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	Lead Management: Lead Management is a term used in general business practice to describe methodologies, systems, and practices designed to generate new potential business clientele, generally operated through a variety of marketing techniques. Lead Management facilitates a business's connection between its outgoing consumer advertising and the responses to that advertising.

Lead Planning & Generation: This stage consists of planning the entire campaign – determining lists, developing messaging, selecting the medium, setting the timing, planning the marketing project, then specifying lead qualification and distribution mechanism with Sales.

Qualify Leads: In this stage, leads are qualified, scored and processed according to pre-determined criteria. Typical lead process points and ‘flags’ are defined, including qualification questions and process, distribution rules, lead scoring (specific definitions of A, B and C-level leads), components and duration of the sales cycle, how to deal with atypical or out-of-profile leads, and ownership of each stage of the process. Once lead qualification criteria are determined, they can be automated. For example, surveys can pose questions like, ‘Does this prospect have a budget in place for a product like ours?” When this information is known, the lead can be passed to sales as a ‘hot’ lead requiring rapid follow-up, or a ‘cold’ lead requiring further nurturing and communication.

Distribute Leads: Lead distribution is the process of getting leads to the right person at the right time. There are many distribution systems - according to territory, product, lead source, level of urgency, or new vs. existing customers. They can also be escalated if, for example, they have a short timeframe to make a decision, or a ready-approved budget, or if they have a particular urgency or a high value

associated with them. With the right technology infrastructure, companies can automate the distribution of leads according to predetermined criteria. This removes the burden from support staff, and ensures that leads really do reach the right person at the right time.

Nurture Leads: Lead nurturing allows companies to remain in touch with longer term leads until the lead is ready to be advanced into the sales cycle. When the lead is closer to making a purchase, it can be passed on to sales. Nurturing – the process of progressing a lead from an ‘unqualified’ to a ‘qualified’ state worthy of devoting your marketing resources – is an often neglected step in the lead management process.

Measure and Evaluate Programs: The last stage of lead management is to close the loop on results. Post-campaign analysis and reporting is the key to demonstrating success, or perhaps identifying how a marketing approach could be improved. By going through a detailed planning process at the outset, teams are clear as to what is to be measured at each step, and have visibility into how similar campaigns have performed. When the ROI and cost-per-lead from each campaign is accurately reported, patterns can be identified which help marketing teams to do more often what is proven to work well.

These processes are designed for business-to-business and direct-to-consumer strategies. Lead Management is in many cases a precursor to sales management and customer relationship management. This critical connectivity facilitates business profitability through the acquisition of new customers, selling to existing customers, and creating a market brand. This process has also accurately been referred to as customer acquisition management.

Increased sales and profits.
Reduced costs per lead.
Lead Generation, high-quality appointments with qualified decision-makers.
Lead Qualification and develop trade show leads.
Leverage the time of your sales team.
Timely follow up to your campaigns.
Scalability to expand or retract the size of your lead generation or lead qualification team.
Seamless representation of your company, products, and services.

Increased sales and profits.

Reduced costs per lead.

Lead Generation, high-quality appointments with qualified decision-makers.

Lead Qualification and develop trade show leads.

Leverage the time of your sales team.

Timely follow up to your campaigns.

Scalability to expand or retract the size of your lead generation or lead qualification team.

Seamless representation of your company, products, and services.