3 Reasons Why Lead Nurturing is so Important to B2B Prospecting

If you are not familiar with “Lead Nurturing” it is the business process of setting up a system to maintain contact with potential customers with information offers to educate prospects about your product or service. This is a very basic definition. In a sense, Lead Nurturing is not new. If you were a sales rep in decades past, you may  have had a sales manager that insisted that you setup a “tickler file” and stay in contact with your sales…

Winning at the top of the sales funnel / Getting Enough Appointments to Drive Sales

B2b Lead Generation and Appointment Setting means winning at the top of the sales funnel. Winning at the top of the sales funnel means coordinating people, systems and content to get your story into the minds of your prospect audience so they are persuaded to have a conversation with you (an appointment.) Sounds pretty straight forward doesn’t it?  You have a bunch prospects out there that have never of heard of you and you are going to change that by…

Lead Nurturing & B2B Appointment Setting

A recent project highlighted the importance of Lead Nurturing and getting more appointments. To provide some background, PPS started incorporating Lead Nurturing via email into the projects we do last year We use an AppExchange Product called Lead Follow Up and as we accumulate email addresses from the calls we make, we then put the person into the Lead Nurturing campaign and the person gets an individualized email each week after that (we typically run on a 20 week cycle.)…