2011 Buying Cycle Lead Management Lead Qualification 
Adobe Experience Cloud Blog
MARCH 3, 2011
Send pertinent messages related to where your prospect is in the buying cycle offering them information to help move them from one stage to the next. Communicate with leads in time. Too many companies lose business because of lack of timely follow up on leads. Communicate with prospects effectively.
Adobe Experience Cloud Blog
MARCH 7, 2011
Automation speeds up and beefs up lead qualification processes. Software for scoring uses demographics and prospect behaviors to determine how to best target particular audience segments and then keep leads engaged in the sales process once they enter (e.g. through a landing page).
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