In an ideal world, we all want short sales cycles are fast conversions. Unfortunately in the real world leads have to be nurtured so that when the need arises, you are at the top of a potential client's mind.
Every business venture wants leads but are you planning an effective lead generation campaign?
It's all about flexibility, baby! Clients have different needs at different times. It's hard to expect someone at the beginning of a sales cycle to be the same as another who's at the tail end. Sometimes going with an aggressive sales pitch will work against you based on the specific context and you may just lose a potential lead for good.
The key for effective implementation of a B2B lead campaign is to understand how potential clients choose their suppliers. Once you do this you can catch their attention early with relevant information that seeks to solve their problem. From here you guide them along by gradually introducing more detailed content.
This eventually steers potential clients towards a purchasing decision.