How Much Lead Nurturing Is Enough Lead Nurturing To Drive Results?

November 1, 2016 Mike Lieberman, Chief Inbound Scientist

Practicing Inbound Marketing Means Understanding Not All Leads Are Created Equal

Some of the leads you get are ready to talk to one of your salespeople right now, but let’s be honest, most of your leads are NOT interested in talking to you right now. In fact, about 90% or more of the leads you generate from inbound marketing are going to be top or middle of the funnel. Keep in mind the actual concept of the funnel: more leads at the top, fewer at the bottom.

The question then becomes, what do we do with all those leads at the top and middle of the funnel? I’m telling everyone these are good, qualified, high-quality leads — they just don’t want to talk to anyone yet! Since we don’t want to throw them away, ignore them or treat them as anything other than a potential future customer, we should nurture them.

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