Quantifying the Value of Lead Nurturing: A Case Study
Sales Engine
AUGUST 2, 2017
This kind of buyer isn’t ready to be handed over to a senior sales executive and should instead be nurtured, or so common wisdom dictates. But can the sales impact of nurturing be quantified? Findings The BDRs called these 18,000 leads and over two months and had live phone conversations with 1,216 of them.
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