In this episode of 'Secrets to Accelerated Growth,' Adele Crane of Sales Focus Advisory explains the importance of effective lead nurturing for achieving exponential growth.Speaking with Paul Carey, Crane highlights key areas where companies often go wrong in lead generation and management. She outlines the importance of understanding the buyer's journey and internal vetting processes and stresses the need for marketing and sales alignment. Crane introduces the concept of having a buyer advocate or pre-sales person to ensure leads are properly nurtured until they are ready for a sales conversation. She discusses the challenges of adapting this approach and provides insights into how sales leaders can better manage lead conversion and improve pipeline quality.