How Lead Nurturing Helps Sales

How Lead Nurturing Helps SalesThe majority of articles on lead nurturing are written from a marketing perspective. The benefits of lead nurturing for sales are rarely highlighted. Let’s take a moment to discuss how lead nurturing helps sales.

Three key benefits of lead nurturing for sales:

1. Aligns the timing of a buyer and sales
2. Builds trusting relationships between sales and the buyer
3. Increases sales productivity

Most top performing sales people would agree success comes from being in the right place at the right time and through relationships with prospects and customers. Additionally, few would argue that success comes from being productive and focused on important deals. Lead nurturing technology is a natural fit with how sales people are successful and complements the selling process.

Here’s what analysts say on how lead nurturing helps sales:

What analysts say:

  • Companies that excel at lead nurturing are able to generate 50% more sales-ready leads at 33% lower cost per lead – Forrester Research, Inc.
  • Companies that excel at lead nurturing have 9% more sales reps make quota, and enjoy a 10% shorter ramp up time for new reps – CSO Insights
  • Six months after inquiring, 23% of the surveyed subjects had bought the product or service, from the promoter or from a competitor. An additional 67% indicated that they still intended to buy but they were not ready – Sales lead expert, Mac McIntosh.
  • Nurtured leads produce, on average, a 20 percent increase in sales opportunities versus non-nurtured leads – DemandGen Report.

Let’s look at a specific use case on how lead nurturing helps sales. Without lead nurturing sales people must manually keep track of follow up. When they follow up they’re leaving multiple voice mails and emails in an effort to “touch base”. Sales people really want to know if the prospect is ready to buy. Sales people get burnt out and frustrated and often alienate potential opportunity by subjectively cherry picking only the best leads.

With lead nurturing prospects are automatically sent relevant and personalized content on behalf of a sales person. With the help of lead scoring and website visitor tracking technologies sales will know when a prospect “raises their hand” and is ready to speak to a sales person. Lead nurturing technology helps sales by framing discussions in the buyer’s mind and separates you as a trusted advisor vs. another annoying vendor dialing for dollars. Your buyer’s will feel a sense of gratitude for staying in touch and helping them make a more informed decision.

Additional resources:

  • Lead nurturing campaigns compared with traditional email marketing campaigns
  • Getting started with lead nurturing

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