From My Secret Methods for Turning Marketing Leads into Qualified Sales Leads by Jon Miller:
The human touch enhances lead nurturing. Whether or not leads are sales-ready, SDRs [sales development reps] can nurture relationships with each interaction. By talking with more leads, you can offer personalized thought leadership and value around a lead’s individual pain points, and cultivate future demand.
Notes: Thanks to Rich Anastasio for the link.