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 An archived version of this Briefing is available for playback. ITSMA members with online access may access the archived Briefing by clicking on the "Playback" button above. Nonmembers who purchase the Briefing will receive an email with a link to the archived replay.
While B2B marketers spend millions generating leads, they spend little time, if any, converting those leads into revenue. Lead generation and nurturing have emerged as the most important priority for business-to-business marketers. But in some cases nearly 40-50% of leads passed to Sales from Marketing aren't accepted as actionable for the next stage of the sales engagement. Join Jeff Sands and Kathy Macchi on this Web Briefing to hear strategies and tactics for converting leads to revenue by:
- Engaging prospects to begin and continue interacting with your company
- Capturing and properly managing leads to prevent loss to competitors
- Keeping leads alive and engaged until they are ready for closing
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