Trying to bring in leads and eventually close a deal is one of the hardest aspects of a business. Without prospective leads, there wouldn’t be any possibility for your business to grow and for your company to make a healthy profit or ROI. But, when it comes to leads, one must tread lightly. There are several stages to the lead-nurturing process, and if you don’t handle each stage with care, you could risk losing the potential client at any point. Therefore, your sales team needs to work very hard in order to make sure that a lead can be brought through each stage successfully.
Lead Nurturing Through The Stages of the Sales Cycle
In this series, we’ll discuss the five different stages of lead-nurturing in depth. While some companies may not use exactly five stages themselves, these present a good starting point if you’re rather new to the sales process. Of course, throughout all of these stages, it’s important to understand how marketing automation can play a vital role in achieving your sales goals more quickly:
1) Marketing-Qualified Lead
A marketing-qualified lead is a lead who has made it to the first step of the sales process. They’ve gotten here because they’ve come across your company perhaps through a recommendation or an advertisement. Maybe it was a social media post or an internet search. With Mission Suite, this is really easy to determine this because you can gather data on how much a person has interacted with your business. From this information, you can utilize the lead-scoring function to rate your leads based on this information. Those at the top are your marketing-qualified leads that are ready for the next step, while those at the bottom of the list can be left on the backburner until they’ve engaged more.
Either way, it’s safe to center in on this lead because they evidently feel that they may need your expert services or products in some capacity. They just might not know how much they need it, yet! Your goal, then, is to get them to give you their specific information so you can move forward.
2) Sales-Qualified Lead
After the marketing-qualified lead gets moved through that first stage, they will land in the second stage of the lead-nurturing process. This stage is where they become a sales-qualified lead. Before this, they were only qualified as a person you could simply market to further. But now, you can actually make attempts to sell to them because you have their information, which you’ve likely gathered through an of “opt-in” form. They are not a paying customer yet, but they are certainly much closer to becoming one. To do this, you’re going to have to encourage them to talk to you “face-to-face.”
3) First Conversation
You wake up one morning to a message in your inbox. One of your sales-qualified leads has gotten in touch with you to ask you a question! Perhaps they saw an ad for one of your products or they’ve received an email in their inbox from a marketing campaign you’ve targeted at them. Now, they can’t put it off any longer. This is a chance for them to see if you’re merely a good fit for them, before going forward.
This might not be a long conversation, but it’s certainly something. It’s also a good opportunity for this lead to learn more about you. Are you nice and considerate and interested in helping them, even though you’re not getting paid for it right now? Or, was it hard for them to hear back from you and/or get the support they needed and now they no longer want to continue pursuing your company? This first conversation may not be a serious one, but that doesn’t mean it’s not important! If you’ve brought the lead to this stage, you’re doing well.
4) Pitch Meeting
Congratulations! Now is a time for a little celebration (not too much, though). Your sales-qualified lead has decided to have an actual conversation with you, beyond your initial exchange. This is a chance for you to put your lead-nurturing skills to the test. First, you’ll set up a meeting using a scheduling tool, which Mission Suite provides. Then, when the time comes, you’ll assess what their needs are and ultimately demonstrate to them that you are the solution to their problems. You’re here to listen but to also make them realize that they really will benefit from your expertise. Your pitch meeting might be a demo, a sales meeting, a discovery call; whatever it is, it will depend on your business. But, no matter what a “pitch meeting” translates to mean for you, it’s time for you to pitch everything you’ve got to this person, while also making time to listen and answer any questions they may have.
5) Verbal Confirmation
If your pitch meeting went well, then you’ll likely make it to the last stage of lead-nurturing. Now, it’s time to close the deal. Your lead has told you that they want to move forward, and now it’s time to finalize that decision. The “finalization” process will also be different from one company to another. But, in general, it’s a time to sign contracts and discuss what comes next. Maybe you will set up a schedule with your client, or talk about how payment will work. Many business owners may be so excited at this point, that they forget there’s still work to do. Remember, there’s always a chance that this lead could back out after everything you’ve accomplished! Therefore, stay focused and professional.
Sales Stage #1: Lead Nurturing Marketing Qualified-Leads
A marketing-qualified lead is a lead who had made it to the first stage of the five-stage sales cycle. They are considered marketing-qualified because they are more likely to become a customer, at this point, than anyone else who is essentially surfing the internet and has come across your business. An MQL is determined based on this person’s interaction with you as a company. Perhaps you don’t know enough about them yet, but they certainly have an idea about who you are!
