| |
| Page 1 of 1 | Previous | Next | VIEWPOINT JANUARY 19, 2012 Turning Raw B2B Sales Leads Into Real Opportunities: Don’t Give Up Too Soon When qualifying and nurturing sales leads, the lead farmer (prospect development professional) has a challenging job. The starting point in lead management is usually an inquiry consisting of a name, title, a company, a phone number or email address. The lead farmer must have the patience, discipline and skill to engage the inquirer in a conversation. This step alone can take weeks or months. Executives often don’t respond until a need’s priority has escalated. The lesson: Don’t give up too early on non-responsive sales leads. The lead farmer is patient, but persistent. | VIEWPOINT JANUARY 17, 2012 Lead Qualification & Lead Nurturing: Who's Job Is It? Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? The answer is clear, and may surprise you. But first, let's take a look at some lead generation challenges. Cahners Research has shown that 45 percent of qualified leads will end up buying a solution from someone within a year. Think of lead generation, lead qualification and lead nurturing as progressive steps in a funnel. Marketing pours raw, unfiltered leads from a variety of sources into the top of the funnel. Reality, unfortunately, rarely matches the ideal. | | | | | |
| VIEWPOINT JANUARY 17, 2012 Lead Qualification & Lead Nurturing: Whose Job Is It? Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? The answer is clear, and may surprise you. But first, let's take a look at some lead generation challenges. Cahners Research has shown that 45 percent of qualified leads will end up buying a solution from someone within a year. Think of lead generation, lead qualification and lead nurturing as progressive steps in a funnel. Marketing pours raw, unfiltered leads from a variety of sources into the top of the funnel. Reality, unfortunately, rarely matches the ideal. | |
| | |
| |
|
| |
