I came across an excellent article on nurture marketing that was just published on the Demand Gen Report.

An excerpt:
Often leads that are passed over to sales are later disqualified because their purchase plans have been delayed. Although they are not immediately ready to buy, these prospects should be kept warm by the marketing department and once their activity reaches a certain level, they may be ready for re-engagement with the sales organization.

Unfortunately, many organizations have abandoned leads that were disqualified, allowing these prospects to leak out of the funnel. SiriusDecisions’ Jaros pointed out that “re-watering” aging leads in a company’s database could represent the most fertile ground for lead nurturing.