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:
- Lead Generation
- Lead Qualification
- Lead Refinement
- Lead Distribution
- Lead Follow-up
- Lead Tracking and reporting
- Lead Nurturing
In the case study today, by MarketingSherpa.com, they highlight how XOsoft transformed their lead management process and reaped tremendous results.
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.