Best Practices for Lead

Management

CHARLES CHATTA

© 2007; The Pursuit Group, Inc.

Lead Management Issues

Marketing leads

don’t get followed up

Reps inconsistent in

lead generation

Sales time wasted

on unqualified leads

Longer-term leads

are abandoned

© 2007; The Pursuit Group, Inc.

Areas of Excellence

• Marketing and Sales work together

• Dedicated source to qualify leads

• Top-tier leads delivered to sales force

• Marketing manages process for nurturing

• Analyze disqualified leads

© 2007; The Pursuit Group, Inc.

Key Questions

• Do we generate leads that fall through the cracks?

• Does marketing do enough beyond lead generation?

• Are we maximizing sales time with “ready” opportunities?

Optimize the Business-to-Business Sales Cycle

866-4-PURSUE866-4-PURSUEBarry Rosen

brosen@thepursuitgroup.com

www.thepursuitgroup.com