SugarBush Media Solutions Blog

Many organizations relay on sales to generate and qualify leads. The problem is, sales is sifting through leads and looking for best opportunities to close this month, or quarterly quotas. 

As time passes sales has far to many leads to do the proper follow up and nurturing. Many of these nurturing opportunities are lost due to the fact that sales does not know when the lead is ready to buy.

Lead nurturing programs assist the marketing and sales functions  to do the following:

• Reduce sales time spent on dead end leads
  
• Significantly increase the quantity of A-B leads
  
• Predict monthly and quarterly sales quota
  
• Gain visibility into their sales pipeline
  
• Free up sales from lead generation and cold calls
  
• Deliver predictable return on the marketing spend 

Typically 25% of all incoming leads are not qualified, nurturing systems are designed to automate this process. Additionally 25% of leads are ready to buy and should be passed to sales. Nurturing programs can help sales in this process as well, feeding relevant content to move the prospect through the buying cycle.

 Now we are left with 50% of the leads that need to be nurtured. Properly nurtured leads can be future A-B leads for sales.

Visit our resource center with all of our Marketing Management Solutions to download our white paper Lead Grading 101.

Mark Parent

mparent@sugarbushms.com