Here’s an inconvenient truth about fire: it dies without the right amount of fuel.
One of the toughest tasks your marketing and sales teams will undertake is stoking the heat source for warm leads who aren’t quite ready to buy. Too much air will blow out the candle. Too little, and it’ll fizzle out on its own. It takes just the right amount of oxygen to keep that small, sensitive flame ablaze.
Since the average prospect takes 6-8 touches to convert, your team may be fighting to maintain that perfect balance for a considerable amount of time.