If you want to grow your business, you need to not only generate inbound leads, you also need to make sure they get properly introduced into the sales process. Sadly, many companies fumble the ball on inbound leads.

Today’s buyers are online looking for answers to their questions and solutions to their problems. Inbound marketing capitalizes on this opportunity by attracting active buyers and converting them to leads. Unfortunately, while many companies invest significant amounts in inbound marketing, they often do not have a good process to engage leads once they come in.

Our guest today, Luigi Prestinenzi, brings valuable insight to this issue. In addition to hosting the Sales IQ podcast, Luigi is a sales enablement specialist and trainer that helps companies navigate these challenges. While automation is important, Luigi shares why it is important to integrate the human touch early into the lead engagement process.