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Nurturing leads in a technology sales cycle

According to Marketing Sherpa, 79% of marketing leads never convert into sales. Lack of lead nurturing is the common cause of this poor performance.

Regardless of whether you use an Excel spreadsheet or an automated system, lead nurturing is all about maintaining an active relationship with a lead until he or she is ready to speak with sales.

So how can you do this?  Regular communication goes a long way, especially if it’s information that leads will find useful.Lead Nurturing

Marketing Sherpa’s research has identified that email newsletters prove to be the most valuable method of nurturing leads, with white papers and thought leadership articles coming in behind.

Regardless of what method you use, the key is to maintain consistent communication over the long term.

Do you send out a regular email newsletter?  I can help, from creating an editorial calendar to writing articles.  For more information, contact me at 905-439-9340 or  And please sign up for my newsletter.


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