2 Minute Drill: Best Practices for Lead Management

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Welcome to The Pursuit Group’s 2 minute drill…a quick hit to get you working toward better marketing and sales performance. Today’s topic: Best practices for lead management

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2 Minute Drill: Best Practices for Lead Management - Presentation Transcript

Best Practices for Lead Management Barry Rosen
Lead Management Issues
- 
- Marketing leads don’t get followed up
 Reps inconsistent in lead generation  Sales time wasted on unqualified leads  Longer-term leads are abandoned
Areas of Excellence
- Marketing and Sales work together
- Dedicated source to qualify leads
- Top-tier leads delivered to sales force
- Marketing manages process for nurturing
- Analyze disqualified leads
Key Questions
- Do we generate leads that fall through the cracks?
- Does marketing do enough beyond lead generation?
- Are we maximizing sales time with “ready” opportunities?