“The majority of leads you generate are not ready to be approached at the time they come in. You need to nurture, feed and develop them first”
For me, Fergus really had an eye opener here. I dare say that many organizations do not (enough) think about this. Organizations should encourage their sales teams to ask themselves the question: is this lead ready to approach? Of course, this question can also be asked to the marketing team, in a different form: is this lead ready to be forwarded to the sales team?
Often it is wiser to classify and categorize the lead into a certain area and level of interest, than to approach the lead directly for a sale. First determine the nature of the lead. This way you know how to 'warm' the russia mobile phone number list lead further. For example, you can keep a person who has downloaded a whitepaper about email marketing entertained for a while with interesting pieces of content on this topic.
And the more information you have about that person, the more targeted you can approach that as an organization. If person A works at an organization that mainly focuses on charities, has about 200 employees and mainly has trouble attracting new donors, you know that you don't have to send content explaining how small teams can use email marketing to bring back departing customers. So targeting plays a big role here too. And that is exactly why it is so valuable to collect data.
Photo courtesy of Fotolia.