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The 6 Stages of Successful Lead Management

It's All About Revenue

What makes a lead management process successful? In the real world implementing lead management requires a degree of science, art and consensus. If you are considering implementing a lead management process, here are 6 Stages of Lead Management Implementation to give you a sense of what to expect. You should be 90% of the way there before you ever meet with sales.

Lead Scoring: A Beautiful Theory, An Ugly Truth

Sales Prospecting Perspectives

Let’s discuss the idea of lead scoring within marketing automation and why inbound marketing embedded with a scoring system doesn’t a sales qualified lead make. However, I’ve been reading content about the process of lead scoring, (guiding the prospect through the sales process, down the funnel so that you can then pass sales qualified leads directly to the sales people). It provides us a way to really dissect our prospects intentions, interests and feeling towards our company and our products. So, what to do?

Making Your Sales Messaging Less About You And More About Them

Sales Prospecting Perspectives

Last week my blog focused on making sure your messaging spoke specifically to your prospect's pain. Bad Example: Me: Good morning [prospect name], my name is Craig Ferrara and I’m calling with AG Salesworks. I was sent your way as the person that would oversee pipeline and lead development for your organization. Prospect: Yes Me: Great, AG is an 8 year old company based in the Boston area offering sophisticated teleprospecting, lead qualification and pipeline development services exclusively to technology companies offering B2B software, hardware and services.