Lead Nurturing Programs for the Sales Executive
Startling as it may seem, research shows that longer-term leads (future opportunities), often ignored by salespeople, represent nearly 80% of potential sales. The secret to successful lead generation and marketing in the business-to-business space today is the process called lead nurturing, which converts more inquiries into qualified leads and qualified leads into sales.
The solution is an efficient lead nurturing program that develops and queues leads for the future, leveraging technology as much as possible to minimize one-on-one time that the Sales Executive should be investing elsewhere. And with the apparent disconnect between sales and marketing in many organizations, it is up to the Rep to develop and run these programs in their territory.
Brian Carroll, an expert in lead generation strategies, is providing a web seminar titled "Lead Generation for the Complex Sale". While the target audience is marketers, Senior Sales Executives who run their territory like their own business should see this as a great cross training opportunity.
Click Here for more on this exciting Web Seminar on Lead Nurturing.
Click Here for more on this topic from Brian Carroll.