Will You Marry Me?

Will You Marry Me?


Can you imagine having this question asked on the first (or even the second) date? It would probably initiate a response along the lines of "Are you kidding me? I don't even know you!"

And yet as BtoB marketers, our demand generation and nurturing campaigns often do just that - ask for marriage before we've even dated. We often assume that one response or "date" means that our prospect is ready to jump straight to purchase or "marriage."

Addressing your lead management process is a good way to begin dating your prospects. It enables you to develop a clearly defined methodology for not only communicating with them, but also for better understanding and responding to their needs. More importantly, it enables you to develop a one-to-one relationship with your prospects so that they are only handed off to sales when they are good and ready to "get married."

Carlos Hidalgo recently addressed the six steps within a lead management process in the Focus Interactive Summit on "Mastering Lead Management." A first step to developing a lead management process is auditing your current one.

To help you get started, we've developed an Audit Checklist or self-diagnostic tool to kick-start things internally and evaluate your lead management process. The information discovered provides a starting point for internal discussions between marketing and sales which will ultimately lead to the transformation of your lead management process.

Download the Audit Checklist today. And don't worry, we promise not to propose any time soon!

www.annuitasgroup.com