Want to learn how capture and nurture three-quarters of the sales lead market through effective communication efforts?
First, you must learn to slow down. Remember the story of the tortoise and the hare? The same principles learned within that fable can be applied to your business marketing strategies today.
While business-to-business marketers race to snatch up the most promising and qualified short-term prospects that come in from any marketing-lead-generation initiative, nearly three-quarters of the sales leads that can convert to sales are being heavily ignored.
Why? Because salespeople are measured and paid for winning the race for short-term sales, usually causing them to focus on the easy sales opportunities and to ignore the longer term prospects. And because there usually is no process in place, the job of nurturing, managing and tracking the longer-term pipeline opportunities falls by the wayside.
This lack of a sales leads development process may be costing your organization big bucks in lost sales.
Do you have the patience to move slowly and steadily for the sales in those longer-term sales leads? Or have you, in...
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