Lead Generation: No lead left behind

A qualified ‘sales-ready’ lead is a wonderful thing to behold. A testament to all of marketing’s hard work, a justification for budget spent. Better still, once it’s passed on to sales, you can sit back and relax, confident the opportunity will soon be impacting on those all-important ROI figures…

But then nothing happens. The pipeline barely increases, and upon closer inspection, you find a significant proportion of the leads have gone nowhere – or worse, they’re now dead.

What does that now say about all the effort and budget you’ve now just ‘wasted’? 

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