20 years ago the sales lead nurture process was simple, if manual and administratively loaded. Sales people would keep racks of 3×6″ index cards on people they had met. Each week the sales person would manually review the cards and look for reasons to contact the lead (newspaper story, new product information, etc) and send them a note or give them a call.
Today the process can largely be automated and allow those same sales staff to focus on customers ready to buy. [Read more…]