The document discusses the issue that 80% of marketing leads given to sales are often neglected due to time constraints, especially with less engaged leads. It emphasizes the importance of a structured lead nurturing process to improve closing rates and outlines five key strategies for effective lead management. These strategies include understanding the prospect's role, gathering relevant data, and making informed decisions about lead qualification.

1. LEAD NURTURING
There's an assessment that 80% of marketing leads given to Sales are not acted upon.
Why? Very frequently, the sales representative essentially do not have time to “work” the leads – particularly those with a 'B' or 'C'
categories of leads (prospects who are not prepared to appear their interest).
To avoid losing leads, you need a disciplined and well-mannered lead nurturing and lead management procedure to follow. Below are
five key points of our Lead Nurturing Approach which endeavours to over-qualifying nurture leads to achieving higher closing rates:
1. Strong and intellectual esteem recommendation, overall situating and portrayal for advertised product or service.
2. Understanding the part of the prospect: Is the prospect a Decision Maker or Influencer?
3. Specified Key Points.
4. Obtain the prospect's interest or likely time frame for purchase.
5. Finally, based on data gathered, either Rule In or Rule Out the lead (or for the last mentioned, Reconstitute a lead nurturing strategy).