Essential Sales Lead Generation Best Practices
Most companies do not have a lead generation problem. They have a lead handling problem: inquiries answered a day late, leads nobody owns, definitions that change by the week and reports that count everything except meetings. This guide covers the operating habits that turn leads into meetings, from how you define a lead to how fast you call it and how you report on it. It is for owners and the people who run sales and marketing.
What's inside
- Balancing inbound and outbound, and connecting them
- Lead definitions and a one-page sales and marketing agreement
- Speed to lead, routing and ownership
- Simple lead scoring that sales will actually use
- Follow-up across phone, email, LinkedIn and direct mail
- Personalization that scales, and data hygiene
- Attribution and the five reports that matter
- A 30-point self-audit
