Roy Young in Marketingprofs.com writes how marketing professionals fail at qualifying and handling leads properly. How do you define a lead for your product offering? Gathering mass volumes of unqualified business cards at tradeshows or click-throughs to your web site from a banner ad, won’t mean much if it’s not the right audience for your business. Carefully qualifying the leads, choosing your tradeshows or online advertising mediums, makes the follow up process more efficient. Stay involved when managing the lead pipeline rather than simply passing it off to the sales department. This lets you see how the leads are being handled, if they are being handled, and identify opportunities where you can increase your chances of converting it to a sale.

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