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According to Brian J. Carroll, a reputed lead generation expert lead nurturing is essential and is also an overlooked aspect of the modern day B2B sales process. It provides a way to interact with consumers and also transfers inquiries into qualified leads. He asserts that “Lead nurturing is becoming a hot topic because there is increased competition in every industry. More people than ever are involved in the buying process for a complex sale. Companies are struggling with whether they should generate more leads. But it’s critical to remember that companies cannot afford to ignore customers who aren't ready to buy yet, because there are fewer opportunities, and those customers might buy in the future." Thus we can say that lead nurturing is a conversation and not a campaign. It is best described as a back and forth dialogue. The task is to connect a value proposition with the consumer requirements. The way an organization sells offers a clear indication of the way it will serve the consumer in the future. When companies are selling they have the apt mindset, which is acting as a trusted advisor, one who inquires and is involved with the buying process and they will be successful. Hence, in order to avert losing important leads, it is essential that companies resort to a well-integrated and organized lead nurturing and lead management strategy. Solution providers of integrated marketing services today offers innovative lead nurturing programs that operate on a systematic methodology and operates in the following ways: * Provides a strong value proposition and a complete positioning of the offered service or product * Properly understands the contact’s role, i.e. is the lead an influencer or decision maker * Specified touch points * Helps to find out the contacts likely time frame for buying * Depending on the data collected, the program either rules in or out the lead Lead nurturing campaigns offered by solution providers can be incorporated into the client’s CRM lead distribution system and can be personalized as per the client's requirements. Leading solution providers offer a combination of the following services, depending on client needs: * End-to-end lead tracking and lead management * Timely callbacks to outsourced sales targets * Personalized lead scoring for each and every telemarketing lead * Supplementary email or a direct mail marketing of certain content With a proper lead nurturing strategy in place, you can be assured that no lead would remain unaddressed. The multi-touch marketing strategies provided by service providers helps to keep a regular contact with every prospect and helps to convert the long term opportunities to sales ready leads that is ready to be purchased. Read more about- marketing strategies, Teleprospecting
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lead nurturing, integrated marketing services, outsourced sales, marketing strategies, Teleprospecting,
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