In our industry (small business computer consulting), so many people waste so many leads that they assume are dead… simply because the prospect didn’t buy after one or two follow-ups.

When a small business owner or manager is making a $10K-$25K/year IT outsourcing decision, there’s ALWAYS a sales cycle… unless you happen to show up the day after a tornado or hurricane or flash food has hit their office.

I especially like your advice on managing a CONSISTENT lead nurturing campaign.

Aged leads are like a fine wine… they get better with age.

Thanks for the great post and reminder about best practices.

Joshua Feinberg