Remove Business to Business Remove Buy Remove Sales Qualified Opportunity
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Survey Finds Growth in Pipelines and Sales Cycles for B2B Lead.

Industrial Marketing Today

Lead generation and lead nurturing have been put on the backburner and clients are interested only in finding leads that are ready to buy now (see my previous post, “The Role of B2B Marketing is Shifting from Lead Generation to Revenue Generation.” ). So the waterfall concept is Inquiry > MQL > SAL > SQO > Close.

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Lead Nurturing: A Step-By-Step Guide

Marketing Insider Group

The goal of lead nurturing is to help potential customers on their buying journey. It’s not just about converting leads to becoming “marketing qualified.” It’s about helping them progress along the way to get more sales. It’s not “following up” every few months to find out if a prospect is “ready to buy yet.”