Using White Papers for Lead Generation

lead nurturing program. Do you qualify leads before sending them to your sales team? After doing numerous lead qualification programs, we have found that only 5 to 15 percent of those who download white papers are truly educational content of any kind, it's important to followup with a human touch; namely, followup phone calls. During each call your goal is to be a trusted advisor, and not simply focused on whether they are ready to buy. Ask why they downloaded the white paper. What questions were they hoping to get answered and how else could you be helpful? Can you send them other relevant and educational content? As noted in " Del.icio.us | Digg | Yahoo! My Web | Furl InTouch Inc. InTouch is a 50-person company focused on delivering effective lead generation solutions for "the complex sale." Brian authors the very interesting

Suggest a Correction

Found an error or have a suggestion? Let us know and we'll review it.

Your Name *

Your Email *

Correction Details *

Submit Correction