If you’re in sales “Read This”: Drake Morton

Optimizing Sales Lead Management In The

Industrial Marketplace

by Angela Hribar , Thursday, March 26, 2009

Some research studies show that up to 80% of sales leads within an organization can be ignored, then lost or discarded, translating into unnecessarily wasted resources. Some leads may be ignored or discarded by the sales team because the target customer is not properly defined or the lead properly “qualified.”  Salespeople often complain that marketing is not generating the “right” type of lead.  Yet even if there is universal agreement on the term “sales lead” for your company and leads are generated through marketing programs, the process of managing these leads might be flawed.
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