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November 2009


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Good points, Steve. One thing I've observed from my own business and social networks is the human desire to connect to each other. This is why reached out in gentle and consistent ways is so powerful. Especially at a giant trade show like Dreamforce, one can feel lost. This is why reaching out quickly but gently is the right approach. You hit the nail on the head.

Jeff Ogden, President
Find New Customers
"Lead Generation Made Simple"

Steven Woods

Great points, especially your second one on building rapport. The goal of lead nurturing should be to maintain permission to stay in touch; selling comes later as a result of building a strong relationship. You're right in that it is something that could be done better by almost all companies.
Well written.

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  • Steve Gershik has been a VP of Marketing and demand generation leader for over 18 years. He frequently writes and speaks about marketing automation, brand management, demand generation and Internet marketing.

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