This is the second post in a series on Deliberate Marketing. Be sure to check out the first post on Intention vs. Attention.

Sales teams are always clamoring for more leads but smart marketers know that what they really need to deliver are qualified buyers.  A lead status is often applied to anyone who fills out a form on your website or stops by your trade show booth.  Rather than tossing that list of names over to sales, marketers must nurture those leads and weed out the good from the bad, those with budget and need from those still in the education phase.

Deliberate Marketing ensures marketers can extract the most value from their marketing programs based on using the most cost-effective method to move prospects and buyers through the funnel. It is not focused on simply filling the marketing and sales funnel with contacts and expecting sales to follow-up on any lead that downloads a whitepaper.

Deliberate Marketing is about profiling the best possible buyers, recruiting more buyers that are just like them, and then executing the most effective techniques possible to move the prospect through each stage of the funnel.