Summary
Reconstituted nurturing seeks to reinvigorate “dead” opportunities over a concentrated period of time. Generally, responsibility for the effort is split evenly between field marketing and an internal or external teleprospecting function. The age of opportunities pulled from the customer relationship management (CRM) system is a major consideration in a reconstituted approach. In this report, we discuss factors to consider when designing nurture flows and how these factors play out in reconstituted nurturing — one of three categories organizations must use to take better care of prospects within the Demand Waterfall®.
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