But, don’t get too excited. There’s still a lot of work to be done. Companies may recognize hundreds of marketing-qualified leads each day (if this is you, then you’re doing really well). But, it’s what your company does from this point on that will set the foundation for whether or not this lead will make it through the entire sales cycle and ultimately become a customer.
How a Lead Becomes Marketing-Qualified
There are several ways in which a person can become a marketing-qualified lead. And, a lot of it has to do with when you decide that a lead has become marketing-qualified. In general, though, a person becomes a marketing-qualified lead when they’ve given you some type of information about themselves.
Sometimes, that information is in the form of an email address which they have given you because they were required to do so when signing-up or opting-in to your email list.
But, in many cases, you’re not even there yet.
Instead, in this stage, you may not know any more than the person’s name. That’s because a person can become marketing-qualified just be engaging or interacting with you in some way. This can be through social media posts when they like or comment on a post you’ve made or they’ve engaged with an ad you’ve created. Or, they’ve downloaded a freebie from your site. Whatever it is, when someone engages with you, Mission Suite will make sure that you know about it.
How to Bring in Marketing-Qualified Leads
If you’ve just started your business or if you’re trying to take a new approach to sales, it’s helpful to have some tips about how to bring in a marketing-qualified lead. Preliminary lead nurturing has to happen before someone can even make it to this stage in the sales cycle, so, it’s important to realize that you can’t really create a marketing-qualified lead yourself.
What you can do, though, is put forth a strong inbound marketing strategy, that will aim to bring these leads to you. And, remember, you don’t need to worry about manually writing down the name of every single person that interacts with your company, because as long as you have Mission Suite, that will all be automatically taken care of.
Here are some ways to use inbound marketing that can lean to marketing-qualified leads:
- Create Facebook or Instagram ads (if it’s fitting for your business).
- Offer a freebie on your website that people can download, like an ebook or whitepaper.
- Create lots of valuable content, including videos, photos, articles, etc.
- Share content on social media, but also have a comment section on the post itself.
- Require readers to sign up if they want to read more of an article on your site.
- Guest post on websites that already have large followings.
- Start a friend-referral program in which your current customers will get a discount.
- Host a free webinar or do a live stream.
Tips on Nurturing Marketing Qualified-Leads
Once a lead has made it to the marketing-qualified stage, you’re going to have to put your lead nurturing skills to the test. This is to ensure that they don’t walk away. At this point, the goal is to get more information from them that you don’t already have. If you know their name but you don’t have their email address, you’ll need to nurture them. If you have their email address but you want their phone number so you can cold call them, you’ll need to nurture them, too.
Here’s how:
- Give them as many opportunities as possible to give you more information. Create more click-funnels, more workflows and more email marketing campaigns (if you already have their email) to bring them one step further.
- Create more call-to-action areas on each piece of content you publish.
- Don’t let MQL go too far on your website without providing you with their information.
- Reach out to them. If you see they’ve been liking your content, send them a private message (but be sure to ask first!)
- Interact with them as much as possible. If they ask a question or make a comment on a social media post, tag them and write a reply!
- Give them offers they can’t refuse. Free discovery call? 50% off? If they’ve been engaging with you thus far, they will see these offers and likely take advantage of what’s available. Of course, after they’ve given you the information you want.
The Next Stage of the Sales Process
If you’re successful at lead nurturing your marketing-qualified lead, then hopefully, they will go onto the next stage of the sales cycle. That is the sales-qualified lead stage. When they make it to this point, you’ll be that much closer at closing in on a deal. But, only if it turns out you both fit each other well.
How do you know that an MQL is ready to become sales-qualified? Even if you create your own criteria, it can be hard to keep a close watch on each MQL you have. Luckily, Mission Suite can help you make this determination by using our lead-scoring feature, to help you rank an MQL compared to others. If they are near the top of the list, then it’s time for them to be transitioned into the next phase.
