B2B companies would do good to understand that they need to feed (information to the prospect), protect (the prospect's interests), support (by guiding their prospect's curiosity), encourage (the prospect's questions), train and educate their prospects. Lead nurturing essentially involves methods of maintaining a steady relationship with prospects irrespective of whether they are 'sales ready'. Only one out of ten people who visit your website are there looking to buy immediately, and sadly the remaining nine will walk away if not nurtured early on! Nurturing leads has multiple benefits: Understanding your customers' intentions Obtaining swift information on the sales readiness of your prospects Sustaining leads' interest Educating leads

Social media marketing has become an important part of the overall marketing mix for most companies. Presence on social networking sites like LinkedIn, Facebook and Twitter is a significant part of this effort. In June 2010, LeadFormix published a report on - HOW EFFECTIVE IS SOCIAL MEDIA FOR B2B LEAD GENERATION? - where we found that, of all the social networking sites, LinkedIn was the most effective in sending leads or enterprise visitors to B2B company websites.

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