Chapter 10: Lead Management
Chapter 10 of 14
Chapter 10: Lead Management
10.1 Lead Lifecycle
Effective lead management tracks and nurtures leads from first contact to conversion.
Lead Stages:
- Visitor: Website visitor, no contact info
- Lead: Contact information captured
- Marketing Qualified Lead (MQL): Meets marketing criteria
- Sales Qualified Lead (SQL): Ready for sales engagement
- Opportunity: Active sales opportunity
- Customer: Converted lead
10.2 Lead Routing
Automate lead assignment:
- Round-robin distribution
- Territory-based routing
- Skill-based assignment
- Lead scoring-based routing
10.3 Lead Data Management
- Data enrichment
- Duplicate detection
- Data validation
- Regular data cleanup