Changing Expectations: The Future of Lead Management

Posted by: Lisa Cramer | Posted on: February 17th, 2012 | 0 Comments

In most businesses today, the marketing to sales process – or more specifically, the lead management process – has been ignored.

When we refer to the lead management process, we are describing the process that occurs from the initial attempt to generate a lead, to the time that the lead results in revenue. This process spans the top of the funnel where inquiries and suspects pour in and are then nurtured into opportunities and closed sales.

If you look at the amount of money spent on lead generation and the money spent on maximizing sales teams’ effectiveness, it’s incredible that this hasn’t bubbled up to the top of every CEO’s agenda. Understandably up to now, companies have concentrated their efforts strictly within the sales discipline, focusing on the sales process, team and methodology, which are all critical to overall sales success.

While optimizing these components for your business are indeed crucial to high performing sales teams, they no longer are enough.

How can your business start down the road to improved lead management without overhauling your entire business operation?

Download our newest Whitepaper – Changing Expectations: The Future of Lead Management to learn more.

Whitepaper topics also include:

• How to improve Marketing Effectiveness
• How to improve Sales Effectiveness
• How to adapt to the new Buy Cycle
• How to meet CEO expectations of increased revenues, reduced sales costs and ROI generation.