8 reasons why customer leads are out and contacts are in
TRANSCRIPT
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8 reasons why customer leads are out and contacts are in
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Leads are often cold
11
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Contacts are warm
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12 Leads are generated and prequalified
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Contacts are nurtured
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13 Leads are short-term in focus
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Contacts require a long-term view
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14 Lead generation is often sporadic
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The nurturing of contacts is on-going
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15 The objective of a lead is a meeting
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The objective of a contact is to build a relationship
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16 Leads are found in many places
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Contacts live in a CRM tool
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17 Leads go stale
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Contacts last forever
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18 Leads require a campaign
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Contacts require a
conversation
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