http://myeducatedguess.blogs.techtarget.com/2008/12/22/part-3-opportunity-management-hand-off-to-sales-and-closed-deals/ Marketing Answers for IT Tue, 24 Nov 2009 10:42:26 +0000 http://wordpress.org/?v=wordpress-mu-1.0 http://myeducatedguess.blogs.techtarget.com/2008/12/22/part-3-opportunity-management-hand-off-to-sales-and-closed-deals/#comment-1664 Tue, 10 Feb 2009 11:14:15 +0000 http://myeducatedguess.blogs.techtarget.com/2008/12/22/part-3-opportunity-management-hand-off-to-sales-and-closed-deals/#comment-1664 Timeliness is critical to making sure those leads that "leak" could turn into opportunities if they are put into a nurturing program. Having an automated, time stamped process helps to reduce leakage at a very critical point in the funnel and can help to improve program performance and overall ROI. Timeliness is critical to making sure those leads that “leak” could turn into opportunities if they are put into a nurturing program. Having an automated, time stamped process helps to reduce leakage at a very critical point in the funnel and can help to improve program performance and overall ROI.

]]> http://myeducatedguess.blogs.techtarget.com/2008/12/22/part-3-opportunity-management-hand-off-to-sales-and-closed-deals/#comment-1423 Mon, 22 Dec 2008 23:39:19 +0000 http://myeducatedguess.blogs.techtarget.com/2008/12/22/part-3-opportunity-management-hand-off-to-sales-and-closed-deals/#comment-1423 Definitely agree with your post on defining the criteria around handoff of leads to sales. You also touch on an area at the end that in many ways seems to be the biggest area of funnel leakage, what happens when leads are *not* picked up by sales or do not turn into business. The art (and infrastructure) for bringing those leads back into nurturing programs until they are ready to buy is often the difference between average and great marketing results. Definitely agree with your post on defining the criteria around handoff of leads to sales. You also touch on an area at the end that in many ways seems to be the biggest area of funnel leakage, what happens when leads are *not* picked up by sales or do not turn into business. The art (and infrastructure) for bringing those leads back into nurturing programs until they are ready to buy is often the difference between average and great marketing results.

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