Many people consider marketing automation lead nurturing to be something that’s done BEFORE selling and that the two processes should be separate from each other. However, in our new free, comprehensive white paper, “Should You Nurture While Your Sales People Are Selling?” we explore four scenarios in which doing both at the same time is not only beneficial, but may also help increase revenue and streamline your campaigns.
Create a Marketing Automation Lead Nurturing “Safety Net”
It’s just a fact that sales departments have a high rate of not following up on leads for whatever reason. This could be something as simple as the rep being away for vacation or simply not working at the company anymore.
Or, it could be due to the rep concentrating on bigger leads and leaving what he/she considers to be less significant leads on the back burner.
For whatever reason that a sales rep doesn’t follow up with a lead sent to them by Marketing, it’s important to create an agreement between Sales and Marketing that states, for example, if a lead isn’t followed up within X amount of time, then it automatically defaults back to a marketing automation lead nurturing campaign.
Doing this ensures a kind of “safety net” that prevents leads from falling through the cracks due to inattention.
Sales Can Take Over The Nurture-While-Selling Process
Besides the four scenarios in which nurturing-while-selling is beneficial (discussed in the new report) it’s also beneficial for Sales to, at times, take over the nurturing process themselves and have control over it.
To find out more about nurturing-while-selling as well as the benefits of having Sales take over this process, download the free report, “Should You Nurture While Your Sales People Are Selling?”now.