Lead nurturing is a concept that is gaining interest as companies continue to look for efficiencies in their marketing and sales operations. Lead nurturing is part of the larger process of marketing automation, but focuses specifically on stage between initial contact with a prospect and the closed won state of the deal.

Each year, companies invest hundreds of thousands of dollars in developing websites and marketing content to generate opportunities for its sales team, but many

If your online presence is all about promoting your business, you are making a giant and very brave assumption. That people have visited your website or your LinkedIn profile or other online sites to learn about you. Or to buy from you.

A recent article in the Harvard Business Review stated that the key to making emails effective is to make them actionable, fill them with interestingness, and give them high relevance. Looking back at the emails I’ve written in my career (and also to the emails I write every day), I…

The decision to add “tele” to your arsenal will soon be easy. If you don’t, you’re dead. What is called “Inside Sales”, “Sales Support”, “Telesales” and dozens of other names is growing 15x faster than field sales-in fact, my colleague, Jonathan Farrington, published a blog stating that within three years 80 – 90% of all B2B transactions will be done online-most with some form of sales support but not field sales.

Face it, you just cannot do everything on your own. There is a limit to what the human body can take. Besides, no one has ever succeeded (physically) in being at two places at the same time. It is the same thing with lead generation.

What is lead nurturing? Why setup a lead nurturing program? What is it about? Introducing lead nurturing and nurture, the simplest lead nurturing application ye