800 Days: The Part of Your Pipeline Nobody's Managing

You're generating leads. Your sales team says they're not converting. And somewhere between the two, a buying journey that can span months - often years - is happening without you.

In Life Science, the gap between initial engagement and a purchase decision is long and structurally complex. Most commercial organisations have no structured means of maintaining visibility with their audience during that period. Marketing considers its job done at handover. Sales is waiting for a warmer signal. The lead goes cold.

This is the Lead Nurture Gap. And it is as much a sales problem as a marketing one.

Jen Wells, Co-Founder of Qincade, shares a first-person account of what it took to close it - rebuilding pipeline progression inside a global reagents and instruments manufacturer from a 100,000-contact exhausted database to £17 million in first-touch attributed revenue. The methodology she built from that experience became the foundation for Qincade's Lead Nurturing and Progression System.

You'll leave with:

• A clear understanding of why scientists don't buy from vendors - and the content model that changes the commercial conversation entirely
• The synchronised sales and marketing framework that gives both teams defined ownership of the evaluation period - and stops leads falling through the gap between them
• The attribution model that makes marketing's pipeline contribution visible at board level - and settles the budget conversation for good