The whole premise of lead nurturing campaigns rests in the concept that all prospects are not ready for "buy now" sales messages. This does not mean you have to be passive in your approach. Accelerator campaigns attempt to move prospects along in your process based on their previously identified behavior. By recognizing and analyzing their behavior on your website, the frequency of visits, and the information they have downloaded - for example - you can (and should) adjust your nurturing approach. For our clients this often means we begin one to one marketing.
Prospect digital behavior is telling us something. We need to listen.