Salespeople regularly complain that they don’t get enough leads. Most salespeople expect their company to engage in marketing activities to generate sales leads. This seems like a reasonable expectation. Yet effective marketing strategies have shifted to multi-touch nurture programs that take planning a strategic content approach before they hand off marketing qualified leads to sales.

Many sales cycles are stalled. Whether your team is selling print, services, direct mail, software, equipment, or products, the current situation has many sales cycles stuck and delayed. Your sales team may be hearing from customers that decisions are on hold or postponed. Or they may be hearing nothing as prospects do not respond to emails and phone calls.

The excitement and agony of college basketball and March Madness are almost here. I’m reminded of the many conversations with my sport-loving husband about his favorite teams and their strategies for success. Many discussions center around the ability to move the ball forward in basketball and football, or moving the runner along in baseball.