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Sales complains that the tradeshow, web, or other leads they get are junk. Marketing says that Sales doesn't call the quality leads they produce. Sound familiar? The basis for this common rift is a poor lead generation, qualification, scoring, and nurturing program. Read this Executive Summary to learn how to qualify, score, and nurture leads that aren't quite ready to be handed off to sales for closing.

What is Lead Nurturing?

Lead nurturing is all about having consistent and meaningful communication with viable prospects regardless of their timing to buy. It's not calling up every few months to find out if a prospect is 'ready to buy yet?' Lead nurturing about building solid relationships with the right people. Source: B2B Lead Generation Blog

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