The management of sales leads is critical to generating Return on Marketing Investment. The Yankee Group Report, "Improving Sales Effectiveness in a Down Economy," states, "Solving the lead management problem is especially critical in challenging economic times. Companies need to prevent each lead from falling through the cracks- which happens 70 to 80 percent of the time or from going stale."
I posted an a recent article by well-known sales lead expert, Mac McIntosh. This article is a check list of items that can improve your odds of success with each sales lead.