“Unfortunately, the truth of the matter is that far more organizations have mastered the art of generating leads than have mastered the science of converting leads into sales,” writes Patricio Robles at Econsultancy. He offers five steps for squeezing the most out of leads to get some ROI juice:
1) validate leads
2) score leads
3) segment
4) follow up quickly
5) ditch poorly performing leads quickly and frequently
Regarding step No. 4, a case can be made that sometimes following up with leads immediately isn’t the best way to go. “This is a mistake. Not every lead is ready for a sales call,” said Dannie Evans, division director for
Network
