Lead nurturing never stops for marketers. Even after a lead becomes an opportunity and sales converts the lead into a customer, marketing doesn’t clock out. After a lead becomes an opportunity, ...

Are you a print subscriber? Activate your account. 1 hour 8 min ago By Phoebe Bain - 3 hours 16 min ago By Matt Garcia - 4 hours 16 min ago By Vince Bond Jr. - 7 hours 16 min ago By Tim Nudd - 7 hours ...

Every business goes through a similar series of steps to make a sale. Understanding how the sales process works will help you maintain a consistent approach to turning leads into customers.

"Lead nurturing" is commonly referred to in marketing publications and blogs, and frequently discussed at B2B marketing events. Defined as "a relationship-building approach utilizing multiple media to ...

The importance of lead nurturing can’t be overstated. According to Forrester Research, companies that excel at lead nurturing generate 50% more sales leads at 33% lower cost. By Toyin Adon-Abel Jr., ...

Even with pressure to close deals in a looming recession, the emphasis should still be on nurturing buyers, and not selling them. B2B companies often have a longer sales cycle due, in part, to the ...

Lead-nurturing is the process of building a relationship with your leads and moving them down your sales funnel until they are ready to become customers. When new visitors arrive at your website, you ...

Sellers have limited hours each day, and most of those are spent on immediate sales opportunities—buyers with an identified need and a timeline to act. These buyers deserve most of your focus. But ...

Many companies aren’t utilizing the full potential of their lead nurturing campaigns. They’re passing all lead nurturing responsibilities to marketing. They’re separating the lead nurturing cycle from ...

Lead conversion is a critical success factor for all businesses, but it holds true in spades for small businesses. If you spend scarce marketing dollars on lead acquisition or generation, you must ...