2. 1 “Lead nurturing requires lead scoring”
Relying on scores at the outset is NOT the best choice
Monitor behaviors directly - Get some experience with raw
data before creating your first scoring algorithm

3. “The sales organization doesn’t have a role
2
in lead nurturing”
Nothing could be further
from the truth
Sales folks know how to
establish and maintain
relationships and they
already have an
instinctive sense for the
nurturing process -
They can offer valuable
guidance.

4. “Nurturing ends when a lead moves to the
3
CRM system”
Certainly NOT
Although “hot” leads need prompt action to
close a sale, more often than not the
nurturing continues in the sales
organization.

5. “A successful nurturing track never needs
4
to be changed”
Don’t bet on it
The environment changes constantly -
Monitor your tracks constantly and
optimize as required.

6. “Startups or small business don’t need
5
lead nurturing”
Not true!
Nurturing is the best way to
scale when you have fewer
resources. Company size is
irrelevant.

7. “Lead nurturing requires no human
6
intervention because it’s automated”
Nope!
Automation enables huge
productivity gains, but
optimizing nurturing tracks
is a manual process and
requires human judgment.

8. 7 “Nurturing leads doesn’t cost anything”
Completely untrue
Although marginal costs are low, there are
fixed overhead costs associated with any
marketing track as well as optimizing learnings for
future use.

9. GET MORE FROM OUR
EXPERTS AND THEIR EXPERTISE
http://www.leadformix.com/blog