After evaluating lead automation solutions from several vendors, I have developed my own list of seven key components that make up a successful lead generation system. A strategic lead automation system will lower your cost per lead; boost ROI and closely align sales and marketing. A unified lead definition leads to objective scoring and qualifying, resulting in higher quality leads. The sales team is motivated to score more wins because now there is an agreement on the quality of leads.
My list of seven key components are:
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Jennifer Fernando says:
Awesome post. Thank your for sharing such a nice article.
Christopher Doran says:
Achinta – I enjoyed your post. Great layout of the marketing/sales funnel/pipeline. One thing I would add is a nurture cycle for those sales ready leads that fall out of the pipeline for whatever reason (change in timeline, chose competitor, etc). The ability to continue to market to these leads is critical. In my experience, the hand-off mechanism from sales back to marketing can be tricky – have you seen the same?
Thanks,
Christopher
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