Marketing’s To-do List
November 2006
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• Treat leads like you would customers.
• Create, implement and enforce a standard universal lead definition.
• Use the phone to qualify all inquiries before sending them to the sales team.
• Establish a clear process for handling and distributing leads.
• Leverage your CRM system to manage your process.
• Distribute leads rapidly.
• Pump up your sales team to follow up on each lead promptly.
• Measure sales lead acceptance and follow up by sales team.
• Close the loop with your sales team regularly.
• Create, implement and enforce a standard universal lead definition.
• Use the phone to qualify all inquiries before sending them to the sales team.
• Establish a clear process for handling and distributing leads.
• Leverage your CRM system to manage your process.
• Distribute leads rapidly.
• Pump up your sales team to follow up on each lead promptly.
• Measure sales lead acceptance and follow up by sales team.
• Close the loop with your sales team regularly.
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Business-to-Business Lead Generation Strategies (2nd Edition)
Business to Business Marketing Research