You need to deepen your relationship with prospects over time, interacting in a variety of settings, learning more about each other's needs and capabilities while progressing seamlessly from one interaction to the next. And you need to know when to commit more resources to the relationship as well as when to pull back and give the prospect some space.
In the B2B marketing world, this "dating" process is called lead nurturing, defined as the process of building a relationship with qualified prospects who are not yet sales-ready, regardless of budget, authority, or timing - and of ensuring a clean hand-off to sales at the right time. Just as in dating, lead nurturing can be described with defined stages, including:
* The Introduction
* The First Date
* Dating
* The Proposal
* The Wedding
Labels: B2b Business, B2b Portal News
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