Sales Stage #2: Lead Nurturing a Sales-Qualified Lead
In order for a sales team to close on a deal, they’ll have to put forth an organized marketing effort. To do this, they may resort to a somewhat standard sales cycle, which has various stages that each one of their leads can go through before the transaction takes places. As long as each lead gently goes through each stage, the chances of your company making a sale are that much higher. If you read our last article, we discussed the first stage of the sales cycle, which involves nurturing a marketing-qualified lead, or MQL. Once you’ve succeeded at nurturing a lead through this stage, then the goal is for that lead to make it to the next stage, which is when they become “sales-qualified.” Until this point, this lead is certainly interested in your products and services, but now, it’s time to build on that a little bit more.
How a Lead Becomes Sales-Qualified
A lead becomes sales-qualified when they’ve given you enough information so you can make a definite determination as to whether or not they meet your company’s specific demographic criteria. This means that you’ve found out more than just their name, but also perhaps their company and/or job, their location, their age, a little bit about their background, and ultimately, why they would be interested in your products and services. In order for this to happen, you have to decide what this means for you. Prior to this stage, the lead has been engaging in some way, indicating that they are interested in what your company is offering. But now, you need to know if they are the right fit for you based on whether or not they fit your intended demographic.
How to Create a Sales-Qualified Lead
If you’ve been in business a long time, there’s a good chance that this sales cycle has become second-nature to you. But, that’s not the case with everyone, especially people who want to try a new approach to making a sale. Once you have your marketing-qualified leads singled out, you’ll have to narrow down that list and personalize your marketing efforts. Then, you can take this group and nurture a sales-qualified lead:
- Get them to provide you with more information by giving them something they have to sign up for in exchange for that information. This could be a mailing list, newsletter, or a valuable piece of information they can download. It can be for access to a video series or podcast series. Or, if you publish content on your site, set it up so they have to sign up in order to have access to the entire article. It could also be something along the lines of a 30-day free trial for whatever it is you’re offering.
- Create a sales funnel using workflows. Once a person becomes an MQL, they should receive some kind of welcome email, inviting them to set-up a meeting.
- Strengthen your email marketing efforts overall. Use email personalization techniques to help bring them in.
- Create a webinar series that they must sign up for to enter.
- Host a free offline event in your local area.
Tips on Nurturing Sales-Qualified Leads
When you create and eventually nurture a sales-qualified lead, certain things will happen. Some may continue on in the sales cycle. Others may decide that your company isn’t a good fit. Likewise, you will also have to determine whether or not they are a good fit for you. When you get their information, you can use Mission Suite to organize and rank leads based on that information. For instance, if your target demographic is women ages 25-50, then Mission Suite will automatically sort those out for you after you set that up. But, that doesn’t mean you have to ignore those who don’t fit this category; you can experiment with second-tier leads later.
Either way, the next step and the main goal of this stage, is to get these leads to have an initial conversation with you. To do this, you have to nurture them. They are at a very sensitive stage in the sales process now. And, what you do will determine whether or not they decide to have that conversation:
- Make it easy for them to have a conversation with you. Make sure your available on many different platforms, throughout many hours of the day. To manage this, you’re likely going to need to hire some help in this department.
- Try to have at least a 95% response rate on Facebook (if that’s where you are). This will make people more inclined to talk to you in the first place.
- Create a booking page so that they can easily schedule a meeting with you. Mission Suite allows you to do this while keeping all of your appointments organized.
- Be strict with how much you allow a sales-qualified lead to get information from you, without scheduling a meeting first. It’s okay if they ask you a few questions (that’s the idea). But, if they want to know specific details and they are taking up a lot of your time, encourage them to schedule a meeting.
- Listen and try to find out what problem they are having that they want to fix. Tell them about the several ways in which your products and services can be the solution. There’s no need to discuss the finances just yet.
- Keep your conversation to a minimum in order to encourage them to book another meeting. And, so you’re not giving them too much information for free. Thirty minutes is good if it’s a phone call or video conversation.
- Remind this lead that there is absolutely nothing to lose (and everything to gain!) by having a conversation with you.
The Next Stage of the Sales Process
Let’s say you’re successful at lead nurturing a sales-qualified lead. Then, the natural next step is for them to continue through the sales process and complete that first conversation. Though each company will have their own approach to this, it’s good to have these guidelines available. This way, you can find out how this process works best for your company. The next step will be your chance to really start to sell to them, and if you’ve made it this far with them, the chances of you closing on a deal are looking that much brighter. At this stage, you may find that some people are at a stand-still with their decision about going forward. Luckily, Mission Suite allows you to start and stop automated follow-up campaigns. This is so they can take their time and you can go forward with leads that are more qualified.
