SUMMARY: At the beginning of the lead gen process you most likely simply ask a lead to "raise their hand" and request more information. At the end, the prospect is ready to hand off to Sales. The long middle portion -- lead nurturing -- is how the lead proceeds down the path to becoming a converted customer.
This how-to article covers all three parts of the lead process: Demand generation, lead nurturing, and passing the lead on to Sales. Read on for five lead nurturing tactics that help turn that initial "raised hand" into a sales-qualified lead.