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What is Lead Nurturing?
oracle.com
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Using automation, you can nurture by stage. It is easy to move prospects into nurturing paths based on changes in the lead stage. Through CRM integration, sales reps can see where prospects are in the nurturing journey. Build and send a progression of messages that leads prospects from awareness to education to validation. Contacts in the interest stage should be directed to a program that warms up leads, and information should be collected with each communication to ensure the relevance of future messages. “If prospects haven’t interacted with your company for some time, place them into a re-engagement program that helps determine whether they should remain in your database.” Conversely, if they’re not ready to buy, determine how to re-introduce them to your nurture program. Once prospects are further down the funnel, carefully manage exclusions. You don’t want to send automated emails that duplicate your sales rep efforts.