Leads must be nurtured differently at each buying cycle stage

10/4/2013 | B2C Marketing Insider

Lead nurturing strategies should adjust to which stage a potential customer is at in the buying cycle because leads don't typically head straight down the funnel, James Burton writes. Early stage leads can be best reached by initial e-mail and social marketing, while midstage leads do well with telemarketing and e-mails determining budget and time frame. Closing the deal in the late stage should likely be a direct phone call and appointment, he writes.

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