Lead Nurturing is a fundamental must-have for successful inbound marketing. Statistics show that only 56% of B2B organizations verify valid business leads before they are passed to Sales. (MarketingSherpa)
In the sales and marketing world, there are few issues that get more attention than at what point a lead becomes 'sales ready' and therefore be passed on to sales and when a lead should stay with marketing and be nurtured.
Gleanster Research estimates that 50% of leads who are qualified to buy are not ready to purchase immediately. If you call these leads up to try and hurry them along the buying process you will most likely lose them. So what to do with those that are not ready to purchase immediately?
Lead nurturing is all about understanding the nuances of your leads’ needs and providing them with relevant content at the right time. Getting these details right and being more scientific with your lead nurturing will help you to align your sales and marketing teams, make your sales teams happier as they receive better quality leads and improve ROI from your marketing efforts.
Take a look at some common lead nurturing mistakes to avoid: