I came across this excellent four-minute video by Phil Fernandez, President and CEO of Marketo, and he explains the importance of nurturing your sales leads into actual sales. He says that 50% of your leads are not yet ready to talk to a sales person, and are not ready to purchase. By properly engaging with these prospects, through webinars, emailing white papers, etc., we can, over time, get 70% of these leads ripe for sales. This is the “consideration” stage of the Awareness – Consideration – Purchase steps in all marketing efforts, as described by colleague Steve Patti of Polarity. Here is the video:
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After being out of sales for 20 years I can sure say that the sales leads world has changed
Glad you liked it! You can find more lead nurturing best practices on the Marketo website.
