Avoid The 5 Biggest Lead Management Mistakes

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Executive Summary

Companies spend thousands (or even millions) of dollars on lead generation, but only a microscopic proportion of that goes to lead handling and management. Unfortunately, leads are highly perishable, and without quick and effective handling they will lose much of their value. Make sure that Web leads get into your CRM system very quickly, and that a drip marketing email sequence starts the same day someone visits your site. Set up metrics, dashboards, escalations and incentives to minimize time to first touch. This paper gives the top five pitfalls to avoid in your lead management activities.

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