Sales cycles are getting longer, according to the B2B Marketing Benchmark Report, and nearly half of marketers say that’s the biggest challenge they’re facing right now. However, lead nurturing can transform this challenge into an opportunity to drive more sales.
All you need to do is give your prospects the information they need when they need it to confirm that they’re making the smartest purchasing decision. After all, as Brian Carroll noted in this interview (timestamp 16:48), most selling happens when your sales professionals aren’t there. Lead nurturing can give the champions in your prospect organizations the knowledge to do the selling for you.
Learn more in this two-minute video, the fourth in a series I developed for a leading IT organization to teach their channel partners about lead nurturing. My purpose was to make the concept easier to understand and accessible.
Here are links to the first three clips:
What additional advantages of lead nurturing can you think of? I welcome your ideas and insights.