Comments on: Lead Management http://myeducatedguess.blogs.techtarget.com/2006/10/24/lead-management/ Marketing Answers for IT Tue, 24 Nov 2009 10:18:55 +0000 http://wordpress.org/?v=wordpress-mu-1.0 by: Nadine Tanner, Coemergence Inc. http://myeducatedguess.blogs.techtarget.com/2006/10/24/lead-management/#comment-419 Mon, 30 Oct 2006 19:57:01 +0000 http://myeducatedguess.blogs.techtarget.com/2006/10/24/lead-management/#comment-419 Definitely do not give all the leads to sales. All your hard marketing work will be wasted if you do so. Sales people will not follow-up on all those leads you give them unless they know they're hot and worth following up. The worst case is they'll let them go cold and all your work will be for naught. Definitely do not give all the leads to sales. All your hard marketing work will be wasted if you do so. Sales people will not follow-up on all those leads you give them unless they know they’re hot and worth following up. The worst case is they’ll let them go cold and all your work will be for naught.

]]> by: Maureen Rogers http://myeducatedguess.blogs.techtarget.com/2006/10/24/lead-management/#comment-418 Sat, 28 Oct 2006 23:49:13 +0000 http://myeducatedguess.blogs.techtarget.com/2006/10/24/lead-management/#comment-418 We've all been through those terrible back-in-forths where sales tells marketing 'these leads are all terrible, but keep giving us more of them.' Before handing leads off to sales, marketing should scrub them and get rid of the clear non-starters. Beyond that, what to do with the leads may depend on the structure and philosophy of your sales force. Do you separate hunters from gatherers? Is their an inside sales group that works early leads? Do your sales people have the time to work raw leads? Do they incorporate this type of pursuit into their schedules? How to handle leads, what qualifies a lead, etc., needs to be worked out between sales and marketing. Theoretically, this should get rid of some of the negative-back-and-forth over leads. We’ve all been through those terrible back-in-forths where sales tells marketing ‘these leads are all terrible, but keep giving us more of them.’ Before handing leads off to sales, marketing should scrub them and get rid of the clear non-starters.

Beyond that, what to do with the leads may depend on the structure and philosophy of your sales force. Do you separate hunters from gatherers? Is their an inside sales group that works early leads? Do your sales people have the time to work raw leads? Do they incorporate this type of pursuit into their schedules?

How to handle leads, what qualifies a lead, etc., needs to be worked out between sales and marketing. Theoretically, this should get rid of some of the negative-back-and-forth over leads.

]]>