So you’ve launched an inbound campaign and started to attract good leads. That’s great, but it’s just the start. Now you have to keep those leads happy, while gently leading them through the buyer’s journey to sales-ready qualification. If your sales cycle is a long one that’s not always easy.

Sending leads inappropriate content and interrupting them with unsolicited sales calls is increasingly ineffective. Instead, to increase close rates, avoid wasted sales time and reduce …

Read the whole story at http://feedproxy.google.com/~r/KISSmetrics/~3/8Nyhs7F9jtw/

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