Nick Sal's HubSpot Inbound Marketing and Consulting Blog

Are you generating leads with your inbound marketing or just a lot of buzz around the top of the funnel? For that matter, does your funnel look like a pipe where a prospect fills a form with a phone number and first name, drops right to your “hot lead list” and by the end of the day you’ve called them six times and left five voicemail messages? Or perhaps your funnel is more like a game of marco polo where the prospect wanders around feeling their way through the dark, hoping to discover your value. Lead nurturing is the way inbound marketers keep the funnel from looking like a pipe and also prevent prospects from becoming lost in a maze of offers.