9. Closed-Loop Lead Tracking and Lead Management
Sales funnel leakage occurs when closed-loop tracking and management processes are missing. Leads can drop out of the funnel when MQLs have been accepted as SALs, but not engaged by sales. And SALs can be lost when they are moved to SQL status, but not fully pursued, perhaps because they did not convert quickly.
These outliers will be flagged by an effective lead management process, identified as needing immediate attention, and, if warranted, passed back to the dedicated nurturing group.
For outbound marketing via the phone to succeed, it is essential that these nine processes be integrated into calling initiatives. When they are missing, expect average results at best. When they are present, you'll join companies that are achieving best-in-class gains in closed deals, revenue and profits.