7 Components of Lead Management
Lead management is a foundational concept for any B2B marketer looking to impact revenue. Take an inventory of your lead management maturity with this short assessment.
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(A sales-ready lead is someone who demonstrates a pre-determined, “FIT†for the organization and buying readiness based on measurable demographic and behavioral attributes that Sales and Marketing agree on.)
(Developing lead stage definitions enables marketers to model the progression of a lead from marketing engagement to sales close AND implementing those stages as data points into technology platforms.)
(Lead Processing creates a defined flow for what happens to a lead upon acquisition to ensure that no lead is left behind and the prospect/customer has a positive experience.)
(Lead scoring is a methodology used to rank prospects against a scale that represents the perceived value each lead represents to the organization. The resulting score is used to determine which leads a sales or inside sales will engage, in order of priority.)
(Service Level Agreement (SLA) is a document that captures the roles and responsibilities of sales and marketing through the Lead Management process.)