The Lowdown: Tips for start ups

This week: Lead Nurturing

20th April, 2013
Liz Smyth is EMEA marketing director, Marketo.

Lead nurturing is the process of building relationships with qualified prospects, regardless of their timing to buy, with the goal of earning their business when they are ready.

Ninety-five per cent of the prospects visiting your website are there to research, but as many as 70 per cent of them will eventually buy a product from you or from your competitor.

Because today's buyers prefer not to engage with sales until the final third of the...

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