Sales Stage #3: Nurturing Leads After The First Conversation
If you’ve made it to this stage of the sales process, then you can be very proud that you’ve gotten this far with a lead. Now, you’re more than halfway there, almost at the finish line to closing the deal. At this point, there’s a very good chance that you’re going to make a sale, as long as you don’t do anything drastic to turn this lead away. That’s not to say, though, that you can take a break. Even the most qualified leads can back out at the last stage. But, here, your leads will have a chance to get to know your “brand” — to see if they can really relate to what’s behind the scenes of your products and services. Therefore, you need to choose your words wisely. This way, you’ll become an expert at nurturing leads after the first conversation.
What Defines the “First Conversation?”
The “first conversation” isn’t rocket science or too complex. It’s just as it sounds. It’s the first time you talk to your lead about your products and services and carry that conversation all the way through. In some cases, you may be lucky, and it may end in a sale right away. In most cases, though, this initial conversation will merely open the door to the next stage of the sales cycle. This conversation may not be a long one. It may not even be face to face. But, if the quality of the conversation is rich enough, then you’ll have done a good job. The idea is to get you lead to leave the conversation debating not whether or not “if” they are going to buy, but when.
How to Initiate the Conversation
There are several ways to initiate that first conversation with your sales-qualified lead. In fact, most of the time, your lead will be the one to initiate the conversation with you. If you’ve done your job well up until this point, then this lead may send you an email (perhaps as a reply to a personalized email campaign you’ve sent them), a Facebook message, or even take you up on scheduling a video chat or phone call. Maybe, depending on the nature of your business, this conversation will even take place through text message. Sometimes, though, all that engagement expressing interest, and even providing you with personal information, isn’t enough for this lead to contact you on their own. Therefore, you’ll need to be the one to make the first move, without scaring them away. Luckily, there are several ways to do this so that you can achieve the goal of nurturing this lead further:
- Use the phrase, “I noticed…” For instance, “I noticed you’ve signed up for our webinar. Is there anything I can help you with?” This sounds casual and gentle and not too forward.
- Try a casual compliment. People love compliments, as long as their genuine. Ex., “Hey, I saw that question you asked on our Facebook post. That was a great question…”
- Give them the “sneak peek” on something your company will soon be offering, and tell them that you thought they’d be interested. (Bonus points if you offer a discount as well.)
- Ask what their incentive was for signing up for whatever it was that made them a sales-qualified lead.
- Tag them in a post on a topic you’ve seen them engage with frequently.
- Just say, “Hello!”
Tips on Nurturing Leads After the First Conversation
Sometimes, you’ll have a great initial conversation with a lead. Everything went well, you had good chemistry going, and they seem really interested in what you have to offer. But, many times, unless they take it upon themselves to follow through, it can be easy to lose them. Remember, you shouldn’t be diving into making a sales pitch to them just yet, but rather, informing them of why they should consider inquiring further. This is why you need to stay close and continue nurturing leads after the first conversation:
- Ask them if it’s okay to email them a summary of whatever you spoke about during the initial meeting. Make sure that email is personalized but also has various (appropriate) CTAs.
- Reach out to them with a follow-up email after a few days. You can use Mission Suite to set this up automatically, not just at this stage of the sales cycle, but others.
- Don’t leave that initial conversation until you get them to set up a meeting together. Simply ask them when they are available to do a demo, sales meeting, or solutions meeting, but make sure you’re transparent about it and let them know how long it will take.
- Remind them that they have nothing to lose by doing a demo with you. Make sure you are aware of this, too.
- Send them a direct link to your booking calendar. Mission Suite makes this easy with an integrated booking system.
- Depending on your company, offer them a one-time discount if they decide to forward now. Be careful with this by gauging your client and how interested they seem to be in your products or services.
- If they seem hesitant, ask them what their concerns are. Have strategies available to help them feel more comfortable, despite those concerns. This may require some flexibility on your part.
The Next Stage of the Sales Process
Getting to the point where you can have this initial conversation is one of the most difficult parts of nurturing leads through the sales process altogether. It’s human nature that allows us to make better decisions only after talking with another human being, first. And, at that moment, it’s easy to make judgments quickly. If you succeed at completing the initial conversation with this lead, the next step – or stage – is for them to accept a pitch meeting with you. (Again, some leads may make a purchase from you right away.) The next step, depending on your business, is for them to agree to join you in a pitch meeting, ideally to see exactly how your products and services can, and will, help them improve their life or their business (or both!).
