With the rapid acceleration of inbound marketing in today’s digital age of computing and the Internet, many companies are generating leads or inquiries with their online presence via their websites. The marketing task is to effectively capture these inquiries, channeling them as prospects into and through the sales cycle, bringing these prospects from the top of the funnel into qualified leads that eventually convert to actual sales. This is accomplished through lead nurturing. Internet computing has dramatically changed lead generation. In many cases, it has lengthened the sales cycle as  ...