http://b2bsalespipeline.com/2008/03/07/friday-rant-the-importance-of-nurturing/ The pipeline lifeline for B2B sales Wed, 07 Jan 2009 08:03:34 +0000 http://wordpress.org/?v=MU hourly 1 http://b2bsalespipeline.com/2008/03/07/friday-rant-the-importance-of-nurturing/#comment-5 Derek Grant Wed, 31 Dec 2008 19:21:34 +0000 http://b2bsalespipeline.wordpress.com/?p=22#comment-5 Darin, thanks for the comment. You are absolutely right. After 24 hours forget it -- close rates drop dramatically. The faster the follow-up the better in any kind of sale. Darin, thanks for the comment. You are absolutely right. After 24 hours forget it — close rates drop dramatically. The faster the follow-up the better in any kind of sale.

]]> http://b2bsalespipeline.com/2008/03/07/friday-rant-the-importance-of-nurturing/#comment-4 Darin Dixon Wed, 31 Dec 2008 19:06:35 +0000 http://b2bsalespipeline.wordpress.com/?p=22#comment-4 With regards to new web leads, research is pointing towards immediate responses by sales or marketing by phone. There are some cases where you won't want to call immediately but for the most part, if your first impression is in line with your prospects interest, you need to call them immmediately. Contact rates and even qualification rates drop dramatically in both b2b and b2c if they are not called, according to a recent study by MIT and Kellog. With regards to new web leads, research is pointing towards immediate responses by sales or marketing by phone. There are some cases where you won’t want to call immediately but for the most part, if your first impression is in line with your prospects interest, you need to call them immmediately. Contact rates and even qualification rates drop dramatically in both b2b and b2c if they are not called, according to a recent study by MIT and Kellog.

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