“I do precision guesswork, based on unreliable data, provided by those with questionable knowledge to meet or exceed formidable expectations.” -Sound familiar? In the today’s B2B sales world, winning a new deal doesn’t happen without engaging conversations. It…
Response is Not a Lead
Lead Nurturing • March 9, 2010
I saw this in a recent Sirius Decisions Blog post and thought it was worthy of posting on our blog.
“…Too many marketers still treat a “response” like it’s a lead. The simple act of responding to a marketing offer is just that: a response. An inquiry. In and of itself, the act of responding does not signal readiness to move into an active buying process. It never has. If you’re still sending raw inquiries to sales and partners, make 2010 the year you fix that. Our benchmark data proves you will be happy you did…”