HomeResearch Articles Identifying Signals of Qualification Issues Within the Lead Management Process

Identifying Signals of Qualification Issues Within the Lead Management Process

  • The lead management process comprises four key sub-processes that transform leads from raw inquiries to closed won deals
  • To ensure maximum throughput of leads, detailed specifications should define the required qualification criteria at each handoff point between sub-processes
  • Compare patterns of lead conversion vs. benchmark rates to diagnose discrepancies in qualification criteria
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