Sales Stage #4: Nurturing Leads After the Pitch Meeting
Sales teams who are consistently successful are as such because of their commitment to a proven process. Being committed to a structured cycle in which you can nurture a lead each step of the way will naturally help companies close on more deals. A standard sales cycle, though it may vary from one company to another, generally consists of five stages. Sales leaders who carefully nurture their leads in each of these stages will be able to repeat the cycle with new leads again and again.
At this point, you’ve already nurtured your lead through the first three stages. You’ve completed your initial conversation with them. And, after briefly introducing them to your products and services, you’ve encouraged them to agree to a pitch meeting. With Mission Suite, you can move this person through your rankings and workflows once they’ve made it to this stage. And, companies who have made it to this stage of the sales cycle are very close to making a sale.
However, it’s important to recognize that a pitch meeting always has the potential to go in two completely different directions, and if you lose your lead here, there’s a chance you may lose them for good. Being able to continue nurturing leads after the pitch meeting is crucial to your profit potential.
What Defines the “Pitch Meeting”?
A pitch meeting is a conversation that happens between the lead (or, rather, the potential client), in which you pitch them on your products, services, or solutions that your company provides. This could be a simple conversation or it could be a complex demo, solution discussion, or in-depth sales meeting. This is when you have to really convince this lead that they need your products or services to fix a problem they’re having or to improve their situation. This is the time to finally sell them hard and ultimately negotiate contract terms. Because of how crucial it is, the pitch meeting is something you should have more than enough time to prepare for. To give yourself that time, utilize Mission Suite’s integrated booking calendar.
How to Have a Successful Pitch Meeting
Before you can celebrate closing a deal, you need to actually make it through the pitch meeting, first. Even though you’ve already talked briefly with this lead, they still need a bit more convincing before they bite the bullet. To do this, you must ensure that your pitch meeting goes well:
- Perfect your elevator speech. It may seem cliche, but this lead wants to know exactly what’s in it for them, without all the sugar-coating.
- Send out a reminder to this potential client 24 hours before the meeting. Mission Suite can help you do this easily.
- If you’re doing a demo, make sure you run a test on the equipment before the meeting starts.
- If it’s a demo, let the potential client participate as much as possible. This will introduce them to what it will feel like to have your services.
- Remember to ask the potential client what problems their having and how they want to improve that. You should be able to directly tie your products and services to their needs.
- Get appropriately personal. Ask questions. Tell stories. This helps build that relationship and trust between you and the client.
- Have stats, charts, and case studies available (if applicable) to help sell the client. Testimonies from other clients can help, too.
- Gently discuss what you offer that the competition does not.
- Highlight any money-back guarantees you have as well as any discounts available.
Tips on Nurturing Leads After the Pitch Meeting
By the time you make it to the end of the pitch meeting, you should have a very good idea as to whether or not this lead is going to commit or not. Yet, there is still a bit more work to be done.
It’s necessary to continue nurturing leads after the pitch meeting by clearly answering any questions they may still have before giving you a “yes.”
This is in order to make sure they don’t scoot away at the last minute. That they are absolutely sure about their decision. Some of these questions you may be able to answer right away. But, if you can’t, make sure you get back to them within a day. People usually aren’t comfortable making any type of financial commitment unless they are confident that their purchase will be 100% worth it. It’s your job to give them that confidence.
The Next Stage of the Sales Process
Though it may seem like you’ve nearly closed a deal with this lead by the time you’re at this stage, the cycle is not complete until you’ve actually received your money. Nurturing leads after the pitch meeting will get you to the finish line. But, you’re not able to cross it until you’ve made a verbal confirmation and the money is in your account. The next stage of the sales process is when the potential client gives you their word that they are ready to move forward.
Sales Stage #5: Nurturing Leads After Receiving Verbal Confirmation
Business leaders who are proven to be successful time and time again are likely doing so because there is a structure in the way they do sales. While every company may march somewhat to their own tune, there is a standard sales process across the board. And, that sales process typically consists of five stages. By now, you’re almost through all these stages with this lead, who is now about to become an actual customer. You’ve completed the pitch meeting, they’ve demonstrated their interest in going forward, and you can just about say that you’ve closed a deal. But, even though this is the last stage of the cycle, there’s still some nurturing left to do. Remember, before the money is in your bank account, it’s not a done deal. Don’t lose momentum now. You still need to practice nurturing leads after receiving verbal confirmation.
