Forrester suggested that a B2B buyer’s journey could be anywhere from 65-90% complete by the time he or she contacts the vendor to move forward with a sale. This reality of a modern buyer’s behavior has added a layer of complexity to both the strategy and technology we use to guide leads through the sales funnel.

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