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A recent article by Lori Wizdo, VP and Principal Analyst for B2B Marketing, Forrester Research is a sobering reminder of what can happen when you “rush a business to the altar” – prospecting before a lead is properly nurtured. In Wizdo’s article Are You Butchering Your Early-Stage Leads?, Lori talks about a first-hand experience where an overly-eager sales rep inadvertently foiled the engagement before even making it to first base. And what....
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