Understanding The Difference Between An Inquiry And A Lead

Topics:
Advancing the Sales Cycle
Tags:
Cerida,
Inquiry,
Sales,
Sales Force Management,
Sales Strategy,
Sales Team
Source:
Cerida

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Overview: Marketing generates awareness of your company and inquiries about what you have to offer, but not qualified leads. The sales team has to labor a lot to turn an inquiry into a lead, especially in the event of a complex sales process. Qualified leads are people who have been screened for their level of interest in the product on offer. The sales team has a better chance of closing the sale on them. Painstaking work is required to follow-up on inquiries as they offer revenue-generating opportunities. The paper examines these issues.

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Format: PDF | Size: 81KB | Date: May 2001 | Pages: 5

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