"Chris Koch ckoch@itsma.com August 11, 2008
Brian Carroll wants us to get passionate about one of marketing’s most important tasks: finding and nurturing leads—80% of which wind up being ignored or discarded. “To me it's better to not be involved with a customer at all than to start a relationship and then drop the ball,” says Carroll. “What we are doing is just generating more leads. But it's not about more, it's about better.”
Here, Carroll, who is CEO of InTouch, a lead generation optimization services firm, gives us five ways to make B2B lead management more effective. For much more on lead management, you can read Carroll’s book, Lead Generation for the Complex Sale, and check out his popular blog, B2B Lead Generation.
1. Create a marketing funnel.
Most organizations don’t have a marketing funnel; they have a sales funnel that looks more like a bucket with lots of holes in it where leads leak out. Marketing needs to create its own funnel to understand whether leads are sales ready or not." ....
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Mike here. I grabbed this from a great article that I know you will enjoy.
Chris goes on to make a number of great points and there are some great resources you can downlaod for free so go to http://www.itsma.com/NL/article.asp?ID=401 and check it out for yourself.
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