Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a post from Taylor Lacey, a Business Development Representative at AG Salesworks.

What do you picture when you hear the word "nurture?"

Many people may think of a plant "nurtured" to full health. In inside sales, potential customers can also be nurtured. If they aren't a good fit now, does that mean they will always be unqualified for your product or service? Or can they slowly become a lead by means of a strong lead nurturing campaign? 

We’ve all seen the contact who doesn’t quite fit the qualifying criteria and is automatically added to the nurture bucket. These are three important tips to remember when nurturing prospects.

Many companies aren’t utilizing the full potential of their lead nurturing campaigns.

They’re passing all lead nurturing responsibilities to marketing.

They’re separating the lead nurturing cycle from the sales funnel.

And they’re not aligning their departments for better conversions.

According to a study by CSO Insights, underwritten by Velocify, 42.3% of companies nurture leads by handing them off to marketing, who then engages and remains active with them through lead nurturing campaigns until they’re ready to buy.