05 Feb |
Lead Generation….Clarity of purpose |
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One of the issues surrounding lead generation is the lack of clarity around what constitutes a lead. In our practice, we hear people refer to leads as a purchased list, a tracked visit to their site, tradeshow “leads”, response to an email and or direct campaign etc. This lack of clarity will cause a whole series of challenges down the road. A company should categorize their funnel in different buckets or levels and only the most qualified leads should ever make it to sales. There should be a migration path from bucket to bucket and a consistent process to build organizational
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