Over the last couple of years, I’ve noticed that senior executives of small and mid-market businesses (SMBs) are paying more attention to lead generation (though still clearly not enough). While this is certainly a sign of progress, I’ve noticed that the lead conversion process is often overlooked. In February, I shared the most effective model for B2B companies that are looking to accelerate and scale sales growth. A critical function in the model is the lead management function. Lead...
