Lead Nurturing: Build trust, win more deals by helping prospects – not selling them
markempa
MARCH 4, 2012
Tweet Imagine this scenario: Boy meets girl. Boy asks girl out. On their first date, boy asks, “Will you marry me?” Girl says no. Boy promptly sends her phone number to the bottom of his list. Six months later, boy calls again. “Want to marry me yet?” he asks. Girl rolls her eyes, hangs up and blocks his number. I fully realize this is a silly scenario, but it’s really not unlike what sales professionals do when they call prospects every few months to “touch base” and ask “whether they’re ready
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