On top of all that setup, most marketers are starting out with the leads from their CRM (customer relationship management) or homegrown databases, which may be poor in both quality and quantity. That means that even when they get up to speed on their new stack, they’re not going to have a lot of fuel to drive it.
With only a small fraction of your lead base active at any particular time, it doesn’t matter how much nurturing you’re doing. If your B2B prospects aren’t ready to buy, you can’t force them to buy. And when they’re not buying, well, that’s when sales pressures marketing to deliver more leads — completely ignoring the entire reason the organization committed to an MAP.
Prepackage Leads, Prepackage List
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