Lead Nurturing
After leads are qualified, the next step is to convert the lead to a prospect. This process, called lead nurturing, includes direct contact between the lead and the sales representative and may involve sending marketing campaigns.
Your marketing team can target leads with email campaigns, and their responses can help sales representatives gauge interest in products and services. For more information, see Lead Nurturing Campaigns.
Sales representatives can track their contact with leads by creating phone call and event records. In addition, they can save the email they receive on the lead record. For more information, see Attaching Events, Tasks, and Calls to Records and Transactions.
When negotiations have reached the point where a sale seems possible, you convert the lead to a prospect.