B2B How-To: 5 lead nurturing tactics to get from lead gen to sales-qualified

©IDG Communications, Inc. Photo contributed by Matthew Mikaelian.

Marketing Sherpa, 4/28/11

At the beginning of the lead gen process you most likely simply ask a lead to “raise their hand” and request more information. At the end, the prospect is ready to hand off to Sales. The long middle portion — lead nurturing — is how the lead proceeds down the path to becoming a converted customer.

This how-to article covers all three parts of the lead process: Demand generation, lead nurturing, and passing the lead on to Sales. Read on for five lead nurturing tactics that help turn that initial “raised hand” into a sales-qualified lead.

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