Sometimes sales reps can be so focused on nurturing and selling that they end up smothering their leads. As a result, leads that might have once been engaged will disappear – unsubscribing from emails and ignoring calls. To prevent this, reps should take the time to understand their prospects (what they’re interested in and where they are in their buying journey) to better meet their needs. In this article, Bianca Collings at Skipio shares three tips for how sales reps can more thoughtfully, and effectively, nurture leads.
