Why Your Sales Force Needs Fewer Leads
Yes, you read the title correctly. Sales reps don’t need more leads. They need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads.
Let’s say you are running lead generation programs using inbound and outbound lists. If you knew in advance that there was a way to generate a higher response rate at a lower cost, would you do it?
Nurturing is essential for successful lead generation—both inbound and outbound. In fact, I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal.