Implementing an effective lead-nurturing strategy

05/22/2013 | Sales Prospecting Perspectives blog

You may annoy prospects with excessive marketing materials or lose track of promising leads if your organization lacks an effective lead-nurturing system, writes Mike Ricciardelli. You might be able to address this problem by collecting and storing key information about prospect companies, such as what technology they use, who their key decision-makers are and when they will reassess their needs, he writes. "Measures have to be put in place to ensure your sales team consistently logs the required data," he writes.

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