How to nurture leads? And know what they care about.

Sales leads; lead management; rocketbolt; sales; sales process
These little ones need nurturing to hatch. Just like sales leads!

It was Monday morning. I had a rather busy weekend, ferrying kids around to all their activities (music, football, squash), managed the rugby tournament of the age section I coach and many other weekend errands. And I was suffering from Monday morning blues. I was taking a new tech company to market so a substantial portion of my time was invested in prospecting. Looking through the list of prospects I engaged with in the past few months, I was annoyed to realise there was a lot of companies we dealt with but didn’t keep in touch with. There wasn’t a marketing automation in place (yet). And as timing is key in sales, I wished I’d knew which ones had engaged with my content since our last conversation so to know which one I could go back to. For a lot of these companies, what we did made sense but it wasn’t part of their priority when we first talked.  As always, timing was part of the essence…

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