The secret to successful lead generation, in the B2B space today, is to nurture leads over time and convert more inquiries into qualified leads and qualified leads into sales. Industry studies show that it takes an average of 12 touches to convert a cold prospect into a hot lead, yet most sales reps under pressure to achieve targets focus on immediate leads only, neglecting the prospects, the most valuable assets.

1. Lead Nurturing Solution – Uncover the Wealth of Sales Opportunities
The secret to successful lead generation, in the B2B space today, is to nurture leads over time and convert more
inquiries into qualified leads and qualified leads into sales. Industry studies show that it takes an average of 12
touches to convert a cold prospect into a hot lead, yet most sales reps under pressure to achieve targets focus on
immediate leads only, neglecting the prospects, the most valuable assets.
Sales lead optimization or lead nurturing has quickly become the single most cost effective tool that B2B firms can
use to increase sales, decrease costs and improve profitability.
Lead nurturing helps build relationships with prospects through consistent and meaningful communication. Not
every prospect is ready to buy, but if you discard them after the first call, you may have missed a golden
opportunity.
It has been observed that sales people who connect well with their prospects and become their trusted advisors
are more likely to fill the sales pipeline with quality leads. You don’t sell, you don’t make pitches, but this can be
done by providing valuable information to prospects. You provide insights and solutions, all within the realm of
your expertise and thus become the first they call when there’s a need.
An effective lead nurturing program specifically designed to nurture and develop a relationship to turn interested
parties into active prospects over time is needed. If done properly, successful lead nurturing can create a strong
brand and solution long before a prospect is actively engaged in a buying process
Remember if inquiries are simply passed on to sales people, reps, dealers or distributors for follow-up, you may be
leaving a major part of sales prospects on the table for your competitors..
Powerful yet easy B2B lead nurturing solution can effectively automate and measure integrated lead nurturing
campaign without requiring any specialized skills or training. Lead nurturing can:
 Build brand awareness with the prospect.
 Keep your company top of mind among prospects by providing meaningful letters, emails, voicemails,
case studies, success stories, articles, events, white papers and webcasts.
 Create Relevant, Personalized Dialogues with Qualified Prospects.
With a successful Lead Nurturing program, organizations can bridge the gap between sales and marketing by
delivering truly qualified, sales-ready leads to their clients, helping them achieve dramatic improvement in ROI,
increase win rates from fewer resources and make their entire team successful.
Click here for more on lead generation services & sales appointment setting