2 Minute Drill Best Practices For Lead Management
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2 Minute Drill Best Practices For Lead Management
- 1. Best Practices for Lead Management CHARLES CHATTA
- 2. Lead Management Issues Marketing leads Reps inconsistent in don’t get followed up lead generation Sales time wasted Longer-term leads on unqualified leads are abandoned © 2007; The Pursuit Group, Inc.
- 3. 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 © 2007; The Pursuit Group, Inc.
- 4. 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? © 2007; The Pursuit Group, Inc.
- 5. Optimize the Business-to-Business Sales Cycle 866-4-PURSUE Barry Rosen brosen@thepursuitgroup.com www.thepursuitgroup.com
Editor's Notes
- 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
- Often, the best opportunity to be more effective and efficient is in the earliest stages of the sales cycle, where leads are generated and qualified. Here are four common reasons: Marketing leads don’t get followed up in a timely manner Sales reps inconsistently handle lead generation responsibilities Too much sales rep time is wasted chasing unqualified leads Or, leads with no immediate opportunity are abandoned to wither and die
- Organizations that excel in lead management emphasize these areas: They get marketing and sales to work together, making sure that the focus is on “sales”, not just lead acquisition They establish criteria and use a dedicated source – either internal or external – to qualify leads They deliver top-tier qualified leads to the sales force and monitor their follow up They have Marketing manage a process for nurturing lower-tier qualified leads until they hit “sales ready” triggers And, they analyze disqualified leads and apply what they learn back to lead generation, continually refining their efficiency
- If you wonder whether you can improve the effectiveness and efficiency of your lead management, ask these three questions: Do we generate a lot of leads that end up falling through cracks? Does our marketing program do enough beyond lead generation? Are we maximizing the time our sales force spends with sales ready opportunities?
- The Pursuit Group has lots of ways to help improve your lead management. For a free phone consultation, contact us at the information on your screen.