1. Lead Generation Best Practices Lead Management
Key
1 = Gulf
Void
2 = Gap
Partial
3 = Aligned
In Place
Best Practices for Lead Management
Assessment
Establish a common definition of a Lead
Partial
Integrated marketing & sales funnel
Void
Sales & Marketing SLA/SOP
In Place
Adopt a repeatable lead management process
Map lead process to buying process
Establish conversion metrics by stage
Clear buyer-driven exit criteria
Sales feedback loop
Lead nurturing
Offer content built specifically by buying stage
Create a dedicated Lead Development Rep (LDR) role
Lead Development Role (LDR) resides in marketing
Clear lines for lead routing