I’ve been working on a lead generation project where we are qualifying leads for a sales team. Each potential lead has been emailed to verify that they are still working with the company they are listed for and each have been contacted by phone to verify that they are the type of person we want to do business with. Along the way they have had an opportunity to download an overview brochure of the company’s capabilities. Here’s what we are finding now that we have passed along the “lead” to a sales rep and why I think that nerchur is critical in the sales process. The only “leads” that are being followed up with are those where the individual has had a specific question or request – everyone else is being ignored. The frustrating thing about this is that the qualified “lead” is exactly that…a “qualified lead” that fits the type of person we do business with. Not everyone needs something TODAY – so keeping them in the loop so that I can SEE when you are interested and what you are interested in is critical. It’s also critical that I schedule times to follow up so that this “lead” isn’t wasted. There’s a difference between sales, which is a process, and order taking – which doesn’t require a sales rep.