This is one of our “oh, come on” articles. Basically, the crux of this article is to let people know that leads need to be followed up on. Ok, I am being harsh…Bottom line, any marketing programs/lead generation manager is doomed for failure if follow up on leads is not enforced. The system breaks down in this lead-to-sales process hand-off quite frequently.
You HAVE to get buy-off that leads will be followed up on. As most people who know me know: I believe wholeheartedly in the idea of human-powered lead development team that takes on the process of contacting and setting up next steps with only Qualified Leads. Sales guys are not good at follow up and frankly the minute they start working on some deals will have no desire to do so. Lead Generation Programs have a higher success rate when human follow-up teams are in place.
I realize this isnt the ONLY way to deal with it, but it must be dealt with.
B2B Online: Lead-generation programs demand follow-up
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The Funnelholic
