Lead Management Questions

  • Is there a consensus from sales and marketing to what a “qualified” lead is?
  • Does Sales complain about (or neglect) the leads it receives?
  • Can you confirm that Sales has followed up with each lead it has received?
  • Is there a process in place for Sales to provide feedback to Marketing?
  • Can you differentiate between what type of leads close the fastest, and for the highest amount of revenue and profit?
  • What combination of touches provides the most effective leads for Sales?
  • Is there a mechanism for Sales to pass leads back to marketing for further nurturing, or do they simply get dropped?

Source:
Five Ways to Improve Your Lead Management
by Robert J. Moreau
MarketingProfs.com, November 14, 2006

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