Want To Follow Up? Wait A Few Days

Was your sales staff really anxious to reach out to a sales prospect who had received content? They need to relax for at least 24 hours, more for senior-level professionals, NetLine says, which calls that gap between sending content and following up the "consumption gap."

"The consumption gap is important to be aware of as it can have significant impact on prospect nurturing," says NetLine, "To make sure the prospect is informed enough to have an intelligent discussion, allow for at least two days before contacting."