January 6

How to ensure every single lead is followed up on

Marketing Strategy


Many marketers involved in lead generation have long had a nagging suspicion that their sales team doesn’t take their leads seriously.

Published reports show that up to 70% of marketing generated sales leads are not followed up on by a sales person.  If this sounds like you, you’re probably missing an effective lead management process. 

Lead management is a multistage process that manages the conversion of sales leads to customers. 

7 major stages of effective lead management:

  1. Lead Generation
  2. Lead Qualification 
  3. Lead Refinement   
  4. Lead Distribution 
  5. Lead Follow-up
  6. Lead Tracking and reporting
  7. Lead Nurturing

In the case study today, by MarketingSherpa.com, they highlight how XOsoft transformed their lead management process and reaped tremendous results. 

How to End Sales Lead Neglect & Make Sure Every Single Lead is Followed Up On Appropriately.

As you’ll see, effective lead management requires systematic approach, ongoing management, monitoring and continuous improvement.  Stay tuned, I’ll be sharing more detail and best practices for each stage of lead management in the coming months. 

About the author 

Brian Carroll

Brian Carroll is the CEO and founder of markempa, helping companies to convert more customers with empathy-based marketing.

He is the author of the bestseller, Lead Generation for the Complex Sale and founded B2B Lead Roundtable LinkedIn Group with 20,301+ members.

  1. hello,

    This is great people if you guys can help me out; i am heading the sales department of an ISP(Internet Service Providers) Broadband solutions, i want to create a Lead managament System for my Company, i am seaking for a sucessful LMS for my company.

  2. I’m going to share some more detail on this. In the meantime, there is a good article on the http://www.marketingpower.com website. You need to register and search for “lead management.”

    There is a good article titled, “Best Practices in Lead Management” by Alexandra Best, Executive Director of Marketing for Pivotal Corporation.

  3. Great post! Where could I find more info on these 7 stages? I’m thinking it’d be great to have a full definition, expectations, and actions that could be associated with each stage.

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