What are the top oversights marketers are making regarding lead generation?
We need to move away from the notion of lead generation and toward the concept of lead management. Lead management occurs deeper into the sales funnel where sales and marketing are dynamically engaged with each other to determine which leads need further nurturing and which need immediate follow-up by sales. During the lead life cycle, there can be multiple hand-offs between sales and marketing as the lead goes in and out of the sales cycle. The trick is to make sure that the right team member is servicing the prospect or customer at the right time. 5. What will you prescribe to marketers to carry out effective lead generation? Tagging onto my answer above, solutions that enable effective lead management should be considered. I’ll leave it at that and spare you the product pitch (but Genius.com would be good place to start). Seriously, there are several vendors out there who can help organizations better manage their customer relationships and I list a bunch in my book. They should be