What Defines “Verbal Confirmation”?
The verbal confirmation stage is the fifth and last stage of the sales cycle, and it’s just as it sounds. Verbal confirmation is when the lead you’ve been working with has made an affirmative decision regarding whether or not they want to work with you. Ultimately, they’ve said, “yes”. They’ve given you verbal confirmation that they’re ready to move forward. And, they have communicated to you the final steps that need to happen before they officially become a client.
Based on all the work you’ve been doing up until this point, you’ve essentially “sold” this person. Perhaps they’ve known all along that they were going to buy your products or services. After all, the sales cycle for certain companies may be shorter or longer than others. For instance, if you have an online store that sells pet products, the time it takes for a high-qualified lead to become a paying customer will likely be much faster than a single individual selling one-on-one coaching services. But, no matter the industry, everyone will have this “verbal confirmation” stage at some point, even if it’s not so obvious.
Now, it’s time to make it official.
Note: Even though it’s ideal to get actual spoken confirmation, in this day in age, that may come in the form of an e-mail or text message, if that’s the kind of audience your business targets.
How to Receive Verbal Confirmation
The only way to actually receive the verbal confirmation with your prospective client at this stage of the sales cycle is to give them an opportunity to talk. Up til now, you’ve been talking a lot, explaining the ins and outs of what you can offer. While you can’t control what this person is going to say next, you can make a pretty good guess based on how your pitch meeting went. By now, you should have already addressed any concerns or doubts they may have. It’s time for an answer, but if you’re having trouble getting it, there are some things you can do:
- Before signing off after your pitch meeting, say something like, “So, what’s your decision based on everything you’ve seen/what we discussed?“
- If you didn’t get an answer in the pitch meeting, you should have been sending follow-up emails to nurture this lead. Mission Suite can help you automate these tasks, which is helpful if you have many different leads to focus on at once. Continue following up, but make sure you stress the importance of them telling you whether or not they are going to go forward. After all, you have other clients to take care of. Tell them you want to make sure their needs are met, first. But, to do that, you need to get their confirmation.
- Do they want to go ahead but they need to work out budget details or a payment schedule? Maybe they need a little more time before they can give you their deposit or first payment. Either way, agree on what date would be a good time for them to start.
- Stay confident and firm. Instead of saying, “When can I send over the next steps for you?” say, “Check your email tomorrow, as I will be sending you the contract along with the next steps.”
Tips on Nurturing Leads After Receiving Verbal Confirmation
We know, we know. You should have locked in this lead at this point. They’ve given you verbal confirmation that they want to make this investment. And, even though a person’s word is generally good enough, you’re not going to record the conversation. Especially, if they change their mind at the last minute. Which, by the way, they still can do that. They can even pay and decide in 24 hours that they want a refund. While that’s not very likely, it can happen. Therefore, you’ll need to implement strategies for nurturing leads after receiving verbal confirmation.
- Gently stay in front of them so that you can quickly do what needs to be done to “tie the not.”
- Schedule your closing meeting with them (if applicable).
- Have a contract template ready for them to sign.
- Use a site like Dochub or HelloSign where you can request their signature by a certain date, which adds some pressure.
- If they require a username and password or access to a platform or a link to activate their account, begin getting them set up.
- Send over details about where they can send their payment. Have a receipt template to send them as well. If they are on a payment plan, outline this in the contract with deadlines, as what the consequences will be if they don’t pay by the deadline (again, be gentle).
The Last Stage of the Sales Process
Now that you know how to continue nurturing leads after receiving verbal confirmation, you can essentially begin celebrating. Using Mission Suite, you can now move this lead through the last stage of your lead-ranking pipeline. You’ve closed on a deal and you’ve converted a lead. Congratulations! Even though this is the last stage of the sales process, you may need to have your closing meeting, which — depending on the nature of your company — may actually be your first meeting with them as your client. Make sure you get the money that this new customer owes you. Then, get ready to start the process all over again.
Mission Suite has the tools and resources available to help your sales team perfect these lead-nurturing stages. If you want to learn more, request a demo today!