This is a guest post by Henry Bruce, the founder of Rock Annand Group, a client acquisition strategy consulting firm focused on the B2B software industry. 

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Since 3 out of 4 new leads generated end up buying at some point in the next 18-24 months (according to MarketingSherpa), lead nurturing is no longer a wish-list program, but a competitive necessity. But for most B2B marketers, figuring where to start is always a daunting task.

To make matters worse, many approaches tend to over-complicate things. Marketers develop complex multi-touch campaigns that overwhelm their opt-in audience with too many communications and too many messages. Buyers become not only confused but suffer from subscriber fatigue.
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Here at The Bridge Group it's no secret that we love Inside Sales. 

We especially love Inside Sales Reps. We love their personalities, attitude, willingness to learn and grow and do. We decided we wanted to create something focused on helping Reps be even better.

To that end we created an Inside Sales Productivity Kit that features 10 tips that are easy to understand and implement.

The Kit includes:

Ready… “The Doctor is in and will see you now.” 

 
I am very excited to launch our How Sales Representatives View Marketing Generated Leads survey in partnership with VorsightBP.

For Sales Reps

I want to invite the Sales Reps among us to participate in the 90 second, 12 question survey. One lucky participant will win an Apple iPad (1 winner to be drawn). 

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