The secret to successful lead generation, and in turn marketing, in the business-to-business space today is process. This process, that converts more inquiries into qualified leads and qualified leads into sales, is called lead nurturing.

East Coast Lead Generation Summit wrap-up: Why You Should Never Classify Leads as Hot features some of the information presented during the 14 sessions at the East Coast Summit in DC. InTouch CEO Brian Carroll was one of the speakers featured in the article by Anne Holland, president of MarketingSherpa.

Are you sending inquiries or qualified leads over to your sales team? 90% of the companies that I work with (I talk with hundreds each year) lack a clear definition (especially between marketing and sales) of what a sales lead is.

InTouch VP of Sales Don Wright was interviewed by Barbara K. Mednick, Star Tribune sales and marketing. Republished with permission from Star Tribune sales and marketing. This article was originally published on Friday, May 28, 2004 in the Star Tribune WORKING section.

Research shows that longer-term leads (future opportunities) often ignored by salespeople represent 77% of potential sales! With lead nurturing, you will maintain mind share and build solid relationships with economic buyers.